Telecommunications and Technology

In the Telecommunications Sector we find businesses dedicated to Electronic data processing and information hosting; Software Development; Development of Telecommunications Equipment, etc.

MARKET

Few manufacturers competing in price and / or technological progress.
Many distributors and / or commercial representatives, in which not all offer the same value-added or operate with the same work methodology.
Acquisition processes increasingly demanding on the part of institutional and private clients which require greater involvement and manufacturer warranties on implementation and support processes.

KEY BUSINESS PROCESSES

Collaborated Sales Projects (Manufacturer and Sales Channel).
Development, Professionalization of the Sales Channel.
Support and Maintenance for Solutions and Infrastructure (Key Accounts and SME´s).
Comprehensive Customer Service and Key Account Management.

CHALLENGES AND OPPORTUNITIES

Difficulty in identifying and effectively communicating the offer to SME clients;
Align and coordinate efforts to split the execution of the business plan with the Sales Channel in a systematic and effective manner;
Agility in providing timely and professional service and support to SME clients and users;
Improve coordination and commercial effectiveness between representatives and engineers.

RECOMMENDATIONS

Define a differential service and offer added value by customer type, with centralized traceability on its compliance;
Identify development (geographic) poles and proactively develop representative posts;
Classify the Sales Channel, not only by Sales Volume but by the maturity of their sales processes, administration and support;
Develop “learning cases” (business cases) where different situations are simulated in the commercial process or maintenance / support which develop decision criteria according to manufacturer guidelines; among others…