Case study overview
STL worked with a global OSV to engage telecom operators globally on the topic of AI, identifying the priorities, pain points and practical lessons shaping operators’ AI strategies.
STL Partners conducted research on behalf of Cisco, aiming to understand how AI is reshaping the telecoms industry and identify where the strongest monetisation opportunities lie for telecom operators. To achieve this, STL gathered insights from across both enterprise and industry stakeholders via in-depth interviews and a global enterprise survey. STL also produced a bottom-up impact model that quantifies the impact of AI workloads on telco networks. These inputs enabled STL and Cisco to articulate both the scale of AI’s influence on the telecoms industry and identify the concrete opportunities operators can pursue.
To share these insights, STL delivered a suite of marketing assets that are tailored for Cisco’s telecoms audience: two whitepapers, three infographics, two animated videos, an industry article, a webinar, and a series of bespoke workshops for major global operators.
Key findings
- While AI won’t significantly raise total access network volumes, it will have a profound targeted impact: boosting demand for data centre interconnect and high-performance enterprise connectivity in certain segments, with new expectations around security, reliability and flexibility
- Operators risk being overlooked as AI partners unless they lead with strengths around security, sovereignty and resilient infrastructure—not just connectivity.
- The biggest monetisation opportunities sit in two places:
- AI infrastructure (secure, scalable compute and connectivity for enterprise AI workloads)
- AI products & services (cybersecurity, integration, vertical solutions) that help enterprises adopt AI effectively.
- Interestingly, enterprise demand is shifting faster than many operators expect—our global survey showed strong appetite for telcos that can support early-stage AI planning and deployment.
What was the approach?
STL applied a robust, multi-method research approach combining qualitative, quantitative and modelling-based analysis:
Expert interviews:
Fourteen in-depth interviews with senior leaders across telecom operators, wholesale connectivity providers and data centre operators to understand how AI is influencing network strategy, investment priorities and customer expectations.
Global enterprise survey:
Targeted survey of 303 enterprise AI decision-makers (August 2025), focusing on organisations with over 1,000 employees across North America, Europe, the Middle East and Central Asia, spanning verticals such as retail, financial services, manufacturing, professional services and healthcare.
AI traffic impact model:
Bespoke bottom-up model that quantifies incremental access-network traffic generated by emerging AI use cases between 2026 and 2028.
- Identified ten high-intensity AI applications (e.g., computer vision for monitoring and flow analysis, autonomous vehicles, large language models), using STL proprietary datasets to estimate endpoint growth, workload distribution across edge and cloud, and associated bandwidth requirements.
- Calculated traffic by combining endpoint volumes, workload execution location and annual uplink/downlink demand for each use case.
- Segmented outputs to highlight how AI-driven traffic varies across consumer vs enterprise usage, fixed vs mobile access, and video vs non-video workloads—providing Cisco with granular insight into where AI will most reshape operator networks.
This evidence base was then synthesised into clear, engaging marketing deliverables that help Cisco educate and influence telecoms stakeholders on the true commercial opportunities created by AI.
Deliverables from the project
Whitepaper 1 – Enterprise AI: What are the best opportunities for telcos?
This report examines the most promising opportunities for telecom operators to monetise enterprise AI and secure long-term relevance within the evolving AI ecosystem.
Whitepaper 2 (WIP) – How can telcos turn opportunity into impact in enterprise AI?
This follow-on report outlines how telcos can translate the prioritised enterprise AI opportunities into tangible impact. It focuses on the practical requirements to execute effectively, differentiate in a crowded market, and deliver measurable value.
Infographic 1 – How can telcos become more relevant enablers of AI?
Highlights how AI is reshaping infrastructure requirements and enterprise demand—and identifies where telcos can play a central role in enabling secure, scalable AI deployment.
Infographic 2 – How can telcos become go-to partners in enterprise AI.
Shows that operators must focus on the domains where they hold the strongest right to play, across both AI infrastructure and AI products and services.
Infographic 3 – What are the best opportunities for telcos to enable and monetise enterprise AI?
Illustrates the two-fold telco opportunity:
- AI infrastructure: Connectivity and compute supporting secure AI workloads
- AI products and services: Solutions, integration and cybersecurity helping enterprises adopt AI effectively
Video 1 – How can telcos raise their profile as go-to partners for AI?
Explores why telcos are often overlooked today and outlines how they can elevate their position as trusted AI partners by leading with security, sovereignty and resilient infrastructure – not just connectivity.
Video 2 – What are the best opportunities for telcos to enable and monetise enterprise AI?
Focuses on the enterprise AI opportunity, emphasising that strong internal AI adoption is a critical first step that equips operators with the capabilities and credibility needed to support customers’ AI journeys. This video has resonated strongly with the industry, generating over 10,000 views.
Industry article – How can telcos become more relevant enablers of AI?
Discusses how service providers can better understand and address long-term enterprise needs by engaging early in customers’ AI planning and decision-making.
Webinar – The opportunity for telcos to enable and monetise enterprise AI
Explores how telcos can build credibility to move beyond connectivity and become trusted AI infrastructure partners. The session attracted significant interest, with 162 live attendees and 592 registrants. Topics included the key enterprise AI opportunities, as well as practical steps for operators to reposition, execute and scale effectively.
Operator workshops
Delivered tailored workshops for three Tier-1 operators – two in the Middle East and one in Europe. Each session shared the core findings from the research programme, with recommendations customised to the operator’s market context, maturity and strategic priorities.