Gartner Research

Distribution Strategies for Consumer Telecom Services

Published: 16 August 2006

ID: G00141837

Analyst(s): Charlotte Patrick, Tuong Nguyen , Eleana Liew


Gartner outlines key distribution strategies used by telecom carriers in the consumer market. We assess them in terms of factors such as cost, reach and churn prevention, and the ability to cross-sell and up-sell.

Table Of Contents
  • Overview
  • Predictions
  • Recommendations to Telecom Carriers
  • Introduction
  • Main Aims of a Distribution Strategy for Consumer Telecom Services
    • First Aim: Acquire Customers
    • Second Aim: Retain Customers
    • Third AIM: Increase ARPU
  • Traditional Distribution Strategies
    • Meshed Distribution
    • Selective Distribution
    • Exclusive Distribution
    • Multichannel Distribution
  • New Distribution Strategies
    • Online Distribution
    • Consumers as Distributors
  • Comparison of Distribution Strategies in Terms of Sustainable Advantage
  • How to Distribute Services More Efficiently and Effectively
    • Understand Your Customers
    • Manage Your Distribution Channels Continually
  • Gartner Dataquest Perspective

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