Daniel Joisten

Our project experience shows: Sales Performance Management (SPM) can improve EBITDA margin by 6% to 9% and return on market investment (ROMI) by 9% to 12%. Our latest SPM Maturity study, which surveyed more than 20 international mobile operators, reveals that most operators miss out on profits and value. 85% of participating operators do not steer their sales...

Growing competition in Telco-Markets results in increasing costs for customer acquisition and retention. This puts operators in mature markets under considerable strain as these costs often account for more than 25% of the total OpEx. Today’s major challenge for operators is to spend their investments in a smarter way than their competitors. As a solution Value-based...

Companies can create competitive advantages for themselves by pursuing a course of strict value orientation within the framework of distribution channel management. They can accomplish this by allocating their tight sales budgets, which are usually distributed on the basis of volume, according to the sustained value of the customers, products, and channels. Our...

Während DSL auf einem bestehenden, verlegten Netz aufsetzen konnte, ist der Glasfaserausbau eine strategische Herausforderung für die Netzbetreiber. Einerseits müssen die Infrastrukturmaßnahmen und die verwendete Glasfaseroption beim Kunden mit den wirtschaftlichen Möglichkeiten zusammen passen, andererseits muss eine komplexe Vorvermarktung bereits vor der...