case studies

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
Telecom-02 1

Solution

  • 100+ agents in 3 regions in KSA going door to door
  • Speed of Deployment and reach will increase penetration
Telecom-02 1

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
Telecom-02 1

Solution

  • Dedicated Team of Farmers with comprehensive Journey plan
  • Call Center for customer service
  • Build Trust & relationship with Customer
Telecom-02 1

Outcome

  • Base revenue retained at 97%
  • Digital services worth 100M sold
  • Customer stickiness increased
  • 1Bn+ revenue to Etisalat in 5 years
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