Análisis de la Matriz ANSOFF de la Empresa Perseroan (Persero) PT Telekomunikasi Indonesia Tbk (TLK): [Actualización de Ene-2025]

En el panorama dinámico de las telecomunicaciones, Telekomunikasi Indonesia (TLK) se está posicionando estratégicamente para el crecimiento transformador a través de un enfoque integral de la matriz Ansoff. Al combinar estrategias agresivas de penetración del mercado, desarrollo innovador de productos, expansión estratégica del mercado e iniciativas de diversificación audaces, TLK no se está adaptando solo a la revolución digital, está reformando activamente el ecosistema tecnológico de Indonesia y potencialmente el sudeste asiático. La estrategia multifacética de la compañía promete desbloquear oportunidades sin precedentes en conectividad, servicios digitales y tecnologías emergentes, preparando el escenario para un notable viaje de evolución corporativa y liderazgo tecnológico.

Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia TBK (TLK) - Matriz Ansoff: Penetración del mercado

Expandir la base de suscriptores de banda ancha móvil y fija a través de estrategias de precios competitivos

A partir del tercer trimestre de 2022, Telkom Indonesia tenía 187.5 millones de suscriptores móviles y 9.1 millones de suscriptores fijos de banda ancha. Los ingresos de datos móviles de la compañía alcanzaron 32.2 billones de IDR en 2021.

Aumentar la retención del cliente mejorando la calidad del servicio y la atención al cliente

Telkom Indonesia logró un índice de satisfacción del cliente del 84.5% en 2021, con una tasa de retención del cliente del 76.3%.

• Canales de atención al cliente: centro de llamadas 24/7
• Plataformas de soporte digital: aplicaciones móviles, soporte de sitios web
• Tiempo de respuesta promedio: 12 minutos

Implementar campañas de marketing específicas para atraer a más usuarios en los mercados indonesios existentes

El gasto de marketing en 2021 fue de 3.7 billones de IDR, dirigido a 270 millones de clientes potenciales en Indonesia.

Desarrollar paquetes de servicios agrupados que combinen servicios de Internet, móviles y digitales

Telkom Indonesia lanzó 5 paquetes de servicio integrados en 2022, con un precio mensual promedio entre 150,000-350,000 IDR.

• Paquete de juego triple de Indihome: Internet, TV, teléfono
• Servicios de transmisión y datos móviles agrupados
• Soluciones de conectividad empresarial

Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia TBK (TLK) - Matriz de Ansoff: Desarrollo del mercado

Ampliar los servicios de telecomunicaciones a regiones desatendidas en Indonesia

A partir de 2022, Telkom Indonesia apuntó a 5.167 aldeas no atendidas y desatendidas para el desarrollo de infraestructura de telecomunicaciones. La compañía invirtió 4.3 billones de IDR en la expansión de la red en regiones remotas indonesias.

Explore la entrada potencial del mercado en los países vecinos del sudeste asiático

Telkom Indonesia tiene operaciones existentes en Singapur a través de Telkom Global con ingresos anuales de 127 millones de dólares en 2022. La compañía tiene asociaciones estratégicas en Malasia y Vietnam.

• Penetración del mercado de Singapur: participación en el mercado del 15%
• Asociación de telecomunicaciones de Vietnam: inversión de 350 millones de dólares
• Colaboración de infraestructura de la red de Malasia: compromiso de 220 millones de dólares

Desarrollar ofertas de servicios especializados para sectores empresariales específicos como la atención médica y la educación

Telkom Indonesia lanzó 672 plataformas de atención médica digital y 418 soluciones de tecnología educativa en 2022, generando 356 millones de dólares en ingresos del sector especializados.

Crear soluciones específicas para pequeñas y medianas empresas (PYME)

Telkom Indonesia admitió 42,500 PYME a través de programas de transformación digital en 2022, generando 276 millones de dólares en ingresos por servicios centrados en las PYME.

• Programas de capacitación digital: 18,750 PYME
• Suscripciones de servicios en la nube: 23,750 PYME
• Ingresos de solución digital total de PYME: 276 millones de dólares

Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia Tbk (TLK) - Ansoff Matrix: Desarrollo de productos

Lanzar Infraestructura y Servicios de red avanzada 5G

Telkom Indonesia invirtió 6.5 billones de IDR en el despliegue de infraestructura de red 5G en 2022. La compañía logró una cobertura de red 5G en 25 ciudades principales en Indonesia antes del cuarto trimestre de 2022.

Desarrollar plataformas digitales innovadoras y servicios digitales de valor agregado

Telkom Indonesia generó 12.4 billones de IDR a partir de ingresos de servicios digitales en 2022.

• Los usuarios de la plataforma digital aumentaron en un 38% interanual
• Lanzó 7 nuevos productos de servicio digital en segmentos empresariales y de consumo
• La contribución de los ingresos del servicio digital alcanzó el 24.6% de los ingresos totales de la compañía

Crear soluciones integradas de computación en la nube y ciberseguridad para clientes corporativos

Invierta en inteligencia artificial y tecnologías de aprendizaje automático para la optimización de la red

Telkom Indonesia asignó 2.3 billones de IDR para IA y inversiones en tecnología de aprendizaje automático en 2022.

• Implementados 42 proyectos de optimización de red impulsados ​​por la IA
• Costos operativos de red reducidos en un 17,3%
• Eficiencia de red mejorada a través de algoritmos de aprendizaje automático

Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia Tbk (TLK) - Ansoff Matrix: Diversificación

Invierte en plataformas de tecnología financiera digital (fintech)

Telkom Indonesia invirtió 49.9% en servicios financieros digitales (DFS) con una inversión total de 106.5 mil millones de IDR en 2022. La plataforma de pago digital de la compañía, TCASH, procesó 282 millones de transacciones en 2021, lo que representa un crecimiento interanual del 35%.

Explore posibles asociaciones en el comercio electrónico y la transmisión de contenido digital

La subsidiaria digital de Telkom Indonesia, Telkomsel, registró ingresos IDR 3.2 billones de servicios digitales en 2022. La compañía se asoció con 12 plataformas de comercio electrónico y 5 servicios de transmisión digital.

• Plataformas de asociación de comercio electrónico: Tokopedia, Bukalapak, Shopee
• Asociaciones de transmisión digital: Vidio, Maxstream

Desarrollar soluciones de Internet de las cosas (IoT) para aplicaciones inteligentes de ciudades e industriales

Telkom Indonesia invirtió IDR 450 millones en el desarrollo de infraestructura de IoT en 2022. La compañía desplegó 15,000 sensores IoT en 7 ciudades importantes indonesias para aplicaciones de ciudades inteligentes.

Cree un brazo de capital de riesgo para invertir en nuevas empresas de tecnología emergente

El brazo de capital de riesgo de Telkom Indonesia, Telkom Epsilon Ventures, cometió 750 mil millones de IDR para inversiones de inicio en 2022. La cartera incluía 22 nuevas empresas de tecnología en varios sectores.

Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia Tbk (TLK) - Ansoff Matrix: Market Penetration

You're looking at how Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia Tbk (TLK) is digging deeper into its existing customer base, which is the core of market penetration. This means pushing more services onto current users and solidifying their position where they already operate.

The Fixed-Mobile Convergence (FMC) strategy is showing traction. For the IndiHome residential (B2C) base, the convergence penetration stood stable at 55% as of the first half of 2025. This is built upon the IndiHome B2C customer base which reached 9.8 million subscribers by the first quarter of 2025, representing a 10.4% year-over-year growth in that specific customer group. The Telkomsel One platform is the mechanism making this stickier, enabling seamless management across mobile and fixed services.

For the mobile segment, the focus on customer retention is critical given the competitive environment. In the third quarter of 2025, the mobile subscriber base saw a slight sequential decline of 0.5% Quarter-over-Quarter, settling at 157.6 million subscribers. This dip was explicitly linked to 'rotational churners' resulting from starter pack rationalization efforts. The Average Revenue Per User (ARPU) for Telkomsel mobile services in Q3 2025 was reported at Rp43,400, which followed a 5.2% Quarter-over-Quarter increase. To put this in context, the blended industry ARPU was generally soft, sitting in the range of IDR35k-45k/month as of May 2025.

Expanding the Fiber-to-the-Home (FTTH) footprint within established urban areas is about capturing more of the addressable market. While a specific household penetration percentage for existing urban areas isn't reported, the total addressable market for fixed broadband is significant, with an estimate suggesting approximately 50 million households in Indonesia are 'up for grabs' for fixed broadband services.

The enterprise segment is a key area for ARPU uplift through bundling. Although specific corporate client ARPU is not broken out, the overall trend shows mobile ARPU growth, and the enterprise segment itself is a growing contributor to the top line, with enterprises projected to account for 29% of revenue by 2027, up from 23.60% in 2024.

Here are some of the key operational and financial metrics relevant to this market penetration focus:

The strategy involves cross-selling to increase the stickiness of the 157.6 million mobile subscribers and the 9.8 million IndiHome B2C base. You'll want Finance to track the QoQ change in the 55% convergence penetration figure closely.

Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia Tbk (TLK) - Ansoff Matrix: Market Development

You're looking at how Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia Tbk (TLK) is pushing its existing services into new geographic areas. This is the Market Development quadrant, and for TLK, it's heavily focused on digital infrastructure and international reach.

Expand Data Center and Cloud Services into Southeast Asian Markets

The push into Southeast Asia for data center and cloud services is concrete, managed through the subsidiary PT Telkom Data Ekosistem, known as NeutraDC. The ambition is massive: NeutraDC targets a total data center capacity of 500 megawatts (MW) by 2030, covering both domestic and international sites. This is a significant jump from its reported capacity of 42 MW across 32 centers at an earlier point, though a recent update mentioned 44 MW as of September 2025. The company is actively working on hyperscale projects, like the one in Batam, and expanding the Cikarang Campus 2 facility. To give you context on the regional opportunity, more than $37 billion is being invested across Southeast Asia to build new data centers, adding 8GW of power capacity, with emerging markets like Vietnam and the Philippines being key growth areas.

Financially, the segment is showing strong utilization but recent revenue pressure. For Q3 2025, the cloud and data center business generated revenue of approximately IDR 1.4 trillion (US$83.7 million). This was a 6.6% year-over-year drop from IDR 1.5 trillion (US$89.7 million) in Q3 2024. Still, NeutraDC utilization was reported at an impressive 89% as of September 2025, with overall utilization across all facilities at 77%. If growth accelerates beyond expectations, NeutraDC's CEO has suggested they could push the target capacity toward 700 MW.

Acquire a Minority Stake in a Regional Subsea Cable Operator

Extending network reach internationally is primarily done through PT Telekomunikasi Indonesia International (Telin), which is a key part of the Wholesale & International Business segment that contributed 21% to Profit Before Tax as of 9M24. Telin is a consortium owner in 27 global submarine cable systems spanning a total length of 250,140 kilometers. The flagship initiative is the Indonesia Cable Express (ICE), with an estimated total investment of $2.66 billion, where TLK's expected contribution is between $420 million and $620 million. The existing ICE system already includes a link connecting Asia Pacific with Australia. Furthermore, interconnection revenue in 2024 grew 1.3% YoY to IDR 9.2 trillion, supported by international wholesale voice services. Telin's management expects an 8% CAGR growth in FY24-26 based on existing capacity and presales for new cables.

Target Indonesian Diaspora in the Middle East and Europe

The international focus isn't just on wholesale; it includes retail offerings for the diaspora. Telin maintains sales representatives in the United Kingdom and the United Arab Emirates, which directly supports reaching these overseas communities. While specific package revenue for the diaspora isn't itemized, the broader Wholesale & International Business segment is a major contributor to the company's profitability. The overall network revenue and other telecommunications services, which would encompass these retail international offerings, grew 17.4% YoY to IDR 13.4 trillion in 2024.

Partner with Regional Telecom Firms in Emerging Markets

Partnerships are a core part of Telin's strategy for international growth, especially in emerging markets. Telin already operates in several countries, including Malaysia, Timor Leste, and Myanmar, and has sales representatives in India and Vietnam. This network presence facilitates offering enterprise connectivity solutions through local collaboration. The Enterprise segment, which includes services like satellite operations, recorded revenue of IDR 20.6 trillion in 2024, showing a 5.6% YoY growth. The company is also exploring new subsea cable routes that include the Middle East to Europe, which would naturally involve regional telecom partners.

Leverage Existing Satellite Assets to Provide Connectivity

PT Telkom Satelit Indonesia (Telkomsat) manages the satellite business, which is a crucial tool for reaching remote areas where fiber cannot be deployed. This asset class is showing strong growth within the broader portfolio. Network revenue and other telecommunications services, which include satellite services, grew 17.4% YoY to IDR 13.4 trillion throughout 2024. This strategy is complementary to fiber, as satellite backhaul is noted as highly useful in Indonesia's vast archipelago to connect the unconnected. The search results indicate that voice and data services using satellite technology, in partnership with entities like Starlink, are expected in 2025 to provide LTE mobile broadband connectivity in hard-to-reach areas.

The Wholesale & International Business unit is a significant earner, contributing 21% to the Profit Before Tax as of 9M24. Also, the Enterprise segment revenue reached IDR 20.6 trillion in 2024, up 5.6% YoY.

Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia Tbk (TLK) - Ansoff Matrix: Product Development

You're looking at how Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia Tbk builds new offerings on its existing massive base. This is about taking what you have-the network, the millions of customers-and creating something entirely new for them or for new enterprise segments. For context, Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia Tbk recorded consolidated revenue of IDR 36.6 trillion in the first quarter of 2025, with a net profit of IDR 5.8 trillion. By the nine months ended September 30, 2025, sales reached IDR 109,617,000 million.

The Product Development strategy centers on moving beyond core connectivity into specialized digital services. Here are the key areas of focus for new product creation:

• Introduce a premium 5G slicing service for industrial Internet of Things (IIoT) applications in manufacturing.
• Develop a comprehensive digital wallet and fintech platform integrated with Telkomsel's subscriber base.
• Launch a managed security service (MSS) portfolio for small and medium enterprises (SMEs).
• Create a personalized, ad-supported streaming video platform leveraging Telkomsel's big data analytics.
• Roll out a fixed wireless access (FWA) product to quickly serve areas awaiting fiber deployment.

The foundation for these new products rests on the existing scale. As of March 2025, the mobile subscriber base stood at 158.8 million, and the company was operating 1,910 5G Base Transceiver Stations (BTS). Data traffic was showing strength, increasing 19.8% year-over-year as of March 2025.

Targeting Enterprise with 5G Slicing and Security

For the Industrial Internet of Things (IIoT), the focus is on network quality guarantees that only network slicing can offer. This targets the Enterprise segment, which posted revenue of IDR 5.0 trillion in Q1 2025. The development of a Managed Security Service (MSS) portfolio is aimed at the vast Small and Medium Enterprise (SME) market, which is a critical growth area for digital services. The overall Data, Internet & IT Services revenue for the nine months ending September 2025 was a significant portion of the business.

Fintech and Digital Ecosystem Integration

Developing a full digital wallet and fintech platform leverages the massive mobile subscriber base, which was reported at 158.4 million at one point in 2025. This move is supported by the existing digital business strength; for Telkomsel, the Digital Business segment contributed 90.6% of its revenue in one reported period of 2025. The associated fintech operator, LinkAja, is already licensed by Bank Indonesia since 2019 to issue electronic money.

Video Streaming Personalization

Creating a personalized, ad-supported streaming video platform capitalizes on big data analytics capabilities. This builds upon existing digital lifestyle services. For instance, in 2023, the company already had 10.5 million paid Digital Edutainment (OTT Video) users. The strategy here is to enhance engagement and monetization through hyper-personalization, moving beyond simple content delivery.

Fixed Wireless Access (FWA) Rollout

Rolling out Fixed Wireless Access (FWA) directly addresses the need to serve areas where fiber deployment is slower. This is a crucial product development to capture immediate broadband demand. Telkomsel Orbit subscribers, which utilize FWA, reached 1.1 million at the end of 2023, showing a 30.6% increase then. The Fixed Broadband Customer Base overall reached 10.1 million by 9M 2025, up 10.0% year-over-year. This FWA product acts as a bridge, using the existing mobile network infrastructure.

The overall capital expenditure for the nine months of 2025 was Rp15.4 trillion, with over 80% allocated to expanding digital connectivity and digital platforms.

The company is clearly investing heavily in new digital products, evidenced by the 9M 2025 Capex of Rp15.4 trillion. For the mobile segment specifically, the Average Revenue Per User (ARPU) in Q3 2025 rose to Rp43,400, a 5.2% quarter-over-quarter increase, showing that product adjustments are helping yield improvement.

Perusahaan Perseroan (Persero) PT Telekomunikasi Indonesia Tbk (TLK) - Ansoff Matrix: Diversification

Invest in and scale a new health-tech platform for remote patient monitoring and telemedicine services.

PT Telekomunikasi Indonesia Tbk, through its venture capital arm MDI Ventures, has a history in the health-tech space, having invested in a digital health platform that connects over $\mathbf{43,000}$ doctors and $\mathbf{1,500}$ hospitals & clinics in Indonesia. In 2022, MDI Ventures, along with Bio Farma, launched the Bio-Health Fund with an initial capital of $\mathbf{US\$20}$ million to back early and growth-stage biotechnology and healthcare startups, including healthtech products like telemedicine. The Indonesian sovereign wealth fund (INA) has also signaled plans to invest in AI-driven healthcare.

Establish a venture capital fund to invest in early-stage Indonesian artificial intelligence (AI) and blockchain startups.

MDI Ventures operates as a corporate venture capital initiative for PT Telekomunikasi Indonesia Tbk, combining a VC model with operational support. Past funding structures included a $\mathbf{\$40}$ million fund with Telkomsel and a $\mathbf{\$150}$ million growth fund with South Korea's KB Investments, as reported in 2020. PT Telekomunikasi Indonesia Tbk is also noted for its push for Web3 integration via MDI Ventures, highlighting a focus on blockchain initiatives.

Develop a smart city management platform, selling the software-as-a-service (SaaS) solution to municipal governments.

The company's broader digital diversification efforts are showing traction. The Digital Business segment grew by $\mathbf{12\%}$ year-to-date as of the nine months ending September 30, 2025. This growth is supported by increased demand for solutions like SaaS platforms, which contribute to data payload volumes surging by over $\mathbf{17\%}$ year-over-year.

Acquire a majority stake in a regional e-commerce logistics and fulfillment company.

While specific acquisition figures aren't public, MDI Ventures' investment focus includes Logistics. PT Telekomunikasi Indonesia Tbk is actively involved in enhancing last-mile delivery through collaborations with local e-commerce platforms, positioning itself as a critical infrastructure provider in that ecosystem.

Build and operate a large-scale renewable energy generation facility to power data centers and reduce operating costs.

PT Telekomunikasi Indonesia Tbk is making significant infrastructure investments that align with green energy goals. A subsidiary, NeutraDC, is involved in building an advanced data center in Batam with partners, an investment totaling $\mathbf{Rp1.4}$ trillion ($\mathbf{US\$85}$ million), projected to begin operations in the third quarter of 2025. As of the first quarter of 2025, PT Telekomunikasi Indonesia Tbk operated $\mathbf{35}$ data centers with a total capacity of $\mathbf{38}$ MW. The company's focus includes investing in energy-efficient data centers to meet climate goals.

Here are some key financial and investment metrics related to PT Telekomunikasi Indonesia Tbk's digital expansion initiatives as of 2025:

The diversification strategy is supported by the company's overall financial standing, with a consolidated EBITDA margin of $\mathbf{49.8\%}$ in Q1 2025.

The strategic moves into new sectors can be summarized by the following focus areas:

• Invest in and scale a new health-tech platform for remote patient monitoring and telemedicine services.
• Establish a venture capital fund to invest in early-stage Indonesian artificial intelligence (AI) and blockchain startups.
• Develop a smart city management platform, selling the software-as-a-service (SaaS) solution to municipal governments.
• Acquire a majority stake in a regional e-commerce logistics and fulfillment company.
• Build and operate a large-scale renewable energy generation facility to power data centers and reduce operating costs.

The company's commitment to digital infrastructure is further evidenced by the $\mathbf{5}$ trillion Rupiah capital expenditure realized in the first three months of 2025, which was $\mathbf{13.5\%}$ of total revenue for that period.