MVNOs, resellers and the art of renting someone else's network

The power imbalance, by design

The relationship is structurally asymmetric. The host MNO controls:

• Access terms: which network tiers (3G/4G/5G), which throttling rules apply during congestion, and whether the MVNO's traffic gets deprioritized versus the host's own retail customers.
• Pricing power: wholesale rates are usually confidential, individually negotiated, and can be revised at renewal.
• Existential leverage: an MNO can decline to renew a hosting agreement. This nearly happened when Sprint's merger with T-Mobile in 2020 forced multiple MVNOs (including Google Fi, which migrated from a multi-network model) to renegotiate or relocate entirely.

MVNOs counter with a few sources of leverage of their own:

• Volume: a large MVNO with millions of subscribers gives the host guaranteed baseload revenue on otherwise idle network capacity.
• Regulatory pressure: in some European markets, regulators have required incumbents to host MVNOs as a condition of merger approval or spectrum licensing, a remedy designed to preserve retail competition. France's ARCEP and the UK's Ofcom have both used this tool.
• Multi-homing threats: a few MVNOs negotiate the right to shift volume between multiple host networks, which disciplines any single host's pricing.

Why hosts bother at all

It looks irrational for an MNO to help a reseller undercut its own retail brand. Three reasons it still happens:

1. Marginal capacity is nearly free. Once the network is built, carrying an extra subscriber's traffic costs the MNO very little versus the wholesale fee collected. This is a classic high fixed-cost, low marginal-cost industry (similar economics to airlines or hotels).

2. Segmentation without brand dilution. T-Mobile's premium brand doesn't want to compete on price with Metro by T-Mobile or Mint Mobile, but the parent company profits from the volume either way.

3. Regulatory goodwill. Hosting MVNOs signals competitive markets to regulators evaluating the next spectrum auction or merger, at low real cost.

Where the margin actually goes

Think of the value chain as four layers, each taking a cut:

| Layer | Who | Captures |

|---|---|---|

| Spectrum and towers | MNO (Verizon, Vodafone, Orange) | Largest fixed-cost recovery, sets wholesale price |

| Core network and billing | MNO or wholesale aggregator | Operational margin |

| Brand, distribution, customer service | MVNO (Lebara, Google Fi, Giffgaff) | Thin retail margin, high customer acquisition costcustomer acquisition costCustomer Acquisition Cost (CAC) is the total sales and marketing spend divided by the number of new customers gained in a period. It measures how efficiently you grow.Voir la définition complète → |

| Retail customer | You | Pays less than a postpaid flagship plan, gets fewer guarantees |

The MVNO's retail price minus the wholesale rate minus customer acquisition costcustomer acquisition costCustomer Acquisition Cost (CAC) is the total sales and marketing spend divided by the number of new customers gained in a period. It measures how efficiently you grow.Voir la définition complète → (marketing, SIM logistics, support) is what's left over. In competitive prepaid markets like the US or UK, that residual margin is often estimated in low single-digit percentage points, thinner than most MNOs' own retail margins. This is why MVNO consolidation is common: Lycamobile, Lebara and dozens of smaller players have merged, exited, or been acquired over the past decade because standalone scale rarely covers fixed brand and marketing costs.

A simplified worked example (illustrative, not actual published rates):

• MVNO charges customer $25/month for unlimited talk/text + 5GB data.
• Wholesale cost to host MNO, estimated: $12 to $15/month for that usage tier.
• Customer acquisition and support cost, estimated: $5 to $7/month amortized.
• Remaining margin for the MVNO: roughly $3 to $8/month, before overhead.

That is a fragile margin. A 10% wholesale rate increase at renewal can erase most of it, which is exactly why wholesale renegotiation is the single highest-stakes event in an MVNO's operating calendar.

The distributor layer: MVNAs and aggregators

Below MVNOs sits another player worth naming: the MVNE/MVNA (Mobile Virtual Network Enabler/Aggregator), companies like Transatel (owned by NTT) or Simple Mobile's technical backers, that provide the billing systems, SIM provisioning and network integration so a brand can launch an MVNO without building that infrastructure itself. This lowers the barrier to entry (a supermarket, an airline loyalty program, even a football club can launch a phone brand) but adds another margin layer between the network owner and the end customer.

For a deeper technical walk-through of how wholesale agreements are structured, the GSMA's public resources on MVNO models are a useful primer: GSMA on MVNO business models.

Regulatory levers worth knowing

Two regulatory mechanisms matter most in this space:

• Merger remedies: when the EU or US approves a reduction from four to three MNOs in a market, regulators frequently mandate MVNO hosting agreements as a condition, precisely to preserve some retail price competition. The T-Mobile/Sprint merger (approved 2020, DOJ and FCC) required divestitures and network access commitments partly for this reason.
• Roaming and wholesale access rules: in the EU, wholesale roaming price caps (under EU Roaming Regulation) indirectly affect how MVNOs and travel-focused resellers price cross-border data.

Neither mechanism guarantees MVNOs a good deal. It guarantees they get a deal at all.

The strategic question for any player in this chain

If you're evaluating a telecom business, the diagnostic question is always: who owns the scarce asset, and who is renting access to it? Spectrum and physical network are scarce. Brand, billing software and customer relationships are replicable. MVNOs bet that the replicable layer can be defended through customer experiencecustomer experienceThe overall perception a customer forms of your brand across every interaction, from first touch to post-purchase support.Voir la définition complète →, niche targeting (Lebara built its brand on international calling for migrant communities, Google Fi on cross-device integration), or price. The bet usually pays off in fragments and consolidates over time, because the underlying economics always favor whoever owns the network.

🎬 [VIDEO: "How MVNOs Work: Renting a Mobile Network" — youtube.com — search for explainer content from telecom analysts covering MVNO wholesale economics and host-carrier relationships]

Key Takeaways

• An MVNO's entire margin structure depends on one negotiated wholesale rate with a host MNO, a rate that is confidential, renewable and can shift the business from profitable to unviable overnight.
• MNOs host MVNOs because marginal network capacity is cheap to sell and it segmentssegmentsDividing a market into distinct groups of customers who share similar needs, characteristics or behaviours, so each group can be served with a tailored approach.Voir la définition complète → price-sensitive customers without diluting the parent's premium brand.
• Regulators (via merger conditions, roaming caps) are often the real reason competitive MVNO access exists at all, not pure market goodwill.
• Value in this chain concentrates at the infrastructure layer (spectrum, towers); brand and distribution layers, where MVNOs live, capture thin and volatile margins.
• MVNEs/MVNAs add a further intermediary layer, lowering entry barriers for new brands but compressing everyone's margin further down the chain.