Summary

  • Open Fiber’s offer pays partner operators at least €120 for each customer migrated from a less-performing technology to its FTTH network.
  • The initiative covers 1,663 municipalities and about 3.1 million real-estate units; qualifying orders run from 12 October to 31 December 2026.

On 20 October, Open Fiber announced a sales incentive with a familiar infrastructure lesson tucked inside: building a network and moving a customer onto it are two different jobs. The company will offer partner operators at least €120 for each customer they migrate from a less-performing technology to Open Fiber’s fibre-to-the-home network.

The programme covers areas in the Banda Ultra Larga and Italia a 1 Giga plans: 1,663 municipalities, with a stated catchment of about 3.1 million real-estate units. Orders submitted between 12 October and 31 December qualify. The clock therefore started eight days before the announcement appeared. That is the chronology Open Fiber published; it gives no count of orders placed during those first days.

The wording matters. The €120 goes to the partner operator as an incentive for migration campaigns. The release does not describe a €120 bill credit for households. Nor are 3.1 million units 3.1 million customers waiting to switch. They describe the programme’s footprint, not its conversion tally.

That distinction puts the commercial mechanism in focus. Open Fiber supplies the access network; its partner operators hold the retail relationship and run the customer campaigns. The network owner is paying for a specific action by the channel that can turn an available fibre line into an active customer. A fibre footprint is a map. A migrated subscriber is a transaction.

The release sets a minimum payment but leaves the rest of the price tag behind the curtain. It gives no programme budget, maximum payout, detailed eligibility rules, baseline of customers still on older technologies or target number of migrations. It also reports no results. Those are the numbers needed to judge the campaign’s scale and cost per successful switch.

Open Fiber says the incentive sits alongside other efforts to increase FTTH use, including voucher campaigns aimed at end customers. The two routes address different points in the sale: one rewards the retail channel for moving a subscriber; the other puts an offer in front of the subscriber. Both recognize that passing a building is not the same as winning its business.

By 31 December, the initiative’s order window closes. The useful scorecard will be actual migrations, the qualifying technologies and the total incentive paid. Until those figures appear, €120 is the published minimum, 1,663 municipalities are the stated footprint, and the customer count remains unwritten.

Sources