Customer-centered Telecommunications Services Marketing

Karen G. Strouse

Jan 2004 · Artech House

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In today's telecommunications services industry, rapidly changing technologies and a decline in growth are creating intense competition where the customers' quest for value is of paramount importance. Offering telecom service providers a survival strategy based on customer-centered marketing, this forward-looking resource helps strategic planners and managers assess their company's market potential and target desirable segments successfully. Professionals gain practical insight in evaluating their present customer base and learn the best ways to adjust their marketing strategies to eliminate unprofitable customers and attract high-value replacements. Moreover, the book helps professionals become attuned to customer demand and present a service portfolio with a high potential for success.

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Karen G. Strouse holds BA and MA degrees in communications from Temple University, and an MBA in Finance from St. Joseph University. Strouse is the owner of Management Solutions, a consulting firm specializing in telecommunications. She previously served as director of strategic planning for the Bell Atlantic Corporation and consulting manager for Deloitte & Touche. She is also the author of Marketing Telecommunications Services: New Approaches for a Changing Environment (Artech House, 1999).