In almost all developed countries, the development of mobile telephony
resulted in the decrease in landline subscriptions. Yet, the fixed network
remains an essential resource for operators, in particular through the
development of multiplay offers. In this context, the «ZNE» offer (Zones
non éligibles, a triple play offer for areas non eligible to TV via ADSL) that Orange developed and launched, with the help of Sofrecom, is a strong strategic asset. It can be regarded as such to the extent that it enables the operator to increase the broadband market share, enlarge
the client basis, and gain negotiation leverage towards right owners. This is the reflection conducted in this issue, which was co-written with
HEC Paris School of Management.