13-08-20 Pesquisa MVNO Cenário LATAM - Informa - Ari Lopes
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Transcript of 13-08-20 Pesquisa MVNO Cenário LATAM - Informa - Ari Lopes
MVNO Latin America 2013
Sao Paulo
August 2013
GUGST
Ari Lopes
Principal Analyst, LATAM
Informa Telecoms & Media
04/08/2023
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Agenda
1. MVNO landscape in LATAM
2. Case study: Colombia
3. Conclusions
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MVNO Landscape in Latin America
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Colombian market
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Telecom market statistics
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Tigo Claro Movistar5.06.07.08.09.010.011.012.013.014.0
0%
10%
20%
30%
40%
50%
60%
70%
12%
64%
24%
13.112.4
9.1
Market share and ARPU Q1'13 - Top 3
Market Share ARPU
80%
20%
PrepaidPostpaid
11%
66%
23%
MVNO Market Share
ETB Uff! Movil UNE
• Colombia has a penetration rate of 105%,
Claro has been the leading operator for
more than 10 years, this is reflected at its
high EBITDA margin, 42% in Q1’13.
• As most countries in LATAM, the country
shows predominance of prepaid subs (80%)
and low ARPUs (no more than USD13.1.
• MVNO market has around 535,000 subs in
Q1’13, Uff Móvil is the leader in this marketTigo Claro
EBITDA Margin 37% 42%
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Diversified MVNO landscape
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MVNO Colombia
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Uff Móvil
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• Of all MVNO launches tracked by Informa Telecoms & Media since the start of 2008, Uff has experienced the strongest growth in its first three quarters.
Latin America, subscriptions for selected MVNOs, 4Q10 – 4Q11
Entrepreneur
04/08/2023
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Uff Móvil
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Favourable Regulation
Network Capacity
Market Concentration
• Informa estimates that since Nov’10 Uff Móvil has
grown to 350k subs.
• Market segment: Its main target was cheap
international calls for prepaid market. The target
was relatives of Colombians living abroad; the high
prices MNOs charged for this traffic also posed as
an opportunity to have a competitive and economic
viable pricing.
• Lean organization: Uff Móvil has 12 employees,
and outsources almost all processes.
• In Aug’12 Bancolombia has acquired 70% of Uff
Móvil.
Entrepreneur
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Uff Móvil & Bancolombia
Services offered by “ahorro a la mano”:
• International money transfer
• Money transfer to other accounts
• Receive payments
• Money deposit/withdrawal (ATMs&branchs)
• Prepaid top-up
• Pay utility bills
• No monthly maintenance fee, plus a basic health
insurance if certain balance is kept
• Savings account – pay interest
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• Bancolombia has two goals with this acquisition:
Innovation and Inclusion.
• 1/3 of 48M Colombians do not have access to the
banking system
• Offer more and better services to Bancolombia
customers
• ‘Plan Fácil’ – Bancolombia customers have free
internet (2GB) and 300mins (local+North America)
• ‘Ahorro a la mano’ - launched in March, 19th – an
innovative m-banking solution
• Tigo and Claro also offers “ahorro...”, but UFF Móvil
customers have more benefits, like access to contact
center
Entrepreneur/Bank
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ETB and UNE
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• Fixed operators are among the most active companies launching MVNOs
worldwide, it offers a quick and relatively cheap way of adding mobility to its
portfolio at a relatively low CAPEX and without depending on spectrum
auction. Additionally, operators can use existing distribution channels.
• ETB and UNE are building its multiplay strategy.
• Main target is the existing customer base, mobile service is an add-on that
increases customer ARPU and positively impacts churn rates.
• UNE has launched its own LTE network (~52k subs), but keeps a MVNO on
Tigo 3G network.
• UNE and Tigo are merging, but in parallel UNE and ETB are bidding
together for 4G spectrum
Fixed Telephony Broadband TV
ETB 32% 14% 0%UNE 24% 28% 23%
Colombia, market share for selected services, Q4’12
Fixed operators
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Virgin and Exito
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• Leading retailer in Colombia• 484 stores • 36,000 employees• USD 4.8B in revenues (2011)• MVNO launched in May, 15th • SIM cards and top-ups in Exito stores (+80 cities)
and licenced distributors, but nation wide coverage• Loyalty cards points redeemed for minutes
• International group focused on youth segment, large experience with the MVNO model, present in 10 countries, ambition is to build a regional presence in Latin America
• MVNO will introduce Virgin’s brand in Latin America
• Already has around 150,000 customers in Chile, launched in Colombia in March, Brazil is expected to be the next country
Retailers / Youth
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2.Conclusions
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Conclusions
• Chile and Colombia are ahead of its neighbours• The 3 biggest countries: Brazil, Mexico and Argentina are still lagging behind
LATAM MVNO market has evolved at different speeds
…
• Uff “validated” the business model by having an aggressive growth rate crowned by its acquisition by Bancolombia
• It is likely that smaller companies will look to launch its own MVNOs
…Colombia has already proved the feasibility of
the business model…
• Market concentration and regulation alone does not explain MVNO success – Colombia and Chile have completely different market and regulatory landscape
• Vast majority of MVNOs have a lean cost structure – they outsource, they leverage existing brand, customer base and distribution channels
• Strong partnership between MVNO-MNO is key
…Lessons so far.
Thank you!