Retention strategy

12.09.2015  • Growth- & Value-Strategy

Client:
German mobile network operator

Challenge:

As the telecommunications market is facing increasing competition in terms of competition and saturation, the contract extension offers and the related retention attributes must be revised at regular intervals. In this context, SAC and dealer premiums play an important role. The retention strategy must be improved, systematized and implemented in the light of this challenge.

Core issues:

  • Which proposition elements have the largest financial impact?
  • Which evaluation measures would be required for an efficient dealer rating?
  • What would be the technical challenges regarding flexible integration into the IT?

Our input:

  • In charge of the project for product management & marketing
  • Assuring technical implementation

Results:

  • Technical implementation of the retention structure in the IT systems
  • Revision of the online contract extension offers

Launch of the retention matrix for the German market (voice only)