成功的电信行业（英文版）.pdfVIP

BEYOND MAINSTREAM v SUCCEEDING AS A TELECOM CHALLENGER How to win facing strong competitors JUNE 2015 THINK ACT SUCCEEDING AS A CHALLENGER THE BIG 3 1 Mobile operator challengers which enter markets with at least two players present have no guarantee of success – and many of them fall short of grabbing a large enough chunk of the subscriber base. p. 3 2 There is no one size fits all for becoming a successful challenger, but the strongest performers tend to focus their efforts on capital/cost effectiveness, accentuated differentiation of products/services compared to the competition and ensuring a regulatory framework that makes it possible for them to compete effectively. p. 4 3 Based on the efforts of successful players, struggling challengers need to ensure four key success factors to take market share: • Master the basics • Bet on the future • Ensure a favorable regulatory context • Challenge the strategy p. 9 Viettel Vietnam p. 7 2 ROLAND BERGER STRATEGY CONSULTANTS THINK ACT SUCCEEDING AS A CHALLENGER Struggling in competitive markets. Mobile telecom operators across the globe face the challenge of generating enough profits to recuperate their initial investments in spectrum licenses and network roll-outs, to cover the substantial recurring investments needed for new network technologies (e.g., 3G and 4G) and to improve their service quality. 1 Many challenger operators (