Marketing IT products and services to SMEs: effective strategies for telecoms operators

Operators are not capturing as much IT services revenues from small and medium businesses (SMEs) that they could be. Operators need to address the special challenges that come with marketing, selling and provisioning IT services to SMEs in order to gain market share in this space.

Information included in this report

• Analysis of operators’ strategies for increasing their sales of IT services to small (0–49 employees) and medium (50–249 employees) businesses (SMEs)
• Recommendations for successful selling strategies, hero products and bundles, and building an IT services portfolio in a cost-effective way