M2M sales channels and the role of MVNOs

The problem

A Japanese operator wanted to understand the current and future role of MVNOs in the sales channel for M2M services.

The solution

We conducted interviews with MNOs, MVNOs, MVNEs and service providers to understand their role in the M2M market, as well as with enterprises to understand how they bought M2M services.

We then built a model to quantify the split of connections and revenue in Europe's M2M market by sales channel and vertical sector.

The team then designed a framework to illustrate the different types of service provider and their position in the value chain.

Using this framework, we presented a set of case studies to provide examples of how different players (MNOs, services providers and enterprises) can have varied roles in the value chain.

The result

The project helped our client to frame its M2M strategy outside Japan and determine how it could assist enterprises in its domestic market while expanding internationally.

The team

The project was conducted by consultants from Analysys Mason's Custom Research team.