The telecom industry is shifting from growth to optimization, and while many operators have implemented Value Management, they have focused too much on short-term results. Operators need to implement new techniques and transform their business models around customer value to generate incremental margin and long-term competitive advantage. The telecoms industry can learn from the California Gold Rush, where after the initial boom, more challenging conditions drove mining organizations to develop and implement new ways to extract gold. Similarly, the telecoms industry needs to develop new techniques to extract value from their customer goldmine.
