Understand customers better and tailor products and services to their needs Successful telcos develop more detailed pictures of customers’ needs, and then use those insights to segment customers more effectively (see Figure 2).For SOHO, they might consider two dimensions: whether telco services are used in the office or on the go, and the number of connections required (one or for a team).
Pivoting to embrace this new opportunity will not be easy.
Because consumer revenues generate most of the profit, telcos have relegated the B2B universe to a second-level priority.
While forecasters expect the consumer market to continue to grow at about 0.6% annually, the business-to-business (B2B) market could grow at about 2.6%, largely due to the demand for mobile data and addressable IT services (see Figure 1).
The challenge for many telecom executives is how to identify the opportunity that lies beyond the market that historically fueled their profit pool and reshape their companies and priorities to capitalize on the situation.
In most cases, telecoms will need to form partnerships or make acquisitions to gain the necessary talent and marketplace recognition in these new business spaces.
Business Plan For Telecommunication Company
For example, one European mobile operator focused on enterprise mobility and machine-to-machine (M2M) communications.
For small and medium businesses, revenue potential is often the most relevant segmentation dimension.
Telcos can differentiate the go-to-market strategy by value: indirect at the low end (fueled by campaigns), over the phone in the middle and a direct salesforce at the high end.
The following elements should be considered when the IS department is supporting the enterprise on creating the strategic plan: It is very important to communicate the technological development phase to the customers and let them know that their service will be improved after the change takes place.
Good planning and constant positive communication will avoid confusion and inconvenience to the customer during the development phase.