How MVNOs Can Compete in a Digital-First, eSIM-Powered Market

If we take a high-level view, it would be fair to conclude that the MVNO space is booming: 

• The number of MVNOs worldwide has grown by nearly 70% in the past decade, while the number of MNOs has stayed the same. 
• The number of mobile subscribers using MVNOs is expected to increase from 333 million globally in 2026 to 438 million by 2030. 
• Not only this, but there is a huge market opportunity for global expansion. 58% of countries worldwide currently have no MVNO presence at all, pointing to a huge, untapped opportunity for existing players and new entrants to expand their global footprint. 

However, despite a broadly positive outlook, there is food for thought if we look at the fine print.

Growth Does not Equal Survivability 

Although the market is seeing significant growth, especially as the process of launching and managing an MVNO becomes easier, it is key to recognize that growth does not equal survivability. 

The US, Germany, and the UK are the three largest markets for MVNOs. Collectively, these regions have a very buoyant market with 425 MVNOs currently live. However, this does not necessarily indicate market stability; over the past 25 years, 290 MVNOs have closed or merged in these regions, pointing to a risk of high churn. 

Whilst the subscriber growth headlines make positive reading, market trends indicate a highly competitive space that depends on establishing strong differentiators to survive.

Disruption Beyond Roaming 

One of the key avenues MVNOs can explore as they look to differentiate is eSIM adoption. A lot of the noise around eSIM has focused on its disruption of the roaming market, and with good reason. Travel eSIM package revenues were set to reach $1.8 billion by the end of 2025, an 85% increase from $989 million in 2024. But eSIM technology can have a far greater transformative effect for the MVNOs that embrace it. 

Beyond its roaming potential, eSIM offerings allow MVNOs to rapidly deploy differentiated services without the need for physical distribution channels that act as barriers to entry. Working with a dedicated partner to fast track the launch of eSIM services is not only the key to unlocking new revenue opportunities, but new USPs in a competitive market.

Supercharge your Existing Strengths 

For a long time, competitive pricing was the key differentiator for MVNOs. However, market growth means the goal posts for differentiation have changed. MVNOs need to explore new ways of gaining a competitive edge. Embracing eSIM and a digital-first approach creates significant opportunities that take the existing strengths of MVNOs and use them to their advantage. 

• Flexibility and agility: MNVOs already benefit from lean operating models that allow them to adapt quickly to market changes. eSIM adoption extends these capabilities, increasing operational flexibility, reducing friction, and enabling faster product launches and easier entry into new markets.
• Innovative offerings: MVNOs have historically been quicker to adopt innovative technologies, and as digital-first models become an option, it is key they continue their early adopter trend. By playing in the eSIM market, MVNOs can offer new propositions: short term travel plans, partner-led bundles, and options to serve niche use cases. The flexibility of eSIM models means operators can deliver services that speak to their customers in new ways and drive retention.
• Customer-centric service: Alongside pricing, delivering customer experience has been a key strength for MVNOs. eSIM allows operators to level up the customer experience with instant activation and digital onboarding, seamless connectivity and reduced friction that is demanded by today’s mobile customers. 
• Cross-border scalability: More than half of countries worldwide don’t currently have MVNOs. By eliminating many of the physical restraints of roll-out, MVNOs have the opportunity to enter new markets as penetration of eSIM devices worldwide continues to grow. 

The benefits that go hand in hand with a digital-first, eSIM-powered model unlock new ways for MVNOs to differentiate. This results in a more powerful toolbox as they look to handle increasing competition and achieve long-term stability. 

Why Now?

Momentum around eSIM opportunities is growing rapidly. Apple’s global launch of eSIM-only devices was a major accelerator for global awareness in 2025, and interest is continuing to grow on a steep trajectory. A proportion of MVNOs are already tapping into the market. GSMA Intelligence found that of 2100+ MVNOs worldwide, 650 are already offering eSIM in some capacity and of that number, 56 MVNOs have an eSIM-only offering.

If MVNOs want to compete in a market that is already increasingly embracing the advantages of digital-first models powered by eSIM, then the window for action is now.

Tackling eSIM Adoption with a Trusted Partner

Launching an eSIM offering can seem like a seismic shift for MVNOs that haven’t dabbled in the technology, but the process of adopting and rolling out eSIM services can be fast and seamless if approached in the right way. Choosing the right partner is essential, not only as MVNOs launch eSIM services, but also as they look to leverage the full capabilities of eSIM for long-term success. 

eSIM Partner Checklist

• Scalability: Support for a wide range of use-cases and digital-first business models at scale is key to allowing MVNOs to explore eSIM’s full potential. 
• Global Reach: Broad international coverage with access to multiple carrier networks is essential to tap into the global opportunity eSIM presents. 
• Easy Integration: Robust, developer-friendly APIs are essential to ensure that eSIM adoption is frictionless for MVNOs as they adopt. 
• Security and Compliance: A partner that is fully compliant with all GSMA standards is essential for both security and regulatory compliance. 
• Flexibility: White-label, fully customizable capabilities via a trusted partner ensure MVNOs do not have to compromise flexibility and agility.
• Reliability: Clear information around uptime targets and latency ranges with real-time troubleshooting is critical to ensure MVNOs deliver service levels that meet customer expectations. 

Finding a connectivity partner that is the right fit for you allows MVNOs to take full advantage of a major market disruptor with minimal operational disruption. 

Telna works with MVNOs as a complete end-to-end partner for eSIM connectivity. From established players to market entrants, we help fast-track the launch of differentiated, digital-first services that give an immediate competitive advantage and set up long-term, sustainable success. 

Find out the transformation potential of eSIM for your business with Telna’s eSIM revenue calculator. 

Don't know where to start? Explore our comprehensive guide on How to Sell eSIMs for Travelling and dive into the Telna Glossary to understand the essential terminology around eSIM technology, MVNOs, IoT, and modern mobile connectivity solutions.

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