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

2. What´s the problem?

4. 12

5. 1 1 2 2

6. 1 1

7. Huge Competition in Saturated Markets 1 1

9. Web Hosters Telcos Mobile and Cable Mobile and Cable

10. 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

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

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

13. Little differentiation

14. all Things to all People

15. Declining ARPU

17. Customers expecting better SUPPORT and have Higher Quality Requirements

18. Lower Prices

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

20. 2 2

21. The Giants have entered the market with Huge Budgets 2 2

22. The Problem – Part 1 selling directly to end customers dictating the price points for their solutions phony partner programs

23. The Problem – Part 2 what´s about your net margin? loss of customer control not much more above stealing your customers

24. Here is the Challege... increase revenues by increasing ARPU and avoid churn due to the Giants

25. Gimmics don´t work long term Value is the point

26. 3 3

27. What to do?

28. Value for Users

29. Customer Needs Giants Weakne ss Importance of locality

30. 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

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

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

33. Messaging Experience Messaging Experience Mobility Social Network Content & Media Collaboration

34. 4 4

35. You can´t do everything by yourself

36. Very important!

37. Do not succumb to a Trojan Horse like iPhone and Android

38. mitigate the impact add your own services

39. So, which Partner?

40. A Partner – Part1 who helping you to maintain your brand clear strategy and product vision listens to its customers - roadmap, features, technology

41. 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

42. 5 5

43. How to sell?

44. keep your sales cost low selling from within service

45. Bring point of sales to the users

46. 10x Audience

47. 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

48. 6 6

49. The final slide is coming soon.

50. be creative and innovative be brave and generous

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

52. Thanks a lot!