Grow your profit and improve customer loyalty

Frank HobergFounder and EVP Global Sales

What´s the

problem?

12

1 2

1

Huge Competition

in

Saturated Markets

1

Web Hosters Telcos

Mobileand

Cable

Web Hosters

e.g. month-2-month for 12 months

individual&firm domain

Telcos

e.g. 24-month individual data-voice

plans

Mobile & Cable

Providerse.g. Households/

3-play plans

Little

differentiation

all Things to all People

Declining ARPU

Declining ARPU

Customersexpecting better

SUPPORT

and have

Higher Quality Requirements

Lower Prices

ResultsChurn

Higher Cost of Sales

Negative Impact on your Brand

Losing Customer Loyalty

2

The Giantshave entered the market with

Huge Budgets

2

The Problem – Part 1

selling directly to end customers

dictating the price points for their solutions

phony partner programs

The Problem – Part 2

what´s about your net margin?

loss of customer control

not much more above stealing your customers

Here is the Challege...increase

revenues by

increasing ARPUand

avoid churn due to the Giants

Gimmics don´t work

long term Value is the point

3

What to do?

Value for Users

Customer Needs

Giants Weakn

ess

Importance of

locality

Locality

customers want a reliable local partner

with high service levels and high

reliablility

GiantsWeakness

be explicitly local, fast and nice

CustomerNeeds

deal with the communication requirements of

today

Messaging

Messaging Experience

Messaging Experience

Mobility

Social Network

Content & Media

Collaboration

4

You can´t do everything by yourself

Very important!

Do not succumbto a

Trojan Horse

like

iPhone and Android

mitigate the impact

add your own services

So, which Partner?

A Partner – Part1

who

helping you to maintain your brand clear strategy and product vision listens to its customers - roadmap,

features, technology

A Partner – Part2

who

expertise in go-to-market strategies best practice

creative business models like revenue share or flat fee models

your margin needs to be 50% and higher

5

How to sell?

keep your sales cost low

selling from within service

Bring point of sales to the users

10x Audience

Some Guidance

sell it when they need it - hooks wow them with delight -> try & buy offer upsell and cross-sell products call to action no need to go to a store front

6

The final slide is coming soon.

be creative and innovative

be brave and generous

Resources?

Find them!

new service

sand

bundles

talk to potential competito

rs

Thanks a lot!