“Planning New Tariffs at tele.ring – An Integrated STP Tool Designed for Managerial Applicability” by Martin Natter, Andreas Mild, Alfred Taudes, and Udo Wagner.
tele.ring is a leading cellular phone supplier within Austria. A new entrant threatened its position and past experience suggested its share could become marginal as it was squeezed by different players within the market. By undertaking a detailed segmentation study tele.ring was able to identify a new market opportunity of no upfront subscription charges, which would be difficult for other competitors to mimic. A sophisticated perceptual mapping study not only made the resulting service innovation credible to senior management, overcoming internal barriers to its launch, it also provided ideas as to how the product could be introduced with a compelling and relevant advertising campaign.