Many communications service providers (CSPs) struggle to extract value from information and communications technology (ICT). We believe this is strongly due in part to an obsolete business-to-business (B2B) customer-segmentation approach. In this Viewpoint, we propose a refreshed segmentation tactic that better positions telecom operators to capture the promising growth that ICT products and services can deliver. IS THE ICT PROMISE ACHIEVABLE? Most CSPs fail at capturing value from ICT market growth. But is this by nature? We think not.

Foreign direct investment (FDI) is a catalyst for digital economy development. With competition increasing as countries announce various FDI-attractive policies, policy makers must think strategically, not tactically. Nations should actively direct investments into targeted digital services with a focused approach. Investment policies, incentives, and the investor pitch must resonate with the country’s unique strengths – human capital, business ecosystem, or technological capabilities.

As the success of managed services (MS) continues to drive growth in the B2B space, an increasing number of operators are venturing into the managed ICT space. However, the role telecommunication groups should play when selling and providing managed ICT services must shift from the current legacy models to more centrally driven designs.