The client is a leading fixed and mobile operator in Benelux. The main mobile network operator (MNO) challenger in the market, a competitor of our client, has clearly outperformed the rest of players due to its aggressive MVNO strategy, reaching more than 70% ownership of the MVNO market (20% of the total market). The client was a late comer into wholesale business for the MVNO market and it is positioned in the market with only three partner brands that are not performing according to expectations. The client gets in contact with Valoris to review the situation and lead the changes.

Valoris role

Valoris supported the client through:

Support in the understanding of the market conditions and competitive analysis in the MVNO market.
Review and optimization of the partnership strategy and strategic priorities for the client's MVNO and branded-resellers operations.
Support in negotiations with new MVNO partners.
Re-launch of branded-reseller partners: assessment of partner brands, analysis of main components of marketing approach, implementation of collaborative workshops, re-definition of the value proposition to focus on partner's strengths and client's non-core segments and development & implementation of operational launch plan.


Commercial re-launch of main branded-reseller partnerships.
Successful negotiation with main market retailer to launch an MVNO.
In just 6 months, the client has achieved an MVNO subscriber growth of 250%, which represent more than 40% of the client's gross adds in the last year.

For more information about Valoris and its Telecom practice, please contact us.

MVNO Project Examples

Improving MVNO business performance of an MNO