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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.

Table Of Contents

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

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?andnbsp;


andnbsp;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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