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


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


  • 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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