Modernizing the Telco RevTech Stack — Brad Pruner // Salesforce
- Part 1How does UCaaS GTM? — Brad Pruner // Salesforce
- Part 2 Modernizing the Telco RevTech Stack — Brad Pruner // Salesforce
- Part 3What can we learn from Telco GTM? — Brad Pruner // Salesforce
Show Notes
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02:07Is there a standard for the telco rev stack?Sadly there is no standard for the telco rev stack. However, there are standard patterns. That is that telco companies grow through mergers and acquisitions, and as they grow, they add to their stack.
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04:35Even with the different rev tech “islands”, what was the typical composition of these rev tech stacks?Companies need to have systems that track customers, manage their activities, track and manage sales opportunities and also manage customer queries.
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06:11Are there platforms out there that are capable of dealing with that process?Telcos can either self-build or rely on external platforms to manage the process.
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06:37Rate the typical rev stack out of ten.Most B2B companies score between a 2 and 3 before any investment. This is because they are unable to create a unified view of their customer.
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08:19For the outliers who rank between a 9 and 10, whats typical for their rev tech stack?Companies that succeed begin by having a clear definition of who their customer is.
Quotes
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“We've got a lot to learn in SaaS from the lessons learned from telco.” Doug Bell
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“Communications companies typically grow through mergers and acquisitions. And what is consistent is as they grow, they keep adding more stacks.” Brad Pruner
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“The inability to see who the customer is and what their complete relationship is with the carrier is what frustrates a lot of people from the sales teams in telco companies.” Brad Pruner
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“Begin your rev tech design with this crystal clear understanding of who your customer is and build around that concept of customer.” Brad Pruner
- Part 1How does UCaaS GTM? — Brad Pruner // Salesforce
- Part 2 Modernizing the Telco RevTech Stack — Brad Pruner // Salesforce
- Part 3What can we learn from Telco GTM? — Brad Pruner // Salesforce
Up Next:
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Part 1How does UCaaS GTM? — Brad Pruner // Salesforce
Senior Director - Product Strategy for Salesforce Industries, Brad Pruner explores the shifts within the telco industry that led to the birth of UCaaS. The rise of the internet and the adoption of mobile technology created an opportunity for carriers to reinvent. With these disruptive changes, industry players also had to create new go-to-market strategies. Today, Brad talks about changes in the telco industry and how they have adapted.
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Part 2Modernizing the Telco RevTech Stack — Brad Pruner // Salesforce
Senior Director - Product Strategy for Salesforce Industries, Brad Pruner discusses telco rev tech stacks. Although there is a lack of standardization when it comes to telco rev tech stacks, the companies that have the best rev tech stacks have one thing in common - they understand who their customer is. Having a unified idea across the entire organization on who you are selling to creates better outcomes. Today, Brad talks about the modernization of telcos’ rev tech stacks and what best-in-class organizations are doing to stay ahead.
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Part 3What can we learn from Telco GTM? — Brad Pruner // Salesforce
Senior Director - Product Strategy for Salesforce Industries, Brad Pruner talks about how telco carriers have been able to create a great end-user experience for their customers. With increased competition and the risk of new and bigger players entering the market, key players have resorted to omnichannel methods of engaging with their customers. Today, Brad talks about why a customer-centric approach is important and how it has benefitted telco carriers
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