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Wholesale in emerging markets

February 2010 | 17 pages | ID: WE4E6D3DF80EN

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Emerging markets are considered attractive for telecoms investment. However, their wholesale markets are still in their early stages of evolution as carriers mainly offer traditional wholesale voice and capacity services. There are many new wholesale opportunities still to be explored as emerging markets open to competition and demand grows.
Executive summary
In a nutshell
Ovum view
Recommendations for players
Expand wholesale services portfolios: value-added services and bundles are attractive to customers
Adopt a proactive sales approach
Treat internal and external wholesale customers equally, even if this is not yet a regulatory requirement
Anticipate regulatory and non-regulatory barriers
Adopt effective customer relationship management tools
Key messages
Wholesalers offer a limited portfolio of wholesale services
Clear wholesale strategies are in place
Wholesalers have separate and proactive wholesale business units
Unique challenges lie ahead
Survey methodology
About our survey
Wholesale services
Currently offered services
Other services currently being offered
Fast- and slow-growing services
Future services
Coverage expansion plans
Strategy and organisation
Customer focus
Customer segmentation
Wholesale structure
Barriers and challenges
Regulatory barriers
Non-regulatory barriers


Table 1: Current and planned wholesale services in emerging markets
Table 2: Fast-growing wholesale services per emerging market region
Table 3: Types of customer segmentation by wholesaler
Table 4: Key challenges faced by carriers operating in emerging markets


Figure 1: Operators interviewed by type of company
Figure 2: Wholesale service coverage per operator

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