Operator Strategies for the eSIM Era: Opportunities in Device Bundling, Sales Channels and Wholesale

  • ID: 3788822
  • Report
  • Region: Global
  • 31 pages
  • Analysys Mason Group
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The Growth of SIM-only Plans has Weakened Operators’ Role in the Value Chain, but eSIMs will Present Operators with Unique Opportunities
"Operators can take advantage of the introduction of eSIMs on consumer devices (including smartphones) if they adapt their device bundles, channel emphasis and wholesale approach."

An eSIM is an embedded (although potentially removable) SIM within a mobile device that allows users to activate or switch services remotely without being tied to an operator’s network.

This report assesses how the introduction of eSIMs onto consumer devices (including smartphones) will affect operators’ strategies and their position within the telecoms value chain. It examines how the arrival of eSIMs reflects current market trends, including the growth of SIM-only plans and the emergence of consumer financing by device vendors.

The report identifies three strategic areas that operators interested in the eSIM opportunity should prioritise: multi-device bundles, sales
channels and wholesale opportunities. We make clear recommendations about how operators can take advantage of eSIMs on consumer devices.

The report is based on these sources:
- Research on eSIMs and remote SIM provisioning
- Interviews with stakeholders in the mobile market operating in developed and emerging markets
- Research Connected Consumer Survey data on mobile services and devices usage
- Telecoms Market Matrix and regional data and forecasts.

The arrival of eSIMs on consumer devices is considered by operators to be both a risk and an opportunity. This report describes the changes that the introduction of eSIMs on consumer devices are likely to bring to the market and outlines three strategic areas that operators interested in the eSIM opportunity should prioritise: multi-device bundles, sales channels and wholesale opportunities.

This report:

- discusses the changes that eSIMs are likely to bring to the telecoms value chain, and considers how these changes relate to consumer interest in SIM-only plans and the emergence of handset-vendor financing schemes
- examines what operators can do to respond to these shifts in the value chain
- evaluates which device strategies operators should adopt as eSIMs become more prevalent on consumer devices (including smartphones)
- assesses how operators should configure their sales and marketing channels to better adapt to eSIMs and remote service provisioning (RSP)
- identifies which changes in wholesale and MVNO business can be expected, and considers what the operator appetite will be for taking advantage of them.

Key Questions Answered in this Report
- What changes are eSIMs likely to bring to the telecoms value chain? How do these changes relate to consumer interest in SIM-only plans and the
emergence of handset vendor financing schemes?
- What can operators do to respond to these shifts in the value chain?
- Which device strategies should operators adopt as eSIMs become more prevalent on consumer devices, including smartphones?
- How should operators configure their sales and marketing channels to better adapt to eSIMs and remote service provisioning (RSP)?
- What changes in wholesale and MVNO business can be expected, and what will the operator appetite be for taking advantage of them?

Who Should Read this Report
- Operator CSOs and strategy managers who want to understand more about the potential shifts in the telecoms value chain and the associated
implications for multiple areas of their business.
- Operators’ product and marketing managers who are interested in understanding how approaches to mobile data monetisation, service design and channel structures may evolve in light of these changes.
- Device and terminal managers at operators who would like to gain more insight into how they can adapt their strategies for the arrival of eSIMs.
- Wholesale units with an interest in how the introduction of eSIMs may generate opportunities for their business.

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Executive Summary

Creating A Multi-Device Strategy

Revising The Channel Structure

Exploiting The Wholesale Opportunity

About the Author

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