Historically, MVNOs have targeted the consumer market almost exclusively. They have been successful with this audience because of their innovative pricing structures and their nimble and dynamic approach that traditional operators find hard to match. However, MVNOs that continue to target consumers exclusively will see their profit margins start to decrease.
The characteristics that make MVNOs successful with consumers could be more profitably focused on the B2B market. In particular, the ability to personalise the offer and potentially run discreet, bespoke services to meet individual customer requirements would be very well suited to the developing B2B services market. Most importantly, the enterprise offer can be about the value of the premium service being delivered, rather than simply being about the cheapest connectivity. This results in much higher ARPUs.
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