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Summary
In this episode of the Mobilise podcast, host Hamish White welcomes telecom veteran Ian Ginn, founder and Director of IFG Consulting Europe and host of Digitel Talk. With over 25 years of experience in telecom and enterprise software, Ian shares his insights into the MVNO space, innovation in the industry, and how operators can stay competitive in a rapidly evolving market.
Setting the Scene: The State of MVNOs Today
MVNOs have reached a saturation point in many markets, leading to intensifying competition and squeezed margins. Traditional growth levers are under pressure. MVNOs, Ian notes, are often more agile than traditional telcos, giving them an advantage when it comes to innovation. Their size and structure allow them to pivot quickly, embrace new technologies, and respond more effectively to shifting market demands.
Key Trends Shaping the Future of MVNOs
The conversation explores the increasing significance of digital platforms and the influence of eSIM. Ian highlights a noticeable acceleration in innovation, particularly around eSIM, that reminds him of the disruptive impact of the original iPhone. Digital capabilities are becoming a key differentiator for MVNOs seeking to provide streamlined onboarding and self-service.
We see some kind of acceleration and innovation, particularly around eSIM that I haven't seen probably since the iPhone.
Ian Ginn, Founder and Director of IFG Consulting
Strategies to Stay Ahead in the Evolving MVNO Market
To remain competitive in this changing landscape, MVNOs must develop and execute strong digital transformation strategies. Embracing white-label and plug-and-play technology solutions can dramatically reduce time to market, enabling operators to launch new services quickly and cost-effectively. Delivering a high-quality digital customer experience is also critical. This would include seamless onboarding, in-app self-service capabilities, and loyalty programmes that build long-term engagement.
Furthermore, by investing in cloud-based infrastructure and scalable solutions, they can remain competitive while effectively managing operational expenses. Collaborating with the right vendors is crucial for delivering innovation and maintaining market relevance.
AI in Telecoms
The conversation turns to AI’s growing influence on telecom. Ian and Hamish discuss how AI is reshaping customer experience, search discovery, and backend operations. Platforms like Mobile Vikings are already using AI to change how users find mobile plans, making traditional search less relevant.
Hamish highlights “low-hanging fruit” in areas like AI-powered customer support, where virtual agents can assist with product questions, purchases, and provisioning. AI is also improving backend functions like predictive maintenance and network optimisation.
Despite its potential, Ian cautions that telcos often adopt new technologies slowly. Combining AI with eSIM, Hamish notes, could be especially disruptive: “eSIM’s disruptive, AI still potentially is.” He adds,
It's not AI that's going to outpace you. It's the other person that knows how to use AI that's going to outpace you.
Hamish White, CEO of Mobilise
Future Outlook and Predictions
Looking ahead, Ian and Hamish discussed how developments like 5G, private networks, and shared infrastructure will shape the telecom landscape. Ian highlighted Malaysia’s national 5G backbone as a model for shared access, while cautioning that smaller players, such as MVNOs, must also have equal access to emerging technologies.
There was agreement that the industry’s evolution will be shaped less by the technology itself and more by how quickly operators adopt and execute on it. As Ian put it, the future depends on how radically the industry is willing to shift.
Conclusion
As the telecom landscape evolves, MVNOs are uniquely positioned to lead through agility, innovation, and a willingness to adopt emerging technologies, such as eSIM and AI. However, success won’t come from technology alone; it will depend on a strong strategy, a deep understanding of customers, and the ability to act quickly in a competitive market. As Ian and Hamish make clear, those who embrace change and focus on relevance will shape the future of the telecom industry.
