# Infosys POV 
Title: PowerPoint Presentation 
Author: Chloe Hibbert 
Format: PDF 1.7 

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 An Infosys Consulting Perspective Led by Olu Adegoke Consulting@Infosys.com | InfosysConsultingInsights.com The Future of Telco a four-part series 

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 Beyond connectivity | © 2023 Infosys Consulting THE FUTURE OF  TELCO In this series, experts outline the four key  trends influencing and driving telecom  companies to the future.  Contents Part 1: Beyond connectivity: How  communication service providers can  monetize emerging B2B growth opportunities By Ravi Jayanthi  Ravi Jayanthi explains how telcos can best  monetize emerging growth opportunities in the  enterprise segment to remain competitive.  Part 2: The new telecom operating model:  Exponential growth opportunities By Alastair Birt Alastair Birt outlines why telecom companies  need to creatively dismantle the old ways and rise  from the ashes stronger, wise, and ready to seize  the future within their grasp.  Part 3: Telecoms: Why talent is the next  frontier for competitive advantage By Mick Burn and Stanislava Gaspar (née  Stoyanova) Mick Burn and Stanislava Gaspar explain how  radical transformation will affect HR strategy and  why betting on people is essential for success.  Part 4: Getting value from AI&A in the telecom  industry By James Thornhill It’s clear that the digital future will be driven by  Artificial Intelligence and Automation (AI&A) – especially in the telecom industry. James  Thornhill outlines AI&A opportunities and why  CSPs should ensure they have the right strategic  initiatives to grow.  Contributors: Olu Adegoke and Gaurav Kapoor Editor: Vica Granville 2 

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 BEYOND CONNECTIVITY: HOW COMMUNICATION SERVICE  PROVIDERS CAN MONETIZE B2B GROWTH OPPORTUNITIES Beyond connectivity | © 2023 Infosys Consulting 4 Companies looking to operate normally today are facing insurmountable obstacles. High  geopolitical risks, economic uncertainty, labor shortages, and the realignment of supply chains  have forced industries to adapt and readjust almost immediately post-pandemic.<|endoftext|>The digital transformation and workforce reinvention required are reshaping demand for  information and communications technology (ICT) solutions and are utilizing the rapid evolution  of advanced technologies. According to Ericsson and Arthur D. Little, these new digitalization  opportunities are providing telecom companies with a significant opportunity in the B2B market  to capitalize on the 35% topline growth potential.  But what is needed to grow the B2B telecommunication market and what hurdles do  telcos need to overcome to grasp this potential?  

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 Understanding the potential Before outlining how telcos can succeed in  the B2B market, it’s important to understand  where the opportunity is coming from.  Due to turbulent market forces, many  organizations are already at various stages  of:  • Developing new technological solutions • Improving service delivery • Increasing operational efficiency • Reducing cost • Gaining competitive advantage • Meeting rising customer expectations  Such digital transformations require ICT  solutions that provide integrated connectivity,  security for digitally connected devices, data,  and applications.  In addition, the rapid evolution of cloud,  artificial intelligence (AI), machine learning  (ML), and automation technologies are  bringing incredible value to businesses.  Companies can now aim to provide  employees and customers with secure, high  speed, reliable, low latency mobile networks  with edge computing capabilities.   However, many telecom companies are  failing to seize the opportunity presented  before them. They’re losing out to forward  thinking hyperscale cloud providers (HCP) by  relying on outdated systems, processes, and  operating models.  What hurdles will telcos need to overcome?  To ensure future growth, leaders will need to repackage the intrinsic value of the network with  innovative ways to bring extrinsic value to customers. As such, organizations must expand the  communication service providers (CSP) operating model from a network to a flexible end-to- end business platform provider. This will expand their role in the value-chain.  Beyond connectivity | © 2023 Infosys Consulting 5 

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 But to do that, telecom companies will need  to must overcome several obstacles:   • The lack of industry domain knowledge that’s essential for innovation at the edge  and value-based selling • The lack of necessary relationships to  influence enterprises on their digitalization  journey. Many telcos are, therefore,  missing out on business-level (vs.  connectivity-level) conversations to create  relevancy • The absence of skills necessary to  implement and adopt use cases for  enterprises. Adoption is made more  complex as there’s a lack of subject matter  experts focused on domains and customer  ecosystems  • Many telcos aren’t replicating use cases  across enterprises, and therefore fail to  amortize the transformation investment • There’s an uneven distribution of  spectrum assets among CSPs that is  hindering large-scale deployment of 5G,  and thereby hampering use case adoption • Companies are failing to embrace open- source technologies. This prevents them  from accelerating innovation and reducing  costs • Competition from hyperscalers. Their  ability to spend the same on telecom  infrastructure services as Tier-1 CSPs has  enabled them to expand their involvement  in the telecom industry/value chain. This  includes edge computing and private  wireless networks  How can telecoms capitalize on the B2B market opportunity  and overcome these challenges?  Beyond connectivity | © 2023 Infosys Consulting To cater to new segments and opportunity areas telcos must expand their role. Organizations  must transform from simply being a network provider to becoming a service enabler and creator.  This is a complex undertaking to do alone. To be successful, CSPs need to show considerable  flexibility in how they deploy innovative business models. This includes working with HCPs and  service integrators (SIs) to secure a stake in the B2B market.  Technology works better when it’s built together with partners. Especially, when dealing with a  complex ecosystem across a gamut of customer segments, as well as growth areas with  varying business outcomes, capabilities, and systems of differentiation. Establishing a rich  partnership ecosystem will help both market leaders and aspirants to build a complete portfolio  and confidently embark on a journey of scale.<|endoftext|>6 

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 Overcoming the various challenges to transform current ways of working isn’t an easy  undertaking. But there are four crucial factors that should be considered in your service  strategy and go-to-market (GTM) playbook to help. These are:  Go-to-market playbook for telecoms to capitalize on the B2B  market opportunity 7 Beyond connectivity | © 2023 Infosys Consulting B2B2X revenue Create extrinsic value with an outside-in approach  to enterpirse customers.  Innovation/GTM Build a strong partner ecosystem and focus on  value-based selling.  Adoption Simplify use cases for customer adoption and  integrate (E2E) their ecosystem within your  business.  Scale Industrialize network engineering and operations – essential to scale at large.  

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 Key takeaways Telcos can no longer justify network  investments for cost efficiency and  competitive parity alone. They must  focus on creating a path for growth,  leveraging technology to shape  problems that drive innovation and  differentiation.  They need to bring what’s next to  life and start thinking outside of the  box, building a marketplace that will  serve growth. That’s the story of  scale that telecom companies need  to prioritize in partnership with SIs  and HCPs. With boots on the  ground, such partners are key to  driving growth both through GTM  and building out intellectual property.<|endoftext|>This will be a significant  undertaking. As such, it must be  executed in waves to align with  market readiness. It will require  CXOs to commit to innovation,  industry collaboration, and long-term  investments. With a growth potential  of 35% to the topline through  network enabled digitalization, the  potential returns are worth the risk.<|endoftext|>8 Beyond connectivity | © 2023 Infosys Consulting 

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 THE NEW TELECOM OPERATING MODEL: EXPONENTIAL  GROWTH OPPORTUNITIES Most telecom companies claim to be well on their way to making the shift