Partner Spotlight: Zoë Webster - AI & Innovation

What is the Contract Lifecycle Management and Why does it Matter? The future success of your business depends on realising the value that’s captured in its contracts. From vendor agreements to employee documents, everywhere you look are commitments that need to be met for your business to succeed. The type of contract and the nature of goods or services it covers will determine what sort of management activities might be needed at each stage. How your company is organised will also determine which departments or individuals are responsible for what activities at each stage. Contract Lifecycle Management, from a buyer's perspective, is the process of defining and designing the actual activities needed in each stage for any specific contract, allocating ownership of the activities to individuals or groups, and monitoring the performance of those activities as the contract progresses through its lifecycle. The ultimate aim is to minimise surprises, ensure the contracted goods or services are delivered by the vendor in accordance with the contract, and realise the expected business benefits and value for money. The Problem of Redundant Spend in Contracts Despite the built-in imbalance of information favoring suppliers, companies still choose to oversee these vendors internally. However, many adopt a reactive, unstructured approach to supplier management and struggle to bridge the gap between contractual expectations and actual performance. Currently, where governance exists, it is often understaffed, with weak, missing, or poorly enforced processes. The focus is primarily on manual data collection, validation, and basic retrospective reporting of supplier performance, rather than on proactively managing risk, relationships, and overall performance. The amount of redundant spend in contracts can vary widely depending on the industry, the complexity of the contracts, and how rigorously they are managed. For further information on this, Cambridge MC’s case studies provide insights into typical ranges and common sources of redundant spend. As a general estimate, industry analysts often state that redundant spend can account for as much as 20% of total contract value. In some cases, especially in poorly managed contracts, this can be much higher. What is AI-driven Contract Management? Artificial Intelligence (AI) is redefining contract management, transforming a historically time-consuming and manual process into a streamlined, efficient, and intelligent operation. Traditionally, managing contracts required legal teams to navigate through extensive paperwork, drafting, reviewing, and monitoring agreements — a process prone to inefficiencies and human error. With the emergence of artificial intelligence, particularly generative AI and natural language processing (NLP), this area of operations is undergoing a paradigm shift. This step change is not without concerns however, as there are the inevitable risks of AI hallucinations, training data biases and the threat to jobs. AI-driven contract management solutions not only automate repetitive tasks but also uncover valuable insights locked up in contract data, improving compliance and reducing the risks that are often lost in reams paperwork and contract clauses. Put simply, AI can automate, analyse, and optimise every aspect of your contract lifecycle. From drafting and negotiation to approval, storage, and tracking, AI-powered platforms enhance precision and speed across these processes; in some cases reducing work that might take several days to minutes or hours. By discerning patterns and identifying key terms, conditions, and concepts within agreements, AI enables businesses to parse complex contracts with ease and efficiency. In theory, this empowers your legal and contract teams (rather than reducing them), allowing personnel to focus on high-level tasks such as strategy rather than minutiae. However, it is important to recognise that none of the solutions available in the marketplace today offer companies an integrated supplier management solution, combining a comprehensive software platform, capable of advanced analytics, with a managed service. Cambridge Management Consulting is one of only a few consultancies that offers fully integrated Contract Management as a Service (CMaaS). Benefits of Integrating AI into your Contract Lifecycle Management Cambridge MC’s Contract Management as a Service (CMaaS) 360-degree Visibility: Enable your business to gain 360-degree visibility into contracts and streamline the change management process. Real-time Data: Gain real-time performance data and granularly compare it against contractually obligated outcomes. More Control: Take control of your contracts and associated relationships with an integrated, centralised platform. Advanced meta data searches provide specific information on external risk elements, and qualitative and quantitative insights into performance. Reduces Costs: By automating manual processes, businesses can significantly reduce administrative costs associated with contract management. AI-based solutions eliminate inefficiencies in the contract lifecycle while minimising reliance on external legal counsel for routine tasks. Supplier Collaboration: Proactively drive supplier collaboration and take a data-driven approach towards managing relationships and governance process health. Enhanced Compliance: AI tools ensure that contracts adhere to internal policies and external regulations by flagging non-compliant clauses during the drafting or review stage. This proactive approach reduces the risk of costly disputes or penalties. Reduces Human Errors: In traditional contract management processes, human errors can lead to missed deadlines and hidden risks. AI-powered systems use natural language processing to identify inconsistencies or inaccuracies in contracts before they escalate into larger issues. Automates Repetitive Tasks: AI-powered tools automate time-consuming tasks such as drafting contracts, reviewing documents for errors, and extracting key terms. This frees up legal teams to focus on higher-value activities like strategic negotiations and risk assessment. We can accurately model and connect commercial information across end-to-end processes and execution systems. AI capabilities then derive and apply automated commercial intelligence (from thousands of commercial experts using those systems) to error-proof complex tasks such as searching for hidden contract risks, determining SLA calculations and performing invoice matching/approvals directly against best-in-class criteria. Contract management teams using AI tools reported an annual savings rate that is 37% higher than peers. Spending and tracking rebates, delivery terms and volume discounts can ensure that all of the savings negotiated in a sourcing cycle are based on our experience of managing complex contracts for a wide variety of customers. Our Contract Management as a Service, underpinned by AI software tooling, has already delivered tangible benefits and proven success. 8 Steps to Transition Your Organisation to AI Contract Management Implementing AI-driven contract management requires a thoughtful and structured approach to ensure seamless integration and long-term success. By following these key steps your organisation can avoid delays and costly setbacks. Step 1 Digitise Contracts and Centralise in the Cloud: Begin by converting all existing contracts into a digital format and storing them in a secure, centralised, cloud-based repository. This ensures contracts are accessible, organised, and easier to manage. A cloud-based system also facilitates real-time collaboration and allows AI to extract data from various file formats, such as PDFs and OCR-scanned images, with ease. Search for and retrieve contracts using a variety of advanced search features such as full text search, Boolean, regex, fuzzy, and more. Monitor upcoming renewal and expiration events with configurable alerts, notifications, and calendar entries. Streamline contract change management with robust version control and automatically refresh updated metadata and affected obligations. Step 2 Choose the Right AI-Powered Contract Management Software: Selecting the right software is a critical step in setting up your management system. Evaluate platforms based on their ability to meet your organisation’s unique contracting needs. Consider key factors such as data privacy and security, integration with existing systems, ease of implementation, and the accuracy of AI-generated outputs. A well-chosen platform will streamline workflows while ensuring compliance and scalability. Step 3 Understand How AI Analyses Contracts: To make the most of AI, it’s essential to understand how it processes contract data. AI systems use Natural Language Processing (NLP) to interpret and extract meaning from human-readable contract terms, while Machine Learning (ML) enables the system to continuously improve its accuracy through experience. These combined technologies allow AI to identify key clauses, conditions, and obligations, as well as extract critical data like dates, parties, and legal provisions. Training your team on these capabilities will help them to understand the system and diagnose inconsistencies. Step 4 Maintain Oversight and Validate AI Outputs: While AI can automate repetitive tasks and significantly reduce manual effort, human oversight is indispensable. Implement a thorough process for spot-checking AI-generated outputs to ensure accuracy, compliance, and alignment with organisational standards. Legal teams should review contracts processed by AI to verify the integrity of agreements and minimise risks. This collaborative approach between AI and human contract management expertise ensures confidence in the system. Step 5 Refine the Data Pool for Better Results: The quality of AI’s analysis depends heavily on the data it is trained on. Regularly refine and update your data pool by incorporating industry-relevant contract examples and removing errors or inconsistencies. A well-maintained data set enhances the precision of AI outputs, enabling the system to adapt to evolving business needs and legal standards. Step 6 Establish Frameworks for Ongoing AI Management: To ensure long-term success, set clear objectives and measurable goals for your AI contract management system. Define key performance indicators (KPIs) to track progress and prioritise features that align with your organisation’s specific requirements. Establish workflows and governance frameworks to guide the use of AI tools, ensuring consistency and accountability in contract management processes. Step 7 Train and Empower Your Teams: Equip your teams with the skills and knowledge they need to use AI tools effectively. Conduct hands-on training sessions to familiarise users with the platform’s features and functionalities. Create a feedback loop to gather insights from your team, allowing for continuous improvement of the system. Avoid change resistance by using change management methodologies, as this will foster trust in the technology and drive successful adoption. Step 8 Ensure Ethical and Secure Use of AI: Tools Promote transparency and integrity in the use of AI-driven contract management. Legal teams should have the ability to filter sensitive information, secure data within private cloud environments, and trace data back to its source when needed. By prioritising data security and ethical AI practices, organisations can build trust and mitigate potential risks. With the right tools, training, and oversight, AI can become a powerful ally in achieving operational excellence as well as reducing costs and risk. Overcoming the Technical & Human Challenges While the benefits are compelling, implementing AI in contract management comes with some unique challenges which need to be managed by your leadership and contract teams: Data Security Concerns: Uploading sensitive contracts to cloud-based platforms risks data breaches and phishing attacks. Integration Complexities: Incorporating AI tools into existing systems requires careful planning to avoid disruptions and downtime. Change Fatigue & Resistance: Training employees to use new technologies can be time-intensive and costly. There is a natural resistance to change, the dynamics of which are often overlooked and ignored, even though these risks are often a major cause of project failure. Reliance on Generic Models: Off-the-shelf AI models may not fully align with your needs without detailed customisation. To address these challenges, businesses should partner with experienced providers who specialise in delivering tailored AI-driven solutions for contract lifecycle management. Case Study 1: The CRM That Nobody Used A mid-sized company invests £50,000 in a cutting-edge Customer Relationship Management (CRM) system, hoping to streamline customer interactions, automate follow-ups, and boost sales performance. The leadership expects this software to increase efficiency and revenue. However, after six months: Sales teams continue using spreadsheets because they find the CRM complicated. Managers struggle to generate reports because the system wasn’t set up properly. Customer data is inconsistent, leading to missed opportunities. The Result: The software becomes an expensive shelf-ware — a wasted investment that adds no value because the employees never fully adopted it. Case Study 2: Using Contract Management Experts to Set Up, Customise and Provide Training If the previous company had invested in professional services alongside the software, the outcome would have been very different. A team of CMaaS experts would: Train employees to ensure adoption and confidence in using the system. Customise the software to fit business needs, eliminating frustrations. Provide ongoing support, so issues don’t lead to abandonment. Generate workflows and governance for upward communication and visibility of adherence. The Result: A fully customised CRM that significantly improves the Contract Management lifecycle, leading to: more efficient workflows, more time for the contract team to spend on higher value work, automated tasks and event notifications, and real-time analytics. With full utilisation and efficiency, the software delivers real ROI, making it a strategic investment instead of a sunk cost. Summary AI is reshaping the way organisations approach contract lifecycle management by automating processes, enhancing compliance, reducing risks, and improving visibility into contractual obligations. From data extraction to risk analysis, AI-powered tools are empowering legal teams with actionable insights while driving operational efficiency. However, successful implementation requires overcoming challenges such as data security concerns and integration complexities. By choosing the right solutions, tailored to their needs — and partnering with experts like Cambridge Management Consulting — businesses can overcome the challenges and unlock the full potential of AI-based contract management. A Summary of Key Benefits Manage the entire lifecycle of supplier management on a single integrated platform Stop value leakage: as much as 20% of Annual Contract Value (ACV) Reduce on-going governance and application support and maintenance expenses by up to 60% Deliver a higher level of service to your end-user community. Speed without compromise: accomplish more in less time with automation capabilities Smarter contracts allow you to leverage analytics while you negotiate Manage and reduce risk at every step of the contract lifecycle Up to 90% reduction in creating first drafts Reduction in CLM costs and extraction costs How we Can Help Cambridge Management Consulting stands at the forefront of delivering innovative AI-powered solutions for contract lifecycle management. With specialised teams in both AI and Contract Management, we are well-placed to design and manage your transition with minimal disruption to operations. We have already worked with many public and private organisations, during due diligence, deal negotiation, TSAs, and exit phases; rescuing millions in contract management issues. Use the contact form below to send your queries to Darren Sheppard , Senior Partner for Contract Management. Go to our Contract Management Service Page

6 May 2025 – Stanley, Falkland Islands – United Kingdom (UK) based consultancy firm Cambridge Management Consulting (Cambridge MC) will establish a new IT and professional services business in the Falkland Islands after securing support from the Falklands Islands Development Corporation (FIDC), the former having since established Falklands IT (FIT), which will begin offering a full suite of managed IT services and professional services to the entire Falkland Islands starting from 1st June 2025. Cambridge MC was selected following a rigorous process and proposal submission to the FIDC Board, which determined the company would move quickly to expand its in-country operations in IT services, offering a mix of permanent, on-Island support in IT equipment, and systems and applications, as well as full remote support services to begin offering a full suite of IT services to meet the needs of the Falkland Islands. Additionally, Cambridge MC will also offer project-based IT work for the business community and Falkland Islands Government (FIG). As part of the support, FIDC is providing a cost-neutral, unsecured loan to Cambridge MC, to be repaid to FIDC over a period of years, as the newly established FIT entity grows. Tim Passingham, Chairman of Cambridge MC: “We are delighted to be selected for this partnership and consider it an enormous privilege to be asked to help the Falklands as it seeks to dramatically improve its digital skills and grow its digital economy. The Cambridge MC – and new Falklands IT (FIT) team – are looking forward to working with the businesses, government, and the community to address their IT needs, plus helping with the wider digital transformation of the Falkland Islands for the benefit of all the people living and working on the Islands.” Zachary Franklin, Managing Director of FIDC: “FIDC was impressed with the proposal from Cambridge MC, its range of proposed IT services, mix of local and remote support, and the development of a much-needed industry in the Falkland Islands. FIDC is happy to support Cambridge MC and the FIT team as they establish themselves in the Falkland Islands and help grow the IT services industry locally.” About Cambridge Management Consulting Cambridge Management Consulting (Cambridge MC) is an international consulting firm that helps governments and companies of all sizes have a better impact on the world. Founded in Cambridge, UK, initially to help the technology start-up community, Cambridge MC has grown to over 200 consultants working on projects in 22 countries. Its capabilities focus on supporting the private and public sector with their people, process and digital technology challenges. What makes Cambridge Management Consulting unique is that it doesn’t employ consultants — only senior executives with real industry or government experience and the skills to advise their clients from a place of true credibility. The team strives to have a highly positive impact on all the organisations they serve. Cambridge Management Consulting has offices or legal entities in Cambridge, London, New York, Paris, Dubai, Tel Aviv, Singapore, Prague, Helsinki, and the Falkland Islands, with further expansion planned in the near future. For more information visit: www.cambridgemc.com About the Falkland Islands Development Corporation (FIDC) Falkland Islands Development Corporation (FIDC) acts as the national economic development agency for the Falkland Islands and is tasked to develop the commercial sector of the Falkland Islands. Now in its fortieth year of operation, FIDC is a quasi-autonomous government-funded body, which currently operates with an annual budget of approximately £1 MM per annum. For more information, visit: www.fidc.co.fk Media Contacts Cambridge MC: Karl Salter, ksalter@cambridgemc.com FIDC: Jane Clarke, Marketing and Communications Officer, communications@fidc.co.fk

The Naze is a unique headland that extends northwards from the seaside town of Walton-on-the-Naze. Derived from the old English word ‘naes’ meaning promontory or, quite literally, nose, the Naze is the most easterly peninsula in Essex. The Naze's extensive tidal creeks, islands, and salt marshes form part of the 2000 acre Hamford Water National Nature, a wetland of international importance for migratory birds. This evocative landscape was the inspiration for Arthur Ransome's 'Secret Water’, part of the Swallows and Amazons series. The Naze cliffs are a designated a Site of Special Scientific Interest. Just a short stroll along the beach offers glimpses into its rich natural history, with sharks’ teeth, shells, and fossils scattered along the shore. The cliffs offer a fascinating strata, including London Clay formed about 50 million years ago in a subtropical sea and sands called the Red Crag from about 3 million years ago. The Naze is also home to a diverse collection of wildlife. It is home to migratory and nesting birds such as the Dark Bellied Brent Goose, Sedge Warbler, and Whitethroat. There is also a large colony of seals. They can be seen sunbathing on mudflats in the backwaters or bobbing about in the waves. Beyond its environmental significance, the Naze is vital to the local community and visitors. It attracts 200,000 visitors each year. The Hamford Water area also provides local employment with a marine industry supporting 200 jobs for Walton, light industrial sites, and farmland contributing to the local economy. Coastal landscapes like the Naze are increasingly recognised for their intangible cultural value, providing communities with wellbeing and mental health benefits. The iconic Naze Tower, a Grade 2* listed navigation mark built in 1720, is a beloved landmark offering museum exhibits, an art gallery, a cafe, and educational visits about the history, geology, and erosion of the Naze. Coast Under Threat Unfortunately, this invaluable environment is under significant threat from coastal erosion. For many years, the rate of erosion was measured at 1.5 metres per year. Yet, in the last ten years, this has accelerated to between 3-5 metres in some areas. Extreme winter weather and tidal events, often compounded by surge events, drive much of this erosion. Heavy rain saturates the cliffs, causing increased slumping, while high tides with greater wave energy claw away soft cliff sediments. Beach sands are also constantly moving along the exposed shoreline. The soft sediment layers in the cliffs become waterlogged and wash out in the winter, leading to collapse that is then swept away by the sea. Even without sea effects, the cliffs are inherently unstable due to soil behaviour and stress changes. The policy on open coasts allows erosion, and government funding for sea defence typically focuses on protecting property, which the Naze, as an open coast area, does not normally qualify for. At this accelerated rate, the north end of the Naze could be lost to the sea within ten years. This would mean the sea breaching into Hamford Water, permanently changing tidal flow and impacting the fragile salt marshes, wildlife, and all who enjoy and visit this environment. The accelerated erosion is already impacting areas near existing structures. Naze Protection Society In response to these threats, the Naze Protection Society (NPS) was established in April 1997 as a registered charity. The NPS is community-focused, representing local residents and visitors. Their task is to promote the issues, work to define solutions, attract community commitment, and guide the delivery of securing the future of the Naze. They believe proactive intervention is required. The society works through partnerships, bringing together experience, resources, and determination. From 1997 to 2010, they promoted the Crag Walk project, which was built between 2010 and 2011. This rock revetment was designed to secure the Naze Tower cliff frontage. The NPS raised £250,000 from the local community and visitors as the catalyst for the £1.2 million project, which also involved Tendring District Council (TDC), Frinton and Walton Town Council, and Essex Wildlife Trust. The NPS is now setting a new fundraising target of £25,000 a year to deliver soft-engineered structures and build resilience into the whole of the north beach area. They aim to reduce the erosion rate back to 1m/year average and provide resilience against climate change impacts between 2025-2050. Saving The Naze: The Cliffline Project To update the community on their efforts and plans, the NPS is holding the Saving The Naze: The Cliffline Project event. This community event, aligned with World Environment Day, will take place on Saturday, June 14, 2025 , from 10am to 3pm at The Columbine Centre in Walton-on-the-Naze. The event aims to set out the NPS approach to the Cliffline Project, focusing on an affordable plan to slow erosion. It involves valuing everything the Naze and Hamford Water contribute to the community, wildlife, economy, and peace, and developing a plan using science, local expertise, and passion to adapt to the challenges of climate change. To find out more, see the full agenda and reserve a space, visit the Eventbrite page: https://www.eventbrite.com/e/saving-the-naze-the-cliffline-project-tickets-1267463420209?aff=oddtdtcreator How You Can Help the Naze The Naze Protection Society relies on community support to carry out its work. You can help protect this unique environment for local people and visitors for future generations to enjoy. Join: Become a member today for only £10 per year: https://nazeprotectionsociety.org/become-a-member/ Volunteer: Contribute your time and skills to help preserve the Naze: https://nazeprotectionsociety.org/get-involved/ Donate: Make a one-off donation to support the work of the Naze Protection Society. Your donation helps raise funds to promote and develop solutions to save this environment of unique historical and environmental importance: https://nazeprotectionsociety.org/donate/ Follow: Join them on social media to keep up to date with their work. You can find them on Facebook, Instagram, and Twitter. To find out more about joining, volunteering, or donating, please visit the Naze Protection Society website: https://nazeprotectionsociety.org/ If you have any other questions, please use the form below.

Pioneering Technologies for the Future of Urban Transformation Smart cities might sound like a utopian vision from the 1950s; something that sounds already out-of-date and perhaps even naive in our current geopolitical climate. But as urban spaces gradually implement a a series of technological leaps, the smart city emerges as a potential reality, offering a new way to unite communications with infrastructure via real-time feedback. Smart cities could dramatically enhance our quality of life, efficiency, and environmental stewardship. Given that cities are significant contributors to global emissions — responsible for approximately 70% of greenhouse gases — they will play a critical role in reaching net zero. Reflecting insights from the last Smart City Expo in Barcelona (November 2024) and a range of ambitious projects across the UK, this article delves into the strategic alignment of technology, infrastructure, and sustainability shaping today's urban landscapes. What Defines a Smart City? A smart city is fundamentally ‘a municipality that uses information and communication technology to increase operational efficiency, share information with the public, and improve the quality of government services and citizen welfare.’ While definitions vary, the overarching mission is to optimise city functions, drive economic growth, and enhance the quality of life through technology and data analysis. Smart city initiatives typically require three critical components: Networks of sensors and citizen participation to collect data Connectivity linking these networks to government systems Open data sharing to make results, changes, and improvements accessible to the public Developing this underlying infrastructure is complex and expensive. Crucially, it depends on strong relationships between government, the private sector, and citizens, as most of the work to create and maintain these data-driven environments happens through collaboration and public-private partnerships.

Edge computing, 5G, IoT and AI are contributing to a paradigm shift in retail that will imagine new possibilities made commercially viable by real-time data processing. In this article, we look at the convergence of these technologies and how they will offer a radical new vision of our high street by offering customers exciting new experiences that can rejuvenate in-store shopping and retail spaces. First, in Part 1, we look briefly at each technology and discuss the technical advantages they offer and how this supports new types of customer experience. Then in Part 2 we look at industry predictions about how the retail space might evolve over the next decade. Part I Edge Computing Edge computing involves processing data near its source rather than in a centralised location. In retail, this means deploying IT infrastructure in or near store venues where consumers interact with products. This ecosystem enables real-time decision-making and personalised customer experiences by analysing data from sensors and IoT devices within the store. Edge computing is a concept that applies to an integrated network of processing units, data centres and sensors that handle data close to the user. Micro Data Centres The compute part of edge computing needs to be housed in proper data centre facilities, to ensure that the expensive server equipment, especially those used by AI systems, are kept in the optimum conditions — this helps keep maintenance and operational costs down. Even though edge compute systems can be relatively compact, retailers will mostly be unwilling to give up valuable floor space for the IT equipment and its associated infrastructure (like cooling and electrical systems), so the more likely scenario is that smaller data centres will be used that can be located close by but in back-of-house areas, such as loading bays, car parks, warehouse areas and so on. These will often be operated as cloud services so that multiple retailers can benefit from edge compute without having to bear the upfront capital cost, and, most importantly, the ongoing maintenance required to keep them operational. 5G 5G networks offer high-speed connectivity and low latency, which are crucial for supporting advanced retail technologies like augmented reality (AR) and Internet of Things (IoT) applications. The increased bandwidth allows for seamless integration of online and offline shopping experiences, enabling features like virtual try-ons and real-time product comparisons. This connectivity supports personalised marketing strategies that take place in real time and deliver targeted promotions in store. Internet of Things (IoT) The Internet of Things (IoT) refers to a network of interconnected devices, machines, and sensors that collect, store, and transfer data over the internet. These devices are embedded with sensors, software, and network connectivity, allowing them to communicate with each other and with other internet-enabled systems. IoT plays a crucial role in enhancing the retail experience by providing real-time data on customer behaviours, security risks, buying preferences, inventory supply levels and daily operations. IoT devices will principally include cameras but also a range of other sensors such as RFID tags and smart shelves.

How to Connect Rural Britain and the Hardest-to-Reach Customers The lack of rural connectivity in the UK has become a pressing issue , creating a digital divide that impacts individuals, businesses and farmers. Modern society relies on digital services, and the lack of access to reliable, high-speed internet is a pervasive social issue that results in digital exclusion for communities, depriving them of fundamental services like online banking, health care, and education. This lack of access has a further impact on social mobility, particularly when around 37% of workers in the UK spend at least one day a week working remotely. In 2021 the Public Accounts Committee published a report on improving broadband which states ‘1.6 million UK premises, mainly in rural areas, cannot yet access superfast [internet] speeds’. Since then, we are happy to report that there has been some progress. As of early 2025, approximately 98% of all UK households have access to high-speed broadband (defined as speeds of 30 Mbps or higher) . In rural areas, that figure is 89% — a decent improvement in the last few years. However, the gap is larger when we consider gigabit speeds: only 52% of rural households can connect to gigabit-capable broadband, compared to 87% in urban areas There is still a significant gap to plug, but things are moving in the right direction. This allows the focus to shift, in part, to the next phase: establishing a modern digital infrastructure which can support a digital-first strategy in public services, as well as encouraging local innovation, such as smart city programmes. The hope is that this infrastructure will drive inward investment which then create a virtuous circle, where as more infrastructure is built, more innovative businesses are attracted to the region, which in turn drives demand for more advanced infrastructure. In this article we look at the improvements in rural connectivity and the programmes and innovations which are most likely to have a social impact.

"Is it Snowing in Space?!" “Is it snowing in space?!” Asks a disgruntled Bill Murray in the film Groundhog Day when he is told that he cannot call out from the snowbound town of Punxsutawney, Pennsylvania. If there is a remake, Bill might not have to worry: signal dead zones may soon be a thing of the past due to recent advancements in satellite technology. Whereas the old picture of satellite communications was a scientist in the wilderness with a big clunky antenna, these days the technological payload is all in space. Recent advancements such as Low Earth Orbit (LEO) satellites, advanced beamforming, and the use of mobile spectrum bands means that any phone supporting 4G LTE can potentially receive satellite data directly. This integration of satellite and terrestrial networks is set to reshape the mobile industry, creating both opportunities and challenges for traditional mobile network operators (MNOs) and mobile virtual network operators (MVNOs). In this article we give an overview of the technological advancements, the major players in the market, and then consider the effects this will have on traditional wholesale mobile market structures; concluding with the emerging opportunities for new revenue and growth. The Evolution of Satellite Connectivity Historically, satellite communications operated independently from terrestrial networks, serving specialised markets with limited scalability and high entry barriers. However, recent advancements, particularly in Low Earth Orbit (LEO) satellite technology, have dramatically altered this scenario. The most well-known example is obviously SpaceX, which has played a pivotal role in democratising space: reducing barriers to entry and making satellite connectivity more scalable, performant, and accessible. SpaceX and other companies have found innovative ways to dramatically reduce costs. Since Sputnik 1 in 1957, launching payloads into space has been prohibitively expensive, with costs exceeding $100,000 per kilogram in the 1960s and averaging $16,000/kg for heavy payloads from 1970 to 2010. SpaceX’s innovations have brought these costs down through reusable rockets, vertical integration, economies of scale, and advancements in materials and manufacturing processes: leading to price points as low as $100 per kilogram in recent years. However, cost is just one of the barriers. The real gambit has been provided by Low Earth Orbit (LEO) satellites, which typically orbit at altitudes ranging from approximately 160 to 2,000 km and offer low-latency, high-speed connectivity — making them ideal for real-time applications and direct-to-device communications. The latest generation of technologies now enable LTE mobile phones to connect directly to satellites without specialised hardware, marking a significant milestone in mobile communications. The Major Satellite-to-Cell Players While SpaceX's Starlink has garnered the most attention, several other major companies are actively developing satellite-to-cell technologies and forming strategic partnerships with terrestrial mobile operators. As of April 2024, Starlink had established 15 partnerships with mobile carriers globally — including T-Mobile in the US. T-Mobile has structured its beta program to begin with text messaging capabilities, gradually expanding to include picture messages, data connectivity, and eventually voice calls. As of February 2025, it is reported that 7,086 Starlink satellites are in orbit, with 7,052 being operational. AST SpaceMobile has emerged as a significant innovator, achieving a historic milestone in April 2023 with the first-ever two-way voice call directly with an unmodified smartphone, via their BlueWalker 3 satellite. AST SpaceMobile launched its first five commercial satellites, the BlueBird 1-5 mission, on September 12, 2024, aboard a SpaceX Falcon 9 rocket. Lynk Global represents another significant player. In a recent expense report, it revealed that each satellite costs around $400,000 to build and up to $815,000 to launch into space. They hope to have up to 1000 satellites (for full continuous broadband coverage) in orbit by 2025 and 32 mobile network operator (MNO) partnerships by the end of 2025. The company has successfully demonstrated text messaging capabilities from satellites to standard cellular devices and continues to expand its constellation and service offerings. Huawei has partnered with China Telecom to demonstrate satellite-to-phone messaging capabilities, while Apple has worked with Globalstar to implement emergency satellite messaging features in recent iPhone models. Implications for Traditional Wholesale Mobile Market Structures Traditionally, the wholesale mobile market has been structured around MNOs, MVNOs, and wholesale aggregators. Revenue streams have typically included MVNO wholesale pricing, and IoT and machine-to-machine (M2M) solutions. However, the rise of satellite-to-cell technology poses potential threats to this established model. Disintermediation of MNOs and MVNOs Satellite-to-cell connectivity introduces the potential for disintermediation, where control traditionally held by MNOs could become fragmented across multiple parties in the value chain. As satellite providers increasingly offer direct-to-device services, traditional operators risk losing their central role in network management and customer relationships. Pricing Pressure on Wholesale Markets The increased availability and competition from satellite connectivity providers could exert downward pressure on wholesale pricing. As satellite services become more affordable and accessible, traditional wholesale providers may face challenges in maintaining their pricing structures and profitability. Competitive Pressure in IoT and Enterprise Applications Satellite connectivity is particularly well-suited for IoT and enterprise applications, especially in remote or challenging environments. As satellite-to-cell technology matures, traditional wholesale providers may face intensified competition in these segments, necessitating strategic adjustments to remain competitive. Emerging Opportunities in Satellite-to-Cell Connectivity Despite these challenges, the integration of satellite connectivity into mobile networks also presents substantial opportunities for innovation and growth. Forward-thinking operators can leverage satellite-to-cell technology to develop new business models and revenue streams. Hybrid Terrestrial-Satellite Subscription Models Providing Ubiquitous Connectivity Operators can offer hybrid subscription plans that seamlessly integrate terrestrial and satellite connectivity. Such models provide customers with uninterrupted coverage, enhancing user experience and creating differentiated service offerings. Wholesale Satellite Resale for MVNOs Satellite-to-cell technology opens new avenues for MVNOs to expand their service portfolios. By reselling satellite connectivity, MVNOs can offer enhanced coverage and reliability, particularly in underserved or remote regions, thereby attracting new customer segments. IoT and Enterprise-Focused Applications Satellite connectivity is a natural fit for IoT and enterprise applications, such as remote monitoring, asset tracking, and industrial automation. Mobile operators can forge strategic partnerships with satellite providers to deliver specialised solutions for these markets, tapping into new revenue opportunities. Emergency-Only and Disaster Recovery Plans Satellite-to-cell technology can play a crucial role in emergency and disaster recovery scenarios, providing a reliable backup to terrestrial networks when they are unavailable or overwhelmed. Operators can develop emergency-only plans that leverage satellite connectivity to ensure critical communications during crises. Conclusion Satellite-to-cell technology represents a convergence of space and terrestrial communications systems that promises to fundamentally alter global connectivity markets and players. The dramatic reduction in launch costs by a factor of 20 has enabled the deployment of massive satellite constellations that were previously economically unfeasible. The competitive landscape continues to evolve rapidly, with SpaceX, AST SpaceMobile, and Lynk, and traditional telecommunications companies all pursuing various technological approaches and business models. Commercial text messaging services are already becoming available through beta programs, with video calling capabilities demonstrated and voice calls progressing toward wider availability. The integration of 5G standards with satellite networks continues to advance through collaborative industry initiatives, with projections of a $50 billion market by 2032. As this technology continues to mature throughout 2025 and beyond, it promises to eliminate mobile dead zones and create new application possibilities that were previously unimaginable. The future of mobile communications is undoubtably hybrid: blending terrestrial and non-terrestrial networks into seamless connectivity solutions that follow users wherever they go. This has wide reaching implications for connectivity in remote and isolated regions, and offers perhaps the fastest and most cost-efficient route to bridging the digital divide. It will also transform how we respond in disaster zones and hazardous areas — increasing the ability to protect and save lives with faster and safer humanitarian and emergency services.

What Problem do Too Many SaaS Providers Have in Common? Many SaaS security providers have a history of treating important safety and security features as something to upsell. This raises the important question of whether a software vendor has a moral responsibility for the secure operation of their solution. In this article, we explore the implications of treating important security and safety features as an upsell, using Boeing as a test case of where this can go wrong. The Case of Boeing and the Aviation Industry The case against Boeing is emblematic of a more systemic issue across the aviation industry, and many other industries. The public became aware of this issue under tragic circumstances when the Lion Air and Ethiopian Air Boeing 737 Max airliners crashed in 2018 and 2019 respectively. According to the widely quoted New York Times article , the crash could have been avoided if the pilots had access to two safety features that were sold by Boeing as optional extras. According to the incident reports, at the root of the incident were the angle-of-attack sensors. These mechanical sensors operate in a similar fashion to a weathervane to measure whether the aircraft’s nose is pointing above or below the direction of airflow. Being mechanical, they may be prone to malfunction, perhaps jamming after having been installed incorrectly — as was believed to be the case for the Lion Air aircraft . The system that led to the aircraft’s demise, which identifies the risk of the aircraft stalling, only listened to one of the sensors. A difference in the signal being sent by the two sensors was not recognised by the anti-stall system; and the instruments that would have alerted the pilots to the conflicting signals were upsell items. This wasn’t a fancy, nice-to-have bell or whistle that makes the flight more comfortable, efficient, or profitable. It is an underlying safety feature of the aircraft. If there was no safety requirement for the redundancy of two sensors, it is difficult to see why there would ever be more than one. Boeing has now addressed the issue, and the anti-stall system listens to both sensors, responding safely in the event of conflicting signals. It should also be noted that the investigation identified pilot error and deficiencies in the training that contributed to the disasters (and this will be relevant to our points regarding many SaaS product decisions as well). The SaaS Parallels Cloud-delivered Software as a Service (SaaS) has revolutionised the tech industry, and catalysed a phenomenal level of innovation and growth. It has enabled new software capabilities to be brought to market faster than ever before, and facilitated the ability to reach a scale with costs defrayed across multiple customers that would have been unimaginable 30 years ago. However, the benefits of being able to access a service from anywhere, at any time, by anyone also presents significant risks. The ‘anyone’ can be a malicious party operating outside of the reach of law enforcement or extradition. As a result, there are clear commercial responsibilities placed on SaaS providers to secure their infrastructure from attack, and those that do not are unlikely to last long in the marketplace. But just like the aviation industry, there are different flavours of security, and different perceptions of what is considered essential. Taking due care and applying due diligence to ensure that the platform itself is adequately secured from a direct attack is clearly the vendor’s responsibility – but what about those elements of security that relate to risk owned by their customers? One key element of customer risk relates to the security of a user’s password. It is their responsibility to make sure they choose a long and random string drawn from upper case, lower case, numerical, and special characters (if allowed). It is also their responsibility to ensure that they do not ever use the same password for multiple applications or services. But, we know that compromised credentials is a common failure mode. Just because it is the user’s responsibility to mitigate this risk, this doesn’t mean that system developers do not also have some mutual responsibility to make it easier for the user to exercise that responsibility; controls have been developed specifically for that purpose. The most obvious ones are Multi Factor Authentication (MFA, or 2FA), and Single Sign On (SSO). With MFA, we improve the security of the credentials by also verifying that the user is in possession of their trusted device before we trust them at sign in. With SSO, we minimise the number of credentials and accounts to manage by federating with a single corporate account; we can then concentrate our effort to secure that corporate account rather than spreading our resources thinly. Both are relatively easily implemented these days, particularly in the case of SSO where the OAuth protocols are widely offered by Identity Providers. Once implemented, both are essentially free to operate, particularly if MFA uses an Authenticator app rather than SMS text messages. SaaS providers recognise that this security is important, and they will frequently implement MFA and SSO controls into their applications to meet that customer demand. But, too frequently, we see them only offered as part of the more expensive subscription options. This element of security is not enhancing the vendor’s core proposition; it is not making their offering more functional, better looking, or more efficient for their users. It is just making it more secure, and therefore to treat it as an item to upsell comes across as price-gouging rather than the responsible application of good security practice. It is almost as though these vendors have run out of innovative bells and whistles that their clients would value in their core product, so they have had to resort to undermining the security of their cheaper options in order to encourage their customers to pay for their more expensive ones. It is equivalent to a bank only using the CSC code on a card to secure transactions for customers who pay for their premium banking services, because, after all, it is the customer’s responsibility to protect their card details. Conclusion What we have described here is not universal, and probably is not even representative of the majority of SaaS providers. But, when you are reviewing a new service, we urge you to take a closer look at what security your provider is charging extra for. If low cost, high value security controls are being upsold, then you may want to consider what other security good practices are not being considered essential. For more information about our cyber security consulting services and Secure by Design principles in action, please contact Tom Burton, Partner for Cyber Security, using the form below.