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Introduction

Globalization has created a new category of small and medium enterprises operating internationally. Their ICT needs are comparable with those of much larger companies, and their spending plans imply significant growth. This report aims to characterize this category, identify its needs in terms of products and intangible values, and evaluate how CSPs are addressing them.

Highlights

  • So-called Mode 5 trade – services embedded in manufactured products – is a key source of growth for the highest-value export-oriented SMEs. This is likely to be embodied in IoT and cloud services, creating an important opportunity for CSPs.
  • The focus for the creation of new trading relationships will be South-South and driven by new adopters of e-commerce. They will need new digital tools, connectivity, but, maybe most of all, support for business issues like logistics and customs.
  • However, local bases for global multinationals are likely to be price-driven "bulk buyers" of commodity services.

Features and Benefits

  • Identifies the opportunities for CSPs among mini-multinationals.
  • Evaluates different customer personas and motivations among the mini-multinationals.
  • Analyzes the opportunities for a return to growth in international trade.

Key questions answered

  • Who are the mini-multis?
  • What's happening to globalization?
  • How can these companies grow in the light of a slowdown in trade growth?
  • What can CSPs sell them, and how can they do it?

Table of contents

Summary

  • In brief
  • Ovum view
  • Recommendations

Market status

  • Spain: Home of very small multinationals
  • Three kinds of globalized SMEs

Market dynamics

  • The trend to global supply chains reverses

Market outlook

  • Seeking solace in services
  • Developing the local basecamp
  • The wild card: Global virtual traders

Appendix

  • Methodology
  • Further reading
  • Author

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