Why Read This
Telcos can grow their revenue base beyond access and transport to offer a range of wholesale services that many cloud service providers (CSPs) may lack the ability or skills to build themselves. Telcos must tread cautiously into the cloud market, seeking to serve this rapidly growing market with reliable and scalable infrastructure tuned to meet CSPs' specific requirements. Positioned as wholesalers of enabling infrastructure (i.e., not selling directly to enterprise or individual end users), telcos will augment CSPs' service differentiation with capabilities ranging from naked colocation space and managed network capacity to fully managed and secured platforms. This path to incremental revenue for telcos leverages their network heritage, but it also requires them to stay in the background — as wholesalers — rather than attempt to own the end customer service relationship.