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Selling Telecom Services to Higher EducationProduct Type: Market Research ReportPublished by: Datamonitor Published: February 2004 Product Code: R313-9642 Description IntroductionThis report covers the higher education industry in order to outline the sales and marketing opportunities for telecom equipment and services providers. The industry is growing massively and there are real opportunities for telecoms providers to establish relationships with companies that will grow as the industry grows. Scope This report provides an overview of international higher education together with market trends in this sector. Advises on sales techniques for companies in these industries. Report Highlights The developments in the international higher education industry make this a very interesting market for telecoms services. In developed countries, higher education facilities provide some of the largest users of datacoms services and equipment. However, in many countries, funding for tertiary education is falling, affecting investment in telecoms. Reasons to Purchase Provides background information on the industry, how purchase decisions are made and how to integrate sales teams into the organization. Analyses the roles and concerns of key personnel within each organization; essential to any successful sales process. Table of Contents TABLE OF CONTENTSCHAPTER 1 EXECUTIVE SUMMARY 3 Introduction 3 Market overview 3 Selling strategy 3 Influences and decision-makers 3 CHAPTER 2 INTRODUCTION 7 What is this report about? 7 Who is the target reader? 7 CHAPTER 3 MARKET OVERVIEW 8 Europe 8 CALA 8 Asia-Pacific 9 International market trends 10 EMEA 10 CALA 10 Asia-Pacific 12 International business processes 13 International business imperatives and implications 14 Regulatory Issues 15 EMEA 15 CALA 15 Asia-Pacific 16 CHAPTER 4 SELLING STRATEGY 17 Where to start 17 Whom to see 18 Speaking their language 19 CHAPTER 5 INFLUENCERS AND DECISION-MAKERS 21 CEO/CFO/COO 21 Roles in decision making 21 Concerns and response to concerns 22 Questions for a sales meeting 22 CIO/CTO/CSO 23 Role in decision making 23 Concerns and response to concerns 24 Questions for a sales meeting 24 IT Voice/Telecom Manager 25 Role in decision making 26 Concerns and response to concerns 26 Questions for a sales meeting 26 Converged Network Manager 28 Role in decision making 28 Concerns and response to concerns 29 Questions for a sales meeting 29 Call Center Manager 30 Role in decision making 31 Concerns and response to concerns 31 Questions for a sales meeting 31 Sales and Service Manager 32 Role in decision making 32 Concerns and response to concerns 33 Questions for a sales meeting 33 CHAPTER 6 APPENDIX 35 Definitions 35 Future readings 35 Relevant links 36 How to contact experts in your industry 38 |
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