Partnerships between mobile network operators and startups for impact at scale

Across LMICs, mobile network operators (MNOs) and startups are playing increasingly complementary roles in building digital economies. Startups bring agility, local insights and innovation across sectors such as agriculture, fintech, health, energy and climate resilience. MNOs contribute trusted and recognised brands, national infrastructure, distribution networks and millions of customer touchpoints. When these strengths combine effectively, partnerships can unlock scale, sustainability and impact that neither side could achieve alone.  

This report explores how these collaborations work in practice. Drawing on case studies from the GSMA Innovation Fund portfolio, the report examines different partnership models and sets out the value created for startups, MNOs and end users. It highlights how partnerships evolve over time, the challenges that both must navigate, and the strategies that lead to long-term, commercially viable relationships that also deliver social impact.  

Since 2015, GSMA Innovation Fund initiatives have supported over 100 startup-operator partnerships, helping to de-risk innovation and accelerate solutions that improve lives. The report distils the lessons from those synergies, offering practical insights for startups and operators looking to build the next generation of high-impact digital partnerships.  

Read the report here. 

This report has been funded by UK International Development from the UK Government and is supported by the GSMA and its members. The views expressed do not necessarily reflect theUK Government’s official policies.