MTN’s Divyesh Joshi on the strategy behind Pi

MTN South Africa has launched Pi, a digital-only mobile operator that runs on MTN’s network but operates as a standalone brand, offering contract-free mobile and home 5G connectivity through a single app, with no call centres, no credit checks and no lock-in. In this episode of the TechCentral Show, TechCentral editor Duncan McLeod talks to Divyesh Joshi, chief commercial officer at MTN South Africa, about the thinking behind the launch and what it signals about the direction of the local telecommunications market. Pi’s pricing is aggressive: R79/month for 500 voice minutes and R199/month for 20GB of mobile data, for example, alongside home fixed-wireless broadband plans. McLeod asks whether Pi is essentially MTN’s fightback against Telkom, which has been quietly gaining prepaid market share with competitive data pricing – and whether the launch is also a response to mobile virtual network operators like Melon Mobile. The conversation explores what Pi means for MTN’s margins, particularly on voice, and whether the aggressive pricing on calls is an admission that voice has become a commodity in a market where many consumers have shifted to WhatsApp for calls. McLeod also asks whether Pi represents MTN’s attempt to get ahead of a structural shift in how people consume telecoms services – drawing a parallel with MultiChoice’s failure to adapt quickly enough to changing market demands in the video entertainment space. A key question is what happens to MTN’s existing SuperFlex product, which targets a similar customer base. Is Pi going to cannibalise MTN’s own subscribers? Finally, McLeod and Joshi discuss MTN’s new eSim-based roaming deals, which offer data at R12/GB in markets like China and France – though curiously, roaming in eSwatini, where MTN has a subsidiary, costs R85/GB. Don’t miss the conversation!