Zain
Partnering with Zain Telecom KSA to add SAR 200M in revenue
Context
- Telcos are unable to reach and manage SME Customers
- Need to lock Enterprises into Postpaid contracts, increasing revenue
Approach
- Set up a team of Hunters visiting the customer at their location
- Incentivize Partners with percentage of sales closed
Solution
- 100+ agents in 3 regions in KSA going door to door
- Speed of Deployment and reach will increase penetration
Outcome
- SAR 120M revenue added in 2 years
- Postpaid Penetration increased by 20%+
- Digital solutions being marketed to customers, increasing stickiness
Etisalat
Enabling Etisalat to manage AED 250 million revenue per year for 4K+ customers (Farming)
Context
- Etisalat needed to protect its premium Customers from Competition
- Need to compensate fall in voice revenue by Digital services products
Approach
- Set up a Farming Team with Allocated Key Account Managers
- Ensure dedicated Service and Deep Engagement with cross-sell and up-sell
Solution
- Dedicated Team of Farmers with comprehensive Journey plan
- Call Center for customer service
- Build Trust & relationship with Customer
Outcome
- Base revenue retained at 97%
- Digital services worth 100M sold
- Customer stickiness increased
- 1Bn+ revenue to Etisalat in 5 years