Abstract
In developed countries, telecommunications has become one of the most important industries. The level of competition has risen as a result of technological advancements and an increase in the number of operators. Companies depend on a variety of techniques to thrive in this competitive industry. Three main strategies have been proposed to generate more revenues: acquire new customers, upsell the existing customers,and increase the retention period of customers. However, comparing these strategies taking the value of return on investment (RoI) of each into account has shown that the third strategy is the most profitable, proves that retaining an existing customer costs much lower than acquiring a new one, in addition to being considered much easier than the upselling strategy. To apply the third strategy, companies have to decrease the potential of customer churn, known as “the customer movement from one provider to another.
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