The excitement around new technologies often overshadows the commercial decisions mobile operators make, even though these are the more decisive factors in an operator’s success. A report from consulting firm Simon Kucher dives into what makes a telco successful, with the key message that they should focus more on upselling to existing customers and not on growing market share. The consulting firm also encourages telcos to focus on the high-value customer. This plays into the dynamic between MNOs and MVNOs, the latter often catering to the budget end of the market, and goes some way to explaining why MNOs are happy to allow MVNOs to take on part of the market. The report was based on a survey of 15,700…