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Telecom Services in Vertical Markets


a market research report

Report Excerpt

Market Segmentation

Table of Contents

Press Release

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Amid the fierce pricing competition, identifying lucrative vertical segments that are willing and able to pay is critical to survival. Vertical market segmentation pinpoints the telecom spending inclinations of various industries––it’s the key to any business plan, and a necessary ingredient for effective target marketing and sales force deployment.

In its annual review of vertical markets, Insight examines the spending patterns on local, long distance, ISP, and wireless for 14 classes of business including: healthcare, construction, retail trades, wholesale trades, educational services, financial, insurance, real estate, professional business services, hotels and lodging, transportation, communications, utilities, entertainment and media, durable manufacturing, and non-durable manufacturing. In quantitative terms, Insight describes the requirements of each vertical market and how likely they are to expand their telecommunications services over time. If you need to target markets for telecommunications services, then you should read this report.


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    Marketing Dept.

    Report Excerpt

    Vertical Industry Telecommunications Spending

    Telecom profit margins are rapidly deteriorating in the US market, in part, because carrier offerings are perceived as commodities. To dispel this belief and restore the telecommunications industry to sustainable growth, vendors will have to reach deeper into the US market, focusing on specific vertical industries and catering to their precise communications needs. Vertical opportunities will be calculated by:

    • evaluating the size and revenue potential of each vertical industry and

    • determining the provider’s expertise in each particular market segment.

    Failure to respond to the business market’s demand for specialization will allow competitors to capture market share early on, relegating slow-starters to a residential/consumer focus.

    Vertical markets, therefore, represent untapped opportunities for the telecommunications industry. The objective of this market research report is to examine and quantify these opportunities in various vertical industries for the telecommunications service provider community. INSIGHT examines 14 vertical markets in this report, segmented according to Standard Industrial Classification (SIC), a Bureau of Labor Statistics (BLS) division of economic data. These 14 vertical markets represent almost 78 percent of all workers and approximately 82 percent of the total number of establishments in the US.

    Telecommunications products and services are, by their very nature, commodity products, since they exhibit little or no customization. Telecom providers recognize the commodity nature of their product when they market horizontally—offering everything to everyone, everywhere. Vertical marketing focuses on developing solutions to user problems within specific industries. In contrast, horizontal marketing provides generic “one-size-fits-all” offerings. In this market analysis report our thesis is that, with competition eating into already anemic profit margins, solution selling by vertical industry becomes an attractive way for telecommunications vendors to differentiate and a viable way to maintain profitability and sustained growth. Four principal growth factors affect telecommunications expenditures significantly.

    With the US economy in such difficult straits, business opportunities for telecommunications providers in the enterprise market seem harder to find than ever before. According to the BLS, the employment picture is not sanguine. In April 2002, unemployment hit an eight-year high of 5.9 percent. The picture did not improve as the US rolled into 2003: by April, unemployment hit six percent, in May it rose to 6.1 percent, and by June the number peaked at 6.4 percent. Although the unemployment rate improved to 6.2 percent by July of 2003, some economists insisted that the rate only improved because a significant number people dropped out of the “actively looking for jobs” market, which is parcel to the overall unemployment calculation. On the other hand, the job market is usually the last fragment of the economic picture to recover in a turnaround—so stubborn unemployment numbers may not indicate a stagnant economy.

    The economy will show concrete signs of improvement relatively soon due, in part, to the estimated $600 billion (over five percent of the gross domestic product) deficit providing a stimulus. For the second half of 2003, it is reasonable to expect a growth rate of 3.5 percent; more than double the growth rate in the first six months of 2003. Federal Reserve officials have cut interest rates 13 times since 2001, and cut their target for short-term interest rates in June to one percent; a 45 year low. Stimulus packages, deficits, tax cuts, and low interest rates are certain to drive the economy over the next five years.


    Click here for the complete Executive Summary.


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    Market Segmentation


    US Total Wireline Market

    US Business vs. Residential Wireline Markets

    US Business Expenditures in Vertical Markets

    US Wireline Data vs. Voice Markets

    US Wireline Data Expenditures in Vertical Markets

    The Wireless Data Explosion

    By Industry Sector:
    - Healthcare
    - Construction
    - Retail trade
    - Wholesale trade
    - Educational services
    - Financial, insurance, and real estate services
    - Professional business services
    - Hotel and lodging
    - Transportation
    - Communications
    - Utilities
    - Entertainment and media
    - Durable manufacturing
    - Non-durable manufacturing

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    Table of Contents


    Chapter I

    1.1 Vertical Industry Telecommunications Spending
    1.2 Telecommunications and Vertical Marketing
    1.3 Telecommunications Expenditures by Vertical Industry

    Chapter II

    2.1 Classification Systems
    2.2 Segmentation and Performance
    2.2.1 Wholesale Trade S&P Indices
    2.2.2 Financial, Insurance, and Real Estate Services S&P Indices
    2.2.3 Professional Business Services S&P Indices
    2.2.4 Communications S&P Indices
    2.2.5 Durable Manufacturing S&P Indices
    2.2.6 Health Care S&P Indices
    2.2.7 Retail Trade S&P Indices
    2.3 Telecommunications Service Trends
    2.4 Local Trends
    2.4.1 Broadband Access Growth
    2.4.2 Primary and Secondary Access Line Growth Historical Forecast
    2.4.3 Private Line Growth Historical Forecast
    2.5 Long Distance Trends
    2.5.1 Historical
    2.5.2 Forecast
    2.6 Telecommunications Equipment Trends

    Chapter III

    3.1 Drivers of Telecom Expenditures
    3.1.1 Growth in Employment
    3.1.2 Growth in Occupations
    3.1.3 Size and Number of Establishments
    3.1.4 Proliferation of Internet Access
    3.2 Telecom Expenditures by Vertical Markets
    3.2.1 Long Distance
    3.2.2 Data Communications Direct Dial ISDN DSL T-1 T-3 800 lines OC3 FDDI

    Chapter IV

    4.1 Overview
    4.2 IBM
    4.2.1 Retail Trade
    4.2.2 Retail Trade
    4.3 EDS
    4.3.1 Manufacturing
    4.3.2 Energy, Utilities
    4.4 Qwest
    4.4.1 Federal Government
    4.4.1 Insurance
    4.5 Verizon
    4.5.1 Health care
    4.5.2 Insurance
    4.5.2 Finance
    4.6 AT&T
    4.6.1 Manufacturing
    4.6.2 Professional and Business Services
    4.6.3 Manufacturing
    4.6.4 Professional and Business Services
    4.7 SBC
    4.7.1 Finance
    4.7.2 Education
    4.8 BellSouth
    4.9 Sprint
    4.9.1 Professional Services
    4.9.2 Hospitality
    4.10 Deutsche Telekom
    4.10.1 Aerospace and Defense
    4.10.2 Manufacturing

    Chapter V

    5.1 Overview
    5.2 Methodology
    5.3 Prognoses
    5.3.1 US Total Wireline Market
    5.3.2 US Business vs. Residential Wireline Markets
    5.3.3 US Business Expenditures in Vertical Markets
    5.3.4 US Wireline Data vs. Voice Markets
    5.3.5 US Wireline Data Expenditures in Vertical Markets
    5.3.6 The Wireless Data Explosion

    Table of Figures

    Chapter I
    I-1 Drivers of Telecom Expenditures in Vertical Markets
    I-2 Total US Telecom Wireline Market, 2003 and 2008 ($Billions)
    I-3 Top Tier Expenditures for Telecom Services, 2003 and 2008 ($Millions)

    Chapter II
    II-1 Median and Mean Age per US Census Estimates, 1995-2000
    II-1 Telecommunications Growth Cycle
    II-2 US Access Line Annual Additions, 1985-2002 (Millions)
    II-3 US LEC Access Line Quarterly Additions, 1999-2003 (Thousands)
    II-4 US Wireline Access Annual Reductions, 2001-2008 (Thousands)
    II-5 BellSouth Historical Private Line Quarterly Growth Rates by Circuit Type, 1999-2001
    II-6 US Long Distance Minutes of Use Quarterly Growth Rates, Percent Change 2000-2003
    II-7 US Intrastate and Interstate Long Distance Minutes, 2002-2007 (Billions)
    II-8 Total Addressable Enterprise Voice Equipment Market, 1995-2009 ($Billions)
    II-9 Enterprise Voice Extensions by Equipment Type, 1995-2009 ($Billions)

    Chapter III
    III-1 Drivers of Telecom Expenditures in Vertical Markets
    III-2 Total US Employment, 1986-2006 (Millions)
    III-3 Total US Business Establishments, 1992-2005 (Millions)
    III-4 Average Monthly Long Distance Expenditures per Employee by Company Size, 2000-2003

    Chapter IV
    IV-1 BellSouth’s Sales Organizations

    Chapter V
    V-1 US Total Wireline Revenue, 2003-2008 ($Billions)
    V-2 US Wireline Expenditures by Business vs. Residential, 2003-2008 ($Billions)
    V-3 US Business Top Tier vs. All Other Telecom Expenditures, 2003 and 2008 ($Billions)
    V-4 US Total Wireline Data Revenue, 2003-2008 ($Billions)
    V-5 US Business Wireline Data Market Share, 2003 and 2008
    V-6 Top Tier Telecom Business Wireless Data Revenue, ($Billions)

    Table of Tables

    Chapter II
    II-1 SIC Divisions
    II-2 Classification System Coding
    II-3 NAICS Divisions
    II-4 Wholesale Trade Representative Indices
    II-5 Financial, Insurance, and Real Estate Services Representative Indices
    II-6 Professional Business Services Representative Indices
    II-7 Communications Representative Indices
    II-8 Durable Manufacturing Representative Indices
    II-9 Health Care Representative Indices
    II-10 Retail Trade Representative Indices
    II-11 Total North American Households with Broadband, 2003-2008 (Thousands)
    II-12 Local vs. Long Distance Private Line Growth, 2003-2008

    Chapter III
    III-1 Selected Vertical Markets in Context (Year End 1997)
    III-2 US Employment Projections by Occupation, 1996 vs. 2006 (Thousands)
    III-3 US Employment Projections by Percentage Growth, 1996 vs. 2006 (Thousands)
    III-4 Distribution of US Companies by Size, 2000
    III-5 Telecom Expenditures by Establishment, 2003 Forecast
    III-6 Industries in the Data Communication Lines and Corresponding Vertical Markets
    III-7 Average Monthly Long Distance Expenditures per Employee by Size, 2000 vs. 2002 vs. 2003
    III-8 Average Monthly Long Distance Expenditures per Employee, 2003
    III-9 Average Number of Data Communication Lines per Site, 2003
    III-10 Average Number of Direct Dial Lines per Site, 2003
    III-11 Average Number of ISDN Lines per Site, 2003
    III-12 Average Number of xDSL Lines per Site, 2003
    III-13 Average Number of T‑1 Lines per Site, 2003
    III-14 Average Number of T‑3 Lines per Site, 2003
    III-15 Average Number of 800 Lines per Site, 2003
    III-16 Sites with OC-3, 2003
    III-17 Sites with FDDI, 2003

    Chapter V
    V-1 US Total Wireline Revenue by Type of Provider, 2003-2008 ($Billions)
    V-2 US Business Wireline Revenue by Type of Provider, 2003-2008 ($Billions)
    V-3 US Business Telecom Expenditures by Vertical Market, 2003-2008 ($Millions)
    V-4 US Business Wireline Data Revenue as a Percentage of Local and LD, 2003-2008 ($Billions)
    V-5 US Total Wireline Data Expenditures by Vertical Market, 2003-2008 ($Billions)
    V-6 US Business Wireless Data Revenue as Percentage of Business Wireless, 2003-2008 ($Billions)

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    $ 939 Single-User Printable PDF

    $ 1399 6-Seat Printable PDF

    $ 2000 Unlimited Corporate-Wide Distribution

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