New Study–Available for purchase now:
Selling Mobile Phone Service to Small Businesses.
“What can American Service Providers Learn from Europeans about Selling Wireless to the Small Business Segment?”

In contrast to the US‚ European small businesses have historically wielded significant economic power employing 70% of European workers. Accordingly‚ European telecom and wireless providers make small business a top priority.

As a result‚ historically while wireless carriers in the US have focused their energies and investments building high-performing sales forces to reach corporate customers‚ European carriers have emphasized and developed highly effective mass marketing strategies as the only economically feasible manner of reaching small business.

North American carriers and providers will gain significant learnings from Europe as they struggle to win the huge potential subscriber base of small businesses who currently remain uncommitted to an American cellphone brand.

Research Method: A quantitative analysis based on small business surveys‚ as well as a qualitative analysis based on focus groups and industry executive/expert insight.

Countries included: U.K.‚ Italy‚ Spain‚ The Netherlands. Specific and actionable insight will be provided on activities that can be replicated in North America.

Sectors: Special focus will be given to the Construction‚ Professional Services‚ Healthcare and Retail sectors.

Mobile Business Applications: International, Email, SMS, GPS, Track/Dispatch, CRM, SFA, Time tracking, Payroll, Push to Talk, Mobile Banking

The report will focus on key differences between the European and North American markets specifically with respect to 1) the cellular approach to marketing to small business‚ and 2) the small business views‚ uses and selection criteria. Areas covered include: Pricing/Programs‚ Contracts/Pre-Pay‚ Purchase Criteria‚ Impact of Advertising‚ Distribution/Online/Retail‚ Payment‚ International Service‚ Loyalty/Switching‚ and sector specific usage of mobile applications.

Study Results/Report Delivered: Q1 2009
Single User/Departmental Price (Not for corporate distribution): $14‚900
Corporate Distribution Price: $29‚900

For Additional Information contact Lynn Castlevetro at (39) 331 385 8177 or lynn.castlevetro@glasshouseitalia.com.

Those purchasing prior to Dec 31‚ 2008 have the potential for input into survey/focus group content.

GlassHouse Global LLC/GlassHouse Italia is a worldwide corporate consultancy‚ helping mid-sized and large corporations to develop a clear strategic vision and to evolve their organizational and go-to-market plans to reach the small business segment. GlassHouse also initiates research studies in key strategic problem areas that are hindrances to success either for small businesses themselves‚ or for large corporations selling to small business.