Study On The Construction Strategies Of Partner Customer Relationship Of Telecom Equipment Manufactures

With the changing of telecommunication equipment market these years,the telecom equipment manufactures are paying more attention to customer relationship management.What kind of relationship shall telecom equipment manufactures establish with telecom operators is one of the most important problems that telecom equipment manufactures should solve.This thesis lucubrated the theme of building the trusted partners between telecom equipment manufactures and telecom operators,on the basis of a great deal of literature of China and abroad.Firstly,this thesis discusses the theory of customer relationship management.This thesis confirms the Significance of customer relationship management for telecom equipment manufactures.It also gets the conclusion that building trusted partners is necessary and possible.This thesis analyzes the trends of telecom market these years and the challenge operators facing.Telecom equipment manufactures must change their traditional customer relationship management.This thesis describes and analyzes the six levels of customer relationship.It gets the conclusion that the top level is the direction that telecom equipment manufacture builds customer relationship.This thesis gives 11 steps to achieve the direction,and then discusses five key steps.The cases from other industry are given as the reference.At last,this thesis takes Ericsson as the real case to describe the steps to build trusted partners in energy saving area between Ericsson and S operator.The thesis analyzes the procedures and results of the case,and summarizes the experiences and lessons.