Abstract
Most fixed operators today show a decline in their fixed lines, and all of
them link this decline to fixed-to-mobile substitution (FMS). FMS is also
damaging to most integrated players as well as pure fixed operators. This is
because the revenue loss associated with the loss of an access line is
typically greater than the gain from a customer's greater mobile spend.
FMS today is real and growing, but it is not unstoppable, and fixed operators
can defend themselves against it. The defence against FMS must take into
account three key planks:
- users' perspective on FMS
- mobile operators' strategies to promote FMS
- current and potential strategies and tactics to defend against FMS.
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