April 4, 2018
Key Take-Aways: The Enterprise Market
- Cable is a broadband business with
residential broadband, business services, and
wireless as the key drivers of future growth.
- While cable has done well in the SMB space,
growth is tapping out with medium businesses and
enterprise, as the next growth opportunities.
- The value proposition of superior local
assets and national service is a unique
attribute for cable that telcos can’t do.
- Enterprise customers are more demanding,
requiring solutions with partners, such as cloud
providers and IT companies, so it’s critical for
cable to partner in order to create national
coverage and enhance their product suite.
- About 20% of wireless customers are on
business accounts, so wireless could be an
important tool to add to enterprise products
over the next several years.
- When selling to enterprise customers, there
is a huge fundamental shift in the sales DNA
approach. You can no longer work in silos, as
it’s necessary to integrate your sales and
customer services teams, as well as subject
matter experts in order to enhance the client
engagement and expected demands.
- CIO’s worry about creating the right
customer experience to deliver a really good
- While it’s more difficult for marketers,
it’s critical with enterprise customers to
translate technology and service features into
benefits for their business that help companies
serve their customers better and drive more
- Quick service restaurant app experiences,
stadiums, and smart cities are exciting
enterprise, vertical opportunities for cable
currently and in the future.
Harvard Business School Case Study – Selling to Enterprise
Edsel Bryant Ford Professor of
Harvard Business School
Executive Perspectives: The New National Landscape of Cable
SVP, Marketing and Customer Experience, Marketing
SVP, Marketing and Sales Operations
Moderator: Stewart Schley
Stewart Schley Content, LLC
Enterprise: The Next Opportunity for Cable
New Street Research
Digital Marketing Trends – Cablebusinessconnect.com
CTAM BSC Webcast Series
CTAM BSC Webcast Series: MSO SMB Best Practices
This three-part webcast series focuses on innovation and go-to-market opportunities in the SMB space. Through the sharing of MSO best practices from topics such as onboarding SMBs to direct mail strategies, this series will help optimize market share in this important business vertical.
CTAM MSO SMB Best Practices Webcast – Part 1 (Direct Mail and Onboarding)
April 18, 2018
Senior Marketing Manager,
Charter Communications (Spectrum)
Senior Manager Segment Marketing
CTAM K-12 E-Rate Webcast Training Series
This three-part webcast series is designed for business services marketing, training and sales teams focused on K12 education and eRate programs.
- Session One: Navigating Well in Education: Market Structure, Trends & Drivers of K12
- Session Two: Selling Well in Education: The Sales Cycle, Talking Points, Mapping Accounts, Follow Through K12
- Session Three: Funding, Budgets & Grants
View Earlier CTAM BSC Webcasts:
Cable’s Rising Fiber Capabilities Transform Business Communications
Hundreds of thousands of route miles and a diverse array of empowered customers
are signs of a transformation in the way U.S. businesses connect.
White Paper: Cable’s Fiber-Forward March
In CTAM’s continuing effort to elevate awareness of cable as a viable telecommunications partner with the C-Level Healthcare decision makers, Business Services healthcare leaders from Comcast, Cox, Spectrum and Time Warner Cable met in Philadelphia for the CTAM – HIMSS Analytics Healthcare Training session, hosted by John Hoyt, Executive Vice President, Organizational Services, HIMSS Analytics.
This training seminar focused on patient engagement and population health/population management, highlights of the impact of the HIMSS Informatics Nurse Survey and 26th Annual Leadership Survey, as well as new IT initiatives in healthcare, including M Health / Telehealth, and Cyber security.
CTAM-sponsored two CHIME Online CIO focus groups bringing together hospital/healthcare system CIOs for virtual discussions on their current and future telecommunications needs helping cable business services teams gain insights into their views, perceptions, and future buying decisions around the cable industry’s offerings .
- Technology challenges being faced today
- Types of high bandwidth and/or data-intensive applications being used
- Cable offerings such as network connectivity, video, voice, Wi-Fi
- New area/initiatives for the future
MSO member companies can click here
to access key take-aways from the CTAM CHIME Online CIO Focus Group.
CTAM HIMSS Healthcare Survey 2015
Measuring the impact of continued marketing efforts to the broader hospital marketplace and the impact of the campaigns to increase attention for Cable’s commercial capabilities with the healthcare C-level decision-makers.
View full study results here.
An industry initiative, led by CTAM, to emphasize cable’s capabilities for providing superior service, and crafting custom solutions that benefit U.S. businesses.