Customer Value Development: how a Fresh Perspective on Emerging Markets’ Telecom Economies Generates 5-15% EBITDA Improvement

DUBAI, UAE, November 9 /PRNewswire/ — Delta Partners, the leading
specialized telecoms advisory and investment firm released, its latest White
Paper entitled “Customer Value Development: A fresh perspective on emerging
markets’ telecom economics”. The paper aims to clarify the importance of
Customer Value Development (CVD) in Emerging Markets, detailing practices and
benefits for operators.

“Customer Value Development is a process that puts rigorous customer data
analytics at the core of all major management decisions in a Telecom
Operator. It develops a new set of KPIs and operational metrics that
fundamentally alter the way operators go about their business,” says Adriana
Salabert, Head of CVD Unit in Delta Partners.

Operators in emerging markets today deal with major challenges related to
declining growth, ARPU pressure (due to multi-SIM behaviour) and rotational
churn. Customer Value Development deals with these challenges via leveraging
an operator’s most unique assets – the data it owns about its customer base.
Detailed analysis of these data generates the insights required to optimize
various commercial tactics and roll-out highly effective micro-segmented
marketing campaigns. “Obviously, a range of specific capabilities should be
developed to fully unlock the potential of CVD. These relate to people and
organization, systems, process and customer understanding, although
measurable results can be obtained from the very beginning, regardless of an
operator’s starting point,” says Rogier Van Driessche, Partner at Delta
Partners. “Our experience in over 20 operations in emerging markets has
proven that CVD can generate 5-15% EBITDA improvement, with immediate
payback” he adds.

For more information on the White Paper please visit

http://www.deltapartnersgroup.com/our_insights/whitepapers

Notes to editors

Delta Partners is the leading management advisory and investment firm
specialized in Telecoms, Media and Technology (TMT) in emerging and high
growth markets. It has more than 130 professionals operating across 50
markets in the Middle East, Africa, Eastern Europe and Emerging Asia. From
its offices in the UAE, South Africa, Bahrain and Spain, Delta Partners
provides services through its three highly synergistic business lines:
management advisory, private equity and corporate finance. Delta Partners
delivers tangible results to its clients and investors through an exclusive
sector focus, and a unique approach to services, combining strategic advice
and a hands-on pragmatic approach.

For further information please contact: Mia Mutic, Marketing Manager,

SOURCE Delta Partners