As Nigeria’s telecommunications sector braces for the next wave of digital transformation, the Chief Executive Officer of Lebara Nigeria, Teni Stuffman, has revealed the strategic secret behind the company’s global success, which is keeping host networks happy.

Lebara, a Mobile Virtual Network Operator (MVNO) originating from England, will soon become fully operational in Nigeria. Bringing a wealth of international experience, the company operates across nine countries, maintaining highly successful partnerships with host Mobile Network Operators (MNOs) in every single market.

According to Stuffman, the formula for a thriving MVNO ecosystem is simple but delicate.

“Essentially, it’s about increasing the mints of the host. In other words, if the host is happy, the MVNO is happy. That’s one thing that Lebara has been doing very well, and we don’t intend to change that here in Nigeria.”

Stuffman, in an interview with The Guardian on the sidelines of the launch of LebaraPlay, said Lebara’s entry into Nigeria is driven by a mission to foster collaborative growth rather than cut-throat competition. She emphasised that the goal is to create an ecosystem where host networks find immediate value in partnering with MVNOs to achieve a shared goal.

“We want to make sure that customers have access,” Stuffman said, highlighting the urgent need for robust network availability across the country.

“It is about time that Nigerians will say there is enough network, or there is a rich network, for them all to browse, especially students. Whether in remote areas, urban or rural areas, they should still have access. That’s the essence of birthing MVNOs in the country.”

To cater to Nigeria’s diverse demographic landscape, Lebara has curated specialised services tailored to multiple market segments. She revealed that the company’s portfolio includes targeted offerings for the youth demographic, the mass market, High-Net-Worth Individuals (HNIs), and Small and Medium Enterprises (SMEs).

“Once we go live, our customers will see and enjoy these services. I can’t be saying those things now; I want our customers to experience it themselves,” she added.

When questioned about the slow impact of the MVNO sub-sector in Nigeria, despite the Nigerian Communications Commission (NCC) issuing dozens of licenses and raking in billions in fees, Stuffman attributed the lag to timing, regulation, and infrastructure costs rather than a fundamental flaw in the market.

“I think it’s more about timing. “It’s the timing to launch, timing into the market. Most of the cooperation is also being governed by the regulator. So, it’s about the right timing to enter the market.”

Addressing industry whispers regarding the reluctance of traditional MNOs to host virtual operators on their networks, Stuffman offered a pragmatic, business-first perspective, likening the telecom market to real estate.

“Let me put the question back to you! If you are selling pepper in the market, and you have a shop, and someone wants to come and sell the same pepper in your shop, will you find it easy? Of course not! So, you have to find a way to meet halfway.

“Everything is still working out in real life and as it is, we are in the market now.”

With its proven global track record and a collaborative approach to host partnerships, Lebara Nigeria is positioning itself to bridge the digital divide, promising reliable connectivity for students, businesses, and everyday Nigerians from rural hubs to urban centres.