Customer:

German Mobile Network Operator

Challenge:

To counter the competition and to support the sales activities with attractive offers, it requires targeted promotions – challenge was to prepare these promotions in the shortest time to reach an agreement in upper management committees and finally the implementation.

Key Questions:

• What customer insights do we need to create a successful promotion?
• Which distinct types of promotions can we define?
•  How can we estimate which promotions will generate the highest revenue increase?
•  How can we communicate the defined promotions to the management committees the most efficient way?
• What stakeholders do we have to bind in?

Our Input:

• An intensive market research was conceptualized
• A choice of different target aimed propositions was defined and the economic impact evaluated
• An intern communication roadmap were created and all relevant stakeholders involved

Results:

• 10 Promotions were successfully launched
• Standardisation of governance process, and Tools