Contents

1. Understand the Telecom Ecosystem................................................................2

2. Know Your Technology Offering.......................................................................2
3. Build the Right Messaging...............................................................................3
4. Know Your Buyer Personas.............................................................................. 3
5. Get Comfortable with the Sales Process..........................................................3
6. Leverage Industry Trends................................................................................ 3
7. Network and Partner........................................................................................ 4
8. What Is Telecom?............................................................................................. 4
9. Core Components of a Telecom Network.........................................................4
1. Access Network........................................................................................... 4
2. Transport/Backhaul Network........................................................................4
3. Core Network............................................................................................... 4
4. OSS & BSS (Big Deal in Tech Services)........................................................5
10. 📶 Wireless Evolution: From 1G to 5G (and 6G Coming)................................5
11. 🏢 Types of Telecom Companies....................................................................5
12. 💰 What Do Telecom Companies Spend On?.................................................6
13. 📈 Current Trends to Know............................................................................6
14. 🧰 Jargon You’ll Hear (and Should Know).......................................................6
15. 📌 Why AI in Telecom?................................................................................... 7
16. 🧠 Key Use Cases of AI in Telecom................................................................7
1. Network Optimization & Automation..............................................................7
2. Fraud Detection.............................................................................................. 7
3. Customer Experience & Virtual Assistants......................................................7
4. Churn Prediction & Customer Insights............................................................8
5. Network Planning & Rollout............................................................................8
6. AI in OSS/BSS Systems................................................................................... 8
17. 🌐 Emerging Trends in AI + Telecom.............................................................8
18. 💰 Business Value of AI in Telecom................................................................8
 1. Understand the Telecom Ecosystem
Before selling, you need to understand who you're selling to and what problems
they face.
🎯 Key Players
 Tier 1 Carriers (e.g., AT&T, Verizon, T-Mobile)
 Tier 2 & 3 Carriers (regional providers)
 MVNOs (e.g., Consumer Cellular, Google Fi)
 Infrastructure Providers (e.g., Crown Castle, Ericsson, Nokia)
 Cable Operators (e.g., Comcast, Charter)
🧠 Get Familiar With:
 5G/6G Networks
 Edge Computing & Cloud Integration
 Network Virtualization (SDN/NFV)
 OSS/BSS Systems
 IoT and M2M Communications
 AI/ML in network operations

2. Know Your Technology Offering

You should be crystal clear on what services/products you’re offering.
Examples:
 Network consulting or optimization
 Telecom application development
 OSS/BSS modernization
 5G integration services
 Managed services or NOC/SOC support
 Cloud migration for telecom workloads
 Data analytics or AI-driven tools
Understand what problems they solve, what makes them unique, and how
they align with telecom needs.
 3. What Is Telecom?
Telecommunications (Telecom) is the industry that enables communication
over distance—voice, data, and video—through wired and wireless networks.
Think: phone calls, mobile data, internet, texting, video conferencing, etc.

4. Core Components of a Telecom

Network
1. Access Network
 Connects end-users (you, me, businesses) to the telecom provider.
 Can be:
o Wired: Fiber, copper, coaxial cable

o Wireless: 4G, 5G, Wi-Fi, satellite

2. Transport/Backhaul Network
 Moves data between access networks and the core network.
 High-speed, high-capacity connections (fiber optic, microwave links).

3. Core Network
 The “brain” of the telecom network.
 Routes traffic, manages sessions, connects to the internet or other
networks.
 Includes:
o Call control

o Data routing

o Policy management

o Authentication and security

4. OSS & BSS (Big Deal in Tech Services)

OSS – Operations Support Systems
 Tools that manage network operations: provisioning, monitoring, fault
resolution.
BSS – Business Support Systems
 Tools for customer-facing processes: billing, customer care, order
management.
🧠 Think of OSS as “how the network runs” and BSS as “how the
business runs.”

5. 📶 Wireless Evolution: From 1G to 5G

(and 6G Coming)
Generati
Main Feature Speed
on

1G Analog voice Low

2G Digital voice & SMS 64 kbps

Internet browsing,
3G ~1 Mbps
apps

HD video, mobile ~100

4G LTE
internet Mbps

1–10
5G Ultra-fast, low-latency
Gbps

5G adds more than speed: edge computing, IoT support, network slicing.

6. 🏢 Types of Telecom Companies

1. Mobile Network Operators (MNOs)
Own and run full mobile networks (e.g., Verizon, AT&T, T-Mobile)
2. Mobile Virtual Network Operators (MVNOs)
Lease network access from MNOs (e.g., Boost Mobile, Mint)
3. ISPs (Internet Service Providers)
Offer internet via fiber, DSL, cable (e.g., Comcast, Spectrum)
4. Infrastructure Providers
Provide cell towers, fiber, switching centers (e.g., Crown Castle)
5. OEMs (Vendors)
Make the equipment or software (e.g., Cisco, Ericsson, Nokia)
 7. 💰 What Do Telecom Companies
Spend On?
 Network expansion (5G, fiber)
 Digital transformation (cloud, AI, DevOps)
 Customer experience tools (apps, self-service, chatbots)
 Managed services and outsourcing
 Security and compliance

8. 📈 Current Trends to Know

 Massive 5G rollouts (esp. private 5G for enterprises)
 Fiber-to-the-home expansion
 Telcos moving to cloud-native architecture
 AI/ML in network automation and analytics
 Open RAN (open, disaggregated radio access networks)

9. 🧰 Jargon You’ll Hear (and Should

Know)
Term Meaning

Latency Time delay in data transfer

Bandwidt
Max data transfer rate
h

Spectrum Radio frequencies used for wireless comms

VoLTE Voice over LTE (voice via 4G)

RAN Radio Access Network

SLA Service Level Agreement

ARPU Average Revenue Per User

NOC Network Operations Center

SD-WAN Software-defined wide-area networking

NFV/SDN Virtualized network functions / Software-defined

Term Meaning

networking

10. 📌 Why AI in Telecom?

Telecom companies deal with huge volumes of data, real-time operations, and
customer service demands. AI helps them:
 Automate tasks
 Optimize networks
 Predict problems
 Improve customer experience
 Reduce operational costs

11. 🧠 Key Use Cases of AI in Telecom

1. Network Optimization & Automation
 Predictive maintenance: detect issues before they cause downtime
 Dynamic bandwidth allocation
 Self-healing networks
🧩 Techs used: Machine learning, anomaly detection, reinforcement learning

2. Fraud Detection
 Identify suspicious calling patterns or SIM box fraud in real time
 Reduce revenue leakage
📉 Impact: Saves millions annually in fraud losses

3. Customer Experience & Virtual Assistants

 AI chatbots for 24/7 support
 Sentiment analysis on calls or feedback
 Personalized product recommendations
💬 Think: “How can we cut contact center cost but keep quality high?”
4. Churn Prediction & Customer Insights
 Predict which customers might leave (churn)
 Recommend retention offers
 Segment customers intelligently
🎯 Impact: Higher retention = more revenue

5. Network Planning & Rollout

 Use AI to analyze demand hotspots
 Prioritize 5G tower placements
 Optimize field workforce and logistics
📍 Smarter, faster rollouts with less guesswork

6. AI in OSS/BSS Systems
 Automate order fulfillment, billing, provisioning
 Reduce manual ticket handling with NLP
🛠️AI-enhanced back office = faster service delivery

12. 🌐 Emerging Trends in AI + Telecom

 AI at the edge: processing data near devices for low-latency use cases
(e.g., autonomous vehicles, AR/VR)
 Open RAN + AI: more intelligent, vendor-neutral network components
 GenAI in customer engagement: smarter, conversational support

13. 💰 Business Value of AI in Telecom

 💵 Cost savings (fewer outages, less manual work)
 📈 Revenue growth (better upsells, less churn)
 ⚙️Operational efficiency
 🚀 Faster innovation