As competition intensifies, broad one-size-fits-all offerings are becoming harder to defend. This session explores how ISPs can differentiate by focusing on specific vertical markets and emerging technologies such as MDUs, managed services, IoT, and AR and VR applications. The emphasis is on aligning network capabilities with the unique needs of defined customer segments. Panelists will share examples of how specialization can drive higher margins, stronger customer relationships, and clearer market positioning. Attendees will leave with ideas to build focused offerings, grow revenue in targeted markets, and compete more effectively by being purpose-built rather than generic.
Led by moderator Derek Underwood from Cambium Networks, this panel will dig into two high-impact revenue opportunities for ISPs and one proven approach to improving OPEX, grounded in real-world deployments and operator experience:
Stephen John from XNET will explore how ISPs can partner with mobile carriers to offload congested cellular traffic onto fixed networks, unlocking new wholesale and partnership revenue streams. The discussion will cover how neutral host and traffic-offload models help ISPs monetize existing infrastructure while improving mobile user experience in dense environments.
Todd Thorpe from Cambium Networks will share his extensive experience with the multifamily (MDU) market, breaking down the tools, positioning, and sales messaging ISPs can use to win and monetize both brownfield and greenfield properties. Attendees will learn how purpose-built MDU strategies enable faster deal cycles, higher take rates, and repeatable revenue, along with practical guidance on packaging services, navigating property owners, and avoiding common pitfalls that stall deployments.
Zen Yui from Layer 9 will discuss how ISPs can leverage agentic AI to reduce OPEX and scale operations. By deploying AI agents to uplevel customer support and enable autonomous network monitoring / resolution, operators can streamline workflows and lower costs - without sacrificing service quality.
