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Making money from fixed services on an FTTx network remains a difficult proposition for most service providers around the world. This report summarizes some of the lessons learned from our published FTTx case studies.


  • Some incumbents, such as Etisalat and Malaysia Telekom, have leveraged lack of competition and government support to deploy and offer FTTx effectively
  • Telcos such as Orange still in early stages of FTTx deployment or penetration face stronger competition but also stronger demand than a few years ago
  • Challengers such as Google and Hyperoptic have leveraged lack of legacy networks and slow-moving culture to increase profitability

Features and Benefits

  • Summarizes some of the key lessons learned from nine published FTTx case studies
  • Highlights the differences between incumbents and challengers in deploying and offering FTTx services

Key questions answered

  • What were some of the key lessons learned from Ovum's recently published FTTx case studies?
  • What are the common themes among successful FTTx service providers?

Table of contents


  • In brief
  • Ovum view
  • Recommendations


  • Incumbents leverage inherent advantages for FTTx deployments
  • Legacy networks mean a longer time to FTTx ROI for incumbents
  • Why deploy or offer FTTx services?
  • Competition and lack of competition – both are drivers of FTTx deployments

Impact of FTTx is a mixed bag

  • Legacy businesses and shifting market share mean little change in overall wireline revenue
  • FTTx helps position providers as leaders of technology and innovation
  • FTTH results in superior operations and possible opex savings

Network strategies: first-mover advantage can be substantial

  • Aggressive FTTx rollout results in competitive scale and coverage gains
  • Public-private partnerships and government support are helpful but sometimes conditional
  • Demand-driven approach gaining favor in the US after Google

Commercial strategies: competitive FTTx tariffs

  • Higher-speed tiers at the same or lower prices
  • Targeting the more profitable niche markets should be part of strategy
  • Superior service packaging and customer experience is increasingly important
  • Good community relations and partnerships are also important
  • Business FTTH in the mix helps to raise revenues


  • Methodology
  • Further reading
  • Author

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