NBN providers: Unlock growth with Mobile

Chances are your broadband business has always grown in step with the NBN roll-out. As more premises connected, more customers flood in.  

But the game has changed for retail NBN providers. With the NBN roll-out complete and high-speed upgrades available. The rising tide is gone.  

The fastest way off the plateau isn’t another plan tweak or promo. It’s expanding your product range. And for many NBN RSPs, Mobile plans are the obvious choice.

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The NBN land grab is over

With 8.726 million services connected to the NBN, almost every household that wants fixed broadband already has it.

Moreover, most Australians have already connected via one of the major telcos. The ‘land grab’ opportunity is over for challenger (non-major) providers.

Speeds and value are also less of a differentiator. High speed plans are becoming the norm. As the ACCC explains in its recent Communications Market Report:

Many retailers launched new or revised plans in higher speed tiers leading up to and after the launch of NBN Co’s Accelerate Great Program in September.  

Challenger retailers have so far successfully competed on price in these tiers compared to larger incumbent retailers.

Success in this new NBN market requires a new strategy. You aren’t competing for new connections. You’re fighting to keep (and grow) the ones you’ve got.  

So why is Mobile the right opportunity for this moment?

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Bundling Mobile is the smart growth play

For NBN providers, launching an MVNO (mobile virtual network operator) offering is a powerful way to strengthen customer stickiness and drive new revenue.

You already have a successful customer base. This niche is your low-cost growth engine. By launching a mobile offering under your ISP brand, you can compete on total experience, not just price or broadband speed.

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Challenger opportunity

In the NBN market, small providers struggle to make a dent against the major telcos. But in the mobile market, challengers are surging.

As of June 2025, 13% market share belongs to mobile virtual network operators, up from 9% over the past four years.

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Australia’s mobile market is growing fast

In the NBN market, connections are limited to a single address. By contrast, mobile connections are abundant. At last count, Australia had 30.4 million active mobile phone services (vs our population of 27.5 million).  

Plus, it’s likely that Aussies will add more smart devices: security cameras, cars, watches, health trackers and more.  

Mobile and NBN connectivity will both be essential. Mobile plans with ‘shared number’ capability only makes this value proposition more compelling.

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Price opportunity

Consumers are willing to pay higher prices for ‘premium’ mobile features like 5G, data pooling, roaming and extra data. These add-ons don’t exist in the NBN market.

Aussie consumers will typically pay $50–$60 per month from the major telcos. At those price points, MVNOs can win market share by selling on value, while still operating profitably.

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Bundling reduces churn

When customers hold both broadband and mobile services under one brand, they’re less likely to churn, according to academic research.  

They’re also more valuable over time. With two actives services they generate higher average revenue per user (ARPU) and more opportunities for cross-sell and upsell.

Bundled customers are also more satisfied. They appreciate simplicity: one bill, one brand, one support experience.

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Network quality reduces churn

One important caveat is that not all MVNO arrangements are equal. Mobile coverage is a critical consideration, especially for customers outside of Metro regions.  

Research by Open Signal suggests that reliable mobile coverage can improve customer retention by as much as 19%.

That’s why Telcoinabox partners with Telstra Wholesale, giving our MVNO customers access to the Telstra Wholesale mobile network.  

The Telcoinabox MVNO platform allows providers to launch mobile with confidence, knowing coverage quality supports long-term customer satisfaction and reduced churn (not just competitive pricing).

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The Bottom Line

The next growth wave for consumer NBN providers won’t come from faster speeds or lower prices. It will come from owning more of the customer’s digital life, and doing it under your brand.

The most successful providers won’t just be broadband resellers. They’ll be full-service telecom brands, offering multiple services like NBN, Hosted Voice, and mobile through a single operational platform.

Now is the time to take control, before your competitors do.