Connect with us

Feature Articles

Telecom Sales Strategies that will Bring You Success in 2020

Inside Telecom Staff

Published

on

Telecom Sales Strategies

With 2020 around the corner, it’s time to start thinking about telecom sales strategies that win the competition. According to experts, the worldwide telecommunications industry expects to expand to $1.5 trillion by the end of 2020. The industry is booming but fierce competition between carriers may reduce the market share of each of them. Whether you are a well-established business or a new-comer, an effective customer acquisition approach is essential . Based on the experience of telecommunication companies around the globe, we have chosen five strategies to drive in customer engagement.

1. Product Differentiation

A survey conducted in 2017, revealed that many customers don’t even know about the features of the telecom services they use everyday. Moreover, when Internet service providers name their packages like turbo or ultra, people don’t really understand what they mean. Businesses and customers speak a different language, so putting a human face on telecom services can help step-up the customer experience. After adopting this practice, Telstra, the largest Australian mobile network, saw a 17% increase in customer satisfaction.

2. Customer Experience

The best telecom sales strategies keep customer experience in mind. This approach is vital, especially when the telecom industry is known for low levels of consumer satisfaction. The most important step to take is to shed the bad reputation through improving the customer experience. There are so many things companies can do. However,  the starting point is to analyze the feedback and find the source of discontent. This is what a Hong Kong based telecom company did. They optimized their network to consequently reduce downtime and improve connectivity. Furthermore, they notified customers on removing outages whenever they occurred. In the end, the business achieved a reduction in customer complaints by 47% and 34% on 3G and 4G networks respectively.

3. Analytical Marketing

With a vast array of telecom solutions, customers feel confused and overwhelmed. There is hardly any person who needs every single service available out there. Analytical marketing is useful to understand the needs of a particular person or a group. This approach relies on customer data to learn which services suit customers based on their demographics, lifestyle, etc. As a result, businesses can break their plans into smaller segments with more personalized offers. After adopting this strategy, Turkcell managed to increase their profits by $15 million per year. Additionally, they were able to shorten their marketing cycle tenfold.

4. Content Marketing

In this day and age, content is everything. We consume tons of information on the Internet, YouTube, and social media apps. It would be foolish to ignore this channel to communicate with your prospects. Virgin Mobile, for example, seized this opportunity and teamed up with BuzzFeed to target younger auditory. The company created its own news hub that became a source of fun, entertaining, and informative content. Virgin Mobile got to achieve a friendly atmosphere and the feeling of involvement among young prospects. As a result, more than 10% of the audience started considering Virgin Mobile as their next carrier.

5. Video Marketing

A spot-on video message, similarly to an apt image, is worth a thousand words. Verizon, for example, used this strategy to showcase their products and highlight the benefits. As a result, they could improve conversion and decrease the load on their call centers. China Telecom went even further and rolled out its own streaming service. Its goal was to deliver a high-quality picture, cutting-edge technology, as well as seamless user experience. Within two years after its launch, China Telecom gained 2 million new clients. In addition to this, they got hold of around 20% of the nationwide video streaming market.

Telecom Sales Strategies Bottom Line

The key success factor in finding new customers is understanding their needs. Consequently, customer satisfaction and user experience underlie the most effective telecom sales strategies. If you struggle to boost your clientele or you see dissatisfaction, these approaches will help reverse a trend.

We’re a diverse group of industry professionals from all corners of the world. Our desire is to provide a high-quality telecoms publication that caters to an international market, offering the latest and most relevant telecoms information to businesses, entrepreneurs and enthusiasts.

Continue Reading
Advertisement
Click to comment

Leave a Reply

Your email address will not be published. Required fields are marked *

Feature Articles

ENISA: Human error is one of the major causes of security incidents

Ranine Awwad

Published

on

ENISA Human error is one of the major causes of security incidents

Human error means unintentional actions by users that cause, spread, or allow security issues to take place. Security incidents caused by human error have increased by 50% in the past year, according to a new report published by the European Union Agency for Cybersecurity (ENISA) entitled “Telecom Services Security incidents-2019”. The report shows that system failures caused 479 million user hours lost. In addition, the third-party failures- system failures, human errors, natural phenomena, and malicious actions have tripled compared to 2018. Incidents that originated in the third-party were estimated by 31%.

As part of the EU’s telecom regulatory framework, (Article 13a of the Framework directive (2009/140/EC) each year, European countries report significant security incidents to the National Regulatory Authority (NRA). A summary of these incidents will be sent to the European Union Agency for Cybersecurity (ENISA). The report refers to a number of 153 incidents that were submitted by 26 EU Member States. These security breaches resulted in 988 million user hours lost in 2019.

Human errors, hardware failures, power cuts, software updates, cable cut, heavy winds, and policy flaws are the reasons behind major security incidents. The incidents caused by human errors increased from 18% in 2018 to 26% in 2019. Fixed telephony and the internet are the most affected by human errors with 50% and 45% respectively. It has been reported that security incidents caused by human errors have been increasing since 2012.

Moreover, the report states that three high-capacity optical fibers were cut due to road modernization, which caused “mobile internet and telephony and also fixed internet and telephony outages at a national level for three hours. The deployment of the 5G network is expected to bring more security layers. A study by Ericsson revealed that the automation of things and the introduction of Artificial Intelligence would reduce cybersecurity issues.

On the other hand, an analysis of data from the UK Information Commissioner’s Office (ICO) carried out by CybSafe states that human error is the main cause of 90% of cybersecurity breaches. The analysis reported that 9 out of 10 of the 2376 cyber-breaches were caused by end-users, according to the Cybersecurity Intelligence website.

The European Electronic Communications Code (EECC) will come into effect across the EU Member States by the end of 2020. Article 40 of the EECC will give the security incidents reporting requirements a broader scope.

Continue Reading

Feature Articles

Pushing application of AI technologies with open-source platforms

Karim Hussami

Published

on

Pushing application of AI technologies with open-source platforms

In the race for 5G, the convergence of Artificial Intelligence (AI) is widely recognized as an essential component in supporting development across industries.

AI is the capability of a computer or robot controlled by a computer to do tasks that are usually done by humans. The reason why people are encouraged to adopt AI is the low error rate compared to humans, which has incredible precision, accuracy, and speed.

China has decided to launch an artificial intelligence open-source platform (dubbed ‘Dubhe’) for the development and study of AI algorithms, and to create an independent artificial research and industrial ecosystem. This computer software is released under a license in which the copyright holder gives users the rights to use, change, and distribute the software.

An example of this software or platform is Google Chrome which is a browser that serves as the platform for web applications. Most of Chrome’s source code comes from Google’s free and open-source software project Chromium, but Chrome is licensed as proprietary freeware.

Zhu Shiqiang, director of Zhejiang Lab in east China’s Zhejiang Province said: “We hope that we can gather together leading innovative forces in the industry to build a high-performance platform and framework for the development of artificial intelligence algorithms, and establish independent artificial research and industrial ecosystem.”

The lab covers major areas such as intelligent transport, intelligent finance, smart city, intelligent healthcare and robotics.

The size of China’s service robot market will reach 15.84 billion yuan in 2019, according to Analysys Mason research, while spending on robotics for healthcare providers in China was forecasted to reach around 4.9 billion U.S. dollars by 2022, according to Statista.

In addition, the ‘Dubhe’ platform that was jointly developed by Zhejiang Lab, Beijing Oneflow Technology, the China Academy of Information and Communications Technology, Zhejiang University and others, aims to become an industry leader by forging an artificial intelligence cooperation ecosystem.

“I hope that the Dubhe Artificial Intelligence Open Source Platform can push forward the application of AI technologies in different industries,” Pan Yunhe, an academician with the Chinese Academy of Engineering and Chief Scientist in Artificial Intelligence at Zhejiang Lab.

Continue Reading

Feature Articles

Ethio Telecom reports exceptional performance and $1.3 billion in revenue

Ranine Awwad

Published

on

Ethio Telecom reports exceptional performance and $1.3 billion in revenue

Ethiopianauthorities have been looking to liberalize the telecom market managed by Ethio Telecom for two decades. However, as of late, the company has registered significant achievements. Ethio Telecom announced earnings of $1.3 billion in the 2019/20 fiscal year, which ran from July 1, 2019, to June 30 2020.

During a press conference, Ethio Telecom’s Chief Executive Officer Frehiwot Tamiru said: “This is an outstanding performance”, according to the Reporter. She also added that due to the efforts that took place aiming to reduce tariffs and to control illegal telecom operators, the company generated $147.7 million from international services, states the same source. However, due to the pandemic, there was no demand for roaming.

The report states that Ethio Telecom has donated a significant amount to the nationwide effort to curb the spread of the Covid-19 pandemic. “The Ministry of Innovation has requested us $600,000 for the research and I am proud to announce that we have provided them with the first round of payment. I had a discussion with the minister recently and he told me that the research is bearing fruitful results and it is on the final stage, said Frehiwot Tamiru, according to The Reporter.

The Ethiopian government’s strict control over the Internet and mobile services has contributed to the Internet and phone shutdown over the past few years. However, during the pandemic, the company has provided free internet access aiming to secure the online learning experience. Previously, the Internet shutdown had cost the country an arm and a leg.

Ethiopia is the second most-populous African country after Nigeria. Ethio Telecom states that its number of subscribers has reached 46.2 million.

Inside Telecom has already reported on Ethiopia’s plans to liberalize the telecom sector. Two telecom licenses were set to be granted to foreign telecom investors aiming to increase competition. In May 2020, the Ethiopian government invited international telecom operators to buy a 40% stake in Ethio Telecom. On June 26, 2020, The Ethiopian Telecommunications Authority (ETA) announced it has received nine submissions from telecom operators and two from non-telecom operators. Both Safaricom and Vodacom have expressed interest in Africa’s largest telecom market. Reform in the telecom industry is crucial as competition allows Ethiopians to gain access to the best services.

China’s telecom giants Huawei and ZTE have been deploying telecom infrastructure in Ethiopia. China’s involvement in the Ethiopian telecom sector could have a serious impact on the country following US sanctions.

Continue Reading

Trending