Tuesday, December 12, 2017

T-Mobile US Wins Mobile Service Contract With Shell

Mobile operator T-Mobile US has announced that it won a contract to provide mobile services to Shell Oil Company, the U.S. subsidiary of Royal Dutch Shell. The offering includes eliminating roaming fees with high-speed international data, upgrading in-building coverage for 7,000 of Shell’s corporate employees across the U.S., and providing in-person support for employees setting up and connecting their devices. The roaming offer includes unlimited data and texting in over 140 countries.
T-Mobile’s disruptive “Un-carrier” strategy, which has allowed the operator to make significant gains in the consumer and small-business markets, is now being applied to—and succeeding in—the enterprise market. Acquiring Shell as a customer is certainly a major coup for the operator. “Two years ago, we set out to break down pain points for small and mid-sized businesses,” said T-Mobile president and CEO John Legere, referring to Un-carrier for Business, launched in 2015, “but we quickly learned that—surprise—large enterprises want a great network at a great price, too.”
With this contract, T-Mobile US has added some 7,000 individual customers, making it a very large revenue opportunity. In such a situation, forgoing the revenue from international roaming is well worth it for the operator, considering the advantage of roam-like-home data (and texting) as a deal-sweetener for a large corporation with many of its personnel traveling frequently on business.
While T-Mobile touts the strength and coverage of its 4G/LTE network, working with Shell to boost coverage inside its buildings is also good strategy, given the extent to which signal blockage due to structures continues to be a problem for customers of all operators. Again, economies of scale make it possible to offer this kind of value-added customer service to an enterprise client.
For large MNOs, the personal-attention approach and money-saving incentives that have worked for small and medium businesses can also foster relationships with large corporations that have the potential to drive large amounts of revenue to operators. 

Tarifica is the global leader in monitoring and analyzing telecom pricing. Covering hundreds of operators in every region of the globe, Tarifica’s databases of mobile and fixed line data and voice tariffs are among the largest and most in-depth in the world. Tarifica is also a leading publisher of benchmark and other pricing reports, and its analysts are recognized authorities in the telecom industry, relied upon by operators and businesses worldwide for pricing insight and guidance. 
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