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US companies in leading vertical industries will spend $147.5 billion on telecommunications services this year, but they're not necessarily choosing the carrier with the lowest price, says a new report from
Insight Research. Vertical industries that are relatively intense users of communications, such as professional business services, healthcare, and entertainment and media, are spending more with carriers willing add customized features to their standard offerings.
According to Insight's report Telecommunications Services in Vertical Markets 1998-2003, growth opportunities in telecommunications have shifted from providing commodity services to customized services. New technologies have transformed the telecom business model, which traditionally emphasized horizontal services and carrier control of networks, to a vertical focus that is customer- rather than carrier-centric.
"Business developments such as just-in-time manufacturing, electronic commerce, workforce mobility, and telecommuting are forcing communications providers to change the way they sell and package services," explains Robert Rosenberg, president of
Insight. "The opportunity for vertical applications sales varies by industry, so carriers have got to adjust and be ready to create appealing service bundles for specific industries," Rosenberg adds.
Telecom Services in Vertical Markets 1998-2003 contains forecasts of vertical industry spending for local, long distance, wireless, and total communications expenditures for the following industries: healthcare, civilian government, construction, retail distribution, wholesale distribution, education, financial services, professional business services, hotel and lodging, transportation, utilities and communications, entertainment and media, and durable and non-durable manufacturing.
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