New Entrants in Emerging Markets: A Sales Channel Strategy

Continued demand growth in emerging markets has many telecommunications operators planning to enter new countries in the near future. There is no doubt that an integrated multi-channel sales strategy can be key in driving market presence – defining the identity of the provider by outlining the way it interacts, approaches, and talks to its customers.

However, conventional sales strategies and traditional business models are often ineffective in these dramatically different environments. This paper suggests a new perspective, along with a practical set of approaches and observations, to help operators define their sales channel strategy for these emerging markets.