Grow your profit and improve customer loyalty Frank Hoberg Founder and EVP Global Sales

What´s the problem?

12

1 1

Huge Competition in Saturated Markets 1 1

Web Hosters Telcos Mobile and Cable Mobile and Cable

Web Hosters e.g. month-2-month for 12 months individual&firm domain Web Hosters e.g. month-2-month for 12 months individual&firm domain

Telcos e.g. 24-month individual data-voice plans Telcos e.g. 24-month individual data-voice plans

Mobile & Cable Providers e.g. Households/ 3-play plans Mobile & Cable Providers e.g. Households/ 3-play plans

Little differentiation

all Things to all People

Declining ARPU

Customers expecting better SUPPORT and have Higher Quality Requirements

Lower Prices

Results Churn Higher Cost of Sales Negative Impact on your Brand Losing Customer Loyalty

2 2

The Giants have entered the market with Huge Budgets 2 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 ARPU and avoid churn due to the Giants

Gimmics don´t work long term Value is the point

3 3

What to do?

Value for Users

Customer Needs Giants Weakne ss Importance of locality

Locality customers want a reliable local partner with high service levels and high reliablility Locality customers want a reliable local partner with high service levels and high reliablility

Giants Weakness be explicitly local, fast and nice Giants Weakness be explicitly local, fast and nice

Customer Needs deal with the communication requirements of today Customer Needs deal with the communication requirements of today

Messaging Experience Messaging Experience Mobility Social Network Content & Media Collaboration

4 4

You can´t do everything by yourself

Very important!

Do not succumb to 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 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 6

The final slide is coming soon.

be creative and innovative be brave and generous

Resources ? Find them! Resources ? Find them! new services and bundles new services and bundles talk to potential competitors

Thanks a lot!