6/22/2011 12:03:00 PM
Vodafone targets MVNO growth
Vodafone is targeting continued growth in its wholesale arm, newly appointed director of wholesale Nick Parbutt told Mobile last week.
Former head of enterprise commercial Parbutt replaced Tim Stone – who will become director of small business – as director of wholesale in March.
Vodafone currently has 12 MVNOs including Lebara, BT, Talkmobile, TalkTalk and Amazon, and is looking to grow its wholesale division with the ‘right partners’. It will also look to grow its current partners’ bases, Parbutt said.
Part of Vodafone’s MVNO base includes its MVNAs, Teleena, Cognatel and Gamma Telecom.
Parbutt said: ‘Our strategy is for growth and the first opportunity for growth is to make existing partners successful. We have aggregators to attack niche markets. If some big brands want to come to market, we want to be the partner.’
Vodafone’s strategy is based around picking the right partners and making them successful, said Parbutt, adding: ‘In the short-term we are very focused on maximising the opportunities that are available in the market right now through our existing MVNO partners – but our overall strategy to build a long-term sustainable business with existing and new partners addressing new markets remains constant.’
He also pointed to the North American market, where ‘there is a new breed of data MVNOs with connected devices such as gaming machines and laptops’. This could be a model for what will happen in the UK, Parbutt said. He cited Vodafone’s MVNO relationships with TomTom and Amazon, which are purely data, as an example.
He added: ‘25% of revenue is for data. I think that the US market is starting to point the way.’