• Telkom wants external customers to contribute 25–30% of InfraNexia's revenue, compared with a reported current share of 10–15%
  • Its XLSMART agreement covers transport services and potential passive-infrastructure use, providing an early example of the outside business Telkom wants to expand

The fact

Telkom Indonesia said on 7 September that it wants customers outside TelkomGroup to generate 25–30% of InfraNexia's revenue, compared with a reported current contribution of around 10–15%.

Wholesale and international business director Budi Satria Dharma Purba gave the target during Telkom's Public Expose Live. Telkom is also preparing the second phase of separating its fibre infrastructure business, with InfraNexia intended to operate as the group's main wholesale-connectivity company.

InfraNexia serves TelkomGroup companies as well as outside operators, with Telkomsel remaining an important customer. Telkom describes the business as carrier-neutral, meaning its infrastructure is intended to be available to customers beyond the group.

A separate agreement with XLSMART, announced on 7 September and signed during BATIC in Bali on 27 August, covers Wavenexia and Metronexia transport services and potential use of passive infrastructure. The companies did not disclose enough commercial detail to calculate how much revenue the agreement could generate or how much capacity has entered service.

The assessment

InfraNexia's commercial test is straightforward: can it persuade more operators outside TelkomGroup to buy capacity on its network? Moving fibre assets into a separate company changes how the business is organised, but it does not by itself create additional wholesale demand.

The XLSMART agreement gives InfraNexia a concrete external relationship, although its commercial value has not been disclosed. For an outside operator, the decision will depend on whether InfraNexia has capacity on the required routes, what the service costs and whether delivery and support fit the operator's own network plans. Calling the business carrier-neutral does not answer those questions on its own.

For BTW readers, progress should therefore be measured through actual outside sales. External revenue in rupiah, new customer contracts and capacity delivered to operators such as XLSMART would show whether InfraNexia is becoming a broader wholesale supplier. A higher external percentage is less informative if it results mainly from lower revenue elsewhere in TelkomGroup.

What to watch

Watch Telkom's next InfraNexia results for external revenue in absolute terms as well as its share of total revenue. New wholesale customers, activated XLSMART services and disclosed route utilisation would show whether outside demand is increasing. Completion of the second-stage fibre separation should be tracked separately from those commercial results.