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Telecom Services in Vertical Markets 2005-2010
a market research report
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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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Report Excerpt
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1.1 Vertical Industry Telecommunications Spending
The objective of this market research report is to examine and quantify the
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) developed by the
US Department of Commerce and the North American Industry Classification
System (NAICS) developed by the Bureau of Labor Statistics (BLS). These 14
vertical markets represent nearly 80 percent of the total number of establishments in the US. This study begins with total telecom revenues, divides them between the business and the residential markets, and then examines the driving forces in each of fourteen selected vertical markets. The forecasts and segmentation in this report are based on data from the US Bureau of the Census, the BLS, the Bureau of Economic Analysis, the Federal Communications Commission (FCC), Standard & Poor’s (S&P), and a private study that was conducted on 522,000 business sites completed at the close of 2005.
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. Horizontal marketing provides
generic “one-size-fits-all” offerings. In contrast, vertical marketing focuses on developing solutions to user problems within specific industries. 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...
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Free Executive Summary
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Market Segmentation
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Total Wireline Market
Business vs. Residential Wireline Market
Business Expenditures in Vertical Markets
Wireline Data vs. Voice Markets
Wireline Data Expenditures in Vertical Markets
Wireless Expenditures
Markets: wholesale, financial, insurance, real estate, professional, communications, durable manufacturing, health care, retail
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Table of Contents
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Chapter I
EXECUTIVE SUMMARY
1.1 Vertical Industry Telecommunications Spending
1.2 Telecommunications and Vertical Marketing
1.3 Telecommunications Expenditures by Vertical Industry
Chapter II
MARKET OVERVIEW
2.1 Classification Systems
2.2 Segmentation and Performance
2.2.1 Wholesale Trade
2.2.1.1 S&P Indices
2.2.2 Financial, Insurance, and Real Estate Services
2.2.2.1 S&P Indices
2.2.3 Professional Business Services
2.2.3.1 S&P Indices
2.2.4 Communications
2.2.4.1 S&P Indices
2.2.5 Durable Manufacturing
2.2.5.1 S&P Indices
2.2.6 Health Care
2.2.6.1 S&P Indices
2.2.7 Retail Trade
2.2.7.1 S&P Indices
2.3 Telecommunications Industry Trends
2.3.1 Wireless Trends
2.3.2 Fixed Mobile Convergence in the Enterprise
2.3.2.1 The VoWLAN/Cellular Solution
2.3.2.2 The VoWLAN/Cellular Dual-Mode Integrated Handset
2.3.2.3 The VoWLAN/Cellular Controller
2.3.2.4 A Standard for VoWLAN/Cellular: Unlicensed Mobile Access
2.3.2.5 Limitations of VoWLAN
2.3.2.6 The Handoff Tradeoff
2.3.2.7 Integrated VoWLAN/Cellular Solution Issues
2.3.3 Private Line Trends
2.3.3.1 Private Line Forecast
2.3.4 Managed Services
2.3.4.1 Managed Service Market Forecast
2.3.5 Toll Free Service Trends
2.3.5.1 Toll Free Forecast
Chapter III
DRIVERS AND EXPENDITURES
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
3.2 Telecom Expenditures by Vertical Markets
3.2.1 Long Distance
3.2.2 Data Communications
3.2.2.1 Direct Dial
3.2.2.2 ISDN
3.2.2.3 DSL
3.2.2.4 T-1
3.2.2.5 T-3
3.2.2.6 800 Lines
3.2.2.7 Cell Phones
Chapter IV
SITE STUDIES
4.1 Overview
4.1.1 Education Purchasing Trends
4.1.2 Government Purchasing Trends
4.1.3 Health Care Purchasing Trends
4.2 Average Monthly Long Distance Expenditure (per employee per site)
4.2.1 Schneider International
4.3 Total Data Lines
4.3.1 University of Illinois, Urbana-Champaign
4.3.2 University of Cincinnati
4.3.3 Texas Tech University
4.4 Direct Dial Lines
4.4.1 Rochester Methodist Hospital
4.4.2 Abbott Laboratories Corp.
4.5 Integrated Service Digital Network (ISDN)
4.5.1 GE Capital Corporation
4.6 Digital Subscriber Lines (DSL)
4.6.1 Northern Illinois University
4.7 Total T-1 Lines
4.7.1 The University of California Los Angeles (UCLA)
4.8 Total T-3 Lines
4.8.1 Tribune Company
4.9 800 Lines
4.9.1 Home Shopping Network Inc.
4.10 Cell Phones
4.11 US Secret Service
Chapter V
VERTICAL MARKET FORECASTS
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 Business Wireline Data Expenditures in Vertical Markets
5.3.6 Total US Wireless Market
5.3.7 US Business Wireless Expenditures in Vertical Markets
Appendix
GLOSSARY
Table of Figures
Chapter I
I-1 Drivers of Telecom Expenditures in Vertical Markets
I-2 Total US Telecom Wireline Market
I-3 Top-Tier Expenditures for
Telecom Wireline Services
I-4 Total US Telecom Wireless Services
I-5
Top-Tier Expenditures for Telecom Wireless Services
Chapter II
II-1 Median and Mean Age per US Census Estimates, 1995-2000
II-2 Unlicensed Mobile Access (UMA) Overview
II-3 Typical Layout for a Full Circuit
II-4 Managed Wide Area Network Endpoints
II-5 Internet Traffic and IT Staffing
II-6 US Managed Services Revenues
Chapter III
III-1 Drivers of Telecom Expenditures in Vertical Markets
III-2 Total US Employment, 1986-2012
III-3 Total US Business
Establishments, 1992-2005
III-4 Average Monthly LD Expenditures per
Employee by Company Size
Chapter V
V-1 US Business Wireline and
Wireless Revenues
V-2 US Total Wireline Revenue, 2005-2010
V-3 US
Wireline Expenditures by Business vs. Residential
V-4 US Business
Top-Tier vs. All Other Telecom Expenditures
V-5 US Business Wireline
Broadband Data Revenue
V-6 US Business Wireline Data Market Share
V-7
US Total Wireless Revenues
V-8 Top-Tier Business Wireless Expenditures
vs. All Others
Table of Tables
Chapter II
II-1 Standard Industrial Classification (SIC) Divisions
II-2 Classification System Coding
II-3 North American Industry Classification System (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 Private Line Revenue
II-12 Managed Services Segments
II-13 Provider Strengths and Weaknesses
II-14 Call Center Toll-free usage by Transaction Type
II-15 Toll Free Expenditures by Vertical Industry
Chapter III
III-1 Employment by Major Occupational Groups, 2002 and 2012 projected
III-2 Fastest Growing Occupations,
III-3 Distribution of US Companies by Size, 2000
III-4 Telecom Wireline Expenditures by Vertical Market, 2005 Forecast
III-5 Industries in the Data Comm Lines and Corresponding Vert Markets
III-6 Average Monthly Long Distance Expenditures per Employee by Size
III-7 Rank of Average Monthly Long Distance Expenditures per Employee
III-8 Average Monthly Long Distance Expenditures per Site by Size
III-9
Rank of Average Monthly Long Distance Expenditures per Site by Size
III-10 Average Number of Data Communications Lines per Site
III-11 Rank
of Data Communications Lines per Site by Size
III-12 Average Number of
Direct Dial Lines per Site
III-13 Rank of Direct Dial Lines per Site by
Size
III-14 Average Number of ISDN Lines per Site
III-15 Rank of ISDN
per Site by Size
III-16 Average Number of xDSL Lines per Site
III-17
Rank of DSL Lines per Site by Size
III-18 Average Number of T 1 Lines per
Site
III-19 Rank of T-1 Lines per Site by Size
III-20 Average Number
of T 3 Lines per Site
III-21 Rank of T-3 Lines per Site by Size
III-22
Average Number of 800 Lines per Site
III-23 Rank of 800 Lines per Site by
Size
III-24 Rank of the number of Cell Phones per site by Size
Chapter IV
IV-1 University of Illinois, 2005 Fiscal Year Budget
Chapter V
V-1 US Total Wireline Revenue by Type of Provider
V-2 US Business
Wireline Revenue by Type of Provider
V-3 US Business Telecom Wireline
Expenditures by Vertical Market
V-4 US Business Wireline Broadband Data Revas a
% of Local and LD
V-5
US Total Wireline Broadband Data Expenditures by Vertical Market
V-6 US
Business Wireless Revenues
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Telecom
Market
Research,
