The document discusses 4 triggers driving the transformation of wholesale telecommunications: 1) Technology advances like 5G, slicing, and virtualization; 2) Evolving customer expectations for more digital and on-demand services; 3) A shift toward higher-margin services like cloud, security, and connectivity; 4) A power shift toward new players like cloud providers and system integrators. To adapt, the document argues wholesalers need separate enterprise sales teams, broad partner ecosystems, digital platforms, and tailored solutions to address evolving enterprise needs across industries.

1. Is wholetail the new
wholesale?

2. Wholesale + Retail

3. Driver #1:
The gap between
wholesale and
enterprise is closing
Driver #3:
Wholesale customers’
expectations are
evolving
Driver #2:
MNOs are increasingly
addressing the
enterprise segment

4. 4 MASSIVE X presentation to DesignTuts team
2000
1990
2010
Deregulation Mobilization IPification Verticalization
2020
4 wholesale transformation waves

5. 4 key
Triggers
Technology
Ecosystem
Services
Customers

6. Trigger #1:
The technology

7. DIGITALIZATION 5G
Slicing
Low latency
E2E quality
Private networks
Cloudification
Automation
Virtualization
The perfect technology storm

8. Trigger #2:
The Customer

9. Traditional telecom customers’ expectations
One-size fits all
Complex and lengthy
provisioning
Contract based services

10. Multiple fluid options, that
evolve with changing needs
Transparency/security
Self-built and controlled
tailored experience
Connectivity at all time
Digital telecom customers’ expectations shift

11. Click to shop & test
Click to buy
Click to pay
Click to return
COVID customer expectation shift

12. Trigger #3:
The services

13. X
High relevance
Low relevance
Low margin High margin
IP
Mobile segment
Data service
Per MB business model
TDM
Fixed segment
Voice termination
Per minute business model
The HOT box

14. Usagegrowth
Time
NOW
Voice
SMS
Data
Content
IoT
Communicationera Entertainmentera Digitallifestyleera
Where is the growth and the value in wholesale?
Cloud
Security
Connectivity

15. The evolution of the enterprise requirements?
Information
Security
Content IoT
Cloud
+ + +
Connectivity More
bandwidth
More
reach
Healthcare Transport Utilities Agriculture Public sector
Support
Flexible
business
model

16. Trigger #4:
The power shift

17. Cloud
providers
System
integrators
Operators Carriers
Connectivity
providers
Traditional telecom ecosystem
Equipment
vendors
Enterprises

18. Cloud
providers
Operators
Carriers
CloudComm
& platform
providers
Connectivity
providers
Telecom digital ecosystem shift
Equipment
vendors
Enterprises
NextGen
connectivity
providers
System
integrators

19. The wholetailer’s
game plan

20. Organization
Separate sales team
Broad partner ecosystem
Enterprise-savvy leader
Vertical experts
The wholetailer’s game plan
Services
Information
Tailored
Solutions
Support
Delivery
Market places
Self-serve
Digital platform
Consultative selling

21. www.hottelecom.com

22. LET’S CHAT
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