Strategies for marketing products and services to small offices/home offices (SOHOs): recommendations for operators

Small office/home office (SOHO) customers typically buy connectivity and IT solutions via consumer channels, and as a result, operators struggle to reach these customers with their business propositions. Operators can increase revenue from SOHOs by better understanding their needs and decision-making processes, and by addressing the challenges of servicing these customers.

Information included in this report

• Analysis of the opportunities for telecoms operators to sell connectivity services and IT solutions to the small office/home office (SOHO) segment
• An assessment of the unique decision-making, customer perception issues and business needs for this segment
• Strategies and recommendations that telecoms operators can use to increase revenue from the SOHO segment