Approaches to IT services for SMEs: 10 Operator Case Studies

"Operators most commonly bundle cyber-security services with connectivity services; how much they extend into other areas of IT varies."

Operators' revenue growth from connectivity services to small and medium-sized enterprises (SMEs) is expected to be limited over the next five years. However, IT services are a major driver of revenue growth for operators in the SME market, and their importance is only expected to increase. This report looks at the approaches that operators are taking to sell IT services to SMEs.

This report answers the following questions.

• How do IT services portfolios for SMEs vary between operators?
• How are operators positioning IT services alongside their connectivity portfolios?
• What challenges do operators face when delivering IT services to SMEs and how are they trying to overcome these challenges?
• Which go-to-market strategies and sales channels are operators using to deliver IT services to SMEs?

The following companies are featured in case studies.

• Comcast
• Deutsche Telekom
• Fastweb + Vodafone
• KPN
• Proximus
• Telefonica Brasil (Vivo)
• Telefonica Spain
• Telkom South Africa
• TIM
• Vodafone