How to build relationships with enterprises to tap emerging 5G services opportunities
22 Sep 2020
How to build relationships with enterprises to tap emerging 5G services opportunities
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5G is finally here – to a degree. While operators worldwide have rolled-out the initial phases of their networks and are introducing commercial services, these have been evolved iterations of existing services with familiar business models, so far.
Undoubtedly, the real potential of 5G-enabled services will be unlocked as the technology matures and communications service providers (CSPs) are able to move into a whole new generation of enterprise services.
Based on recent exclusive research, Hansen believes that the critical factor for service providers will be the depth of their relationships with business customers. At Hansen, we’re interested in how our customers create and deliver digital services, and the way in which they engage with their customers during the full product lifecycle. The Create-Sell-Deliver Outlook – a major research study which we conduct every year – sheds more light on this.
So, we decided to take this one step further. With the next generation of lucrative enterprise services set to be created hand-in-hand with customers, we investigated how these end-customers are looking at relationships with their CSPs as we move into a 5G-powered world.
We surveyed 100 large enterprises – companies with revenue of more than USD 500 million per year – across sectors including financial services, manufacturing, energy and utilities, healthcare and automotive. And what we found was an overwhelming belief among those enterprises that 5G will be strategically important to their business (supported by 81 per cent of respondents).
This should be music to the ears of our CSP customers, but there is a real upside too: 79 per cent of these potentially lucrative customers said they are looking for service providers to take the lead role in driving 5G into the business.
On the flipside, 59 per cent said that their CSPs had not yet talked to them enough about 5G. Of course, this stretches beyond 5G as merely an enabler of new communications services. The biggest pain-point enterprises identified when working with CSPs was around the understanding of their business needs. As CSPs and enterprises shift from tactical to strategic relationships, enterprises are looking for them to truly understand more than just their connectivity needs, and to become partners in the digital journey. Our B2B Telecom and Tech Survey (download a summary here) provides strong indicative evidence that, as end-users, enterprises are keen to embrace new communications technology – and they want their CSPs to help them get it right. As we inch ever closer to a 5G-centric reality, the message is clear: if they can effectively align to capitalise on new opportunities, CSPs and enterprises are in a great position to monetise a digital future
It is clear that next-generation networks will bring opportunities to grow revenue in the enterprise market. But these will be next-generation opportunities, created and delivered as a result of close relationships with customers.
Undoubtedly, the real potential of 5G-enabled services will be unlocked as the technology matures and communications service providers (CSPs) are able to move into a whole new generation of enterprise services.
Based on recent exclusive research, Hansen believes that the critical factor for service providers will be the depth of their relationships with business customers. At Hansen, we’re interested in how our customers create and deliver digital services, and the way in which they engage with their customers during the full product lifecycle. The Create-Sell-Deliver Outlook – a major research study which we conduct every year – sheds more light on this.
So, we decided to take this one step further. With the next generation of lucrative enterprise services set to be created hand-in-hand with customers, we investigated how these end-customers are looking at relationships with their CSPs as we move into a 5G-powered world.
We surveyed 100 large enterprises – companies with revenue of more than USD 500 million per year – across sectors including financial services, manufacturing, energy and utilities, healthcare and automotive. And what we found was an overwhelming belief among those enterprises that 5G will be strategically important to their business (supported by 81 per cent of respondents).
This should be music to the ears of our CSP customers, but there is a real upside too: 79 per cent of these potentially lucrative customers said they are looking for service providers to take the lead role in driving 5G into the business.
On the flipside, 59 per cent said that their CSPs had not yet talked to them enough about 5G. Of course, this stretches beyond 5G as merely an enabler of new communications services. The biggest pain-point enterprises identified when working with CSPs was around the understanding of their business needs. As CSPs and enterprises shift from tactical to strategic relationships, enterprises are looking for them to truly understand more than just their connectivity needs, and to become partners in the digital journey. Our B2B Telecom and Tech Survey (download a summary here) provides strong indicative evidence that, as end-users, enterprises are keen to embrace new communications technology – and they want their CSPs to help them get it right. As we inch ever closer to a 5G-centric reality, the message is clear: if they can effectively align to capitalise on new opportunities, CSPs and enterprises are in a great position to monetise a digital future
It is clear that next-generation networks will bring opportunities to grow revenue in the enterprise market. But these will be next-generation opportunities, created and delivered as a result of close relationships with customers.
Hansen is a silver sponsor of the Digital Transformation World Series.
While we can’t meet physically, we’ve reimagined everything you know and love about Digital Transformation World and turned it into a six-week digital event. The Series will offer a varied and engaging content program that will enable our global membership to connect, learn and collaborate, supporting all time zones. Don't miss out on the festival of collaboration!
Register today. Note: Communication service providers: you can claim your free pass here.
While we can’t meet physically, we’ve reimagined everything you know and love about Digital Transformation World and turned it into a six-week digital event. The Series will offer a varied and engaging content program that will enable our global membership to connect, learn and collaborate, supporting all time zones. Don't miss out on the festival of collaboration!
Register today. Note: Communication service providers: you can claim your free pass here.
