The separation between service companies and infrastructure companies is fundamental

General

“Asteo Conecta” Conference. Meeting with Excom and Fibritel

 

The neutral operator is critical for expansion and sustainability in rural areas

 

The roundtable led by Alfonso García Gómez, Business Development Director at Asteo Red Neutra, at the XVII Aotec Fair was an enriching discussion featuring Fran Sevilla, General Director of Strategy and Operations at Excom, and Manuel de la Guía, Business Development Director at Fibritel, who discussed the neutral operator in the telecommunications sector, with special emphasis on the rural environment and its role in maximizing profitability and growth.

 

Alfonso García Gómez opened the session by introducing the panelists and highlighting the importance of the neutral operator. Fran Sevilla and Manuel de la Guía shared their perspectives on how their companies have addressed the challenge of providing connectivity in rural and ultra-rural areas.

Alfonso García Gómez, Business Development Director at Asteo

Value of the neutral operator

Fran Sevilla emphasized that intense competition and the need for efficiency in the telecommunications market make the separation between service companies and infrastructure companies (net companies) fundamental. “This model allows companies like Excom to focus on delivering excellent service to the end customer and a competitive product and service offering by relying on neutral infrastructure operators for network deployment and other technical needs.”

Manuel de la Guía, for his part, highlighted that for Fibritel, having neutral network operators has been crucial for their expansion and ability to reach small and ultra-rural localities. He emphasized that the flexibility and rapid response of these operators are vital for maintaining quality service in these areas.

Customer retention

Francisco Sevilla Perete, General Director of Strategy and Operations at Excom

Both panelists agreed that proximity to the customer and the ability to offer bundled services are key to retention. Fran Sevilla (Excom) emphasized that their strategy is based on integration with the local community, from sales representatives to field technicians. Additionally, incorporating digital tools into services, such as the availability of a customer area accessible via web and mobile app, contributes significantly to customer satisfaction and loyalty. Participating in local events, such as fairs, also helps build this proximity.

Manuel de la Guía (Fibritel) added that direct customer service and rapid incident resolution are fundamental pillars of their strategy. He highlighted the importance of keeping customers informed during any eventuality, which reinforces trust and the perception of service quality.

Expectations of the neutral operator

Regarding expectations of neutral operators, Fran Sevilla (Excom) highlighted the importance of resilience, service quality, and rapid response to incidents. He also mentioned the need for APIs to facilitate system integration and maintain visibility and control over the network. Neutral operators also face the challenge of being close in their service, to result in the best possible experience for customers, in addition to being aware of the pricing dynamics that exist in the Spanish telecommunications market.

Manuel de la Guía, Business Development Director at Fibritel

Manuel de la Guía (Fibritel) valued transparency and competition on equal terms, without interference from retail operators on the same infrastructure. This clarity allows them to focus on their growth strategies with greater confidence and effectiveness.

Importance of not competing directly

Both panelists emphasized that relying on a neutral operator allows local operators to concentrate on their strengths and better serve their customers.

Opportunities in rural areas

Finally, the impact of connectivity on businesses in the rural environment was discussed. Fran Sevilla (Excom) and Manuel de la Guía (Fibritel) agreed that bringing fiber optics to these areas not only improves the quality of life for residents, but also opens new opportunities for local businesses, from implementing advanced technologies to improving public services. Connectivity enables rural businesses to compete on equal terms with urban ones, facilitating their growth and development.

The roundtable at the “Asteo Conecta” Conference demonstrated the critical importance of the neutral operator in the telecommunications sector, especially for expansion and sustainability in rural areas. The experiences shared by Fran Sevilla (Excom) and Manuel de la Guía (Fibritel) highlighted how collaboration with neutral operators allows local companies not only to survive, but also to thrive in a competitive and technologically advanced market.

 

Related content

Patricia Moreno Pacheco

Deployment Manager Director

Trained as an architect at the University of Seville and with international experience after her studies at the Leibniz Universität Hannover, she has a multidisciplinary technical profile. He stands out for his analytical capacity and leadership in telecommunications infrastructures, providing a highly consolidated strategic vision.

Her career began in civil architecture, working as a Municipal Architect and energy certifier. In 2017 she oriented her career towards the telco sector by joining Nokia as FTTx Network Design Engineer. For five years, he participated in large multinational deployments for operators in the USA, Italy, Chile, the Philippines and Germany. Later, at Inelcom, he took over team management and implementation support for the German UGG network, mastering the construction and last mile phases. All this international supervisory experience brought her to Asteo Red Neutra in 2023, where she manages field operations as Deployment Manager.

Away from blueprints and fiber optics, he is an active person who likes to enjoy his free time. He is passionate about climbing, paddle tennis and traveling, always looking for new environments to disconnect.

Laura Díaz

Marketing & Communications Director

With 20 years of experience, Laura has developed the communication strategy for national and international companies. Since the official launch of ASTEO Red Neutra, she has led its communication and content strategy as an external consultant, until her incorporation to the team.

She started her career as a journalist in the IT sector. She specialised in Communication, advising companies in various sectors (banking, asset management, private equity, insurance and insurtech or telecommunications). She led Evercom's Financial Communication department, in charge of the area's growth strategy and the management of the team and clients.

She graduated in journalism from the Universidad Católica Andrés Bello, in Venezuela, took the ABC-UCM master's degree in journalism, and complemented her education with studies in International Business at Dublin Business School, and sustainability at the University of Cambridge.

Married to Santi, she is the mother of two children and, whenever she has some free time, she loves going swimming and to the cinema or enjoying long dinners with friends.