Email Delivery

Receive new posts as email.

Email address

Syndicate this site

RSS 0.91 | RSS 2.0
RDF | Atom
Podcast only feed (RSS 2.0 format)
Get an RSS reader
Get a Podcast receiver


About This Site
Contact Us
Privacy Policy



Web this site

May 2007
Sun Mon Tues Wed Thurs Fri Sat
    1 2 3 4 5
6 7 8 9 10 11 12
13 14 15 16 17 18 19
20 21 22 23 24 25 26
27 28 29 30 31    

Stories by Category

3G :: 3G
Acquisitions and Mergers :: Acquisitions and Mergers
Aggregators :: Aggregators deals spectrum vendor news
Cellular Convergence :: Cellular Convergence
air travel :: air travel
community networking :: community networking
enterprise :: enterprise
failures :: failures
free :: free
fun and games :: fun and games
gov't WLANs :: gov't WLANs
hardware :: hardware
hotspot hosts :: hotspot hosts
hotspots :: hotspots
libraries :: libraries
mesh :: mesh
municipal networks :: municipal networks
operator profile :: operator profile
personnel :: personnel
pricing :: pricing
regulation :: regulation
retail :: retail
roaming :: roaming research
security :: security
service launches :: service launches
temporary hotspots :: temporary hotspots
trains, planes, and automobiles :: trains, planes, and automobiles
unique :: unique
usage :: usage
user anecdote :: user anecdote applications
voice :: voice


July 2006 | June 2006 | May 2006 | April 2006 | March 2006 | February 2006 | January 2006 | December 2005 | November 2005 | October 2005 | September 2005 | August 2005 | July 2005 | June 2005 | May 2005 | April 2005 | March 2005 | February 2005 | January 2005 | December 2004 |

Recent Entries

Paris Will Push Free Wi-Fi
River Thames Added to iPass Roaming Network
Aeropuertos Gain Wi-Fi across Spain
Enforta Covers 15 Russian Cities
Six Million Wi-Fi Users in Spain
Barmen: Wi-Fi? What's That?
Bologna Adds Free Wi-Fi
BT Will Cover 12 Cities with Wi-Fi
The Cloud Goes Ultracheap with Unlimited Access
Iliad Adds Free Wi-Fi Calling, HDTV

Site Philosophy

This site operates as an independent editorial operation. Advertising, sponsorships, and other non-editorial materials represent the opinions and messages of their respective origins, and not of the site operator or JiWire, Inc.


Entire site and all contents except otherwise noted © Copyright 2001-2006 by Glenn Fleishman. Some images ©2006 Jupiterimages Corporation. All rights reserved. Please contact us for reprint rights. Linking is, of course, free and encouraged.

Powered by
Movable Type

« Scotland Gets Wi-Fi Help | Main | Bitbuzz Boasts of Customer Adds and Usage »

May 30, 2005

Trustive Takes Dual Approach to Market

By Nancy Gohring

European aggregator Trustive is taking a combined wholesale and retail approach to the market: Trustive is a hotspot aggregator with 12,000 hotspots as part of its network, mainly in Europe. The company sells directly to end users but also sells wholesale access to the hotspots to other operators, such as ISPs or mobile operators. A deal with Mach, a company that specializes in inter-operator deals, can help with billing and other backend services. Tele2, one of the largest telecom resellers in Europe, is a Trustive customer, reselling hotspots under its own brand.

On the retail end, because Trustive doesn’t have a well-know brand, it has started by selling the service in just a few countries and has developed marketing agreements with companies including Nokia, Sony, Dell, and Belkin. Consumers who buy products from such brands will get a deal on Trustive access. “That’s for us an easier route to reach customers because they’re already familiar with that brand,” said Bram Jan Streefland, Trustive co-founder and director of business development.

The fact that Trustive offers both retail and wholesale access is unique, he said. The retail side of the business is valuable because once a new customer signs up for service, Trustive can begin earning revenue straight away. The wholesale deals often take a year or longer to work through before a paying customer actually starts using the network.

However, targeting both the retail and wholesale markets also means that Trustive is competing directly with its wholesale customers. That’s not much of a problem, Steefland says, because Trustive’s wholesale customers are likely to be larger companies with well-established brands that are unlikely to be threatened by the lesser known Trustive brand.

Boingo is potentially the biggest aggregator that competes directly with Trustive. Boingo’s network includes over 6,000 hotspots in Europe . Ultimately the two will race to get the most hotspots in their networks, Steefland said, but each may continue to have an advantage among local customers.

While aggregators like Boingo and Trustive continue to add new hotspots to their networks, the broader environment for hotspot roaming is still quite disjointed. There is no clear leader among the many companies trying to cobble together the biggest network, making it a confusing marketplace for end users. Some operators are going it alone, lining up roaming agreements with individual other operators, such as the deal with Telecom Italia and NTT.

Posted by nancyg at May 30, 2005 2:07 PM

Categories: roaming

Trackback Pings

TrackBack URL for this entry: