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The Cloud services: communications service providers need new strategies for selling services to SMEs

The Cloud services: communications service providers need new strategies for selling services to SMEs

Communications service providers (CSPs) recognise the potential of selling cloud services to small- and medium-sized enterprises (SMEs). However, in order to convince SMEs of the business benefits of cloud services, CSPs must improve their associated sales, marketing and delivery channels. This report examines these CSPs’ cloud solutions for SMEs in more detail.


About this report
Executive summary
Executive summary
CSPs must transform their processes and platforms to benefit from cloud services and to develop closer bonds with SMEs
CSPs need flexible cloud delivery and go-to-market options to meet the diverse needs of SMEs
Recommendations
SMEs and cloud services
SMEs are quickly adopting cloud services, but there is still significant room for growth
SMEs are adopting cloud solutions for business reasons, but a lack of IT expertise holds them back
CSPs recognise the opportunity to sell cloud solutions to SMEs, but building and retaining client trust remains a key challenge
How are CSPs selling cloud services?
CSPs can leverage different 'go to market' options depending on their assets, capabilities and investment options
Cloud app stores have a role to play, but SME take-up is slower than expected
CSPs should work with IT channel partners to help drive cloud services take-up
CSP cloud use cases
Use case: Telekom Deutschland Cloud Store
Use case: Telefonica UK (O2) offers a streamlined portfolio of cloud solutions in order to get the ‘cloud’ experience right
Use case: Vodafone's journey to the cloud for 'Ready Business' SMEs
Use case: Liberty Global Business Services takes an interest in cloud services to grow SME revenue
About the author and Analysys Mason

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