From ISP to MVNO: A Global Perspective Converges Together

Over the past year, I’ve spoken with dozens of Internet Service Providers across North & South America and Africa. Some of those conversations happened in person, others during tradeshows or direct meetings. Nearly every time, the topic eventually shifts in the same direction

“How do we become an MVNO?”

I didn’t go into these conversations expecting to talk about mobile. But the convergence trend is real, and it’s accelerating across regions and market types. Whether it’s a rural U.S. ISP, a community-focused provider in Brazil, or a city-based operator in Nairobi—the thinking is the same: fixed-line internet alone isn’t enough anymore.

Why ISPs Are Looking to Add Mobile

Most ISPs I speak with are motivated by three core things:

• Shrinking margins on traditional broadband
• Rising customer expectations for bundled services
• The need to build long-term loyalty in a crowded market

And frankly, they’re right. In places like Texas, São Paulo, and Nairobi, consumers want more value from their providers. They want one bill, one app, and the freedom to stay connected no matter where they are. And ISPs—many of whom have the brand trust and customer base already—see mobile as a natural expansion.

But the most compelling reason I hear—especially from forward-thinking ISPs—is this:

“We don’t have to inherit 20 years of legacy technology. We can start clean and build it the right way.”

That mindset is powerful. And it’s not something the big mobile network operators (MNOs) are usually positioned to take advantage of.

What’s Standing in the Way?

Despite the opportunity, there are still real challenges.

Technology Limitations

Here’s where I usually get involved directly. Many ISPs are still using systems built specifically for broadband: one-time charges, flat-rate billing, and maybe usage tracking—but not in real-time. When mobile enters the mix, they quickly run into challenges like SIM provisioning, prepaid usage, bundle tracking, and usage-based rating.

Lack of Operational Experience

It’s not just the tech. It’s the processes. One provider in Nairobi told me flat out:
“We don’t know how to manage balances, data throttling, or mobile customer support. It’s just a different world.”

So… What’s Working?

There are some bright spots. The ISPs that are moving successfully into mobile tend to do three things well:

• They think differently. Instead of mimicking legacy MNOs, they build better customer experiences from the ground up.
• They choose the right partner ecosystem. A converged platform that can manage broadband, mobile, and value-added services in one place makes a huge difference. It provides them the opportunity to do more with less.
• They embrace the idea of cannibalizing themselves. That’s a tough pill for some. But bundling mobile with internet means they’re owning more of the customer relationship—and that’s where real loyalty gets built.

What Excites Me

For me, what’s most exciting is that this movement isn’t being driven by billion-dollar telcos—it’s being driven by local operators who know their markets better than anyone.

They’re not trying to outspend the big guys. They’re trying to out-innovate them.

When I see an ISP in rural Ohio or coastal Brazil exploring MVNO models, I see the future of telecom—lean, localized, and customer-first. These are brands that people trust. Now, they’re stepping up to offer even more value, without the baggage of outdated systems.

And if they get the tech right, there’s no reason they can’t compete.