Mianyang, Telecom Marketing Strategy, Based On Data Clustering

At present, there are more fierce market competitions and technical progress in the telecom industry.But, the Chinatelecom group meet much difficulty on Market.There are much contradictions such as amount of customer increasing and traditional voice decreasing. The market development from fixed phone and PHS is very slowly and stagger on.The paper explains mainly that Chinatelecom group Mianyang branch makes fully use of customer data ,by the mining tools, market,computer database and statistics knowledges so on . According to client consuming history recood, the client's behavior and value are analysed from telecom product used habit . The matrix module is designed by the two value and behavior parts. The clients are clustered and segmented by the two parts. As the same time ,Mianyang Telecom combine the Chinatelecom group market stratagem and local competitive situation , selecting an aimed clients group,according to clients described characters ,adopting different product binding and price analysis. Therefore, The aim clients are interested in the scheme that is designed. The scheme is applied by the executing apartments from Mianyang telecom first marketing line. The callers from 10000 department adopt telephone calls,and the community salespeople contact the clients on their own initiative.Thus, the market effect and efficiency are improved by the ways. We need establishing a strategy focus on clients to be satisfied with their demand. we can keep our market quotient and look for a road to increasing my earning.This is a market trial that The Chinatelecom Transfering find a road for the profit larger.Following analyses and discussing the success and failure of Mianyang telecom marketing activities, the author hopes like Chinatelecom stated-own group and analogical enterprises can benefit from this case.