Stakeholders in the information and communications technology (ICT) ecosystems have rallied the mobile virtual network operators (MVNOs) on product differentiation and commencement of operations.
The stakeholders appealed yesterday in Lagos at the MVNO Nigeria 2025 conference, themed: ‘Unlocking Growth, Competition and Connectivity’, organised by Hyerscalers.
With 43 operators already licensed by the Nigerian Communications Commission (NCC) as far back as 2023, the players were expected to have started business in the country. But different challenges, including agreement with mobile network operators (MNOs), market niche and regulations, have delayed takeoff.
In his keynote address, the President of the Association of Telecom Companies of Nigeria (ATCON), Tony Izuagbe Emoekepere, said the introduction of MVNOs in the Nigerian market is both strategic and timely, saying that virtual network operators, if properly structured, can be accelerators of inclusion, drivers of innovation and agents of competition in ways “We have not yet fully unlocked”.
He noted that around the world, MVNOs have proven their ability to create value where traditional MNOs either cannot or will not go, especially through niche marketing, service bundling and agile operations.
“In Nigeria, MVNOs can deliver customised offerings in local languages, ad-supported data access, fintech-integrated plans and hyperlocal content and services,” he stated.
Stressing collaboration, Emoekepere said it is not the time for silos, saying MVNOs cannot succeed without collaborations with MNOs, they cannot grow without new business models and broader reach, infrastructure players need more tenants, fintechs need new customer channels and regulators need evidence of impact.
Looking ahead, the ATCON boss, who harped on differentiation, said MVNOs must be clear-eyed about their models, focus on niche markets, execute well and deliver a superior customer experience.
On his part, Chief Executive Officer, DigiPractice, Dr Ayobami Oladejo, stressed the importance of strategic alignment, especially with MNOs.
Speaking on ‘Critical Strategic Choices for the Success of the MVNO Model in Nigeria,’ Oladejo noted that Africa is doing well in MVNO, especially in South Africa.
According to him, MVNOs must move fast and focus, partner with organisations with numbers, and understand market nuances. He said they must understand the lean, mean machine model, understand market nuances, commercials (making their offerings simple), understand switching behaviours and choose their stack carefully.
The Chief Executive Officer of Mobilise Global UK, Hamish White, said Nigeria is ready for a new wave of digital innovation, saying the market is primed for MVNOs that offer bundled services across telecom, fintech, content, and smart tech.
White, who said extensive research confirmed that Nigeria’s telecom space is highly competitive, noted, however, that global MVNO trends showed that success begins in exactly these environments where differentiation is key.
Saying the Nigerian market strength lies in a large and young population, high demand for affordable mobile services and MVNO licensing, the Mobilise Global Chief Executive Officer said weaknesses include low ARPU compared to developed markets, infrastructure challenges in rural areas, among others.
According to him, opportunities include growing smartphone adoption, expansion into rural connectivity and digital financial services integration.
In terms of threats, he sounded that there will be high competition among MVNOs, economic instability will impact consumer spending and regulatory uncertainties.
