The SME Market for Telecom Providers: Sailing into the Winds of Change

The main source of business-client revenue for telcos is about to change, from the large-corporate sector to the SME sector. Incumbent telcos need to make appropriate changes in turn, and optimize their market-segmentation, product offerings, and delivery of services. In most cases, they should also establish a dedicated SME unit. This adjustment process is fraught with challenges - from pricing of bundles to transacting with reseller partners - and is best implemented in phases, with help from a real-time pilot.