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Faced with a highly penetrated broadband access market and increased competition from mobile broadband, NTT is seeking to avoid retail price competition by creating a new B2B2C ecosystem. At the heart of this is the Hikari Collaboration Model.


  • Rather than wholesaling FTTx lines, NTT is providing a managed service that could become a B2B2C platform, enabling services that can reach new customers. We expect this to increase the overall market size not simply reallocate it.
  • By approving the implementation of the Hikari Collaboration Model, NTT has put strategic value on the development of a B2B2C business. The Hikari Collaboration Model is an example of a wholesale business helping to achieve a company-wide strategy.
  • The development of a new ecosystem takes time and the NTT board and investors must be patient. We expect benefits to be realized in the medium term. NTT needs to continue to develop solutions with its customers’ customers in mind.

Features and Benefits

  • Identifies the bradband access trends that encouraged NTT to develop a wholesale solution to high competition in the retail market.
  • Analyzes the early experiences of the model after one quarter of full operation including operational challenges, subscriber gains, and cost savings.

Key questions answered

  • Why did NTT choose to introduce a new wholesale model for broadband access services in Japan?
  • How does the Hikari Collaboration Model work?
  • How successful has the Hikari Collaboration Model been in its first full quarter of operation?

Table of contents


  • In brief
  • Ovum view
  • Recommendations for NTT
  • Recommendations for other broadband access providers

Using a wholesale managed service to grow access business in a highly competitive market

  • Setting the business context
  • The Hikari Collaboration Model explained
  • Early results


  • Methodology
  • Further reading
  • Author

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