企业对企业电信的未来

AUTHORS NIZAR HNEINISenior Partner The telecommunications industry stands at a crossroads. Telcos areevolving from traditional connectivity providers into technology-centric enterprises, often referred to as "TechCos"—reflecting thegrowing demand for innovation, agility and digital-first services. By JAWAD SHAIKHPartner CHETAN ANANDDirector SERGEY SILAYCHEVSenior Consultant The traditional services offered by traditional Telcos are stagnating: mobilevoice, fixed voice, switches, routers and MPLS have all seen flat revenuegrowth in recent years. At the same time, advanced digital services—fromManaged Network Services and SD-WAN to the Internet of Things (IoT) B2B market seeks beyond traditional offers, promptingenterprises to reconsider their vendor choices Overview of customer needs and vendor positioning If they are to survive, players must adopt a TechCo mindset. This involvesharnessing technologies such as the cloud, AI and Everything-as-a-Service (XaaS)to foster innovation and reshape their offerings. Such a strategic pivot can help Leading global Telcos are now redefining their long-term strategic vision by aligningwith one of three distinct strategic archetypes—essential for navigating the Connectivity & Telco providers These players focus on the foundational elements of telecommunications both interms of infrastructure and services. This includes traditional telecom network To remain competitive, Telcos must embrace a TechCo mindset –harnessing Cloud, AI and XaaS From Telco to TechCo telecom network services that form the backbone of telecom offerings.Emphasizing infrastructure sharing and private networks outsourcing, it solidifies the Integrated B2B platform providers The second model shifts towards a more integrated approach, combining digitalinfrastructure services with robust digital solutions. This involves supporting andmaintaining ICT infrastructure, which is critical in today's tech-driven environment; it Integrated Telco & ICT providers The most expansive of the three archetypes, this model blends comprehensivetelecom and ICT capabilities with a strong emphasis on cybersecurity and ICTconsulting services. It combines the essentials of connectivity and digitalinfrastructure with advanced cybersecurity measures such as managed security By transitioning to a smart model, conventional connectivityproviders can unlock new growth areas Journey to TechCo target state SourceRoland Berger The transition to a digital world requires coordinated change across three strategicdimensions: infrastructure, transformation and service. Each dimension represents a Infrastructure: Build the digital backbone 1 The first pathway emphasizes strengthening the foundations of telecominfrastructure. Operators must commit to rolling out high-capacity, gigabit networksthat can meet rising B2B demand, while also accelerating the deployment of private Best fit for:Asset-heavy operators aiming to monetize network differentiation and The second pathway centers on building internal capabilities to support digitaltransformation. This includes scaling artificial intelligence, cybersecurity, and Best fit for:Telcos seeking to differentiate themselves through intelligent operations The third pathway positions telecom operators as integrators and value chainorchestrator. By co-developing tailored industry solutions with technology partners Best fit for:Operators with strong enterprise relationships and the ambition to lead Success depends not just on technology investment, but also on organizationalreinvention—from job roles and skills to service models powered by AI. When Rewriting the telecom playbook The evolution from traditional telecommunications providers to technology-drivencompanies is not optional—it is essential for survival and growth in an increasinglydigital landscape. By embracing advanced digital services and adopting a tech- How can Roland Berger help? Roland Berger helps clients identify their optimal strategic pathforward, developing a tailored transformation plan that aligns with theirunique goals and market positioning. Our approach includes crafting Senior Partner, Managing Director Middle EastDoha Office+974 4 429-4809nizar.hneini@rolandberger.com NIZAR HNEINI PartnerRiyadh Office JAWAD SHAIKH DirectorDubai Office CHETAN ANAND SERGEY SILAYCHEVSenior ConsultantDubai Office This publication has been prepared for general guidance only. The reader should not act according to anyinformation provided in this publication without receiving specific professional advice. Roland Berger GmbH ©2025 ROLAND BERGER GMBH. ALL RIGHTS RESERVED.