B2B2X商业模式：理解合作伙伴平台.pptxVIP

B2B2Xbusinessmodels:

Makingsenseof

partnerplatforms

September2025

3Thebigpicture

7Keyreportfindings

8Section1:Addingvaluebeyondconnectivity

14Section2:AddressingthecomplexityofB2B2Xmodels

20Section3:CSPgrowthinB2B2Xservices

24Furtherreading

25Additionalsponsorfeature:Profitablequote-to-cashwithoutthechaos:HowCSPscanSolveB2B2Xcomplexityforpartnershipsuccess

28Additionalresources

Contents

Thebigpicture

3

B2Bsegmentsofferingthebestopportunityforrevenues

巴Smalland

Multinationals

9%

Government/publicsector26%

Large

enterprises

31%

Inlookingthroughthefinancialreportsoftelcosthathaveadigital

marketplace,thetermB2B2X(meaning,business-to-businesstoany

typeofendcustomer)islargelyabsent.It’snotarevenuecategory,

growthtarget,addressablemarketorpartofearningsannouncements.Yetbecausemanytelcoshavewitnessedsomegrowthin“newrevenue”categories–includingsecurity,ICTservicesandsystemsintegration–interestinB2B2Xbusinessmodelshasincreased.

TelcosinterestedinB2B2Xbusinessmodels–

whereaprimarybusinesscollaborateswith(an)

otherbusiness(es)todeliverproductsorservices

toendusers–seeopportunitiestogrowrevenueby

integratingtheircoreconnectivitywithadjacentdigitalservices,likenetworksecurity,identitymanagement

andcloud-basedbusinessapplications(think

MicrosoftOfficeorSalesforce).AutomatingaB2B2Xmarketplacehasemergedasonepotentiallylucrative,thoughcomplex,approachtocreate,scaleand

monetizenewownedandpartner-basedofferings.

In2024TMForumsurveyed172peoplefrom

90telecomsorganizations(90%werefrom

communicationsserviceproviders)forourBenchmarkreport,Telcorevenuegrowth:IsB2Babeaconoflight?Thesurveyfoundthat59%ofrespondentsrateda

marketplacefordigitalgoodsandservices–suchasaB2B2Xmarketplace–a