Telcos are looking to expand their enterprise services and capture a larger share of the revenue opportunity. But to do this they must carefully consider where they are best placed to compete and how they can build on existing expertise and reputation.

Enterprises are striving for success…

All enterprises want success. The language and specifics that define this may differ across sectors – but the underlying drivers are the same. They include financial, strategic, operational and market-facing factors, as described below.

Success drivers

Source: STL Partners

…against a new, transformed backdrop

Demand and supply forces have changed: Customers expect more, but resources are increasingly constrained. Enterprises are pondering the range of new technologies and practices to help them meet the challenges of a Coordination Age:

• Coordinating outcomes and experiences for customers
• Collaborating to enable the delivery of more value
• Bridging the digital and physical worlds

The Coordination Age

Source: STL Partners

Telcos’ national scope and assets mean they are well placed to participate in some of the new opportunity areas of the Coordination Age. Although technologies and applications running over the telcos’ connectivity are often developed at global scale, how they are implemented within local and national markets is likely to vary from one country to the next, owing to regulatory constraints and how these have shaped the structure and priorities of the market. Telcos can help enterprises navigate this path.

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Do enterprises believe telcos can help?

What enterprises think of telcos depends on their tech maturity, their knowledge and experience of telcos, the telcos’ technology capability and the sector that they are in, as shown below.

Factors influencing enterprise consideration

 

Source: STL Partners

Telcos must work to understand enterprise needs in their specific markets and how they are best placed to serve those needs.

Table of contents

• Executive summary
• Introduction
• Understanding telco enterprise strategies
• Seven enterprise growth opportunities

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