Cus­tomer Comes First

Business monthly (Egypt) - - EVENTS -

Man­ag­ing the busi­ness around the cus­tomer is the big­gest rea- son for suc­cess,” af­firmed Khaled Bichara, CEO of Ac­celero Cap­i­tal and a pioneer en­tre­pre­neur in Egypt’s telecom­mu­nica- tions sec­tor. Bichara shared his suc­cess story as the guest speak- er of De­cem­ber’s In­spir­ing Young Tal­ents ses­sion hosted by AmCham’s Mar­ket­ing Com­mit­tee.

His cus­tomer driven ra­tio­nale, Bishara ex­plained, pro­vided the mo­tor for busi­ness op­por­tu­ni­ties and the so­lu­tion to all sorts of chal­lenges. Bichara has been pro­fes­sion­ally in­volved in telecom­mu­ni­ca­tions de­vel­op­ment since the age of 12, and his ear­li­est suc­cess story is the es­tab­lish­ment of Egypt’s first In­ter­net provider, LINK­dotNET. Pro­mot­ing a price-friendly ap­proach and se­cure in­ter­net ac­cess, cou­pled with soft­ware tech­ni­cal sim- plic­ity and mar­ket avail­abil­ity, Bichara and his team were able to cap­i­tal­ize on Egypt’s In­ter­net con­sumers over the course of five years. He elab­o­rated on the evo­lu­tion of his cus­tomer-cen- tric modus operandi, de­tail­ing how it cre­ated the vi­sion and di­rected the task force of the com­pany.

As the In­ter­net moved from a could-have to a must-have ser- vice, LINK­dotNET met each mar­ket change in the needs of cus- tomers. In ad­di­tion to pro­vid­ing the key driv­ers of suc­cess, Bichara’s vi­sion served his com­pany in ad­dress­ing its ma­jor chal­lenges. LINK­dotNET’s sales team had to con­tin­u­ally adapt to a chang­ing busi­ness en­vi­ron­ment in the face of gov­ern­ment de­ci­sions such as the launch­ing of free na­tion­wide In­ter­net. Ad­just­ment, he pointed out, occurred by cre­at­ing of uni­form and tem­po­rary bou­quets, pend­ing the full op­er­a­tion of the gov­ern- ment’s telecom­mu­ni­ca­tion in­fra­struc­ture; this al­lowed sales to jump even in the face of re­forms that many be­lieved would to bring his busi­ness to bank­ruptcy.

Bichara left his au­di­ence with the ex­am­ple of how he helped re­struc­ture WIND Italy from a “phe­nom­e­nally bad” provider to a lead­ing Euro­pean telecom­mu­ni­ca­tions plat­form. This, he said, was an­other ex­am­ple prov­ing that prof­itabil­ity is only pos­si­ble when cus­tomers’ needs are iden­ti­fied and catered to. Once you do that, he firmly be­lieves, ef­fec­tive mar­ket­ing and com­mer­cial ac­claim fol­low suit.

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