Premium Customer Strategy

    Increasing Revenues and Loyalty from High ARPU Subscribers

    This course explores strategies to maximize revenues and deepen loyalty from High Value Customers (HVCs)—the top ARPU subscribers who drive disproportionate impact on telco growth. Participants will learn structured approaches to segmentation, brand positioning, product innovation, family-driven ARPA growth, and differentiated customer experiences. Drawing from global case studies, this program provides a playbook of best practices to acquire, retain, and delight premium subscribers while sustaining profitable growth.

    22 hours total
    Max 20 participants
    5 comprehensive modules

    Course Overview

    This specialized program focuses on maximizing revenue and loyalty from High Value Customers (HVCs)—the top ARPU subscribers who drive disproportionate impact on telco growth. Learn structured approaches to segmentation using the Pareto principle, targeting the "Top 5" and "Next 15" HVC segments that deliver sustainable revenue growth.

    Master the Customer Brand Relationship (CBR) Model to build brand resonance with distinct HVC segments including celebrities, professionals, heavy users, and tech enthusiasts. Discover how to craft aspirational, premium lifestyle propositions and implement loyalty program innovations that acquire, retain, and delight high-value customers.

    Through comprehensive case studies from Orange, Airtel, Etisalat, T-Mobile, Vodafone, Singtel, and other global leaders, you'll learn to expand revenues via family and household ARPA growth, apply the Six-Axis Framework for enhanced HVC propositions, and create memorable, yearned-for experiences that sustain profitable growth from premium subscriber segments.

    Key Benefits

    HVC Revenue Maximization

    Learn structured approaches to maximize revenues from High Value Customers using proven segmentation strategies

    Family ARPA Growth

    Master the transition from ARPU to ARPA through effective family and household monetization strategies

    Premium Brand Positioning

    Apply the Customer Brand Relationship Model to build brand resonance with distinct HVC segments

    Six-Axis Framework

    Implement the comprehensive Six-Axis Framework for enhancing HVC propositions and experiences

    Learning Outcomes

    • Master structured segmentation approaches to identify and target High Value Customer segments effectively
    • Apply the Pareto principle to focus on 'Top 5' and 'Next 15' HVC segments that drive disproportionate growth
    • Implement the Customer Brand Relationship (CBR) Model to build brand resonance with premium customers
    • Design aspirational, premium lifestyle propositions that acquire, retain, and delight HVCs
    • Execute family and household ARPA growth strategies moving beyond individual ARPU optimization
    • Apply the Six-axis framework for enhancing HVC propositions and differentiated experiences
    • Create loyalty program innovations and digital-first experiences that drive premium customer engagement
    • Build memorable, yearned-for customer experiences that sustain profitable growth from high-value segments

    Course Modules

    Five comprehensive modules featuring the Six-Axis Framework, global HVC case studies, and proven strategies for premium customer segmentation and family ARPA growth.

    Module 1

    Module 1: Structured Segmentation & Positioning for HVCs

    4 hours
    Module 2

    Module 2: Positioning & Brand Relevance for HVCs

    4.5 hours
    Module 3

    Module 3: Best Practices to Acquire, Retain & Delight HVCs

    5 hours
    Module 4

    Module 4: Expanding Revenues via Family & Household ARPA

    4.5 hours
    Module 5

    Module 5: The HVC Playbook – Six Axis Framework

    4 hours

    Who Should Attend

    This program is designed for marketing and commercial professionals responsible for High Value Customer segments and premium subscriber revenue optimization.

    Chief Marketing Officer
    Senior Managers – HVC
    Senior Managers – Segment
    Senior Managers – Marketing
    Senior Managers – Post-paid
    Senior Managers – Pre-paid
    Chief Commercial Officers

    Ready to Maximize HVC Revenue and Loyalty?

    Join this comprehensive program and master the strategies needed to acquire, retain, and delight High Value Customers while driving sustainable profitable growth.

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