Strategies for Success in the New Telecommunications Marketplace (Artech House Telecommunications Library)

✍ Scribed by Karen Strouse

• Year: 2001
• Tongue: English
• Leaves: 361
• Category: Library

✦ Synopsis

The author examines the slow pace of competitive development in the US telecommunications industry and the lack of risk-taking to provide consumers with a better service. The author also considers the situation in other developed countries.

✦ Table of Contents

Preface xv......Page 14
1 Map of the Market 1......Page 16
1.1 Access providers 4......Page 19
1.2 Transport providers 11......Page 26
1.3 Services, software, and content 15......Page 30
1.4 Convergence 19......Page 34
2 Today's Telecommunications Landscape 23......Page 38
2.1 Unique market characteristics and challenges 24......Page 39
2.2 Role of the Internet 30......Page 45
2.3 How mergers have changed the market 32......Page 47
2.4 Non-U.S. markets 33......Page 48
2.5 Strategic positions 40......Page 55
3 Competitive Successes 43......Page 58
3.1 Growth through mergers and acquisitions 44......Page 59
3.2 Pricing 49......Page 64
3.3 Embracing competition 55......Page 70
4 Blunders in the Competitive Market 59......Page 74
4.1 Positioning and pricing 60......Page 75
4.2 Handling the brand 67......Page 82
4.3 Opportunity costs 69......Page 84
5.1 Porter's competitive strategy model 77......Page 92
5.3 Competing against real and strategic competitors 80......Page 95
5.4 Keeping up with the changing future 83......Page 98
5.5 Technology as barrier to entry and as differentiator 86......Page 101
5.6 Customer buying patterns 88......Page 103
5.7 Usage accelerators 89......Page 104
6.1 Quality verses price debate 95......Page 110
6.2 Build verse buy decisions 100......Page 115
6.3 Economies of scale and scope 104......Page 119
6.4 Setting market share goals 108......Page 123
7 Strategies for Success 113......Page 128
7.1 Misconceptions about strategy development 114......Page 129
7.2 Strategy is ubiquitous 115......Page 130
7.3 Strategies and the paths to differentiation 117......Page 132
7.5 Marketing strategies 120......Page 135
7.6 Operations strategies 122......Page 137
7.7 Financial strategies 123......Page 138
7.8 Strategy tools 124......Page 139
8.1 The value proposition 127......Page 142
8.2 Transfroming the business model 130......Page 145
8.3 New models 133......Page 148
8.4 Emerging models 138......Page 153
8.5 Supporting tools 142......Page 157
8.6 Role of information technology 145......Page 160
9 Core Competencies 147......Page 162
9.1 Identifying real strengths 149......Page 164
9.2 Core competencies by business model 151......Page 166
9.3 Identifying market opportunities 153......Page 168
9.4 Outsourcing 155......Page 170
9.5 Seeking and targeting competitor weaknesses 158......Page 173
9.6 Supporting tools 159......Page 174
9.7 Role of information technology 161......Page 176
10 Organizational Strategies 165......Page 180
10.1 Company culture 166......Page 181
10.2 Knowledge management 168......Page 183
10.3 Organizational structure 170......Page 185
10.4 Reengineering 173......Page 188
10.5 Skills and training 174......Page 189
10.6 Supporting tools 176......Page 191
10.7 Role of information technology 178......Page 193
11.1 The nature of competitive parity 181......Page 196
11.2 First-mover advantage 185......Page 200
11.3 Game theory 186......Page 201
11.4 Choosing parity battles 189......Page 204
11.5 Retaining the customer 190......Page 205
11.6 Raising the bar 193......Page 208
11.8 Role of information technology 195......Page 210
12 Distribution Strategies 197......Page 212
12.1 Differentiation within the distribution chain 198......Page 213
12.2 Coexisting wholesale and retail strategies 199......Page 214
12.3 The case against vertical integration 203......Page 218
12.4 Supplier and partner strategies 206......Page 221
12.5 Internet strategies 207......Page 222
12.6 Supporting tools 210......Page 225
12.7 Role of information technology 211......Page 226
13 Pricing 213......Page 228
13.1 The pioneers of pricing 214......Page 229
13.2 Pricing and profitability 216......Page 231
13.3 Competing against free service 219......Page 234
13.4 Telecommunications as commodity 224......Page 239
13.5 Revolutionizing price structures 226......Page 241
13.6 Supporting tools 227......Page 242
13.7 Role of information technology 228......Page 243
14 Best-in-Class Performance 231......Page 246
14.1 The challenges of preeminence 233......Page 248
14.2 The requirements of preeminence 236......Page 251
14.3 Case studies 239......Page 254
14.4 Partnerships 241......Page 256
14.5 Supporting tools 243......Page 258
14.6 Role of information technology 245......Page 260
15 Customer Service 247......Page 262
15.1 Service as differentiator 248......Page 263
15.2 Improving traditional forms of service 252......Page 267
15.3 Billing 253......Page 268
15.4 Web-based service 255......Page 270
15.5 Call centers 258......Page 273
15.6 Customer relationship management 259......Page 274
15.7 Supporting tools 250......Page 275
15.8 Role of information technology 261......Page 276
16 Technology Management 263......Page 278
16.1 Innovation and disruptive technologies 264......Page 279
16.2 The network effect 267......Page 282
16.3 Research and development strategies 269......Page 284
16.4 Service creation 271......Page 286
16.5 Budgeting for technology expenditures 272......Page 287
16.6 Managing service introductions 274......Page 289
16.7 Supporting tools 275......Page 290
16.8 Role of information technology 276......Page 291
17.1 Increasing market share 279......Page 294
17.2 Increasing market size 283......Page 298
17.3 Vertical and horizontal integration 285......Page 300
17.4 Sizing new markets 287......Page 302
17.5 Locating acquisition candidates 289......Page 304
17.6 Supporting tools 290......Page 305
17.7 Role of information technology 292......Page 307
18 Cost Leadership 295......Page 310
18.1 Characteristics of cost leadership 296......Page 311
18.2 Maintaining cost leadership 300......Page 315
18.3 Cost drivers 302......Page 317
18.4 Profit centers and cost centers 304......Page 319
18.5 Cost measurement 305......Page 320
18.6 Supporting tools 307......Page 322
18.7 Role of information technology 308......Page 323
19.1 Financing alternatives 311......Page 326
19.2 Competing in the investment community 317......Page 332
19.3 Releasing shareholder value 318......Page 333
19.4 Return on investment strategies 321......Page 336
19.5 Supporting tools 323......Page 338
19.7 Summary 325......Page 340
List of Acronyms 327......Page 342
About the Author 331......Page 346
Index......Page 348