A practical, data-driven approach for generating value

The telco industry is suffering a period of continued declining growth and increasingly tight margins.

To succeed in this challenging environment, many companies have deployed techniques like customer value management (CVM) but with limited success. Recently, to achieve additional substantial gains, the leading telcos have been adopting a more practical, data-driven approach that shortens the feedback cycle of analysis, action, and follow-up measurements. The approach, which focuses on seven specific business levers and is used to address a range of commercial tradeoffs, has enabled companies to unlock 100-300 bps of EBITDA within four to six months, with potential gains of up to 700 bps of EBITDA over one to two years.

This point of view is available in English.

A practical, data-driven approach for generating value