Telecommunications Company

Challenge: How to capitalize on the sweet spot in a fast-moving telecommunications market?

SUMA Partners process: Customer insight interviews, focus groups, internal change management process.

Length of initial engagement: 6 months for Phase One. 2 years for Phase Two.

Insights: GenTelCo was considered a weak player in technology, which was the top priority in the evolving market.

Results: GenTelCo capitalized on their technology capabilities, including competitive advantages in hardware and software, so that the network was perceived as having “no down time.” Evolution of the sales force from order takers to technical experts who could “make things work” every time. Became the top market on a national scale.