Broadband synergies fight mobile price pressure
- Telkomsel is the core engine, serving 156.1 million mobile customers and 10.3 million IndiHome B2C customers at the end of 2025.
- The bull case rests on fixed-mobile convergence, where the convergence ratio reached 57% by December 2024 after one-billing integration.
- The bear case is real: full-year ARPU fell to Rp43.0 thousand in 2025 even though Q4 recovered to Rp45.0 thousand.
- Legacy voice and SMS are shrinking, with cellular telephone revenue down 29.7% in 2025 and SMS revenue down 16.9%.
- B2B infrastructure is the option value, especially towers, fiber, satellites, and data centers that can be sold to outside customers.
Synergy versus price pressure
Telkom Indonesia is trying to turn a big telecom network into a more efficient digital services group. The main plan is fixed-mobile convergence, which means selling mobile and home internet together so a household uses more of Telkomsel and is less likely to leave. By December 2024, the convergence ratio reached 57%, and one-billing integration was complete.
The bull case is that this integration lifts margins over time. IndiHome B2C subscribers rose from 9.6 million in 2024 to 10.3 million in 2025, so the home broadband base is still growing. ARPU also improved inside 2025, moving from Rp41.3 thousand in Q2 to Rp45.0 thousand in Q4 after pricing actions and simpler products.
The bear case is that the main consumer business is under pressure. Full-year ARPU still fell to Rp43.0 thousand in 2025, down from Rp44.4 thousand in 2024 and Rp47.5 thousand in 2023. Operating profit margin also dropped from 27.7% in 2024 to 23.2% in 2025, so better bundling has not yet fully offset competition, weaker buying power, and the loss of high-margin legacy voice and SMS revenue.
The next proof points are simple. Telkom needs ARPU recovery to hold, broadband additions to stay profitable, InfraCo to keep winning external customers, and the data center partner search to end in a way that shows real value. Until then, this is a turnaround in progress, not a clean growth story.
Phones, homes, and shared networks
Telkom makes money from mobile connectivity, fixed broadband, enterprise digital work, wholesale links, towers, data centers, satellites, and other network services. B2C is the largest business. It includes mobile services and IndiHome home broadband sold through Telkomsel.
The company also owns assets that other telecom and digital companies need. Mitratel runs more than 38,600 towers, while the infrastructure business includes fiber, backbone, data centers, and satellites. These assets can support Telkomsel, but the bigger upside comes when more outside customers rent or buy capacity.
The model breaks if customers trade down faster than Telkom can bundle them. In 2025, data, internet, and information technology service revenue was 61.4% of consolidated revenue, but mobile data revenue still fell in a harder market. This shows the company is not immune to price wars, even in digital services.
What Telkom sells
Telkomsel mobile
This is the core consumer business. It sells prepaid, postpaid, mobile data, and digital services to a very large customer base.
IndiHome fixed broadband
IndiHome sells home internet and related services. B2C subscribers rose to 10.3 million in 2025, but revenue was pressured by lower ARPU and a shift toward simpler plans.
EZnet
EZnet is the lower-priced mass market broadband brand launched in 2024. It can add homes, but it may also pull the average price down if not managed well.
Mitratel towers
Mitratel owns more than 38,600 towers. Tower leasing can be steady, but 2025 lessor revenue fell as tower rental revenue declined.
B2B ICT and enterprise services
This includes system integration, IT services, managed services, cloud, and digital solutions for companies and public institutions. Growth depends on winning business customers, not just selling phone plans.
Data centers and InfraCo assets
Data centers, fiber, backbone, satellites, and infrastructure management are the main value-unlock story. First InfraCo sales to a major application service provider show early demand, but the strategic data center partnership still needs a clear outcome.
2025 segment mix
The mix uses 2025 external revenue from Telkom's new business pillar segment reporting: B2C, B2B Infra, B2B ICT, International, and Others. Intersegment revenue is excluded because it is eliminated in consolidation.
What could break the thesis
ARPU recovery fails
High impact · Medium oddsARPU is the average revenue Telkom earns from each user. It fell to Rp43.0 thousand for full-year 2025, even though it improved to Rp45.0 thousand in Q4. If customers reject price increases or shift to cheaper packages, the fixed-mobile convergence story will have less power.
Competition outside Java gets worse
High impact · High oddsManagement has pointed to intense mobile competition outside Java. Price cuts in those markets can lower mobile data revenue and force Telkomsel to spend more to keep customers. This is dangerous because B2C is still the largest segment.
Legacy voice and SMS keep shrinking
Medium impact · High oddsLegacy voice and SMS are high-margin services, but customers keep moving to internet apps. In 2025, cellular telephone revenue fell 29.7% and SMS revenue fell 16.9%. Management expects the drag to taper as legacy falls below 5% to 6% of total revenue, but the timing matters.
Broadband growth adds low-quality revenue
Medium impact · Medium oddsIndiHome B2C subscribers rose to 10.3 million in 2025, but IndiHome consumer revenue still slipped from Rp26,262 billion in 2024 to Rp26,119 billion in 2025. That means new homes are not enough if customers choose cheaper plans or buy fewer add-ons.
Infrastructure value unlock disappoints
Medium impact · Medium oddsThe B2B infrastructure story depends on selling more tower, fiber, data center, satellite, and backbone capacity to outside customers. InfraCo has begun commercialization, and data centers remain a possible value unlock. If the strategic partner search drags on or pricing is weak, investors may give less credit to these assets.
In one breath
Is Telkom Indonesia mainly a mobile company?
Yes, B2C mobile and home broadband are still the largest part of the company. But Telkom also owns infrastructure assets such as towers, fiber, satellites, and data centers that can serve business and wholesale customers.
What does fixed-mobile convergence mean for Telkom?
It means selling mobile and fixed broadband together, often to the same household. The goal is to lower churn, raise customer lifetime value, and reduce duplicated costs after IndiHome moved into Telkomsel.
Why did ARPU matter so much in 2025?
ARPU shows whether Telkom can charge more per user. Full-year ARPU fell to Rp43.0 thousand in 2025, but Q4 improved to Rp45.0 thousand, so the key question is whether that late-year recovery can last.