Transform the SME Experience

Small and Medium Enterprise is a Fast Growing Market for Telcos

A Massive Opportunity That Requires a New Approach

Small and Medium Enterprises (SMEs), making up over 50% of the enterprise market, are a goldmine of growth opportunities for Communication Service Providers (CSPs).

Often constrained by time and lacking internal IT resources, these businesses gravitate towards managed services financed through OPEX. However, their diverse nature calls for a tailored approach rather than a one-size-fits-all solution.

To effectively engage this market, CSPs need adaptable solutions that meet varying needs. The ideal mix includes automation, self-service, robust support, and real-time insights into usage and billing – all delivered with the flexibility that SMEs demand.

Analysys Mason: B2B Success Defined by Commercial Flexibility

According to a survey of over 250 SMEs conducted by Analysys Mason, the top three factors rated highest in the commercial engagement with telcos are:

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Access to transparent and commercial engagement where spending and usage can be tracked in real-time

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The ability to configure new products or services and spending limits

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Pay-as-you-use or usage-based commercial model

Differentiate Services or Lose the Market

The current postpaid, monthly billed commercial model for SME-managed services offers limited to zero differentiation for service providers. This approach lacks dynamism and flexibility; it’s a model born of a different era, not suited to today’s on-demand digital world. SMEs are looking for a new model of digital engagement that delivers self-service, customizable options, and transparency.

A Flexible, Digital-First Approach

An enterprise digital marketplace combines CSP services as well as third-party SaaS offerings within a self-serve platform offering flexible scale and payment options.

The concept improves today’s semi-manual service experience and future-proofs the business by enabling a delivery channel that can support new services and technologies.

Crucially, it puts the customer in control of the experience. Evidence shows that trust, advocacy and increased lifecycle spend across the portfolio are the results of getting it right.

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A self-service digital marketplace enables customers to tailor services to their needs.

A CSP can win SME business by offering a marketplace of products and services that include technologies critical to their business, including a wide range of partner offerings with real time insight and control of spend levels and utilization across the entire IT ecosystem.

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