Differentiating fixed connectivity for small businesses: case studies and analysis
"Mobile back-up, repair commitments and enhanced business support are the main factors used to justify the price premium for business broadband over consumer broadband."
Fixed connectivity is an important revenue source for operators in the small and medium-sized enterprises (SME) market. However, competitive pressure means that growth rates are typically below the level of inflation. Fibre roll-outs are making it difficult for telecoms operators to differentiate their fixed connectivity offerings through bandwidth and coverage. Instead, operators compete through factors such as resilience, customer support, pricing and additional services.
Questions answered in this report:
- How should telecoms operators position their fixed connectivity propositions to target SMEs?
- Which approaches are operators using to differentiate their business broadband offerings from consumer broadband services and from competitors’ offerings?
- How are operators differentiating their fixed connectivity services even when using the same wholesale inputs as their competitors?
Case studies
| Community Fibre | Telefónica (Spain) |
| KPN | Telstra |
| Play (Poland) | Verizon |
| Proximus | Vodafone |
| Swisscom (Switzerland) | WINDTRE |
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