Behind every strong communication network is a set of powerful alliances. At CEQUENS, our partnerships with Mobile Network Operators (MNOs) emphasize co-creating value for businesses and customers alike. Nermeen Sobhy, Senior Vice President of Carrier Relations and Wholesale, explains how these partnerships work and why they matter.
Nermeen, what role do MNO partnerships play in CEQUENS’ business today?
They are absolutely foundational. For us to deliver enterprise-grade messaging and voice solutions across the globe, we need direct, reliable access to telecom infrastructure. That comes from working closely with MNOs, both regionally and internationally.
But it goes beyond just routing traffic. A good partnership means mutual growth. We enable the MNO to expand its revenues through tailored services and products. For example, when we help an MNO secure and monetize international A2P traffic through our A2P Monetization+ program, we are adding value, protecting their network, reinforcing compliance, and helping them reduce customer complaints about not receiving SMS or OTPs.
In addition to that, we partner with MNOs to accurately resolve the MNP status of different customers to enhance SMS delivery quality and ensure optimized routing to the right recipient. Discovery services also play a vital role in CEQUENS’ strategic partnerships. By leveraging both HLR and MNP data, we provide accurate number intelligence that enhances delivery performance and ensures better routing. Through direct collaboration with MNOs or trusted vendors, we access authoritative data sources that improve efficiency, support fraud prevention, and reduce delivery failures. This is all powered by AI. These insights empower real-time decision making across enterprise messaging platforms.
Our flexible engagement models, whether through direct database access, API integration, or revenue sharing frameworks, allow us to tailor each partnership to the operator's ecosystem. Together, we co-create value, unlock new revenue opportunities, and contribute to a more secure and intelligent telecom infrastructure.
And this is a growing opportunity. The global A2P SMS market is expected to reach 78 billion dollars by 2027, according to Juniper Research. If operators do not act, that potential revenue is left on the table or lost to grey routes.
We are now seeing a major shift where CPaaS and AI-driven solutions are opening entirely new revenue streams for MNOs. By offering services like omnichannel communications, chatbot automation, conversational APIs, and generative AI capabilities, MNOs can move up the value chain. They are no longer just traffic enablers, rather they become full-scale digital service providers for the enterprise sector. This evolution not only increases ARPU but also strengthens the operator’s positioning in an increasingly competitive landscape.
How do these partnerships typically take shape?
It varies. Some are built around direct interconnect agreements, others around joint service offerings. It really depends on the regulatory environment and the strategic priorities of each operator.
In some cases, we offer revenue-sharing models. In others, we enable the MNO to launch enterprise services through our white label platform. What makes CEQUENS agile is that we do not impose a framework. We build one together, tailoring products and services to meet the specific requirements of each MNO. That is what makes these partnerships sustainable and scalable.
What is in it for the operator?
We help operators stop revenue leaks. A lot of A2P SMS traffic gets rerouted through grey routes or OTT channels, which can significantly cut into potential earnings. Our platform helps operators identify, control, and monetize that traffic more effectively.
Then there is access. CEQUENS operates in over 150 countries, and that kind of reach allows us to detect new types of leakage instantly and secure our clients proactively before their revenues are impacted.
Beyond traditional messaging, our CPaaS and AI capabilities open up entirely new revenue streams for operators. Through CPaaS, they can offer enterprise grade tools such as chatbots, omnichannel messaging, and voice APIs without needing to build them from scratch. This transforms MNOs into full-fledged digital solution providers for their enterprise clients.
AI takes this further by enabling advanced use cases like intelligent customer engagement, predictive support, and conversational banking. This positions the operator as a key enabler of digital transformation across industries.
In my 25 years of experience in the industry, I have realized that what operators appreciate most is that we are not just pushing volume. We care about quality, reputation, and long-term performance. It is a true partnership on all levels.
What do you think makes CEQUENS different in this space?
It starts with alignment. MNOs should look for partners who understand their business beyond just traffic volumes. Are they thinking about long-term value? Are they ready to protect the network, not just use it? Can they support regulatory requirements in the region? These are the questions that matter.
What sets CEQUENS apart is our ability to go beyond basic SMS enablement and offer full stack CPaaS and AI solutions tailored for telecom operators. A strong CPaaS partner must offer technical clarity, routing transparency, message traceability, and fraud mitigation.
What elevates our value is the intelligence layer we add through AI: automated traffic analysis, intelligent routing, anomaly detection, and enterprise focused conversational use cases that help operators serve their clients better and faster.
Just as important is flexibility. No two operators are the same. I always say: choose a partner willing to adapt to your ecosystem, not one expecting you to adapt to theirs. That is the approach we take at CEQUENS.
We do not treat carrier relations like a transaction. We work side by side with our partners, adapting to their network needs, understanding their internal systems, and building trust over time. Our AI-powered routing and fraud controls are designed to optimize delivery, ensure compliance, and safeguard network integrity. It is not a plug and play deal; we are in it together.
The names we work with say a lot. Operators like Lebara KSA, PTCL group, stc group, and stc Kuwait choose to partner with us not just because of our technology, but because of how we operate.
With your experience, what excites you most about the future of MNO partnerships?
There is a real shift happening. MNOs are no longer just infrastructure providers. They are becoming strategic technology partners for enterprises, and that opens up so many possibilities.
What excites me is the chance to be part of that transformation. When I first started in telecom, partnerships were rigid. Now, they are fluid and with great potential. We get to help telcos think like platforms, innovate faster, and yes, monetize in smarter ways.
For someone like me, who has always believed in building value through collaboration, this is where it gets really interesting.
Business Partner | 
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