White Papers

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Managing customer profitability and economic value in the telecommunications industry
A holistic look at the individual level - to build corporate profitability one customer at a time

Deregulation and competition have many telecommunications providers struggling to sustain or restore profitability. This white paper outlines ways that activity-based management reflects the actual costs involved in attracting, supporting and keeping a customer. You will learn about the shift from commodities to customers in the marketplace and the importance of customer profitability as a measure of economic value.

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