By Rakesh Patel, Senior Manager – MVNO, BT Wholesale

Ahead of MVNO Nation Europe 2026, Rakesh Patel of BT Wholesale argues that the “roaming versus eSIM” debate misses the point. He also explains why the next phase for travel MVNOs may depend on how they source their connectivity. Rakesh speaks on two panels in Alicante: the MNO–MVNO partnerships panel on Day 2 and the future of the travel eSIM panel on Day 3.

For years, the telecom industry predicted the death of roaming. The logic seemed compelling: public Wi-Fi was widespread, local SIM cards were cheaper, and travel eSIM providers promised instant, affordable connectivity worldwide. Many assumed travel eSIMs would replace traditional roaming altogether.

But that isn’t what happened. Travel eSIMs didn’t kill roaming. They helped redefine the global connectivity market.

The rise of travel eSIM providers has been one of the most significant developments in MVNO over the last few years. Consumers can now activate data plans within minutes, connect across multiple countries, and avoid the hassle of buying a local SIM card when they land. It’s a simple, digital-first experience that aligns perfectly with the expectations of today’s travellers. Travel eSIM usage continues to grow rapidly as awareness and adoption accelerate.

At the same time, international travel has returned stronger than many expected. Global airline passenger volumes have surpassed pre-pandemic levels, creating a larger addressable market for connectivity services of every kind. More people are travelling for business, leisure and extended stays, and all of them expect to remain connected wherever they go.

The real story is growth

This is why the narrative of roaming versus eSIMs misses the point.

Consider a typical traveller a few years ago. On arrival, they might connect to airport Wi-Fi, search for hotel Wi-Fi passwords, disable mobile data to avoid roaming charges, and spend much of their trip moving between disconnected networks.

Today, that same traveller can land with a travel eSIM already installed, switch their phone on, and immediately access maps, messaging, ride-hailing, email and streaming services. The experience is simpler, faster and more reliable than relying on public Wi-Fi or hunting for a local SIM card.

The result is not merely a shift in provider. It is a shift in behaviour. Travellers remain connected for more of their journey and consume significantly more mobile data than they would have done previously.

Travel MVNOs have built their success around this shift in consumer behaviour. They offer clear pricing, frictionless onboarding, broad coverage and a seamless customer experience. Increasing penetration of eSIM-capable smartphones has further accelerated adoption, removing many of the barriers that previously existed.

The next question: how travel MVNOs source connectivity

As the sector matures, however, a new discussion is emerging.

Many travel MVNOs today obtain connectivity through the resale of roaming agreements. That model helped launch the industry and enabled rapid expansion, but it can also create challenges. Contract durations are often short, pricing certainty can be limited, and operational support may be constrained. Long-term scalability also becomes more important as customer bases grow.

Consequently, it may increasingly make sense for travel providers to explore direct partnerships with host mobile network operators through long-term MVNO agreements. These arrangements can offer greater commercial certainty over a longer time frame, closer operational collaboration and stronger foundations for future growth. For any MVNO targeting hundreds of thousands or even millions of customers, strategic network partnerships are becoming an increasingly important part of the growth equation.

Opportunities on both sides of the market

For travel MVNOs, direct relationships with network operators can provide resilience, predictability and improved customer outcomes. For operators, they provide access to a rapidly growing segment of telecoms while creating sustainable wholesale revenue opportunities.

The future of travel connectivity is therefore unlikely to be defined by a battle between roaming and eSIMs. More likely, it will be shaped by collaboration between mobile operators, MVNOs and digital travel brands, all working to deliver seamless global connectivity for increasingly connected consumers.

Time to retire the old headline

Roaming isn’t dead. Travel eSIMs aren’t a temporary trend. Together, they are driving a new era of international connectivity, opening fresh opportunities for innovation, partnership and growth.

For MVNOs willing to embrace that change, the opportunity has never looked bigger.

Continue the conversation at MVNO Nation Europe 2026

Rakesh takes these ideas into two panels in Alicante. One looks at how travel eSIM providers grow. The other looks at the MNO–MVNO partnerships he argues will underpin that growth.

Day 2, Wednesday 4 November – View agenda

Operator panel: The “Wind of Change” for MNO–MVNO partnerships

• Practical examples of how MVNOs can reach a position to negotiate a wholesale agreement with an MNO that is a good deal for both sides
• What makes an MVNO truly valuable to an MNO, rather than just another customer taking margin?
• How do wholesale economics and commercial transparency shape the long-term financial health of an MVNO and the MNO relationship?
• How do we shift the mindset from MVNO versus MNO toward genuine partnership, and what does it look like when MVNOs contribute to network growth rather than being seen only as competitors?
• Examples of MVNO–MNO partnership models and how to build long-term, profitable relationships

Moderator: Vivian Delgado-Johnson, Founder and President, Vivid Strategies Consulting

Speakers:

• Gary McCready, Commercial & Strategy Director, ID Mobile
• Reinout van Ierschot, EVP Wholesale, KPN
• Chris Schaffer, SVP Business Development, MVNO Connect
• Matthew E Hudson, SVP Business Development, Plintron
• Rakesh Patel, Senior Manager – MVNO, BT Wholesale

Day 3, Thursday 5 November – View agenda

Panel: The future of the travel eSIM

• With projected market growth and surging adoption rates, what are the travel eSIM market challenges and opportunities?
• How are fragmentation and consolidation affecting the travel eSIM market?
• How are MNOs adapting to travel eSIMs, and are they also adopting them?
• Examples of how eSIMs have started integrating into the whole customer journey (such as e-wallets), and what are the plans to go beyond the phone into laptops and wearables?
• Best practice advice from the most successful eSIM providers about how to stay in the game in the long run

Moderator: Gilbert Relou, Head of Consultancy & Strategic Development, Kaleido Intelligence

Speakers:

• Peter Nussbaumer, VP of Networks, Airalo
• Vykintas Maknickas, CEO, Saily
• Steffen Oefner, VP Strategic Network Partnering & Wholesale, Magenta/T-Mobile Austria
• Tim Dowling, Chief Commercial Officer, Stacuity
• Rakesh Patel, Senior Manager – MVNO, BT Wholesale

Between them, the two panels bring together travel eSIM brands, MNOs, MVNO enablers and wholesale leaders. These are the parties Rakesh says will shape the next era of travel connectivity together.

Join the debate in Alicante. Learn More or Register for MVNO Nation Europe →