Abstract
Voice revenues still represent the lion' s share of MNO revenues, in most cases
accounting for over 80% of total mobile service revenues. However, in mature
cellular markets MNOs are often faced with static or declining voice
communications revenues as a result of interconnection rate reductions imposed
by regulatory authorities and decreasing per minute rates resulting from
increased competition. The business market has been the first to suffer from
significant price erosion as MNOs started using generous discounts to attract
and retain highly valuable business accounts especially within the large
enterprises segment. However, the enterprise market offers the greatest growth
potential to MNOs from a combination of increasing penetration among company
employees and substitution of fixed network traffic.
This report examines best practice examples where MNOs have successfully used
innovative offers that effectively provide unlimited calls, better cost
control, improved international capabilities or specialised functionality
aimed at shifting dependency from fixed to mobile phones. Building on the best
practices observed, we conclude with eleven practical recommendations that
MNOs should consider when planning how to address the enterprise segment' s
requirements for voice solutions.
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