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Discovery Communications
Strategy & Research

Discovery Communications is the world's #1 nonfiction media company operating more than 190 TV channels that reach two billion cumulative subscribers in over 220 countries and territories

Objectives

Discovery’s management wanted to enhance the knowledge of their European sales team so that they could better understand the fundamental economics driving the businesses of their Pay TV operator customers. As the Pay TV market becomes increasingly complex Discovery was ready to invest in sophisticated workshops for their team to maintain their competitive edge.

Discovery approached 3Vision to build a comprehensive briefing session for a regional sales event to help kick off a knowledge building initiative.

Approach

At 3Vision we have a thorough knowledge of the economics of the Pay TV business in particular from the operator perspective. With our 360-degree perspective we developed a presentation-led workshop on:

  • The Changing Communications Market and Impact on Pay TV Economics
  • Triple-Play Economics Explained
  • Implications of Bundling on Pay TV
  • Working Example of Pay TV and Triple-Play Economics
  • New Media Impact on Product Economics
  • Understanding Customer Lifetime Value
  • Impact on Churn

3Vision delivered this presentation as an interactive workshop incorporating many real life examples.

Results

Discovery’s sales team came out of the event with a more rounded and comprehensive view of their customers’ businesses. This enabled them to have more in-depth and consultative discussions and negotiations that will ultimately position them as a stronger business partner.

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