Case Study: Maintenance Services for Telecom Network Equipment Brief: We were asked to benchmark market pricing for post-warranty maintenance services related to telecom network equipment (e.g., optical, data, wireless). Our client was interested in benchmarking the maintenance service prices of 6 leading global telecom equipment manufacturers. Emerging Strategy’s Solution: Emerging Strategy conducted in-depth interviews with maintenance service personnel and sales executives from the benchmark companies to understand maintenance service pricing levels, key drivers and trends. We also interviewed telecom carriers (i.e., customers) for their views on the maintenance service offerings of benchmark companies, and view of prices, service levels and efficiency. Our research also identified some

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