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by fy20
1054 days ago
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It can work the other way around too. Early in my career I was working for a company that provided value added services in the telecommunications space. We grew quite large, working with household name brands in Northern Europe. However everything we did went through a single third party provider - we didn't communicate directly with telecommunications companies. This provider did an ok job, however at the volumes we were processing it meant we were paying them a pretty handsome sum - which the owners (we were privately held without any outside investment) wanted to reduce to increase their profit margin. We made an offer to buy this provider, but they knew how much we were depending on them, and made a counter offer much higher, which we refused. We started building out our own platform to connect directly to the telecommunications companies, which if you've ever worked in this space, you will know it's no easy task. Although there are standards, each company does things slightly differently, so each integration is effectively from scratch. To make it even harder, the process of migrating phone numbers etc is effectively turn it off in one place and turn it on in the new place, there is no gradual switch over. After the failed negotiations our provider did not want to cooperate with this (any more than they legally had to) and they gave us a hard deadline after which they would turn off all our services. Any major issues during this migration could take weeks to resolve, and would surely result in large customers leaving which could be the end of our company. But in the end we did it. The migration over to our platform worked without any major issues, and we were even able to build in extra features that our provider didn't have. And the icing on the cake: a year or so later we bought that provider. As we were their biggest customer - by a long way - they lost a big chunk of business. What we paid for them was much lower than the original offer we made. |
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