This episode explores how telecommunication companies (telcos) can capture a larger share of the burgeoning enterprise technology services market. The nGülam Insights article titled "Reimagining Telco's Role: A Blueprint for Conquering the Enterprise Technology Services Market" , argue that telcos are struggling with outdated strategies and are missing out on this $4 trillion opportunity.

The episode will examine the limitations of the traditional "bespoke solutions" approach favored by many telcos. This strategy, which involves creating highly customized solutions for individual clients, has proven difficult to scale and often yields low profit margins. The episode will contrast this with the concept of the "smart orchestrator," where telcos position themselves as trusted partners managing an enterprise's entire technology ecosystem. This encompasses not just connectivity but also cloud services, security solutions, and other vital components.

The discussion will highlight place-based segmentation as a key strategy for success. This involves grouping potential clients based on shared physical environments, such as stadiums, hospitals, or shopping malls, recognizing that businesses in similar locations often face common technology challenges. The episode will feature the success story of Telstra, an Australian telco that has implemented place-based segmentation to provide tailored digital solutions for AFC stadiums.

The importance of strategic partnerships will also be emphasized. Telcos can benefit greatly from collaborating with companies that possess specialized expertise in areas like cloud computing, cybersecurity, or software development. The episode will provide examples of successful partnerships, such as Nexon Asia Pacific, which targets mid-size enterprises by partnering with hyperscalers, and Orro Group, which has enhanced its credibility by partnering with industry giant Cisco.

Finally, the episode will explore the "value-up" selling approach. This approach emphasizes understanding customer needs and delivering tangible ROI by offering solutions that solve specific business challenges and providing ongoing support to ensure that customers get the most out of their investment.

By adopting the strategies discussed in this episode, telcos can move beyond simply providing connectivity and become true platform-based technology partners, unlocking new avenues for growth and establishing themselves as leaders in the enterprise technology services market.

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