Physical distribution is a major challenge for the Telecom operators.

They seek for the customer proximity essential for selling value offers (convergence, content) and make the rebound easy towards other universes (fixed or mobile). It is about guaranteeing a physical presence while ensuring the optimization of their performance.


Numerous questions arise for the operators:

  • What is the most relevant model of physical presence (direct networks and /or indirect network)?
  • What partners to select? According to what criteria?
  • How to secure the outlets and the sellers’ performance? Through which indicators and with what tools?
  • What sales organization? What remuneration mode?
  • How to articulate the physical network and the other sales channels (on line, call centers)?


Throughout this section, our consultants share the main trends in the domain and their views based on numerous projects carried out for our customers.

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