Telefónica is one of the three largest telecommunications providers in Germany. The company sells mobile and landline connections to private and business customers under the core brand O2. Telefónica regards itself as the creator and driver of digitisation in Germany – a customer that fits perfectly with ALEX & GROSS in many respects.
Our
solutions
We realised a 360° sales concept for Telefónica that included highly efficient inside sales solutions and digital marketing solutions. In tele-farming, ALEX & GROSS took over the 360° sales support of approximately 180 existing customers in the B2B segment, each with initial monthly sales of up to 250 euros. We have therefore further developed our customer relationship in the long term, which was the most important measure for churn prevention and retention.
We deployed 15 tele-account managers for Telefónica in the inside sales department, one of whom focussed solely on landlines. Our telesales specialists provided advice and sold mobile, landline, M2M and MDM solutions.
Results
- Reduction of the churn rate (migration rate) to below 20%
- Increase of the monthly average revenue per user (ARPU) to over 1 € euro per customer
- Continuous development of existing customers across the entire Telefónica portfolio
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