From the course: Selling into Industries: Telecommunications
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Understanding the telecommunications industry
From the course: Selling into Industries: Telecommunications
Understanding the telecommunications industry
- To sell into the telecommunications industry, you need to understand its historical context and what drives its volatile nature. The structure of the industry is convoluted and frankly can make your head spin. But let's unpack it with a little history. In past decades, companies and telecommunications were often product specific. There was a telephone company, a cable company, a satellite company, and so on, and they essentially had a monopoly on the service in their regions. Competition and changing technology just wasn't a worry. For 20, 30, 40 years, these were businesses, some passed down as a family tradition, that never expected to change. Then came the nineties, and three big interrelated areas of change, regulation, available technology and primary telecommunication utility. First, let's talk about regulation, and by regulation I mean local, state, and federal laws and policies that govern telecommunications. Now, in the nineties, telecom went through a period of…
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