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Selling
customer-centric telecom service solutions will drive the market for
business telecom services to $255.3 billion by 2006, with four
industries—financial/insurance/real estate services; wholesale
trade; professional business services; and communications—accounting
for 71 percent of the market, says a new report from Insight Research.
According
to Insight’s report Telecommunications
Services in Vertical Markets 2001-2006, telecom service providers who offer industry-specific service
bundles with a mix of Internet, wireless, and data services will be
rewarded with near-term growth opportunities in an otherwise sluggish
market. However, as
consolidation among carriers continues and companies are increasingly
able to provide multiple services, a bundled service offering will no
longer be considered a differentiating factor. At that point, bundled services must include customization to
avoid being perceived as a commodity. Telecom providers that embrace vertical market solutions are on
a path away from selling commodities such as voice services and moving
in the direction of higher-margin, value-added services. Vertical industry service packages can include customized
products, services, customer service support, and applications.
“In this economic climate, telecom companies are seeking ways to
differentiate themselves by providing greater value to their
customers. But the hard
fact is that telecom, by its very nature, is a commodity business,”
says Insight president
Robert Rosenberg. “The only way around such a contradiction is to tailor your commodity
telecom service in such a way that it speaks to the special needs of a
particular industry.”
Telecommunications
Services in Vertical Markets forecasts
the telecom expenditures of 14 industries, including healthcare,
professional business services, retail trade, communications, durable
and non-durable manufacturing, and transportation. Report features include monthly long distance expenditures and
average number of data communications lines, direct dial lines, ISDN
lines, xDSL lines, and T-1 lines per site, segmented by employee size.
A free report excerpt, table of contents, and ordering information is
online at www.insight-corp.com/vert01.asp.
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Telecom
Services
in
Vertical
Markets 2002-2007
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Telecom
Market
Research,
