The best media & entertainment companies create great products, but many have little understanding of their end consumers and how to better serve them. In an increasingly crowded field, we are helping clients develop systems to target high-value customers, reduce churn, and increase revenues per subscriber.
Sales force effectiveness For the educational publishing division of a major global entertainment company, we identified sales force efficiency and effectiveness opportunities across two distinct product areas. The team studied the respective sales force processes and tasks as well as the consumer needs of the different products, and subsequently recommended the combination of significant portions of the people and activities. The team highlighted the specific areas of potential synergies, quantified the economics of combining the sales forces, and worked with the client to build consensus around a realistic implementation plan.
Redesigning consumer marketing processes and sales organization McKinsey helped the cable TV arm of a large European media conglomerate to improve its marketing and sales processes. The team focused on creating medium-term competitive advantage against other cable and satellite providers. As a result of the work, immediate actions were taken to better attract and retain customers ahead of a successful IPO.
