This update examines the go-to-market strategy of Germany's second-largest business telecoms services provider, Arcor, with regard to its small and medium business (SMB) customers. It provides an overview of the provider's strategy and some key facts and figures about the business, and comments on its recent financial performance. It also summarizes Arcor's SMB product portfolio and its approach to sales and marketing and customer management, and provides IDC's opinion on the provider's recent and likely future performance in the German SMB market.