From Telco to Techco: Orange’s Bold Strategy for Growth in the Africa Digital Market

Infrastructure and Regional Priorities 

Bennis emphasized that despite the shift towards becoming a Techco, developing robust infrastructure remains a critical priority, especially in specific regions where connectivity is still a challenge. “Still, okay, there is a shift, but still we need to develop infrastructure in this region,” Bennis stated. This includes not only expanding mobile network coverage, particularly 4G and 5G, to underserved areas but also investing in fixed network infrastructure to support the growing demand for high-speed internet access for businesses and consumers. 

Customer-Centric Transformation 

He discussed the necessity of moving beyond traditional connectivity offerings to provide more value-added services and solutions tailored to specific customer needs. Bennis explained, “We need also to listen to what is at stake for our customers, what are their priorities, and to be able to transform their need into real use cases.” This involves a deeper understanding of customer challenges and opportunities across various sectors, such as agriculture, healthcare, and education, and the development of tailored solutions that address these specific needs.  

Ecosystem Partnerships and Collaboration 

A significant portion of the discussion focused on the importance of partnerships within the tech ecosystem to drive innovation and accelerate the shift to Techco. Bennis stressed that no single entity could navigate this transformation alone. “We need to work all together with the ecosystem,” he noted, emphasizing collaboration with startups, software companies, hyperscalers, and even competitors for infrastructure sharing. These partnerships can take various forms, such as joint ventures to develop new products and services, co-investment in infrastructure projects, or the creation of open innovation platforms to foster collaboration and knowledge sharing.  

Industry Outlook and Growth Potential 

Looking ahead, Bennis presented an optimistic view of the industry’s growth potential, driven by the increasing demand for digital services and the opportunities created by the shift to Techco. This growth contrasts sharply with the more modest 2% growth in traditional connectivity, making the shift to Techco a strategic imperative for Orange and other industry players.  

“Our industry is poised for 10 to 20 percentage points of growth—if we navigate this shift correctly. Globally, the connectivity business is growing by less than 2%, so we have a choice: either continue with the status quo and compete over that small 2%, which won’t satisfy our shareholders or the market, or seize this opportunity for transformative growth. If we make the right moves, we could see a 10 to 15-point boost in the next 3 to 4 years. It’s a chance to not only strengthen our turnover but also expand the market itself.”  

– Mohamed Bennis, B2B Chief Sales Officer, Orange Morocco