Defining a sustainable Distribution model in a changing market

In a converging market between Telecom and IT with shrinking margins on mobile, replacement of fixed telephony by hosted voice and new services as workplace management, Telfort Zakelijk had the need for an updated Distribution Strategy. The time line was short: 8 weeks from zero to proposal. My approach included in- & external analysis (including interviews with business partners, CLV analysis, channel performance analysis and so on), workshops with key stakeholders, alignement with the other brands within KPN Group, business case, impact analysis and implementation plan.

Next to that I was asked to lead the process of defining the 2018 terms & conditions and targets for the business partners.

Telfort Zakelijk office in Venray

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