{"id":759830,"date":"2026-03-05T12:53:44","date_gmt":"2026-03-05T17:53:44","guid":{"rendered":"https:\/\/www.capgemini.com\/us-en\/?post_type=research-and-insight&#038;p=759830"},"modified":"2026-03-05T12:53:48","modified_gmt":"2026-03-05T17:53:48","slug":"b2b-in-telco-2026","status":"publish","type":"research-and-insight","link":"https:\/\/www.capgemini.com\/us-en\/insights\/research-library\/b2b-in-telco-2026\/","title":{"rendered":"The B2B pulse for telcos"},"content":{"rendered":"\n<header class=\"wp-block-cg-blocks-hero-reusable header heroReusable  \"><div class=\"header-bgs\"><picture><source srcset=\"https:\/\/www.capgemini.com\/wp-content\/uploads\/2026\/02\/CRI_B2B-pulse_-banner-2880x1800-1.jpg?w=2880&amp;quality=70 1x, https:\/\/www.capgemini.com\/wp-content\/uploads\/2026\/02\/CRI_B2B-pulse_-banner-2880x1800-1.jpg?w=2880&amp;quality=70 2x\" media=\"(min-width: 1500px)\"\/><source 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src=\"https:\/\/www.capgemini.com\/wp-content\/uploads\/2026\/02\/CRI_B2B-pulse_-banner-2880x1800-1.jpg\" class=\"header-img header-img-d\" alt=\"\" style=\"object-fit:cover;object-position:73% 71%\" loading=\"eager\"\/><\/picture><\/div><div class=\"heroPictureCardHeaderShape\"><\/div><div class=\"container\"><div class=\"row\"><div class=\"col-md-12\"><div class=\"box\"><div class=\"boxTagWrapper\"><div class=\"tagInfo\"><div><span class=\"box-tag\">Intelligent industry<\/span><\/div><\/div><div class=\"brandInfo\"><div class=\"brandLogo\"><img decoding=\"async\" loading=\"lazy\" src=\"\/wp-content\/themes\/capgemini2025\/assets\/images\/capgemini-research-institute-white.svg\" alt=\"capgemini-research-institute\" class=\"dark\"\/><img decoding=\"async\" loading=\"lazy\" src=\"\/wp-content\/themes\/capgemini2025\/assets\/images\/capgemini-research-institute.svg\" alt=\"capgemini-research-institute\" class=\"light\"\/><\/div><\/div><\/div><div class=\"box-title\"><h1 data-maxlength=\"34\">The B2B pulse for telcos<\/h1><\/div><div class=\"inner-row-insight download-btn\"><div class=\"col-md-4 downloadFiles \"><a class=\"button-download--small\" type=\"download\" href=\"https:\/\/www.capgemini.com\/wp-content\/uploads\/2026\/02\/Final-Web-Version-Report-B2B-Pulse.pdf\" target=\"_blank\" rel=\"noopener noreferrer\" title=\"opens in a new window\"><span>Download report<\/span><span class=\"type\">9 MB pdf<\/span><\/a><\/div><div class=\"col-md-4 downloadFiles \"><a class=\"button-download--small\" type=\"download\" href=\"https:\/\/www.capgemini.com\/wp-content\/uploads\/2026\/02\/Final-Infographic-B2B-Pulse.pdf\" target=\"_blank\" rel=\"noopener noreferrer\" title=\"opens in a new window\"><span>Download infographic<\/span><span class=\"type\">452 KB pdf<\/span><\/a><\/div><\/div><\/div><\/div><\/div><\/div><\/header>\n\n\n\n<section class=\"wp-block-cg-blocks-group section section--article-content\"><div class=\"article-main-content\"><div class=\"container\"><div class=\"grid-container\"><div class=\"col-12 col-md-2\"><nav class=\"article-social\"><ul class=\"social-nav\"><li class=\"ip-order-fb\"><a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https:\/\/www.capgemini.com\/?post_type=research-and-insight&amp;p=1192687\" target=\"_blank\" rel=\"noopener noreferrer\" title=\"opens in a new window\"><i aria-hidden=\"true\" class=\"icon-fb\"><\/i><span class=\"sr-only\">Facebook<\/span><\/a><\/li><li class=\"ip-order-li\"><a href=\"https:\/\/www.linkedin.com\/shareArticle?url=https:\/\/www.capgemini.com\/?post_type=research-and-insight&amp;p=1192687\" target=\"_blank\" rel=\"noopener noreferrer\" title=\"opens in a new window\"><i aria-hidden=\"true\" class=\"icon-li\"><\/i><span class=\"sr-only\">Linkedin<\/span><\/a><\/li><\/ul><\/nav><\/div><div><div class=\"article-text article-quote-text\">\n<h2 class=\"wp-block-heading\" id=\"h-six-strategic-imperatives-to-win-in-connectivity-and-beyond-edition-2\">Six strategic imperatives to win in connectivity and beyond edition 2<\/h2>\n\n\n\n<p>The second edition of the Capgemini Research Institute\u2019s annual <em>B2B pulse <\/em>for the telecom industry examines the evolving needs, challenges, and experiences of business customers across 13 countries and sectors. Based on insights from 1,100 organizations and more than 15 executive interviews, the report highlights the experience gaps B2B customers face today, and identifies six priority areas where telecom providers must evolve to strengthen service delivery and unlock business value. Key findings include:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Telcos must evolve into growth partners.<\/strong> Customers want telcos to drive outcomes, not just connectivity: 74% expect accountability for business results, but only 39% say their provider contributes to top-line growth. Demand for tailored, industry-aware solutions is rising, with 65% willing to pay a premium for them.<\/li>\n\n\n\n<li><strong>Organizations expect telcos to orchestrate ecosystems. <\/strong>Enterprises want telcos to coordinate across IT, software, SIs, OEMs, and hyperscalers. While 65% expect telcos to orchestrate full ecosystems, only 35% see this happening today.<\/li>\n\n\n\n<li><strong>Network innovation is now essential.<\/strong> Intelligent, on-demand networks are becoming a priority: 61% see NTNs as essential, 55% are exploring NTN solutions, and 53% are adopting advanced network services such as SD-WAN, private 5G, NaaS, APIs, and slicing.<\/li>\n\n\n\n<li><strong>AI enablement is a defining expectation.<\/strong> AI has moved from pilots to platform decisions. Within two years, 84% plan to invest in AI\/ML and 76% in AI\/Gen AI platforms \u2013 yet 72% say telcos lag hyperscalers in AI and cloud capabilities.<\/li>\n\n\n\n<li><strong>Trust, sovereignty, and cybersecurity influence provider choice.<\/strong> Trust is influencing vendor selection: 86% consider a telco\u2019s country of origin, and 67% see sovereignty as the key reason to prefer telcos over hyperscalers. But satisfaction with AI-driven cybersecurity remains limited at 51%.<\/li>\n\n\n\n<li><strong>B2B customers want seamless, digital-first experiences. <\/strong>Experience gaps persist: while 64% say seamless CX is essential and 58% will pay a premium for it, 65% find the buying process too complex \u2013 especially billing \u2013 highlighting significant opportunity for improvement.<\/li>\n<\/ul>\n\n\n\n<p><em>B2B pulse \u2013 Edition 2 <\/em>is essential for executives shaping the future of B2B telecom strategy, including enterprise and B2B sales leaders, product and portfolio owners, network and infrastructure executives, and leaders driving customer experience, managed services, AI, and cybersecurity. The report provides guidance on how telcos can deliver differentiated, value-driven, AI-enabled solutions. To accelerate growth and meet customer expectations, telcos must:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Prioritize high-value plays aligned to customer needs and core strengths<\/li>\n\n\n\n<li>Co-create with partners to orchestrate full ecosystems<\/li>\n\n\n\n<li>Strengthen trust with sovereign, secure digital solutions<\/li>\n\n\n\n<li>Embed AI across operations and customers journeys<\/li>\n\n\n\n<li>Build future-ready talent and culture with solution-oriented skills.<\/li>\n<\/ul>\n\n\n\n<p>To discover how telcos can redefine their role from connectivity providers to strategic, trusted, AI-enabled partners for enterprise growth, <a href=\"https:\/\/www.capgemini.com\/wp-content\/uploads\/2026\/02\/Final-Web-Version-Report-B2B-Pulse.pdf\" target=\"_blank\" rel=\"noreferrer noopener\">download the full report today<\/a>.<a id=\"_msocom_1\"><\/a><\/p>\n<\/div><\/div><\/div><\/div><\/div><\/section>\n\n\n\n\t\t<section\n\t\t\tclass=\"section section--lifeatcap-learning section--event-slider-careerInvent \">\n\n\t\t\t<div class=\"container\">\n\t\t\t\t<div class='career-invent-header'>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"row\">\n\t\t\t\t\t\t\t<div class=\"description col-12 col-md-8\">\n\t\t\t\t\t\t\t\t<p>If you\u2019re attending MWC 2026, we invite you to join a roundtable discussion at the Capgemini booth (2K21)\u00a0on March 2, from 2:00\u20133:00 PM CET, titled: What the B2B Pulse Reveals: Trends You Can\u2019t Ignore. 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Over the course of his career he has developed a proven track record of driving transformation, delivering innovative business solutions, increasing revenues, and creating value for clients and partners.<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\n\n\t\t<div class=\"slide\">\n\t\t\t<div class=\"box\">\n\t\t\t\t<div class=\"row\">\n\t\t\t\t\t<div class=\"col-md-6 col-lg-4 box-img-wrapper\">\n\t\t\t\t\t\t<img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/www.capgemini.com\/us-en\/wp-content\/uploads\/sites\/30\/2021\/05\/Frederic-Vander-Sande.png\" alt=\"Frederic Vander Sande\"\/>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"col-md-6 col-lg-8 box-inner\">\n\t\t\t\t\t\t<div class=\"row title-social-media-header\">\n\t\t\t\t\t\t\t<div class=\"col-md-12 col-lg-6 mbl-social-icon\">\n\t\t\t\t\t\t\t\t<ul class=\"social-nav\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li><a aria-label=\"Linkedin\" target=\"_blank\" title=\"Opens in a new window\" href=\"https:\/\/www.linkedin.com\/in\/fvandersande\/\"><i aria-hidden=\"true\" class=\"icon-li\"><\/i><\/a><\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"col-md-12 col-lg-6 box-container\">\n\t\t\t\t\t\t\t\t<div class=\"box-title\">\n\t\t\t\t\t\t\t\t\t<h3 class=\"people-profile-title\">Frederic Vander Sande<\/h3>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span>Global Telecom Industry Lead, Capgemini Invent<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"col-md-12 col-lg-6 social-box-container dkt-social-icon\">\n\t\t\t\t\t\t\t\t<ul class=\"social-nav\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li><a aria-label=\"Linkedin\" target=\"_blank\" title=\"Opens in a new window\" href=\"https:\/\/www.linkedin.com\/in\/fvandersande\/\"><i aria-hidden=\"true\" class=\"icon-li\"><\/i><\/a><\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"people-info\">Fr\u00e9d\u00e9ric is Global Telecoms Industry Lead Telecoms at Capgemini Invent, the digital innovation and transformation unit of the Capgemini Group. He brings over 25 years of experience in executive management, developing and growing a cohesive team of industry leaders globally and bringing the personal experience of designing and personally directing many clients\u2019 strategic engagements. Frederic has a global and creative mindset and is passionate about making a positive societal impact!<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\n\n\t\t<div class=\"slide\">\n\t\t\t<div class=\"box\">\n\t\t\t\t<div class=\"row\">\n\t\t\t\t\t<div class=\"col-md-6 col-lg-4 box-img-wrapper\">\n\t\t\t\t\t\t<img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/www.capgemini.com\/us-en\/wp-content\/uploads\/sites\/30\/2025\/03\/Lesouef-Aurelie_3Q_HD_New2.jpg\" alt=\"Aur\u00e9lie Lesouef\"\/>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"col-md-6 col-lg-8 box-inner\">\n\t\t\t\t\t\t<div class=\"row title-social-media-header\">\n\t\t\t\t\t\t\t<div class=\"col-md-12 col-lg-6 mbl-social-icon\">\n\t\t\t\t\t\t\t\t<ul class=\"social-nav\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li><a aria-label=\"Linkedin\" target=\"_blank\" title=\"Opens in a new window\" href=\"https:\/\/www.linkedin.com\/in\/aurelielesouef\/\"><i aria-hidden=\"true\" class=\"icon-li\"><\/i><\/a><\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"col-md-12 col-lg-6 box-container\">\n\t\t\t\t\t\t\t\t<div class=\"box-title\">\n\t\t\t\t\t\t\t\t\t<h3 class=\"people-profile-title\">Aur\u00e9lie Lesouef<\/h3>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span>Digital Telco Expert, Capgemini Invent<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"col-md-12 col-lg-6 social-box-container dkt-social-icon\">\n\t\t\t\t\t\t\t\t<ul class=\"social-nav\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<li><a aria-label=\"Linkedin\" target=\"_blank\" title=\"Opens in a new window\" href=\"https:\/\/www.linkedin.com\/in\/aurelielesouef\/\"><i aria-hidden=\"true\" class=\"icon-li\"><\/i><\/a><\/li>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"people-info\">\u201cTelcos today need to catch up as customers are more and more demanding, seeking flexibility, transparency, simplicity. They want to be in the driving seat and be able to start, pause, change whenever they feel like it.\u201d <\/div>\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\n\n\t\t<div class=\"slide\">\n\t\t\t<div class=\"box\">\n\t\t\t\t<div class=\"row\">\n\t\t\t\t\t<div class=\"col-md-6 col-lg-4 box-img-wrapper\">\n\t\t\t\t\t\t<img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/www.capgemini.com\/us-en\/wp-content\/uploads\/sites\/30\/2025\/07\/Anne-Flore-Agard.jpg\" alt=\"Anne-Flore Agard\"\/>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div class=\"col-md-6 col-lg-8 box-inner\">\n\t\t\t\t\t\t<div class=\"row title-social-media-header\">\n\t\t\t\t\t\t\t<div class=\"col-md-12 col-lg-6 mbl-social-icon\">\n\t\t\t\t\t\t\t\t<ul class=\"social-nav\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"col-md-12 col-lg-6 box-container\">\n\t\t\t\t\t\t\t\t<div class=\"box-title\">\n\t\t\t\t\t\t\t\t\t<h3 class=\"people-profile-title\">Anne-Flore Agard<\/h3>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span>Global Head of Telecom Industry, Capgemini Engineering<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"col-md-12 col-lg-6 social-box-container dkt-social-icon\">\n\t\t\t\t\t\t\t\t<ul class=\"social-nav\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"people-info\">Anne-Flore Agard is Vice President at Capgemini Engineering, heading the global Telecom industry. As a seasoned executive with a track record in IT, Telecom, and Digital Transformation, she brings extensive experience in delivering value to customers throughout their transformation journeys. Anne-Flore strongly believes that close collaboration within the sector&#8217;s complex ecosystem is key to defining and driving its future.<\/div>\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div><\/div><\/div><div class=\"slider-nav\"><button class=\"slider-prev inactive\" aria-label=\"Slider-previous\" tabindex=\"-1\"><\/button><ul class=\"slider-paginator\"><\/ul><button class=\"slider-next\" aria-label=\"Slider-next\"><\/button><\/div><\/div><\/section>\n\n\n\n<p><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Six strategic imperatives to win in connectivity and beyond edition 2<\/p>\n","protected":false},"author":33,"featured_media":759831,"template":"","meta":{"cg_dt_proposed_to":[],"cg_seo_hreflang_relations":"[]","cg_seo_canonical_relation":"","cg_seo_hreflang_x_default_relation":"","cg_dt_approved_content":true,"cg_dt_mandatory_content":false,"cg_dt_notes":"","cg_dg_source_changed":true,"cg_dt_link_disabled":false,"footnotes":"","related_resource_url":"","related_resource_id":0,"related_resource_size":"","related_resource_type":"","cg_author":0,"_yoast_wpseo_primary_theme":71,"primary_term":"Intelligent 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