AT&T’s wholesale group focuses on its traditional carrier-to-carrier business because that generates the bulk of its wholesale revenues. A relatively small sales team pursues and nurtures opportunities created by emerging wholesale intermediaries represented by Web 2.0 and other enterprises that use the telecoms infrastructure for product development, sales, and customer support. Ovum believes this nascent customer group represents the driving force for future wholesale revenue growth. AT&T must foster the organizational and strategic flexibility to shift its focus as these intermediaries grow.
