Industries  Telecommunication 

Our Telecommunication Practice

Market saturation and the increasing convergence of technologies and markets have significantly increased competition for suppliers of telecommunication products and services in Europe. While in regions such as Asia and South America the number of users of telecommunication services is growing strongly, penetration in most European countries already lies far above 100%. As a result, aggressive price competition, with respect to packages and flat rates, is leading to falling sales in the industry despite higher usage rates.
Network operators, service providers, (M)VNOs, resellers, distributors and end device manufacturers have been drawn into a race against time and an intensely competitive situation which entails new challenges:

• How can profitable customers be bound to the company in the long term?
• How can profit per customer be increased?
• How can the value creation structure be adapted to the increasing pressure on costs, while at the same time increasing the speed of innovation?
• How can the hardware supply chain be made more flexible?
• How can additional non-voice sales potential be exploited?

The suppliers’ strategic answers have been numerous and varied so far: multi-play offerings vs. no-frills, single- vs. multi-brand strategies, the construction and expansion of broadband networks vs. reduced value-creation structures with an increasing proportion of outsourcing, an increase in the distribution network vs. online-only offerings as well as “walled garden” vs. “Open Internet”.

The way we see it, the right strategy can only be successful if it is also implemented correctly. J&M Management Consulting supports telecommunications companies in permanently enhancing their operational performance throughout the entire value-creation chain, and in implementing innovative marketing strategies with integrated advice on management, IT and change management.


Improving sales performance
Value-oriented sales management, fine tuning for specific target audiences (SoHos, VSEs); channel integration (telecoms, IT, Internet); more efficient solution sales

Making the hardware supply chain more flexible
Value-oriented customising; integrated planning with manufacturers; stock reduction; etc. 
           
Reduction of the value-creation structure
Lean telco; business process outsourcing; IT consolidation; etc.

Increasing CRM Performance
Raising service quality; cross- and up-selling; increasing customer value; etc.

Exploiting new business potential
Community marketing; mobile marketing; expanding the product and service portfolio; etc.


Examples

Go-to-market

• Design, evaluation and creation of innovative business models
• Market entry concepts and launch management
• Lifecycle management for hardware and services
• B2B/B2C segment management

LEAN telco

• Making cost structures more flexible
• Partner performance management
• IT system consolidation
• Post-merger integration
• Supply chain optimisation for hardware and networks

Sales & service performance

• Optimisation of the sales channel mix
• Value-oriented sales management
• Sales system fine-tuning (“Quick Scan”)
• CRM performance enhancement
• Merchandising