AT&T’s wholesale group focuses on its traditional carrier-to-carrier business because that generates the bulk of its wholesale revenues. A relatively small sales team pursues and nurtures opportunities created by emerging wholesale intermediaries represented by Web 2.0 and other enterprises that use the telecoms infrastructure for product development, sales, and customer support. Ovum believes this nascent customer group represents the driving force for future wholesale revenue growth. AT&T must foster the organizational and strategic flexibility to shift its focus as these intermediaries grow.
Table Of Contents :
In a nutshell
Serving non-telco intermediaries
Potential partners and customers
Holding the value proposition
What customers want
Foundation and future demand
Customer service strategy
Products and services
Company size and organization
List of Figures
Figure 1: AT&T’s global wholesale services offerings
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