Enterprise Telecom Sales and Marketing Strategies

Publication Date	October 2005
Publisher	IDC
Product Type	Report
Pages	22
ISBN Number	not applicable
Product Code	IDC00635

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£2,345.00
approximately: $3,497 | €2,793

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Summary

This study profiles seven major U.S. telecommunications providers' strategies around marketing and sales and provides insight on their approaches to the new worlds of solution selling.

Companies Mentioned: AT&T; MCI; BellSouth; SBC; Verizon; Qwest; Sprint

Content

In This Study
- Methodology
Situation Overview
- New Approaches to Enterprise Sales and Marketing: Why and Why Now?
  - The Basic Transformation
Future Outlook
- Vendor Profiles
  - AT&T
    - Segmentation Strategies
    - Structure of Sales Organization
      - Future Organizational Development
    - The Engagement Process
      - Buyers
      - Partners
    - Marketing Message for Enterprises
  - BellSouth
    - Segmentation Strategies
    - Figure: BellSouth Communication Group Revenue Share by Customer Segment, 2004
    - Structure of Sales Organization
      - Future Organizational Development
    - The Engagement Process
      - Buyers
      - Partners
    - Marketing Message for Enterprises
  - MCI
    - Segmentation Strategies
    - Figure: MCI Revenue Share by Customer Segment, 2004
    - Structure of Sales Organization
    - The Engagement Process
      - Buyers
      - Partners
    - Marketing Message for Enterprises
  - Qwest Communications
    - Segmentation Strategies
    - Structure of Sales Organization
    - The Engagement Process
      - Buyers
      - Partners
    - Marketing Message for Enterprises
  - SBC Communications Inc.
    - Segmentation Strategies
    - Structure of Sales Organization
    - The Engagement Process
      - Buyers
      - Alliances
    - Marketing Message for Enterprises
  - Sprint Nextel
    - Segmentation Strategies
    - Structure of Sales Organization
    - The Engagement Process
      - Partners
    - Marketing Message for Enterprises
  - Verizon
    - Segmentation Strategies
    - Structure of Sales Organization
    - The Engagement Process
      - Partners
      - Buyers
    - Marketing Message for Enterprises
Essential Guidance
Learn More
- Related Research
- Synopsis