Mawingu, Kenya’s fifth-largest ISP, is expanding its reach by offering fibre and fixed wireless services, competing with market leaders Safaricom and Jamii Telecoms. Backed by Microsoft, the ISP has over 30,000 subscribers and is targeting peri-urban regions in Kenya, with 10% of its customers expected to have fibre access by year-end. Mawingu has laid 20 kilometers of fibre in Isiolo and plans similar expansions in Garissa. The shift from its TV white space trial reflects its strategy to serve underserved areas using more cost-effective fixed wireless technology.
From TV White Space to Fibre: A Strategic Pivot
Mawingu initially emerged from the Kenyan government’s initiative to repurpose unused TV frequencies, known as TV white space, for internet connectivity in rural areas. Collaborating with Microsoft, the ISP trialed TV white space technology using solar-powered stations to bridge the digital divide in underserved regions. However, after years of experimentation, Mawingu ceased using TV white space due to high infrastructure costs.
According to Mawingu CEO Farouk Ramji, the cost of customer premises equipment (CPE) for TV white space—estimated at $2,000—made it financially unfeasible to scale in peri-urban and rural areas. Ramji highlighted the high unit economics as a significant barrier to adoption, despite the technology’s potential to cover large distances (up to 20 kilometers).
Expanding Fibre and Fixed Wireless Connectivity
Mawingu’s strategic shift now focuses on fibre and fixed wireless services using the 5GHz channel. This pivot aligns with its goal to serve previously overlooked regions in northern and western Kenya. Packages start at KES 2,500 for a 10 Mbps connection, making it competitive with larger ISPs like Safaricom, which has responded to market pressure by upgrading its fibre speeds.
Mawingu has laid 20 kilometers of fibre in Isiolo, a key milestone in its mission to connect underserved peri-urban areas. Expansion plans in Garissa and other parts of Kenya further demonstrate the ISP’s commitment to bridging the digital divide in areas beyond central Kenya.
The Competitive Landscape and Future Prospects
Despite being a smaller player in Kenya’s ISP market, Mawingu has survived by targeting areas outside the coverage of larger providers. Telcos such as Telkom Kenya have tried to serve these regions through innovative services like Google’s Loon internet-beaming balloons, but many initiatives have failed to gain traction.
Meanwhile, Starlink, Elon Musk’s satellite internet service, launched in Kenya 15 months ago and has quickly gained over 4,000 subscribers. Starlink has introduced packages aimed at price-sensitive customers, disrupting the fixed internet market and forcing competitors like Safaricom to increase their speeds significantly.
Mawingu’s fibre expansion comes at a crucial time as competition intensifies in Kenya’s ISP sector. While Safaricom leads with its vast network and high-speed fibre offerings, Mawingu’s focus on peri-urban areas and affordable packages may enable it to carve out a unique market segment, particularly as demand for reliable internet grows across Kenya.
Challenges and Opportunities
As Mawingu continues to expand its fibre infrastructure, it faces the challenge of scaling operations in areas with limited infrastructure. However, its strategic pivot from TV white space to fibre offers more sustainable growth opportunities, particularly in peri-urban regions that remain underserved by traditional ISPs. The ISP’s affordable pricing and commitment to reaching these regions make it well-positioned to capitalize on the growing demand for internet services.
The future of Kenya’s ISP market will likely see further innovations and price wars as players like Starlink and Mawingu challenge the dominance of Safaricom and Jamii Telecoms. For Mawingu, its success will hinge on its ability to balance expansion costs with customer affordability while continuing to offer reliable services in underserved areas.