.png)
AT&T Convergence Strategy: CEO Stankey's Fiber-Mobile Bundling Focus (Q3 2025)
- Wireless Dealer Group
- 1 day ago
- 20 min read
AT&T Convergence Strategy: Quick Overview
Detail | Information |
CEO Statement | "Our shift in tactic is to focus on converged customers" |
Convergence Rate | 41.5% of fiber customers also have AT&T mobile |
Q3 2025 Fiber Adds | 288,000 new fiber customers |
Q3 2025 Mobile Adds | 403,000 postpaid phone net adds |
5G Home Internet | 270,000 new customers in Q3 |
Strategic Focus | Fiber + Mobile bundling ("race to convergence") |
Competitive Position | Only major carrier with nationwide fiber footprint |
CEO | John Stankey, AT&T Chairman and CEO |
AT&T CEO John Stankey has made it crystal clear: AT&T convergence strategy—bundling fiber internet with mobile services—is now the company's primary focus for growth. In AT&T's Q3 2025 earnings call on October 22, 2025, Stankey declared, "Our shift in tactic is to focus on converged customers," emphasizing that AT&T is in a "race to convergence." The results speak for themselves: 41.5% of AT&T Fiber households now also choose AT&T for wireless service, representing one of the company's largest convergence gains to date. For wireless dealers, this strategic shift creates massive opportunities to drive revenue through fiber-mobile bundling.
The AT&T convergence strategy leverages the company's unique position as the only major carrier with both a nationwide 5G mobile network and an extensive fiber internet footprint. AT&T added 288,000 fiber customers and 403,000 postpaid phone customers in Q3 2025, with the convergence rate climbing steadily each quarter. Stankey emphasized that converged customers—those who bundle fiber and mobile—have significantly higher lifetime value, lower churn rates, and greater satisfaction than single-service customers. This makes convergence not just a growth strategy, but a profitability and retention strategy.
This comprehensive guide covers everything wireless dealers need to know about the AT&T convergence strategy: Q3 2025 earnings highlights, convergence rate trends, why bundling matters, how to sell fiber-mobile bundles, target customer segments, competitive advantages, sales scripts, objection handling, commission opportunities, and actionable tactics to capitalize on AT&T's strategic focus. With convergence now AT&T's top priority, dealers who master fiber-mobile bundling will capture the highest-value customers and maximize revenue.
Q3 2025 Earnings: Convergence Strategy Delivers Results
AT&T's Q3 2025 earnings report demonstrates that the AT&T convergence strategy is working.
Key Q3 2025 Performance Metrics:
Fiber Business:
Net Adds: 288,000 new AT&T Fiber customers in Q3
Total Fiber Customers: Growing fiber footprint nationwide
Convergence Rate: 41.5% of fiber customers also have AT&T mobile
Growth Trend: Convergence rate increasing each quarter
Strategic Importance: Fiber is foundation of convergence strategy
Mobile Business:
Postpaid Phone Net Adds: 403,000 in Q3 2025
5G Home Internet: 270,000 new customers in Q3
Total Wireless Customers: Strong growth across all categories
Convergence Impact: Fiber customers increasingly adding mobile
CEO John Stankey's Key Statements:
"Our shift in tactic is to focus on converged customers. We have all the assets in front of us and we've run the plays we need to run." "We're in a race to convergence." "Today, more than 41% of AT&T Fiber households also choose AT&T for wireless. And the pace of this convergence trend within our customer base continues to accelerate." "This represents one of our largest convergence gains to date."
What the Numbers Mean:
Metric | Q3 2025 Result | Strategic Significance |
Fiber Net Adds | 288,000 | Foundation for mobile bundling opportunities |
Mobile Net Adds | 403,000 | Strong mobile growth supports convergence |
Convergence Rate | 41.5% | 4 in 10 fiber customers bundle mobile |
5G Home Internet | 270,000 | Alternative broadband option for convergence |
Convergence Rate Trend:
Previous Quarters: Convergence rate steadily increasing
Q3 2025: 41.5% (one of largest quarterly gains)
Trajectory: Accelerating pace of convergence
Target: Continue increasing percentage of converged customers
Why Convergence Matters to AT&T:
Higher Lifetime Value: Converged customers spend more monthly
Lower Churn: Bundled customers less likely to leave
Greater Satisfaction: Single-bill convenience and bundle discounts
Competitive Moat: Harder for competitors to steal bundled customers
Revenue Efficiency: Lower customer acquisition cost for second service
Market Reaction:
Stock Performance: AT&T stock up 20%+ in 2025 (outperforming Verizon and T-Mobile YTD)
Analyst Response: Positive reception to convergence strategy execution
Investor Confidence: Strategy demonstrating consistent results
Competitive Position: AT&T's fiber footprint creates unique advantage
What is Convergence and Why It Matters
Understanding the AT&T convergence strategy requires clarity on what "convergence" means and why it's critical for dealers.
Convergence Defined:
Simple Definition: Customers who bundle multiple services from one provider
AT&T Context: Fiber internet + mobile wireless bundled together
Single Provider: One company (AT&T) for both home internet and mobile
Single Bill: Consolidated billing for all services
Bundle Discounts: Price incentives for combining services
Types of AT&T Convergence:
1. Fiber + Mobile (Primary Focus):
Service 1: AT&T Fiber home internet
Service 2: AT&T postpaid mobile phone plan
Bundle Benefit: Discounts on both services, single bill
Current Rate: 41.5% of fiber customers have this bundle
2. 5G Home Internet + Mobile:
Service 1: AT&T 5G Home Internet (wireless broadband)
Service 2: AT&T postpaid mobile phone plan
Bundle Benefit: Discounts, single bill, no installation
Target Market: Areas without fiber availability
3. Multi-Line Mobile + Broadband:
Service 1: Multiple AT&T mobile lines (family plan)
Service 2: AT&T Fiber or 5G Home Internet
Bundle Benefit: Maximum discounts for multiple services
Highest Value: Most revenue per household
Why Convergence is AT&T's Top Priority:
1. Higher Customer Lifetime Value:
Single Service Customer: $50-100/month average
Converged Customer: $150-250+/month average
Revenue Impact: 2-3x monthly revenue per household
Long-Term Value: Converged customers stay longer
2. Dramatically Lower Churn:
Single Service: Easier to switch (one service to cancel)
Converged: Harder to switch (must replace multiple services)
Switching Friction: Customers reluctant to change both internet and mobile
Retention Rate: Converged customers have significantly lower churn
3. Lower Customer Acquisition Cost:
New Customer: High marketing and acquisition costs
Existing Customer Add-On: Much lower cost to add second service
Cross-Sell Efficiency: Easier to sell to existing customers
ROI: Better return on marketing investment
4. Competitive Differentiation:
AT&T's Unique Position: Only major carrier with nationwide fiber + 5G
Verizon: Limited fiber footprint (primarily Fios in Northeast)
T-Mobile: No fiber (only 5G Home Internet)
Competitive Moat: AT&T can offer true fiber-mobile convergence nationwide
5. Customer Satisfaction and Convenience:
Single Bill: One payment for all services
Unified Support: One company to call for all issues
Bundle Discounts: Lower total cost than separate providers
Simplified Management: One account, one app, one portal
Convergence vs. Single Service Comparison:
Factor | Single Service Customer | Converged Customer |
Monthly Revenue | $50-100 | $150-250+ |
Churn Rate | Higher (easier to switch) | Lower (switching friction) |
Lifetime Value | $1,200-2,400/year | $3,600-6,000+/year |
Satisfaction | Moderate | Higher (convenience, savings) |
Switching Likelihood | High | Low |
Dealer Commission | Single service commission | Double commission (2 services) |
Dealer Opportunity: Why Convergence Matters to You
The AT&T convergence strategy creates massive revenue opportunities for wireless dealers.
Commission Opportunity:
Single Service Sale (Mobile Only):
Commission: $50-150 per activation (typical)
Recurring: Possible residual commission (varies by dealer program)
One-Time Revenue: Single commission payment
Converged Sale (Mobile + Fiber):
Mobile Commission: $50-150 per activation
Fiber Commission: $100-300 per installation (typical)
Total Commission: $150-450 per converged customer
Recurring Revenue: Potential ongoing residuals on both services
2-3x Revenue: Compared to mobile-only sale
Revenue Comparison Example:
Scenario 1: Mobile-Only Dealer (10 activations/month) 10 mobile activations × $100 avg = $1,000/month Scenario 2: Convergence-Focused Dealer (10 converged sales/month) 10 mobile activations × $100 = $1,000 10 fiber installations × $200 avg = $2,000 Total: $3,000/month (3x revenue)
Why Dealers Should Prioritize Convergence:
1. Higher Commission Per Customer:
Selling two services = two commissions
2-3x revenue per customer interaction
Same effort, higher payout
2. Easier Second Service Sale:
Customer already trusts you for first service
Bundle discount makes second service attractive
Convenience of single provider appeals to customers
3. Lower Customer Churn = Ongoing Residuals:
Converged customers stay longer
If you earn residual commissions, they last longer
More stable, predictable income
4. Competitive Advantage:
AT&T is only carrier with nationwide fiber + mobile
Verizon has limited fiber footprint
T-Mobile has no fiber (only 5G Home Internet)
Unique value proposition for customers
5. AT&T Corporate Support:
Convergence is AT&T's #1 strategic priority
Expect increased marketing support for bundling
Potential for enhanced dealer incentives
Corporate focus aligns with dealer revenue goals
Target Customer Profiles for Convergence:
Profile 1: New AT&T Mobile Customer
Situation: Customer activates AT&T mobile service
Opportunity: "Do you have home internet? We can bundle AT&T Fiber and save you money"
Conversion Rate: High (customer already engaged with AT&T)
Timing: Ask during mobile activation process
Profile 2: Existing AT&T Mobile Customer
Situation: Customer comes in for device upgrade or support
Opportunity: "Are you happy with your home internet? AT&T Fiber customers get mobile discounts"
Conversion Rate: Moderate (requires switching home internet)
Timing: During any customer interaction
Profile 3: New Fiber Customer (Reverse Convergence)
Situation: Customer signs up for AT&T Fiber
Opportunity: "Who's your mobile carrier? Bundle AT&T mobile and save on both services"
Conversion Rate: Very high (41.5% of fiber customers already converting)
Timing: During fiber installation or activation
Profile 4: Competitor Customer (Double Switch)
Situation: Customer on Verizon/T-Mobile mobile + cable/DSL internet
Opportunity: "Switch both to AT&T—better service, lower cost, single bill"
Conversion Rate: Lower (requires switching two services)
Timing: Proactive outreach or in-store inquiry
Profile 5: Family/Multi-Line Households
Situation: Family with 3-5 mobile lines + home internet
Opportunity: "Bundle all your lines with AT&T Fiber—maximum savings"
Conversion Rate: High (significant bundle discounts)
Revenue Potential: Highest (multiple mobile lines + fiber)
Sales Strategies: Selling AT&T Convergence Bundles
Effective strategies help dealers capitalize on the AT&T convergence strategy.
Strategy 1: Always Ask About Home Internet
Tactic: Make home internet inquiry part of every mobile sale
Question: "Who do you use for home internet?"
Follow-Up: "Are you happy with the speed and price?"
Transition: "Let me show you how bundling AT&T Fiber saves you money"
Success Rate: Even 20% conversion = significant revenue increase
Strategy 2: Lead with Bundle Savings
Message: "Bundle AT&T Fiber and mobile—save $20-30/month on both services"
Calculation: Show exact monthly savings vs. current providers
Annual Savings: "$240-360/year in your pocket"
Psychology: Savings message more compelling than features
Strategy 3: Emphasize Single-Bill Convenience
Pain Point: Multiple bills from different providers
Solution: "One bill for everything—internet, mobile, TV (if applicable)"
Benefit: Simplified finances, easier budgeting
Appeal: Especially strong for busy families and seniors
Strategy 4: Highlight AT&T's Unique Position
Competitive Advantage: "AT&T is the only carrier with nationwide fiber + 5G"
Verizon Comparison: "Verizon's fiber is only in a few cities"
T-Mobile Comparison: "T-Mobile doesn't have fiber—only wireless home internet"
Value Prop: "True fiber speed + nationwide mobile coverage"
Strategy 5: Use Fiber Availability as Qualifying Question
Early Question: "Is AT&T Fiber available at your address?"
Check Availability: Use AT&T's address lookup tool
If Available: Immediately pitch convergence bundle
If Not Available: Offer 5G Home Internet as alternative
Strategy 6: Create Urgency with Limited-Time Offers
Promotion: "This month only: $200 Visa reward card when you bundle"
Installation: "Free professional installation if you sign up today"
Timing: "Fiber installation schedules fill up fast—let's reserve your spot"
Psychology: Urgency drives immediate decision-making
Strategy 7: Position as Upgrade, Not Switch
Language: "Upgrade to AT&T Fiber" (not "switch from cable")
Frame: Moving to better technology, not just changing providers
Benefits: Faster speeds, more reliable, future-proof
Psychology: "Upgrade" feels positive, "switch" feels risky
Strategy 8: Bundle Accessories and Services
Complete Package: Mobile + Fiber + device + accessories + protection
Value Add: "Let's get you completely set up today"
Revenue Boost: Accessories and insurance add to transaction value
Customer Benefit: One-stop solution for all needs
Convergence Sales Process:
Qualify: Ask about current home internet provider and satisfaction
Check Availability: Verify AT&T Fiber available at customer address
Present Bundle: Show mobile + fiber pricing with bundle discount
Calculate Savings: Compare to customer's current total cost
Address Objections: Handle concerns about switching, installation, etc.
Close: Schedule fiber installation and activate mobile service
Follow-Up: Confirm installation appointment and ensure satisfaction
Sales Scripts: Positioning AT&T Convergence Bundles
Effective sales scripts help dealers communicate the value of the AT&T convergence strategy.
Opening Script (During Mobile Activation):
"Great choice on AT&T mobile! Quick question—who do you use for home internet? [Customer answers] And are you happy with the speed and price? [Customer answers] Here's something that could save you money: AT&T Fiber customers get discounts on mobile service, and mobile customers get discounts on fiber. If we bundle both, you'd save about $20-30 per month compared to what you're paying now. Plus, you get one bill for everything. Want me to check if AT&T Fiber is available at your address?"
Fiber Availability Confirmed Script:
"Good news—AT&T Fiber is available at your address! Here's what the bundle looks like: AT&T Fiber [speed tier] is normally $XX/month, but with your mobile plan, it's $XX/month. Your mobile plan is $XX/month, but with fiber, you save $X/month. So your total for both services is $XXX/month—that's $XX less than you're paying now for [current provider]. Plus, AT&T Fiber is faster than cable—up to [speed] with no data caps. And it's all on one bill. We can schedule installation as soon as [date]. Sound good?"
Competitor Customer Script (Double Switch):
"I see you're currently on [Verizon/T-Mobile] for mobile and [Comcast/Spectrum] for internet. Here's why switching both to AT&T makes sense: First, AT&T has the best of both worlds—nationwide 5G coverage AND fiber internet. Verizon's fiber is only in a few cities, and T-Mobile doesn't have fiber at all. Second, when you bundle AT&T mobile and fiber, you save $20-30/month compared to separate providers. Third, you get one bill, one company to call for support, and better service. Let me show you the exact pricing for your situation. [Present bundle pricing] That's $XX/month total for both services—probably $30-50 less than you're paying now. Want to make the switch?"
Existing AT&T Mobile Customer Script:
"Thanks for being an AT&T mobile customer! I wanted to let you know about something that could save you money. Are you using AT&T for your home internet? [Customer says no] Who do you use? [Customer answers] Here's the thing—as an AT&T mobile customer, you qualify for discounts on AT&T Fiber. And when you bundle, you save on both services. Right now you're paying $XX for mobile and probably $XX-XX for [current internet provider], so about $XXX total. If we bundle AT&T Fiber with your mobile plan, your total drops to about $XXX—that's $XX/month in savings. Plus, AT&T Fiber is faster and more reliable than cable. Want me to check if it's available at your address?"
Family/Multi-Line Script:
"I see you have [X] lines on your family plan. That's great! Here's how you can save even more: When you bundle AT&T Fiber with your family mobile plan, you get maximum discounts on both services. Right now you're probably paying around $XXX/month for [X] mobile lines plus $XX for home internet—total of about $XXX. With AT&T's convergence bundle, you'd pay about $XXX total—that's $XX/month in savings, or $XXX per year. Plus, everyone's on one bill, you get faster fiber internet, and AT&T's customer service handles everything. For a family your size, this is the best deal available. Let me show you the exact breakdown."
5G Home Internet Alternative Script (No Fiber Available):
"Unfortunately, AT&T Fiber isn't available at your address yet. But here's the good news: AT&T 5G Home Internet is available, and you still get bundle discounts when you combine it with mobile. 5G Home Internet gives you [speed] speeds with no data caps, no installation needed—we just ship you the gateway and you plug it in. And because you're bundling with mobile, you save $10-20/month on both services. It's not fiber, but it's much better than DSL or satellite, and you still get the convenience of one bill and bundle savings. Want to try it?"
Objection: "I'm under contract with my current internet provider"
"I understand. Here's what I recommend: Check your early termination fee with [current provider]. If it's $100-200, and you're saving $30/month with AT&T's bundle, you'll break even in 3-6 months and then save money every month after that. Over a year, you'll save $200-300 even after paying the termination fee. Plus, AT&T sometimes offers promotions that cover early termination fees—let me check what's available right now. Even if we can't cover the full fee, the long-term savings make it worth switching. Want me to run the exact numbers for you?"
Objection: "I don't want to deal with installation"
"I totally understand—installation can be a hassle. But AT&T makes it really easy. Professional installation is included [or available for $XX], and the technician handles everything—running the fiber line, setting up your gateway, connecting your devices, and making sure everything works perfectly. The whole process takes 2-3 hours, and you pick the date and time that works for you. Plus, once it's installed, fiber is incredibly reliable—you'll probably never have to call for service. And if you ever do, you're calling AT&T for both your internet and mobile, not juggling two different companies. The installation is a one-time thing, but the savings and convenience last forever."
Closing Script:
"So here's what we're looking at: AT&T mobile [plan details] plus AT&T Fiber [speed tier] for a total of $XXX/month. That saves you $XX/month compared to what you're paying now, gives you faster internet, better mobile coverage, and one simple bill. We can activate your mobile service today and schedule fiber installation for [earliest available date]. I'll also throw in [accessory bundle/promotion] to get you completely set up. Sound like a plan?"
Objection Handling: Overcoming Convergence Concerns
Dealers must be prepared to address common objections to AT&T convergence strategy bundles.
Objection 1: "I'm happy with my current internet provider"
Response: "That's great! But let me ask—are you happy with what you're paying? Most people are satisfied with their service but frustrated with the cost. With AT&T's bundle, you'd get faster fiber internet AND save $20-30/month on your total bill. Even if you're happy with your current provider, wouldn't you be happier saving $300-400 per year? Plus, AT&T Fiber is faster and more reliable than cable. Let me show you the exact comparison."
Objection 2: "Fiber sounds expensive"
Response: "Actually, when you bundle fiber with mobile, it's usually cheaper than what people are paying for cable internet alone. AT&T Fiber starts at around $55-80/month depending on speed, but with the mobile bundle discount, it drops to $45-70/month. Compare that to Comcast or Spectrum, which charge $70-100/month for slower cable internet. So you're getting faster speeds for less money, plus you save on your mobile bill too. The bundle makes fiber very affordable."
Objection 3: "I don't want to switch—it's too much hassle"
Response: "I understand—switching can feel like a hassle. But here's how AT&T makes it easy: (1) We schedule installation at a time that works for you. (2) The technician handles everything—you don't have to do anything. (3) We can even help you cancel your old service. (4) Once it's set up, you're done—no more dealing with it. The 'hassle' is maybe 2-3 hours one day, but then you save $30-50/month forever. That's $360-600 per year. For a few hours of your time, that's a pretty good return. And honestly, most customers tell us the switch was way easier than they expected."
Objection 4: "What if AT&T Fiber isn't as good as my current internet?"
Response: "That's a fair concern. Here's why AT&T Fiber is actually better than cable: Fiber is a dedicated line to your home, so you get consistent speeds even during peak hours. Cable is shared with your neighbors, so it slows down when everyone's online. Fiber also has symmetrical upload and download speeds—cable has slow uploads. And AT&T Fiber has no data caps, while cable providers often charge overage fees. Plus, fiber is more reliable—fewer outages and service calls. If you're skeptical, AT&T has a satisfaction guarantee. If you're not happy within [X] days, you can cancel. But I'm confident you'll love it."
Objection 5: "I need to talk to my spouse/family first"
Response: "Absolutely—this is a household decision. Here's what I recommend: Take this pricing breakdown home [provide written quote]. Show your spouse/family how much you'll save per month and per year. Mention the faster speeds, single bill convenience, and AT&T's reliability. If they have questions, you can call me directly or bring them in and I'll explain everything. I can also hold this pricing for [X] days so you have time to discuss. When you're ready, we'll get you scheduled. Sound good?"
Objection 6: "I'm locked into a contract with my current provider"
Response: "I hear that a lot. Here's what I recommend: Find out your early termination fee. If it's $100-200, and you're saving $30-40/month with AT&T, you break even in 3-5 months. After that, you're saving money every month. Over two years, you'll save $500-800 even after paying the termination fee. Plus, AT&T sometimes runs promotions that cover early termination fees—let me check what's available. Even without a buyout, the math usually works in your favor to switch now rather than wait. Want me to calculate your exact break-even point?"
Objection 7: "I don't trust AT&T's customer service"
Response: "I understand—customer service is important. Here's the thing: when you bundle mobile and fiber, you have one company to call for everything. No more calling your internet provider for one issue and your mobile carrier for another. Plus, AT&T has invested heavily in customer service improvements—shorter wait times, better-trained reps, and more self-service options through the app. And if you ever have an issue, you can come see me in the store and I'll help you directly. You're not just getting AT&T—you're getting me as your local contact. That's a big advantage over dealing with a 1-800 number."
Objection 8: "I'll think about it and come back"
Response: "Of course—take your time. But here's what I want to make sure you know: This bundle pricing is based on current promotions, which can change. Fiber installation schedules also fill up, especially in [season/month]. If you wait a few weeks, you might miss the current offer or have to wait longer for installation. What I recommend is: Let's at least check fiber availability and reserve an installation date. There's no commitment—you can always cancel before installation. That way, if you decide to move forward, you're already scheduled. If not, no harm done. Does that sound fair?"
Competitive Positioning: AT&T's Convergence Advantage
The AT&T convergence strategy leverages unique competitive advantages that dealers should emphasize.
AT&T's Unique Position:
Only National Carrier with Fiber: AT&T has nationwide fiber footprint + 5G mobile
Verizon: Limited fiber (Fios only in Northeast/select markets)
T-Mobile: No fiber at all (only 5G Home Internet)
Cable Companies: No mobile network (must partner with carriers)
Result: AT&T can offer true fiber-mobile convergence nationwide
AT&T vs. Verizon Convergence:
Factor | AT&T | Verizon |
Fiber Availability | Nationwide (expanding) | Limited (Fios in Northeast only) |
Mobile Network | Nationwide 5G | Nationwide 5G |
Convergence Opportunity | Available to most customers | Limited to Fios markets |
Bundle Discount | $10-30/month on both services | $10-25/month (where available) |
Dealer Advantage | Can sell to most customers | Limited to specific geographies |
AT&T vs. T-Mobile Convergence:
Factor | AT&T | T-Mobile |
Fiber Internet | ✅ Yes (nationwide) | ❌ No |
Home Internet Option | Fiber + 5G Home Internet | 5G Home Internet only |
Speed | Up to 5 Gbps (fiber) | Up to 245 Mbps (5G wireless) |
Reliability | Fiber (most reliable) | Wireless (weather/congestion dependent) |
Convergence Quality | True fiber-mobile bundle | Wireless-only solution |
AT&T vs. Cable Companies (Comcast, Spectrum, Cox):
Factor | AT&T | Cable Companies |
Internet Technology | Fiber (faster, more reliable) | Cable (shared, slower uploads) |
Mobile Network | Own nationwide 5G network | MVNO (resell Verizon/T-Mobile) |
Network Quality | Direct carrier (best priority) | Reseller (lower priority) |
Bundle Savings | $20-30/month | $10-20/month |
Customer Service | Carrier-direct support | Cable company reputation |
Key Selling Points vs. Competitors:
vs. Verizon:
"AT&T Fiber is available nationwide—Verizon Fios is only in a few cities"
"You can get AT&T's convergence bundle almost anywhere—Verizon can't offer that"
"Same great mobile network, but AT&T actually has fiber at your address"
vs. T-Mobile:
"T-Mobile doesn't have fiber—only
wireless home internet"
"AT&T Fiber is 10-20x faster than T-Mobile's 5G Home Internet"
"Fiber is more reliable—no weather issues, no congestion slowdowns"
"True fiber-mobile convergence vs. wireless-only solution"
vs. Cable Companies:
"AT&T Fiber is faster and more reliable than cable internet"
"Cable companies resell mobile service—AT&T owns the network"
"You get priority on AT&T's network, not deprioritized like cable MVNOs"
"Better customer service—AT&T is a carrier, not a cable company"
CEO Quote to Use in Sales:
"AT&T's CEO just announced that convergence—bundling fiber and mobile—is their #1 priority. 41.5% of AT&T Fiber customers already bundle mobile because it saves money and simplifies everything. You're getting the best of both worlds: AT&T's nationwide 5G network AND fiber internet. No other carrier can offer that combination."
Dealer Action Plan: Capitalizing on AT&T Convergence Strategy
Wireless dealers should implement a structured approach to maximize revenue from the AT&T convergence strategy.
Immediate Actions (This Week):
☐ Review AT&T Fiber availability in your market
☐ Learn current AT&T Fiber plans, pricing, and bundle discounts
☐ Understand dealer commission structure for fiber sales
☐ Create convergence bundle pricing sheets for staff
☐ Train staff on convergence sales scripts and objection handling
☐ Add "home internet" question to every mobile activation
☐ Create in-store signage promoting fiber-mobile bundles
Short-Term Actions (This Month):
☐ Identify existing AT&T mobile customers for fiber cross-sell
☐ Launch email/text campaign to customer base about convergence
☐ Create social media posts highlighting bundle savings
☐ Develop ROI calculator showing customer savings
☐ Partner with AT&T fiber installation team for coordination
☐ Set monthly convergence sales goals (X bundles per month)
☐ Track convergence conversion rate and optimize approach
Ongoing Actions (Every Day):
☐ Ask every mobile customer about home internet
☐ Check fiber availability for every customer address
☐ Present bundle pricing to qualified customers
☐ Follow up with customers who expressed interest
☐ Coordinate fiber installation schedules
☐ Track convergence sales and commission revenue
Daily Sales Activities:
Activity | Daily Goal | Weekly Goal |
Ask About Home Internet | Every customer (100%) | Every customer (100%) |
Check Fiber Availability | 5-10 addresses | 25-50 addresses |
Present Bundle Pricing | 3-5 presentations | 15-25 presentations |
Convergence Sales Closed | 1-2 bundles | 5-10 bundles |
Follow-Up Calls/Texts | 5-10 contacts | 25-50 contacts |
Staff Training Checklist:
☐ AT&T Fiber plans, speeds, and pricing
☐ Bundle discount structure and savings calculations
☐ How to check fiber availability by address
☐ Convergence sales scripts and talking points
☐ Objection handling techniques
☐ Competitive positioning (vs. Verizon, T-Mobile, cable)
☐ Installation process and timeline
☐ Commission structure for convergence sales
Marketing Materials Needed:
☐ In-store posters: "Bundle AT&T Fiber + Mobile—Save $30/Month"
☐ Counter cards with bundle pricing examples
☐ Take-home flyers with savings calculator
☐ Email template: "Are You Paying Too Much for Home Internet?"
☐ Text message template: "Bundle AT&T Fiber—Save $360/Year"
☐ Social media graphics highlighting convergence benefits
☐ Comparison chart: AT&T vs. Verizon vs. T-Mobile vs. Cable
Key Performance Indicators (KPIs):
Convergence Conversion Rate: % of mobile customers who add fiber
Bundles Sold Per Month: Total convergence sales
Average Bundle Revenue: Commission per convergence sale
Fiber Availability Rate: % of customers with fiber at their address
Bundle Attach Rate: % of fiber-available customers who buy bundle
Revenue Per Customer: Average total commission (mobile + fiber)
90-Day Success Goals:
☐ 20-30 convergence bundles sold
☐ $4,000-9,000 in additional commission revenue
☐ 25%+ convergence conversion rate (of fiber-available customers)
☐ 100% staff trained on convergence selling
☐ Convergence question asked to 100% of mobile customers
Revenue Projection Example:
Conservative Scenario (10 bundles/month): 10 mobile activations × $100 = $1,000 10 fiber installations × $200 = $2,000 Monthly Revenue: $3,000 Annual Revenue: $36,000 Moderate Scenario (20 bundles/month): 20 mobile activations × $100 = $2,000 20 fiber installations × $200 = $4,000 Monthly Revenue: $6,000 Annual Revenue: $72,000 Aggressive Scenario (30 bundles/month): 30 mobile activations × $100 = $3,000 30 fiber installations × $200 = $6,000 Monthly Revenue: $9,000 Annual Revenue: $108,000
Future Outlook: Convergence as Long-Term Strategy
The AT&T convergence strategy represents a long-term shift in how the company approaches growth and customer relationships.
Why Convergence is Here to Stay:
1. Industry Trend:
All major carriers moving toward convergence (AT&T, Verizon, T-Mobile)
Cable companies launching mobile services (Comcast Xfinity Mobile, Spectrum Mobile)
Customers increasingly prefer single-provider convenience
Bundle economics benefit both providers and customers
2. AT&T's Competitive Advantage:
Nationwide fiber footprint (Verizon limited, T-Mobile none)
5G network leadership
Ability to offer true fiber-mobile convergence at scale
CEO commitment: "We're in a race to convergence"
3. Customer Demand:
41.5% convergence rate shows strong customer appetite
Savings, convenience, and simplicity drive adoption
Younger demographics expect seamless multi-service experiences
Work-from-home trend increases importance of home internet
Expected Developments:
Short-Term (Next 6-12 Months):
Increased AT&T marketing spend on convergence messaging
Enhanced dealer incentives for fiber-mobile bundles
New bundle promotions and limited-time offers
Simplified convergence sales process and tools
Continued fiber network expansion
Medium-Term (1-2 Years):
Target: 50%+ convergence rate (up from 41.5%)
Integration of fiber and mobile in single app/portal
Enhanced bundle features (unified billing, shared data, etc.)
Potential new services added to convergence bundle
Competitive response from Verizon and T-Mobile
Long-Term (3-5 Years):
Convergence becomes standard expectation (not differentiator)
Majority of AT&T customers on bundled plans
Fiber footprint expanded to cover most major markets
New technologies (5G Advanced, fiber upgrades) enhance bundles
Industry consolidation around convergence model
Implications for Dealers:
Now: Early adopters of convergence selling gain competitive advantage
Soon: Convergence becomes expected—dealers must master it to compete
Future: Dealers who don't sell convergence will lose market share
Opportunity: Build convergence expertise now to dominate market later
Conclusion: Convergence is AT&T's—and Your—Top Priority
AT&T CEO John Stankey has made it unequivocally clear: AT&T convergence strategy—bundling fiber internet with mobile services—is the company's primary focus for growth, profitability, and customer retention. With 41.5% of AT&T Fiber customers now also choosing AT&T for wireless, the strategy is demonstrably working. For wireless dealers, this represents a massive and immediate opportunity to double or triple revenue per customer by selling fiber-mobile bundles instead of mobile-only services.
Key Takeaways for Dealers:
1. Convergence Doubles Your Commission: Selling mobile + fiber generates 2-3x the commission of mobile-only sales. With the same customer interaction, you earn $150-450 instead of $50-150. This is the fastest way to increase revenue without increasing customer traffic.
2. AT&T's Unique Advantage: AT&T is the only major carrier with both nationwide 5G and extensive fiber infrastructure. Verizon's fiber is limited to select markets, and T-Mobile has no fiber at all. This gives AT&T—and you—a competitive advantage that Verizon and T-Mobile dealers can't match.
3. Ask Every Customer: The simplest tactic is the most powerful: Ask every mobile customer about their home internet. Even a 20% conversion rate on fiber-available customers will dramatically increase your revenue. Make it a mandatory part of every mobile activation.
4. Lead with Savings: Customers respond to financial benefits. "Save $30/month by bundling" is more compelling than technical specifications. Calculate exact savings for each customer and show them the annual total—$360-600/year gets attention.
5. Corporate Support is Coming: When a CEO declares convergence the company's top priority, expect increased marketing support, enhanced dealer incentives, and new tools to make selling easier. Position yourself now to capitalize when these resources arrive.
Immediate Action Items:
Learn AT&T Fiber availability in your market today
Train staff on convergence sales scripts this week
Add "home internet" question to every customer interaction immediately
Create bundle pricing sheets and in-store signage
Set monthly convergence sales goals (start with 10-20 bundles/month)
Track conversion rates and optimize your approach
The Bottom Line:
AT&T's convergence strategy is not a temporary promotion—it's a fundamental shift in how the company approaches growth and customer relationships. The 41.5% convergence rate will continue climbing as AT&T invests in marketing, dealer support, and network expansion. Dealers who embrace convergence selling now will establish market leadership and maximize revenue. Those who continue selling mobile-only will leave money on the table and lose competitive ground. The choice is clear: Ask about home internet, check fiber availability, present bundle pricing, and close convergence sales. Your revenue—and AT&T's—depends on it.
🚀 AT&T Convergence Strategy: 41.5% and Rising—Are You Capitalizing? 🚀
Comments