For Technology Marketing Professionals

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	June 6, 2007 Telecom Bundles Are Required, But They Are Not Enough To Address The SMB Market by Michele Pelino with Eric G. Brown, Robert Muhlhausen

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Executive Summary

Bundled communications services that combine local and long-distance voice, Internet access, and mobile voice are big hits among small and medium-size businesses (SMBs) in North America. Our 2007 SMB Network And Telecommunications, North America And Europe, Q1 2007 Survey results show that nearly 75% of North American SMBs currently subscribe to some type of bundled service. Buyers like the lower cost and single source that these deals bring. Telecom marketing executives like the long-term commitments that these contracts require; but, how can they grow the business even more after that? Offering SMBs additional value-added services, including software-as-a-service (SaaS), email, Web site hosting, and security services, is one way to increase revenue streams and further lock in SMB customers in specific markets.

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