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Common pitfalls in sales strategy and remuneration schemes
Working for a telecom operator in east-africa is reminding me of the old-times of the third-entrants in Europe in the lates 90s. Every visit to the country is giving me some kind of a ‘deja-vu‘ as if I...
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Increasing market share through sales efficiency (part i)
Distribution and sales efficiency is among one of the most difficult objectives to achieve for telecommunication providers in emerging markets. Sales efficiency derives on acquisition and acquisition...
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Increasing market share through sales efficiency (part ii)
As explained in my previous post, we are supporting an African operator in increasing market share. As there’s still room for growth we are supporting them on expanding the commercial footprints in...
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Cashing in on Emerging Market Mobile Distribution
FYI. Got recently the periodic publication that our McK colleagues send analyzing some interesting topics. This number is related to telecom sales and distribution. Having finished a recent assignment...
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Channel Fraud management in telecom.
Following my previous post related to churn management, there’s another type of churn of which I would like to post. It’s the type of churn you can’t beat with common churn reduction initiatives, as it...
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Pricing optimization in Africa: the challenge!
I’ve just come from the middle east, visiting different markets where we’ve seen huge pricing competition battles among operators. One of my clients requested my point of view on pricing and how to...
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Redefining the sales channel strategy towards value (i)
Telco Operators are struggling to maintain EBITDA margins as SAC keeps growing in a pricing restrained environment. A more effective channel approach is needed! This is the first of a series of...
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