Skip to Main Content
Access your saved content
Three shifts are causing the telecommunications industry to reevaluate its strategy for continued success. The first involves blurring of traditional communications, IT and high-tech service industries. Simply, the nature of communications—particularly as it relates to mobile and cloud computing—is evolving. Companies in the sector, who might not have competed several years ago, are now jockeying for clients across markets. Mergers, collaborations and alliances are being formed—making competitive complexity a new reality.
Another factor is the decline of traditional telecom revenue. This stagnation of voice communication is more prevalent in the consumer sector than in the enterprise sector, but it remains a notable decline for which telcos must find replacement revenue streams.
Finally, there is a shift in “consumerization of IT”. Digitally-savvy and more mobile employees are pushing for corporate technology to behave more like consumer tech. The desire to see an always-on experience, faster download speeds and more interesting content is leading to more bring-your-own-device (BYOD) workplace experiences. This creates new needs for enterprise-level mobile device management with strengthened communications capabilities, network capacity and security.
Accenture’s research shows that telecommunications companies must rethink their offerings to replace traditional revenue streams. To move past simple retooling, they must understand that being an agile seller means not simply eschewing voice, 3G, desktop and person-to-person connectivity in favor of wireless, LTE, cloud and M2M.
Agile selling means unified communications, advanced network security, data center management, and cloud solutions forming a portfolio. Combined with vertical industry solutions, the potential exists to open business avenues in telematics, connected health, smart manufacturing and mCommerce. To win, then, telcos must take on new ecosystem roles.
To compete in an increasingly complex landscape, telecommunications companies need to focus on their sales channels. They need to become agile—maintaining investments in traditional sales enablers, but also including a comprehensive view of the customer, emphasis on sales and service agents and a broad use of social, mobile, analytical and cloud applications as sales drivers.
Accenture has identified three sets of agile selling capabilities that are crucial for telcos looking to achieve high performance:
Connected Customer Insights
Omni-Channel Customer Experience
Dynamic Sales Enablement
December 23, 2013
Skip Footer Links