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WE incumbents' public sector and healthcare portfolio and sales strategies

Published: 2015-02-13

While competition in traditional telecommunication markets further increases, incumbents must look for new opportunities to expand their business. Developing new specialised ICT solutions for customers with specific needs has thus become a main focus. In this respect public sector and healthcare are of particular importance. Hence this article examines seven Western European incumbents’ activities in terms of product marketing strategy and sales organisation related to public sector and healthcare, i.e. which dedicated products are marketed for public sector and healthcare customers and how these products are sold. The results are based on discussions with seven incumbents’ public sector and healthcare experts as well as on secondary research.

Published: 2015-02-13



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