Customer segmentation in the wholesale market

Just as retail carriers have become more adept at segmenting their retail customer base, wholesale carriers must get smarter at segmenting their wholesale customer base, or risk losing business to those that do. Clear customer segmentations will allow the wholesale carrier to meet each type of wholesale customer’s specific requirements whether they are mobile operators, xSPs, fixed service providers, content and application providers, non-telco intermediaries, or span more than one of these categories.



Report Highlights

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Executive summary
In a nutshell
Ovum view
Recommendations for players
Key messages
Intermediation
From voice minutes to data services
Segmenting the wholesale customer base
Overview
Mobile operators
xSPs
Infrastructure-based carriers
Content and applications providers
Non-telco intermediaries
Customising wholesale services adds ‘stickiness’
Overall health of the market
Wholesalers must be more responsive, adaptable
Market threats to guard against
Telecoms players cannot always own the end customer
Opportunities for incumbents
Different strokes for different folks
Tangible product and service attributes
Intangibles

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List of Figures
Figure 1: Wholesale customer segments
Figure 2: The virtual supply web
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