“How to ensure that commoditization and regulation do not erode profitability and enable continued growth?”
Telefónica – Corporate Chile faced the challenge of sustaining its market leadership in a context of strong commoditization of traditional services and solutions, while its profitability was affected by structural regulations.
After a consulting phase where we co-defined the new milestones in opportunity development and the methodology to approach new decision-makers, we trained the staff, including managers and directors, to equip them with key skills for the new scenario.
As a result, they adopted a 360º customer vision methodology that allowed them to explore new areas of opportunity, target new decision-makers, and sell non-traditional solutions not covered by regulations. All of this enabled them to grow in revenue and end the year with better-than-expected results.
ACHIEVED RESULTS
- 47% growth in expansion with existing clients in unregulated services.
- 34% win-back of customers from competitors.
- 18% penetration into ‘impossible accounts.’
- 26% improvement in the acquisition of high-potential customers.
