电信公司的B2B脉动

Six strategic imperatives to winin connectivity and beyond Table of contents Executive summary This is the 2026 edition of ourB2B Pulsefor thetelecom industry, an annual study examiningthe evolving needs, challenges, and experiencesof business customers (hereafter referred to ascustomers or organizations) across sectors. Thereport highlights the pain points organizationsface with telecom providers (telcos) and identifiessix priority areas where providers must improveto strengthen service delivery and unlock greaterbusiness value. •A majority (65%) of organizations believetelcos should orchestrate ecosystems across IT,software, system integrators (SIs), and originalequipment manufacturers (OEMs).•Seven in 10 (70%) expect telcos to collaborate(rather than compete) with hyperscalersand partners.•61% expect telcos to collaborate with partnersspecifically for AI/Gen AI services.•However, only 35% say their telco currently actsas an end-to-end orchestrator. only 39% say their telco provider drivestop-line growth.•74% want a strategic partner for digital transformation, but only 41% see telcos addingvalue beyond connectivity.•Most (69%) expect tailored solutions; 64%expect deep industry knowledge; and 77%want telcos to demonstrate a strong grasp ofbusiness workflows.Yet only 37% say their telcoconsistently delivers what they need.•There is growing appetite for a tailoredoffering: 65% will pay a premium for this,up from 57% in 2024. And 78% now expectbundled services, although only 34% believecurrent telco bundles solve operational orstrategic problems. Our research shows that telcos must act as: 3. Network innovation architect: 1. Growth partner:Customers want their telcoto be a strategic partner that goes beyondconnectivity and understands their industry,shares risk, and delivers measurable outcomes Coverage and resilience are non‑negotiable, andNTNs are going mainstream Most (61%) see non-terrestrial networks(NTNs) as essential to expanding footprintsand reaching new markets. Over half (54%)expect NTNs to power Internet of Things (IoT)/ 2. Ecosystem orchestrator:Organizationsexpect telcos to embrace partnerships across thevalue chain: •74% of customers want telcos to beaccountable for business outcomes; however, Executive summary a service), and 70% in AI factories/GPU as a service(GPUaaS). from telcos on compliance, security, andprivacy, and 67% expect telcos to partnerwith ecosystem players in building a viableAPI ecosystem.•Of the organizations implementing or planningto implement network slicing:– Most (69%) believe network slicingwill improve efficiency, security, andservice customization– 62% expect telcos to help them identifyhigh-value use cases. machine-to-machine (M2M) and asset trackingand are actively exploring NTN solutions (55%).A further 53% would partner with telcos thatoffer NTNs. Customers expect telcos to lean in: 73% seekdeeper integration of AI with connectivity; 67%want AI‑native edge; and 66% want robust datagovernance and compliance. The network must become intelligent andon‑demand The challenge: 72% say their telco lagshyperscalers and tech‑natives in AI and cloud.Thismakes partnerships, sovereign infrastructure plays,and outcome‑focused offers imperative. •More than half (53%) of organizations arealready adopting advanced services (SD‑WAN,private 5G, network as a service (NaaS),network APIs, slicing).•Of the organizations that are currently using orplanning to use network APIs in the next one totwo years:–A majority (69%) view network APIs as aroute to new revenue.–Most want telcos to offer them guidanceand support in scaling: 65% seek advice 4. AI transformation engine:Customers expecttelcos to play a strategic role in enabling their AIambitions 5. Trusted ally:Investments in sovereign cloudand AI and next‑gen cybersecurity are growing;and organizations prefer telcos as trustedpartners AI has moved from pilots to platform decisions:Over the next one to two years, 84% oforganizations plan to invest in AI/ML services, 81%in data analytics, 76% in AI/Gen AI platforms (AI as •52% of organizations will invest in sovereigncloud and 42% in sovereign AI within two years. Executive summary •Fostering partnerships across the value chainthrough co-creation with partners•Strengthening trust as a differentiatingadvantage by providing sovereign and securedigital solutions•Making AI the center of your operatingand value-creation model by embeddingintelligence across operations andcustomer experience•Building future-ready talent and cultureby equipping your workforce with asolution-oriented mindset and skills. •Telcos are rapidly emerging as key enablers ofsovereign AI ecosystems globally, stemmingfrom their long history of operating nationalinfrastructure. More than 60% of organizationsprefer telcos as sovereign partners in-region.•Next-gen cybersecurity spend is alsoaccelerating: 76% plan AI‑driven securityinvestments; 63% expect AI‑powered cyber‑and threat-detection from