Gartner Research

Emerging Market Analysis: Best Practices for CSPs During Migration of Prepaid Customers to Postpaid Plans

Published: 16 December 2014

ID: G00260695

Analyst(s): Rishi Tejpal, Wm. L. Hahn

Summary

Postpaid migration can offer substantial benefits to emerging market communications service providers. Product and marketing managers must plan which tactics are the best to adopt — a no-go decision can still work.

Table Of Contents

Analysis

  • The Strong Case for Postpaid Migration
    • Emerging CSPs Have Additional Incentives to Migrate to Postpaid
    • Postpaid Migration Success Varies by National Market
  • Bharti Airtel Introduces a Simplified Price Plan and Keeps Pace With Strong Competition
    • Using Push and Pull to Move Subscribers
    • Bharti Airtel and Vodafone Launch Plans to Simplify Their Postpaid Products to Offer Expense Controls Similar to Prepaid
  • Globe Exploits its Sophisticated Network and Raises Average Spend by Linking to the Device
    • Globe Postpaid Contract Plan With Devices has Greatly Enhanced Average Spend
    • Avea Pushes Through the Ceiling of Postpaid Success
    • Contrary Case: Celcom Fights to Retain Prepaid Users and Voice Minutes
    • Success in Both Payment Methods is Possible
  • Appendix

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