By Heiko Perkuhn, Managing Consultant at Detecon International GmbH, with contributions by Managing Consultants Dr. Britta Cornelius and Dr. Daniela Drube
If telcos develop and market campus networks as products, they will fail. If they sell them as solutions, they will succeed. Does this sound a bit simple? Probably. And yet the success of marketing campus networks depends on telcos approaching from the right angle when addressing their clientele.