PORTFOLIO SYNERGIES AT STRATEGIC SALES LEVEL IN THE TELECOMMUNICATION INDUSTRY: An evaluation and proposition to increase business, gain market share and enter new markets in the wholesale voice service.
Independent thesis Advanced level (degree of Master (Two Years)), 20 credits / 30 HE creditsStudent thesis
In the telecommunications industry the dynamicity of the business deals between operators from different countries in terms of the voice service is a main characteristic that leads to the creation of different communication routes and exchange of traffic volumes to many destinations. In a big organization, such is The Telecom Group; this exercise is conducted by dividing all the customers into different portfolios according to their geographical location and then negotiating for the best price and a specific amount of traffic volume that generates the highest revenues and margins. However, one of the main weaknesses of this practice is that portfolios do not have any visibility between each other and the exchange of key information about individual customers (operators) is very narrow. This situation causes The Group as a whole to send traffic to the same destination at different price rates, therefore reducing the potential maximization of revenues, best margins, as well as the amount of traffic volume that can be negotiated between operators. The purpose of this master thesis was to establish an operative model that identified strategic operators through the analysis of KPIs in different portfolios in order to create synergies between them with the purpose of increasing margins, gaining market share and entering new markets in the voice wholesale business. The feasibility of such model was then be tested through an economic (revenue) analysis of the before and after state giving as a result that the creation of synergies in fact produces visibility between portfolios in terms of key information as well as a positive generation of business value.
Place, publisher, year, edition, pages
2012. , 96 p.
Synergies, CRM, Portfolio Management, Customer Portfolio SYnergies
Economics and Business
IdentifiersURN: urn:nbn:se:kth:diva-103917OAI: oai:DiVA.org:kth-103917DiVA: diva2:562455
Subject / course
Industrial Economics and Management
Master of Science - Industrial Engineering and Management