| Summary: | 碩士 === 國立交通大學 === 管理學院經營管理學程 === 106 === Facing progressively more intense competition, telecom carriers in Taiwan think on how evaluate servicing business customers and optimize the relationship between, so as to increase revenue and profits. The study takes the book “The Granularity of Growth” as a reference. With regard to forming a healthy structure of growth, there should exist an aid of designing strategy and organization in enterprises. We take C company as an example, studying its customers operating by SWOT matrix analysis onto its strategy of market segmentation. Through interviews with the crew of business customers department in C company, the study analyzes situations and tries giving suggestions.
After induction, all interviewees agree it is necessary and imperative to divide customers into market segments. Including making resources effectively used and helping development of customers, it’s the key to a win-win situation and sustainable operation of a telecom corporation.
Conclusions of the study includes,
1. Business customers market segmentation and strategy suggestions by operating large customers.
2. Business customers market segmentation and strategy suggestions by SWOT matrix analysis.
3. Business customers market management and strategy suggestions.
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