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eSIM
unleashed
Howtelecomoperatorscanadjustandgrow
EXECUTIVESUMMARY
ImagineAppleastheundisputedleaderofthetelecombusinessin
amarket.Applecanmeetallcustomerneeds,includingdeviceand
mobilephonepurchases,dataplans,andstreaminggamesandshows.
Fortelecomoperators,that’sadoomsdayscenariothatwoulddecimatemobilerevenues.Previousdisruptions,suchasWhatsApp—whichmadeSMSandvoiceservicesrelics—wouldpaleincomparison.
That’swhattheeraofeSIMs(tinydigitallyembeddedSIMcardsthatcanaccommodate
multipleprofiles)couldmeanfortelecomoperators.1KaleidoIntelligenceprojectsthatactive
smartphoneeSIMconnectionswillincreaseacrosstheMiddleEastandNorthAfrica(MENA)
regionfrom5millionin2023to135millionin2028.2Thisaccelerationisfueledbygrowthin
eSIM-onlysmartphones,remoteauthentication,andmoredigital-savvyconsumers.eSIM
aggregatorsarealreadyusingthetechnologytoerodeoperators’roamingrevenues.Should
licensingrequirementsandregulationschange,therecouldbenewcompetitorsinthetelecomindustry,suchasApple,Samsung,andotherover-the-top(OTT)players.3Thesecompanies
couldbuybulkcapacityfromoperatorsandcreateanecosystemofdigitalservices,includingmobile,makingsignificantinroadsintothetelecommarket.
TelecomexecutivesshouldpreparefortheeSIMeranow.Sometelecomoperatorsmaytakeawholesaleapproachandsellconnectivitytoserviceproviders.That,however,couldmeandisappearingrevenuesandincreasingcustomerattrition.
Instead,telecomexecutivesshouldcreatelong-termgrowthopportunitiesandsolidifytheirgripontheentirecustomerjourneybytakingthefollowingthreemeasures:
2Become
2
Becomethego-to
providerofsmartphonestocapturecustomers
whoarebuyingorrenewingdevices
3
Offeraccesstoan
ecosystemofcohesivedigitalservicesto
counteractcustomerattrition
1
Abandonlegacy
go-to-marketmethodsto
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