The telecommunications industry is changing rapidly thanks to VoIP and mobility, and that is bringing large profits for some and lost profits for others. No matter where a company is located on that profitability continuum, however, one thing is constant for just about all firms in the industry: increased competition.
VoIP is no longer a niche technology, and that has brought intense market competition in every segment. One way that firms are coping with this increased competition, and the shifting landscape in general, is through diversification.
This trend is definitely something that VoIP solutions provider REVE Systems has observed, and it is catering its services to businesses that need to diversify.
“We see a lot of customers that have been focused on a particular piece of the industry, and are looking to diversify a little bit,” Craig Span, head of sales at REVE Systems, told TMCnet during ITEXPO last month. “We’ve tried to adapt our strategy and our solutions toward expanding the potential market segment for these service providers.”
A company that has been focused primarily on pushing minutes or calling cards, for instance, could expand to capture customers using Wi-Fi on their mobile phones.
“With the competition and shrinking profit margins, they need to hold onto customers in a different way,” noted Span.
It is a classic but much needed approach. When the field is crowded, a firm needs a differentiator to stand out, something that no one else in the industry is providing.
Making the transition can be challenging, though, which is where REVE comes into the picture. The company delivers solutions that enable the core line of business, but in the process they bring something extra to the table. This enables firms to gently add services and offerings, easily differentiating and expanding business without having to make a dramatic departure from the core business or invest in a lot of new infrastructure as part of a major new initiative.
“Our solutions take something they do well, and gives them a solution for that, as well as providing something new to help them expand,” noted Span.
The full interview with Span can be found below.
Edited by Stefania Viscusi