CSP SALES CHANNEL STRATEGIES FOR SME CUSTOMERS

Working with indirect channel partners such as agents enables CSPs to be local to their customers, and to treat their sales function as a variable cost.
Providing the sales channel appropriate to the telecoms service is as important as any other aspect of the go-to-market strategy of a communications service provider (CSP). Small and medium-sized enterprises (SMEs) also need to ensure that they find the right balance of efficiency and convenience, with the right level of engagement and support through the sales process.

This Viewpoint provides:
a forecast of SME ICT services revenue by sales channel and service for developed markets in 2013–2018
recommendations for CSPs
analysis of the impact of scale of enterprise and complexity of technology deployment on sales channel
analysis of sales channel by service category:
mobile voice and data
fixed voice
fixed broadband
cloud services.