Telcos are increasing investment in B2B in 2026. Success will be found by those who can maximize their customers’ lifetime value through rational product portfolios and exceptional customer experience.
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2026 Trends to Watch: Telco B2B Strategies
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The Analyst Team
Camille Mendler
Follow AnalystResearch Director, Telco B2B
Camille Mendler has more than 25 years' multi-disciplinary experience in the digital economy and a global remit to anticipate key shifts in B2B demand patterns with a current focus on how 5G is disrupting enterprise ecosystems.
Her consultancy projects solve go-to-market challenges: identifying buyer segments, creating effective value propositions, and determining sales channel mix. Areas of expertise include managed and professional services, cloud and SaaS, and private networks.
During her tenure at Omdia, Camille has launched SoHo and SME and Enterprise Verticals intelligence services. She serves as a judge for the GSMA’s GLOMO Awards and TM Forum’s Excellence Awards.
Camille has advised organizations including the International Telecommunications Union, Open Society Foundations and World Bank. She has also worked as a telecom contract negotiator, expert witness in dark fiber matters, and technology journalist.
Camille won a research fellowship in Russian Area Studies from Georgetown University and holds a bachelor’s degree in journalism and Russian from Northwestern University.
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Cindy Whelan
Follow AnalystPractice Leader, Telco B2B Strategies
Cindy Whelan - Practice Leader, Telco B2B Strategies
Cindy Whelan is Practice Leader for Omdia’s Telco B2B Strategies Solutions Intelligence Service. In this role, she focuses on enterprise and wholesale services and provides analysis to help service providers understand B2B market trends and how to respond to them. Cindy also covers telco network services, including Network-as-a-Service (NaaS), SD-WAN/SASE, virtualized network services, and carrier wholesale solutions.
Cindy has more than 30 years of experience in the telecoms industry, working for communications solutions vendors and analyst firms. Cindy has a Bachelor of Business Administration degree with a focus in Management from James Madison University in Harrisonburg, VA.
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