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4th #WholesaleSpain Forum: where Spain’s telecom market will grow next
Onivia and Nae held the 4th #WholesaleSpain Forum in Madrid, where they presented the #WholesaleSpain 2026 report. Its main finding: Spain’s challenge is no longer building more fiber, but getting more out of it, in rural areas and through new services for the home
4th #WholesaleSpain Forum: where Spain’s telecom market will grow next
Key findings from the #WholesaleSpain 2026 report
Hugo Peire, Head of Strategy & Marketing at Onivia, and Joaquín Guerrero, Director at Nae, presented the report, which the two companies produce together. Its main conclusion is that Spain, now one of the most advanced fiber markets in Europe, no longer needs to focus on building more infrastructure. The challenge is to make better use of the network it already has.
The report points to these opportunities:
Rural areas, where customers sign up for lower speeds than in cities and there is more room to grow.
Neutral wholesale networks, which allow more operators to compete in each area.
Second homes.
Energy, insurance, and home security services sold alongside the connection, which open up new business models.
The report is available on Onivia’s website:
Download the #WholesaleSpain 2026 report (PDF)
“Where there’s supply, there’s demand”
Cristóbal Escoda, co-CEO of Nae, opened the event with a question: where is growth coming from now? “A large part of the answer lies in rural areas. Where there are more operators, customers sign up for faster speeds and higher-value services: where there’s supply, there’s demand. Growth won’t come only from connecting more people, but from making that connection more valuable by adding services that go beyond connectivity, enriching it and supporting customers in their daily lives.”
José Antonio Vázquez, CEO of Onivia, highlighted the role of wholesale networks: “NetCos have a strategic role in the sector’s new phase: we accelerate growth across regions and open up new business opportunities.”
Bringing services together in the home: telecom, insurance, home security, and energy
The panel, moderated by Joaquín Guerrero, featured Zigor Diez, Global Business Development Director at Mawdy (Mapfre Group); Fernando Saldaña, Chief Commercial Officer at Movistar Prosegur Alarmas; and Samuel Yañez, Residential Services Portfolio Manager at Naturgy.
The speakers agreed that changes in the home and in what customers expect create room to combine telecom, insurance, home security, and energy. For those services to work, they stressed that they need to be simple, easy to understand, and tailored to each user, with technology helping to bring them together. Customer experience came up throughout the discussion: it is what builds loyalty and what should shape the design of new services.
The FTTH Ecosystem Relationship Map, also presented at the Forum
The event also featured the second edition of Nae’s FTTH Ecosystem Relationship Map for Spain, which covers 19 players and 40 wholesale relationships in the fiber market. Among other findings, it shows that Telefónica, Vodafone, Orange, and Adamo each have agreements with the other three.
