Divide and Rule – Is Segmentation the crucial first Step?

In 1998 as a “Young Leader”, I joined one of the first private telecom operator in India offering Telephone connections, unheard of in the country till then. We had set a clear goal of identifying, selling and servicing a customer whose Average Revenue Per Line (ARPL) was above INR 3000 per month per line. Since then, Segmentation has driven telecom …

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