Estimate based on Strategy& analysis using inputs including multiple proprietary IDC and Gartner reports. This estimate should not be relied upon for any business decision.

SMEs : Small and Medium Enterprises

SOHOs : Small Office/Home Offices

Mega accounts require a customized and dedicated engagement model to support their large-scale and specific needs. An integrated approach should be taken across the project life cycle—from initial concept to execution and service management.

Large enterprises and key government accounts benefit from strategic collaborations. Approaches such as B2B2X models—particularly relevant in real estate and healthcare verticals—enable access to the clientele of these accounts, while fostering an ecosystem that supports mutual growth and value creation.

A streamlined, digital-first experience is essential when targeting SMEs and SOHOs, as they often require control and efficiency (e.g., a drag-and-drop feature for product bundling).

Dedicated account managers maintain industry-specific knowledge to push forward tailored verticalized approaches and solutions.

(Virtual) account managers provide a point of contact for a more personal approach; virtual channels enable account managers to oversee up to 100 accounts.

Value-added partners—such as IT distributors, resellers, and managed service providers—are key to broadening market reach and serving various segments with industry-specific solutions.

Mega accounts require a customized and dedicated engagement model to support their large-scale and specific needs. An integrated approach should be taken across the project life cycle—from initial concept to execution and service management.

Large enterprises and key government accounts benefit from strategic collaborations. Approaches such as B2B2X models—particularly relevant in real estate and healthcare verticals—enable access to the clientele of these accounts, while fostering an ecosystem that supports mutual growth and value creation.

A streamlined digital-first experience is essential when targeting SMEs and SOHOs, as they often require control and efficiency (e.g., a drag-and-drop feature for product bundling).

Customer engagement lifecycle

• Invest in understanding the client's specific needs and shaping its technology agenda.

• Analyze the client's pain points, areas of inefficiency, and areas for potential improvement.

• Educate and advise the client on the technology options they can consider to generate value for their business.

• Potentially, draft a client-specific strategy and design customer journeys.

Offering realization

Facilitate conversion of PoC and PoV to commercial opportunities; explore productization opportunities.

Ideation

Ideate and prioritize concepts based on an understanding of both the market and needs of existing/new clients.

Concept development

Co-create and customize solutions closely with clients, addressing their particular pain points and aspirations.

Capability build-up

Engage partners and onboard those who add the greatest value to the solution being developed for the client.

Pitching to the customer

Focus the pitch on how the proposed concept will address specific client needs.

Agreement officialization

Sign binding or non-binding agreements (e.g., MOUs) to formalize collaboration.

PoC and PoV development

Co-create a PoC and PoV with client to prove the viability of the concept and refine it.

Covers the interactions of product managers during the product development cycle, which includes identifying needs, developing solutions, tailoring marketing strategies, and managing product life cycles

Covers the interactions telco teams (sales, operations, and support) have with B2B customers while generating leads, nurturing prospects, converting leads into customers, bidding for projects, delivering services, and managing invoicing and payments

Covers the interactions telco teams have with B2B customers while receiving complaints, following up on troubleshooting, fixing issues, informing clients of resolution, and collecting feedback

Predict demand and optimize resource allocation based on historical data and market trends.

Analyze RFP scopes and generate persuasive and tailored proposals based on customer requirements.

Generate product specifications based on market trends and customer needs by segment.

Predict winning price for B2B bids based on customer segment, product mix, and competition.

Generate content for marketing collateral, product descriptions, social media posts, and customer communications.

Provide intuitive search functions to retrieve information from internal documents (e.g., product documents, FAQs, contracts).

Suggest relevant products or services to B2B customers visiting online channels based on their behavior and profile.

Set up virtual assistants and chatbots to handle customer inquiries and provide a first line of support.

Support sales agents in lead qualification and personalized outreach based on customer insights and previous interactions.

Predict customer churn by analyzing behavioral and usage data, enabling proactive and timely retention interventions.