In order to support small medium-sized companies in digitization, Deutsche Telekom has established a new area for SMEs. In addition, the Partner Program Mittelstand (PPM) will be expanded. The group wants to make start-ups more competitive with IT and digitalization offerings.
Digitization and small and medium-sized enterprises (SMEs) are often at loggerheads. But even SMEs can benefit from digitization. In order to be able to approach small and medium-sized companies even more strongly, T-Systems set up a new business unit at the beginning of the year. The area Sales VSE, Partner Management and Sales Support should primarily act as a partner in this customer segment.
“Digitalization can help companies position themselves more successfully in the market, sell more, invest less, provide more service, and work better together,” said Thomas Spreitzer, head of the new VSE division. Telekom sees itself not only as a pure infrastructure provider, but is increasingly perceived as a helper and supporter in all digitization issues, whether migration service, infrastructure from the cloud or industry-specific VSE solution. “We have been offering these services to small and medium-sized companies for some time, have gained a lot of experience and are now really putting their foot down.” T-Systems started the new division at the beginning of the year.
Some examples: In the catering sector, new sales potential can be achieved through hotspots. 75 percent of visitors to cafés say that free Wi-Fi is the most important criterion for them in addition to the beverage itself, and about half say they spend more money because of the longer length of stay. The Plug & Play hotspot aims for exactly that. He installs himself at the customer, is legally compliant and generates more revenue, according to Telekom. From the 21st Cappuccino a month he has already amortized, promises T-Systems.
The same applies to mobile work, where a Microsoft Surface with MS Office with mobile phone tariff is preinstalled so that the customer can work directly with it.
In the future, Telekom intends to increasingly bring this kind of simple “digitization packages” together with partners to the market – software and hardware partners as well as sales partners and dealers. For this purpose, the Partner Program for Small and Medium-sized Enterprises (PPM) will be further developed and will thus always offer partners new incentives for joint cooperation.
Another key concern of the new area is to tie start-ups with attractive IT and digitization bundles and make them more competitive. In the same way, business customers should benefit from innovative startup solutions – hosted by Telekom – that solve very specific problems in their companies.
For companies that do not yet participate in the PPM, Telekom offers the cooperation model “Registered Partners” and thus wants to create an entry gate into the telecom world: “Registered Partners” receive information about the strategic orientation of Telekom, about innovative products and technology trends. The company provides contact persons for specific projects and offers support for joint projects.
“In the future, we will be offering our classic telecommunications marketers growth with us in the direction of IT, thereby supporting them significantly in building or expanding their own IT skills,” says Roland Angst, Head of Partner Management Business Customers. “This will provide us with further growth opportunities for our partners.” After more than six years as head of partner management for business customers, Roland Angst will in future increasingly focus on the SME strategy and the associated strategic cooperation.
Deutsche Telekom will be presenting its products and services live at CeBIT from 14 to 18 March at its stand in Hall 4, Stand C38.