Case studySALES STRATEGY REDESIGN

One of the three largest telecommunication companies in the CEE had a low prolongation rate and the clients migrated to competition. Furthermore, the biggest competitor introduced a completely new tariff structure based on flat rates, bringing a significant paradigm shift to the local telco market. Company was facing losses during tariff renewals. ABC did several steps to help the company to increase ARPU fixed in monthly fee by 10%:

 

1. Technical implementation of tariff usage calculator (on SAS Enterprise Guide platform)

2. Design and deployment of offer-targeting logic

3. Profiling of pilot targets

4. Sales arguments design and sales channels workshops

5. Value-reporting support and metrics definition (Value Based Index)

6. Front-line tool extension design and support of flexible IT solution

7. Design of minor auxiliary campaign pilots (proactive prepaid x-sell/retention

8. Hybrid, usage of behavioral segmentation