Guillem Casahuga
Guillem combines broad telecom experience with deep expertise in Latin America to help clients transform their sales and marketing organizations.
Areas of Focus
Education
ESADE Business School (Spain)
Master in Business Administration
Polytechnic University of Catalonia (Spain)
Engineering, Telecommunications
Past Experience
Europraxis
Partner Latin America
Sony Spain
Engineer
Guillem is a partner based in Arthur D. Little's Houston office.
He leads the Latin America TIME (Telecommunications, Information, Media and Electronics) Practice. His professional focus is on marketing and sales strategies, corporate and growth strategy, business transformation, customer experience management and operational performance improvement.
For many years, Guillem has assisted players in the telecom industry (mobile, fixed, broadband and pay-TV) across Latin American countries.
Guillem received his degree in Telecommunications Engineering from Polytechnic University of Catalonia in Barcelona and an MBA from ESADE, Spain.
He speaks 5 languages: English, Spanish, Portuguese, French and Catalan.
Navigating the AI investment landscape
AI continues to evolve, and much like the software that came before, it “is eating the world.” AI has increasingly attracted attention from private equity (PE) investors seeking to capitalize on this burgeoning sector. However, the allure of high returns comes with significant risks obscured by AI technical complexity and hype.
Transforming telcos through AI
AI is reshaping the commercial landscape for telecom companies. It offers innovative solutions that empower telcos to operate with heightened efficiency and precision. In this Viewpoint, we explore how leveraging AI optimizes individual transactions, can boost customer engagement by over 15%, and reduce operational costs by up to 30%. As telcos embrace AI-driven tools, the potential to accelerate growth and gain a competitive advantage becomes increasingly evident.
Reshaping telecom investment in a next-generation world
Telco operators are facing declining profitability from a combination of stagnant or negative revenue growth resulting from competition and increasing CAPEX/OPEX caused by increasing user traffic. While operators have always run efficiency programs, traditional methods are no longer sufficient to meet current financial constraints and future market evolution. This Viewpoint explains how successfully managing costs requires a new, more granular, holistic approach.
Migrating to the next network
The telecom industry is evolving rapidly, simultaneously witnessing the rise of new, advanced network transitions while current technology becomes obsolete. This Viewpoint explores how mobile telecom operators can effectively implement customer migration acceleration programs to optimize operations, migrate customers to advanced networks, and unlock new opportunities in a future-ready telecom landscape.
DESIGNING INSURANCE SALES CHANNELS FOR MAXIMUM IMPACT
Fierce competition for clients and the adoption of new technologies are pushing insurance companies to make bold efforts to improve their sales force and emphasize their most profitable channels. Developing a data-driven strategy to properly dimension sales channels will allow companies to maximize their resources and deploy efficiency initiatives. In this Viewpoint, we define an organized approach to sales dimensioning that can be used by insurance companies and other sectors.
Enabling a sustainable telco ecosystem
Sustainability has become increasingly important to telco business strategy and operations. Although individual 5G equipment is more energy-efficient than its predecessors, the need for more extensive, denser networks will increase overall direct energy consumption. Amid rising energy prices, how can telcos achieve their sustainability goals, while enabling broader decarbonization? In this Viewpoint, we provide frameworks and strategies telcos can use to improve sustainability.
Rising inflation! How are telcos reacting?
With inflation rates rising, telcos are facing increasing costs and slowing market growth rates, leading to shrinking margins. To overcome this challenging cycle, operators are adopting distinctive strategies as a way to effectively respond to inflation and become more resilient, with mixed results. In this Viewpoint, we evaluate the strengths and weaknesses of each approach — and present an assessment of what strategies hold the most promise.
Attention TowerCos: It’s time to listen to your customer
Rising trend in Latin America
Accelerating competition, new technological requirements, and ever-growing data demand have increased CAPEX requirements for MNOs in the Latin America (LATAM) region. Given the necessity of enhancing mobile network reach and capacity, several MNOs have sought cash relief by outsourcing their passive infrastructures to TowerCos, which handle the management of entire networks through built-to-suit (BTS) solutions.
Evolving pricing of mobile tariff plans
The telecom industry is standing at a crossroads, with increasing users, rapid technology shifts, usage shifts to content services, exponential growth in data usage, and ever-increasing competition. Global trends for mobile services show that average revenue per user (ARPU) is declining, whereas data consumption per SIM is increasing. For operators to be future commercial winners, they must provide a higher quality of service and offer larger data packs bundled with added features to increase the price elasticity of demand.
Driving acquisition value with efficient commercial spend
Telecom operators in emerging markets face the challenge of continuously optimizing their commercial architecture to stay economically healthy. Playing in highly competitive markets can lead to overspending to maintain acquisition activity. Aligning commercial spend with acquired value is key to standing out in the market.
The calm before the storm
During the last six years, we have seen a general recovery of the world’s economy from the last big economic crisis in 2008, with some specific and interesting contrast between the advanced and emerging economies. In the first half of this decade (2010–2015), Latin America and the Caribbean (LATAM) enjoyed a steady economic growth of 6.2 percent, while the European Union, the US, Canada and Japan were struggling to reach 2.7 percent annual growth.
Digital transformation in developing countries
We believe it is a mistake to equate the digital-economy development needs and implications of Latin America (and other developing countries) with those of developed economies. These differences are not only based on the purchasepower gaps that every businessperson is aware of, but also how all market forces differ in the two regions.
In Figure 2 of this paper, we state how the populations in developing economies (taking Latin America as the example) differ in most of the key attributes needed to drive the development of the digital economy. These include:
Guillem is a partner based in Arthur D. Little's Houston office.
He leads the Latin America TIME (Telecommunications, Information, Media and Electronics) Practice. His professional focus is on marketing and sales strategies, corporate and growth strategy, business transformation, customer experience management and operational performance improvement.
For many years, Guillem has assisted players in the telecom industry (mobile, fixed, broadband and pay-TV) across Latin American countries.
Guillem received his degree in Telecommunications Engineering from Polytechnic University of Catalonia in Barcelona and an MBA from ESADE, Spain.
He speaks 5 languages: English, Spanish, Portuguese, French and Catalan.
Navigating the AI investment landscape
AI continues to evolve, and much like the software that came before, it “is eating the world.” AI has increasingly attracted attention from private equity (PE) investors seeking to capitalize on this burgeoning sector. However, the allure of high returns comes with significant risks obscured by AI technical complexity and hype.
Transforming telcos through AI
AI is reshaping the commercial landscape for telecom companies. It offers innovative solutions that empower telcos to operate with heightened efficiency and precision. In this Viewpoint, we explore how leveraging AI optimizes individual transactions, can boost customer engagement by over 15%, and reduce operational costs by up to 30%. As telcos embrace AI-driven tools, the potential to accelerate growth and gain a competitive advantage becomes increasingly evident.
Reshaping telecom investment in a next-generation world
Telco operators are facing declining profitability from a combination of stagnant or negative revenue growth resulting from competition and increasing CAPEX/OPEX caused by increasing user traffic. While operators have always run efficiency programs, traditional methods are no longer sufficient to meet current financial constraints and future market evolution. This Viewpoint explains how successfully managing costs requires a new, more granular, holistic approach.
Migrating to the next network
The telecom industry is evolving rapidly, simultaneously witnessing the rise of new, advanced network transitions while current technology becomes obsolete. This Viewpoint explores how mobile telecom operators can effectively implement customer migration acceleration programs to optimize operations, migrate customers to advanced networks, and unlock new opportunities in a future-ready telecom landscape.
DESIGNING INSURANCE SALES CHANNELS FOR MAXIMUM IMPACT
Fierce competition for clients and the adoption of new technologies are pushing insurance companies to make bold efforts to improve their sales force and emphasize their most profitable channels. Developing a data-driven strategy to properly dimension sales channels will allow companies to maximize their resources and deploy efficiency initiatives. In this Viewpoint, we define an organized approach to sales dimensioning that can be used by insurance companies and other sectors.
Enabling a sustainable telco ecosystem
Sustainability has become increasingly important to telco business strategy and operations. Although individual 5G equipment is more energy-efficient than its predecessors, the need for more extensive, denser networks will increase overall direct energy consumption. Amid rising energy prices, how can telcos achieve their sustainability goals, while enabling broader decarbonization? In this Viewpoint, we provide frameworks and strategies telcos can use to improve sustainability.
Rising inflation! How are telcos reacting?
With inflation rates rising, telcos are facing increasing costs and slowing market growth rates, leading to shrinking margins. To overcome this challenging cycle, operators are adopting distinctive strategies as a way to effectively respond to inflation and become more resilient, with mixed results. In this Viewpoint, we evaluate the strengths and weaknesses of each approach — and present an assessment of what strategies hold the most promise.
Attention TowerCos: It’s time to listen to your customer
Rising trend in Latin America
Accelerating competition, new technological requirements, and ever-growing data demand have increased CAPEX requirements for MNOs in the Latin America (LATAM) region. Given the necessity of enhancing mobile network reach and capacity, several MNOs have sought cash relief by outsourcing their passive infrastructures to TowerCos, which handle the management of entire networks through built-to-suit (BTS) solutions.
Evolving pricing of mobile tariff plans
The telecom industry is standing at a crossroads, with increasing users, rapid technology shifts, usage shifts to content services, exponential growth in data usage, and ever-increasing competition. Global trends for mobile services show that average revenue per user (ARPU) is declining, whereas data consumption per SIM is increasing. For operators to be future commercial winners, they must provide a higher quality of service and offer larger data packs bundled with added features to increase the price elasticity of demand.
Driving acquisition value with efficient commercial spend
Telecom operators in emerging markets face the challenge of continuously optimizing their commercial architecture to stay economically healthy. Playing in highly competitive markets can lead to overspending to maintain acquisition activity. Aligning commercial spend with acquired value is key to standing out in the market.
The calm before the storm
During the last six years, we have seen a general recovery of the world’s economy from the last big economic crisis in 2008, with some specific and interesting contrast between the advanced and emerging economies. In the first half of this decade (2010–2015), Latin America and the Caribbean (LATAM) enjoyed a steady economic growth of 6.2 percent, while the European Union, the US, Canada and Japan were struggling to reach 2.7 percent annual growth.
Digital transformation in developing countries
We believe it is a mistake to equate the digital-economy development needs and implications of Latin America (and other developing countries) with those of developed economies. These differences are not only based on the purchasepower gaps that every businessperson is aware of, but also how all market forces differ in the two regions.
In Figure 2 of this paper, we state how the populations in developing economies (taking Latin America as the example) differ in most of the key attributes needed to drive the development of the digital economy. These include:
More About Guillem
- ESADE Business School (Spain)Master in Business Administration
- Polytechnic University of Catalonia (Spain)Engineering, Telecommunications
- EuropraxisPartner Latin America
- Sony SpainEngineer