Operators’ IT services sales approaches need to provide SMEs with some tailored, individual attention, assessment of needs and education of benefits.

Catherine Hammond (Research Director) and Eileen Zimbler (Senior Analyst) discuss the several different strategies that operators could implement to sell more effectively into the SME market.

The associated article can be found here.

During the podcast, we also feature a report on Marketing IT products and services to SMEs: effective strategies for telecoms operators.