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Saturation in the Enterprise Segment Opens Growth Opportunities among SMBs
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In the telecom service industry, the data communications market is one of the most competitive in Latin America. The average revenue per line (ARPL) for data communications services has been declining in recent years due to migration from legacy circuits to Internet protocol (IP) technologies, expense control by enterprises and governments, and also thanks to competition. This research service includes market sizing for 2017 and six-year forecasts for all main technologies in the Latin American Data Communications services market. Geographical coverage includes the region’s six main countries: Argentina, Brazil, Chile, Colombia, Mexico, and Peru. In terms of technologies, the study includes Dedicated IP, VPN MPLS, Circuits (ATM/FR, X.25), Private Lines, VSAT, International Data and metro Ethernet. Revenue and lines in service (LIS) metrics are provided, as well as a detailed market share analysis in each country. A qualitative analysis on the market’s drivers and restraints affecting each country is also provided. This research service shows that while some technologies have already reached a mature stage or have started declining, others still present significant growth opportunities. While there are variations on a country per country bases, in general terms technologies that present low growth rates for revenue or even a declining rate include Private Lines, Circuits and International Data. Telecommunications service providers should not only focus on segments that present growth opportunities (technologies such as dedicated IP, MPLS, VSAT or Metro Ethernet), but also look at positioning themselves as more than mere connectivity providers, as connectivity is increasingly becoming commoditized, with the logic pressure on prices and margin. In the journey to differentiate and offer value-added services beyond connectivity, service providers need to rethink their organizational structure and the portfolio they offer to their clients. In most countries connectivity appears as the enabler for applications that are becoming key for companies as they progress in their digital transformation journey. Hence, positioning connectivity together with public cloud or Data Center interconnection or bundling connectivity with other Information Technology services appear as the right strategy.Meanwhile, the Enterprise segment continues to exhibit saturation, and inside the segment there is only substitution of technologies. Actual growth opportunities lie in the Small and Medium Businesses segment. However, in many countries competition in this segment is strong, in particular with many providers offering low cost technologies usually suited for the consumer segment (ranging from xDSL, cable-modem or FTTH). Therefore, data communications service providers must work hard to position their solutions and differentiate from consumer-oriented technologies, at the same time making this in a cost effective manner and managing service expectations (as, for example, customer care, or post-sales service cannot be the same for a multinational and for a small-sized company).
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