EXPERT OPINION
Our strategy is to become
a partner for clients in digital
In recent years our active discussions focused on the development of
the internet and how big data contributed to the growth of interest in
technologies and telecommunication services from companies in various
industries. In this wave of demand, world telecommunication market
players paid attention to the corporate segment that becomes a ‘test site’
to try innovative solutions. The best solutions provide for the business
growth of communication operators.
Vadim Lyu, the director of Kcell’s business
market department talks about the work
that Kazakhstani operators undertake in
this direction.
Vadim Lyu,
Director of business
market department,
Kcell
Vadim, how much did the unsettling
trends in the world telecommunication
market influence the situation in the
corporate business?
All the tendencies we witness in the consumer
segment started reverberating later in
Kazakhstan than in comparison with the
global market, but eventually they stormed in
at once. Same worldwide, the share of voice
services drastically drops while the proportion
of data transfer increases. This tendency is
less in the B2B segment, but still happens. All
the operators have no choice but to accept
this fact. This is the reality we live in today.
Difficulties strengthen and push us to search
for ways out of complicated situations. Global
experience shows that at this stage of the
market development, the corporate segment
takes the leading position and becomes the
focus for direction. Potential for the business
market is not exhausted, clients are aspired to
optimize expenses and procedures, they are
happy to consume various services at one-
window (one stop shop). And so the operator
uses a multi effect – a positive influence of the
B2B on mass (large-scale) segment.
According to the 2017 results and the
1st quarter of 2018, Kcell’s business
direction showed growth. What factors
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world monitor
provided for this? What results do you
expect by the end of the year?
Our subdivision increased by 11% in 2017.
This growth took place mainly because of
the development of business solutions. We
started mastering this direction three years
ago, but not as actively as we do now. The
share of business solutions in overall scope
of services for businesses in the 1st quarter
of this year reached 58%. mobile services
account for 42% of the shares – voice,
mobile data, SMS. As per the year results we
are planning stable growth and still stake
at business solutions. This is the primary
opportunity for telecommunication operators
to use all the advantages of telecom and
offer such products and services that can
help our partners solve current.
Which products are in high demand by
the customers? Did you experience any
unsuccessful solutions?
Of course, we experienced a few not quite
successful practices when products were
not accepted by the market. Our problem
as telecom operators was related to the
old style of work. We studied the B2B
clients’ market, defined their specific needs,
made conclusions and attempted to meet
those needs. We invested solid money into
operations (development), but the process
took significant time due to the internal
procedures in the company. As a result of
the long time that we devoted to product
development, the market shaped into