Segmentation Variables of Telecom Operator Organizational Customers Based on Nested-Approach and Customer Value

As the ICT product and service market continues to expand and individual customer market gradually gets saturated, the competition in organizational customer market between telecom operators is getting fiercer, which makes the effects of segmenting organizational customers being critical to the improvement of competitiveness of the telecom operators. So based on the studies of many scholars in organizational customer research field and the conclusions of dozens of in-depth interviews and questionnaire surveys with scholars from several universities and executives of telecom operators' organizational customer management department, we built a hierarchical segmentation model with 20 segmentation variables for segmenting telecom operators' organizational customers, and analyzed the applicability of the variables among different types of organizational customers.