Post by Lieve Peters

From Telco to Techno: what this transformation really means for Sales The shift from Telco to Techno is often described as a platform story. It is a role transformation, especially for our specialized Sales teams in Mobile Connectivity. In the traditional telco world, success was measured by: 📞 Tariffs sold 📱 Devices delivered 🧩 Mobile solutions sold (mainly 3rd-party products) 📄 Contracts signed In the techno world, that is no longer enough. Today’s enterprise customers don’t ask for SIM cards. They ask why mobility still sits outside their ITSM, why automation stops at national borders, and why manual work still exists in a digital-first organization. This fundamentally changes the role of the Account Manager. A Techno-oriented Mobile Connectivity Account Manager must: ✔️ Understand ITSM processes, not just telecom products ✔️ Speak the language of CIOs, not only procurement ✔️ Identify automation gaps, not upsell bundles ✔️ Sell outcomes and ROI, not tariffs and volumes ✔️ Act as a connector between IT, mobility, and digital strategy Platforms like our own iMSA (International Mobile Service Automation) don’t replace the Account Manager, they elevate the role. They remove operational noise so conversations can shift from ordering to optimizing, and from pricing to process value. We have many strong examples in Germany and across the Deutsche Telekom footprint where our sales teams took this journey with their customers in 2025 and successfully positioned our platform. We are genuinely proud of what they achieved. 👏 Thank you to: Stefan Grosse Onnebrink , Matija Martinovic, Meike Kuhnert, Jan Liever, Dennis Stöber, Hannes Voigt, Ann-Christin Bender, Steffen Auf dem Kamp, Daniel Koffler, Marc Andree Bölter, Marco Zitzmann, Mark Twisselmann, Peter-Jörg Waldenburg, Markus Frühwein, Viktor Gloesmann, Guido Charras, Jessica Kokott, Alexander Tuhacek, Alexander Wesendorfer, Erkin Hasanovic, Jürgen Reinelt, Stefanie Rosenau, Niklas Selbach, Kai Stamer, Christian Loidl, Melanie Kuschel, Bernhard Gunzl, Jens Kascheike Barbara Thoma, Joachim Glück, Peter Janßen, Marco Wolfram, Sandra Heigl, Tim Kenkmann, Farah Daybis, Anila Ceko (Osmani) This transformation isn’t optional. Enterprise customers already expect their telco partner to behave like a technology partner. Wishing everyone a relaxing Christmas break, we look forward to continuing this journey together with our customers in 2026. #TelcoToTechno #AccountManagement #ITSM #Automation #B2B #Mobility #DigitalTransformation #iMSA