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Introduction

Swisscom has been gaining ground in the smart care/assisted-living space through the sale of personal emergency response systems (PERSs), which enable elderly individuals to call for help in an emergency simply by pushing a button.

Highlights

  • This case study explores the business model and commercial approach adopted by Swisscom to help seniors feel safe while living independently, allowing their relatives and caregivers to rest assured.
  • SmartLife Care serves as an alarm system for seniors. Swisscom has no ambition to go beyond this niche market by integrating connected devices and services that deviate from providing emergency response services.
  • Swisscom has adopted a simplified commercial strategy and a consultative sales approach to facilitate the process of deciding to purchase SmartLife Care.

Features and Benefits

  • Analyzes how Swisscom's SmartLife Care solution has been able to withstand the company's withdrawal from the smart home security market.
  • Evaluates how Swisscom has developed a comprehensive assisted-living approach for personal emergency response services.

Key questions answered

  • Why has the development of a comprehensive product portfolio that is easy to use and adaptable to the preferences of the user and buyer has been instrumental in Swisscom's success?
  • How has the implementation of a consultative sales approach, both directly and through specialized partners, been crucial in guiding customers and propelling sales?

Table of contents

Summary

  • In brief
  • Ovum view

Recommendations

  • Recommendations for vendors and service providers (SPs)

Using Swisscom SmartLife Care to age at home

  • Setting the business context
  • Bringing the strategy to life
  • Outcome assessment

Appendix

  • Methodology
  • Author

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