Wholesale has traditionally been a scale-driven business focused on connectivity and volume. That model is now evolving. 

Across the telecom industry, wholesale providers are rethinking how they deliver value, moving toward more flexible, platform-based approaches that go beyond traditional network services. 

This shift is being driven by changing customer expectations, new technologies, and increasing pressure to create sustainable growth. 

Wholesale telecommunications is shifting toward platform-based models 

IDC highlights 2026 as a key moment in the transition toward more automated, API-driven, and AI-enabled wholesale models. 

Rather than offering static products, wholesale providers are increasingly expected to deliver services that are more flexible, on-demand, and easier to integrate into customer environments. 

Greater use of APIs to expose network capabilities  

Increased automation across ordering, provisioning, and operations  

More dynamic and usage-based pricing models  

As a result, wholesale telecommunications is gradually adopting characteristics typically associated with cloud platforms. 

Customer expectations in wholesale telecommunications are changing 

Wholesale customers are no longer only looking for access to infrastructure. They expect solutions that can adapt to their specific requirements and business models. 

Flexibility, scalability, and ease of integration are becoming key decision factors. 

This is particularly relevant as enterprise and service provider customers operate in more complex, multi-vendor environments and require greater control over how services are consumed and managed. 

Wholesale providers are responding by offering more configurable services and by simplifying how customers interact with their networks. 

Ecosystems are becoming more important in wholesale telecom 

As wholesale models evolve, the role of ecosystems is expanding. 

Providers are increasingly working with partners to extend coverage, enhance capabilities, and co-develop new services. This includes collaboration across technology vendors, platform providers, and other telecom operators. 

At the same time, there is a growing focus on standardization, particularly around APIs and emerging technologies, to enable interoperability and scale across ecosystems. 

Managing these ecosystems effectively is becoming a key capability for wholesale providers. 

Vendor strategies in telecommunications are evolving 

This shift is happening alongside changes in how telcos approach their vendor landscape. 

Operators are becoming more selective and are reducing the number of partners they work with. There is a clear move toward strategic partnerships with vendors that can deliver end-to-end capabilities and take on greater accountability. 

This reflects the increasing complexity of telecom environments, where fragmented ownership across multiple vendors can slow down transformation and increase operational challenges. 

Fewer, more integrated partners can help simplify execution and align outcomes more closely with business objectives. 

What this means for wholesale telecom providers 

For wholesale telcos, the transition to platform-based models requires both technology and organizational change. 

Modernizing legacy systems to support API-driven services  

Investing in automation and AI capabilities  

Rethinking product design toward more modular, flexible offerings  

Building and managing partner ecosystems more actively  

At the same time, providers need to balance innovation with the realities of existing infrastructure and customer commitments. 

Wholesale telecommunications is becoming a strategic growth lever 

Wholesale is no longer just a supporting function within telecom organizations. It is increasingly seen as an area for differentiation and new revenue generation. 
Platform-based models, ecosystem collaboration, and more flexible service delivery approaches are opening up new opportunities to monetize infrastructure and reach new customer segments. 

As these models mature, the ability to execute effectively will determine which providers can translate this shift into sustainable growth. 

Download the full analysis 

Wholesale transformation is one of several trends reshaping the telecom market. In the IDC eBook State of the Telco Market 2026, you’ll find detailed data, forecasts, and analysis on platform-based models, API strategies, and evolving telco business models. 

Download the eBook to explore how wholesale is evolving and what it means for telecom providers. 

If you’re currently evaluating how platform models or ecosystem strategies could impact your wholesale business, our experts are happy to exchange perspectives. Whether you’re just starting or already transforming your model, we welcome the conversation. Get in touch with our team to continue the discussion. 

Jan Hein Bakkers - Senior Research Director, European Infrastructure and Telecoms - IDC

Jan Hein Bakkers is responsible for IDC's research efforts in the European enterprise and wholesale communications domain. His personal areas of expertise include internet access and WAN services, as well as wholesale connectivity markets. His research has a particular focus on the evolution of wholesale models, WAN transformation and the role of key growth segments, such as SD-WAN, cloud connectivity and very high bandwidth services within that. His work is published in IDC's EMEA Wholesale Telecoms Strategies and European Enterprise Communications Services programs, as well as the Worldwide Telecom Services Tracker. In addition, he provides his insights, opinions, and advice to a broad base of clients via custom engagements. He is a regular speaker at industry, client, and IDC events, and is frequently quoted in the press. Since joining IDC in 2001, he has analyzed a range of telecommunications and networking areas, including broadband equipment, TV services, and consumer multiplay strategies. He is based in the Netherlands and has degrees in international marketing and technical business administration.