Seungjin Whang
Stanford Graduate School of Business (GS68-PDF-ENG)
November 20, 2008
China Telecom was a major telecommunications service provider in China. It was organized into three levels: corporate headquarters, provincial companies, and city branches. Zhejiang Corporation, one of China Telecom’s 31 provincial companies, has introduced enterprise software to combat increasing competition from wireless operators for its fixed line services. In this case, it investigates how Zhejiang Corp. centralized its database and key transactions to analyze data, create semi-personalized promotions and reach non-telephone services. Then, in May 2008, the Chinese government restructured the telecommunications industry, making China Telecom a national network operator and removing previous restrictions on its ability to provide cell phone services. Now that China Telecom could offer full cellular service, it had to develop a new strategy to market its product portfolio.
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