![]() How CSPs can use bills and billing data to unlock value Its workforce might be distributed and high levels of automation mean that while it has few employees (and is therefore categorized as a “SME”) its needs – and therefore ticket size - are more similar to those of a large enterprise. While some have low ICT adoption and lack knowledge of ICT products, others are bleeding-edge adopters, highly automated or digitally native that use ICT to compete on the world stage.įor example, a high-tech SME may require the most performance high bandwidth, low latency connections, as well as sophisticated cloud applications, cybersecurity and business continuity services. The relative sophistication of firms within this sector varies considerably. ![]() Some opt for consumer packages rather than business packages, causing targeting challenges for CSPs.They have varying levels of automation and digitalization.They have different growth prospects and strategies.Their needs vary according to the industry in which they operate.Some are highly mobile, and others are not.not all have central business premises but may be working from home.Addressing the needs of these different size businesses means first seeing ‘SME’ as simply an umbrella term for three size-based sub-segments.Ĭomplicating SME segmentation further is the way companies in this sector operate: A 10-person business is very different in terms of its complexity, information communications technology (ICT) needs and billing needs to a 250-person business. The SME sector is a complex sector to segment and to address with value-added services. In the US and Canada, it is usually defined as a company with fewer than 500 employees Note: A SME/SMB is defined as having fewer than 250 employees in the EU. So why are SMEs still treated as if they were all the same? Number of SMEs in the UK, US, Netherlands, and EU Success in today’s telecoms market is about offering customers personalized services and tailor-made experiences. But while there are relatively few large enterprises, the SME sector is huge and varied. Traditionally, operators have segmented their B2B customers based on the number of employees and their products and subscriptions, into a large enterprise sector and a small and medium-sized enterprise (SME) sector. Yoram Timmer explains how CSPs can build their SME business by converging towards a segmentation based on their spend and needs, rather than on company size. ![]() Complex and diverse, the small and medium-sized enterprise sector (SME) holds huge growth potential as it embraces digitalization and automation.
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