随着全业务时代的到来,移动业务和固网业务在不断融合,以固带移或以移带固的交叉补贴和捆绑,成为各家运营商利用自身优势领域拓展市场的一项重要战略。同时,随着市场竞争的进一步加剧,对中高端客户的抢夺与保有成为运营商拓展市场的主要目标和方向,而中高端客户集中的集团客户市场,更是市场竞争的焦点。由于集团客户市场具有集团成员多和业务需求多的特点,客户的需求也呈现多样化和个性化,不再是单一的方案和产品就能满足客户的需求,原有的一体化营销策略也逐渐转向碎片化营销策略。 With the advent of the full-service era, mobile services and fixed-line services are converging. Cross-subsidies and bundles of fixed and mobile services are becoming an important strategy for operators to expand their markets by utilizing their own advantages. Meanwhile, as market competition intensifies further, the snatch and retention of mid- and high-end customers have become the major goals and directions for operators to expand their markets. However, the group customer markets with high and mid-end customers are also the focus of market competition. As the group customer market has the characteristics of more group members and more business demands, the customers’ needs are also diversified and personalized. It is no longer a single solution and product to meet the needs of customers. The original integrated marketing strategy also gradually Turn to fragmented marketing strategy.