A European connectivity provider sought to enter the German market to capitalise on the nationwide push for high-speed fibre-to-the-home (FTTH). Despite the opportunity, the client faced a fragmented regulatory landscape and intense competition from regional utility-backed providers. They lacked the local intelligence to identify which municipalities offered the highest ROI and the lowest bureaucratic resistance.

Heigard initiated a data-driven market intelligence project, mapping Germany’s communications infrastructure and regulatory hurdles. We performed rigorous benchmarking of regional competitors and identified untapped areas. Our team designed a market entry framework that focused on strategic infrastructure partnerships rather than a costly build-out.

With this strategy, the client secured wholesale agreements with two major regional carriers, bypassing the need for redundant infrastructure investment. Within 12 months, they expanded their network footprint across three federal states, generating approximately €25m in recurring service revenue. The Heigard framework was subsequently adopted as the client’s blueprint for their broader European roll-out.