After years of rapid expansion and ambitious build targets, the UK’s AltNet landscape is shifting from a race to connect homes to a battle to deliver sustainable value. With competition intensifying, funding pressures mounting, and customers expecting more than just speed, independent network operators are rethinking what growth really means. Questions around consolidation, service differentiation, and operational efficiency now dominate business conversations, marking the next stage in the sector’s evolution.
It was against this backdrop that industry stakeholders recently met in Stratford-upon-Avon for the Independent Networks Cooperative Association (INCA) Summit 2025. The event brought together delegates from across the UK’s digital infrastructure ecosystem to explore how the sector can mature, innovate, and thrive beyond the build phase to deliver value to both customers and communities.
From network build to value creation
The first panel session explored this “post-build” era, examining how AltNets can evolve from rapid infrastructure deployment to becoming trusted service providers. Speakers argued that growth will increasingly depend on customer retention, recurring revenue, and operational intelligence rather than on expansion alone. That marks a fundamental shift in how networks position themselves in a more crowded and competitive marketplace.
For many, that transformation also involves rethinking the customer story. As consumer expectations rise, operators must move beyond the message of “we built fibre to your door.” The focus now is on articulating what that connectivity enables and how it supports business agility, community development, and digital inclusion. The conversation around customer experience is becoming as critical as the engineering itself and also opens up opportunities around bundling and the offering of additional services.
In one session, attendees were challenged to think about what customers truly want from their broadband providers, and that understanding customer behaviour and perception is just as important as delivering technical speed. The lesson here being that customers do not all cost the same to acquire or serve, and operators need to ground decisions in real-world behaviour and preferences, rather than assumptions based solely on coverage or price. Understanding what motivates different customer segments will be key to driving loyalty and reducing churn in a competitive landscape.
The new operational priorities
Other workshops examined the growing importance of infrastructure sharing, supply-chain collaboration and managing multi-dwelling-unit (MDU) deployments. These discussions reflected the financial realities facing many AltNets as they seek efficiencies while maintaining service quality. The industry is recognising that cooperation, both among competitors and with incumbents, is essential to achieving scale and sustainability.
A theme that has been discussed at previous INCA conferences was the rise of digital social value. A panel chaired by the Digital Connectivity Forum explored how networks can deliver tangible community benefits, whether through improved digital access, local job creation, or partnerships that tackle the digital divide. This represents a meaningful evolution in how connectivity is framed: not just as an economic asset but as a catalyst for local growth and inclusion.
AI, data, and regulation: The road to sustainable growth
One of the most pronounced topics was the shift from expansion to maturity. Many independent operators are now past the initial build stage and face the dual challenge of maintaining operational quality while improving profitability. Data and AI are playing an increasing role in achieving those goals, helping networks make smarter investment decisions and personalise customer engagement.
The broader regulatory and policy context was another major talking point and an address by Ofcom’s policy director centred on the theme of growth. The session highlighted the regulator’s commitment to fair competition, investment transparency, and continued support for full-fibre rollouts. However, the conversation also underscored the growing need for sustainable business models and a sharp focus on service delivery. As the UK’s fibre footprint expands, the challenge is no longer simply about connecting premises but how networks create long-term value for customers and communities.
A new era for UK AltNets
Ultimately, INCA Summit 2025 signalled the industry’s shift in focus from building networks to building value, and independent operators must now adopt clear storytelling that captures the real-world impact of connectivity and how it translates into stronger economies and smarter cities.
The race to build is giving way to the race to deliver. After a decade of expansion and competition, the UK’s alternative networks are now entering a maturity phase that demands operational excellence, customer understanding, and brand differentiation.
