The B2B Telecommunication Market Insights and Latest Growth Opportunities

By Rajat Kesarwani | Monday, Sep 14, 2020 16:25 PM | 3 min read


The global B2B telecommunications market is quickly developing and is expected to expand its growth speed in the coming years. The B2B telecommunications market is set to outrank the consumer telecom market. With quick access to the internet and smartphones' availability, it has given rise to the global B2B telecommunication industry.

The most significant operative of the global B2B telecommunications market is adopting the Internet of Things (IoT). It has been gaining purpose as it is cost-effective and facilitates wireless transactions and machine-to-machine communications. Easy access to high-speed internet, invasion of the internet in remote areas, and storage devices' availability are feeding the global B2B telecommunications market's growth. B2B telecommunication solutions have reduced the need for face-to-face communications and helped companies cut down on travel expenses and reduce dependence on conferences to reach promised clients.

Some B2B solutions focus on handling the complex tasks involved in delivering several customized products and services to their clients. These solutions manage service level agreements (SLAs) and complicated fulfillment process for a company's customer management system. With consumer business as the focus, most companies have employed freshers to handle the B2B industry.

According to market research, North America holds the largest share of the global B2B telecommunications market, chased by Europe. It is also predicted that the Asia Pacific region is also developing at a fast pace. The more and more usage of cloud and VoIP (Voice over Internet Protocol) are the reasons for the rapid growth. The latest developments in the media and entertainment and telecom industries are pushing the growth in India, China, and South Korea. There are some prominent professionals in the market, which include Verizon Communications Inc., AT&T Inc., Cisco System Inc., Vodafone Group PLC., Deutsche Telecom, and Orange S.A.

The differences between B2B segments require a customized analytics approach that involves prioritizing particular use cases for each unit. The enterprise space has fewer, much larger customers with six to nine-month sales cycles and highly customized offers and agreements by the opposition. Let's understand some differences to keep in mind:

Channels and Routes to B2B Telecommunication Market

B2B channels often include direct and indirect feet-on-the-street business channels and those linked with consumer segments, such as call centers and retail stores. Getting a good performance at scale in this competitive industry requires engineers to think through the overall change management needed to consolidate analytics into their operations earlier in the process to guarantee the best ROI.

Product Complexity and Diversity

The B2B telecommunications industry is distinguished by much more significant product difference and complexity. Purchases include a large and more distinct set of value-added services than on the consumer side. For example, a variety of managed services (like security and VoIP), direct or partnered offerings in the cloud and hosting space, professional services, and support tiers.

Decision-Maker Variation

Decision-makers across B2B can change by section. In small companies, there is only a single person to manage purchasing decisions for a single location. In mid-market and business customers, such buying decisions are often more focused centrally.

Data Insufficiency and Different Data Requirements

Data availability and opportunity are more significant issues in B2B segments than in B2C. A wide variety of data was instantly available for B2C wireless products three to five days after the end of the month. However, limited past data and updates were not ready until two to eight weeks after the end of the month. Therefore, B2B executives have had to work on these conditions to make fundamental progress.

After the operators identified the unique characteristics of B2B, they must practice their analytics approach strategy accordingly.

Adopt a Segment-driven View of the Possibility

After understanding the differences between B2B segments, engineers cannot take a one-size-fits-all strategy. Leading telecom companies are homing in one more "B2C–like" opportunities to hold, acquire, or cross-sell for small customer segments. Pricing can be labeled by analyzing different plans to optimize customers' value positions while maximizing the telecom companies' value. These efforts could include enhancing sales productivity, streamlining contract agreements, and foretelling deal values, and the probability to win to optimize sales strategies. Telecom companies also need to focus on optimizing sales agents and using dynamic deal scoring.

Prioritize Data Sets on Practice, Service History, and Product Performance

B2B customers mostly place a premium on service levels, uptime, reliability, and customer satisfaction metrics, especially given the portfolio of products they buy. Any disgrace in service levels affects two categories of stakeholders, the businesses and their consumers. However, the data should be aggregated across all customer engagement channels, such as chat, email, inbound calls, and field sales notes.

A comparable ecosystem for B2B is still only emerging, especially given the complexity of data gathering in B2B, where a large portion of SMEs may go out of business in their first few years of work. Administrators should undertake a structured evaluation of the data that external vendors can provide on their B2B customers or sights, even if just at a zip-code level.

Use Data to Improve Decision Making at the Point of Sale

B2B segments require human interaction aided by field and inside sales, both internal and partner-led. Leading B2B executives often invest in broader change management and ability building that can span in-person field training and capability building. They also support the realignment of sales roles and channel mix, a performance-management system with leading and delaying indicators integrated into regular reviews. An incentive system that rewards the right behavior and investments in new technologies and customer-relationship-management systems makes data and analytics available to real-time agents and are blended into sales-force workflows.

One leading operator launched a thorough sales training plan parallel with an analytics transformation to train and get feedback from field agents on how to use data to guide decision making at the point of sale. It equipped frontline reps with the essential tools to match prices at the point of sale for renewals and purchases, which increases booking value by 5 percent and diminishing additional variation in discounting. A lift-and-upshift approach will not serve. Engineers need to understand the particular context and difficulties of B2B and design their analytics plans accordingly.

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