Case Study: Maintenance Services for Telecom Network Equipment

July 3, 2014

Brief:

We were asked to benchmark market pricing for post-warranty maintenance services related to telecom network equipment (e.g., optical, data, wireless). Our client was interested in benchmarking the maintenance service prices of 6 leading global telecom equipment manufacturers.

Emerging Strategy’s Solution:

Emerging Strategy conducted in-depth interviews with maintenance service personnel and sales executives from the benchmark companies to understand maintenance service pricing levels, key drivers and trends. We also interviewed telecom carriers (i.e., customers) for their views on the maintenance service offerings of benchmark companies, and view of prices, service levels and efficiency. Our research also identified some evolving areas, such as on-going changes in government policies relating to buying decisions, and their possible impact on the market. Emerging Strategy’s consultants conducted over fifty in-depth interviews as original, primary research in each of the countries we covered.

Result:

The client relied on our research and analysis to determine the internal allocation of revenue between their product and service groups, and also use our market data for competing with the benchmark companies.



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