Safaricom, Kenya's leading telco, has launched a bold offensive against Starlink's satellite internet service by aggressively expanding its 5G network to rural areas and slashing router prices. The move aims to reclaim ground in fibre-dark zones where traditional internet service providers (ISPs) have underdelivered and Starlink has found early momentum.

In the past six months, Safaricom has deployed tens of new 5G sites in regions previously off its broadband map, targeting upcountry users with affordable, plug-and-play 5G routers bundled with flexible data plans and branded giveaways like free t-shirts. The sales teams are also selling power banks for KES 5,000 ($39) to help customers stay connected on the move.

At least five customers in Western Kenya have confirmed to TechCabal that Safaricom salespeople have been in the region since January, pitching the 5G router to them. One customer, Paminus Osike, a new user in Kenya's Nyanza province, said, "They signed me up in two minutes. Starlink's initial cost is too high, and I like that this connection isn't fixed, but I can move around with it."

Safaricom's strategy of offering low-cost routers and flexible payment options aims to make 5G more accessible to price-sensitive communities in rural Kenya. The routers now sell for KES 3,000 ($23), down from KES 25,000 ($192), a huge price drop that coincided with its rural expansion. Monthly plans start at KES 4,000 ($31) for 50 Mbps and go up to KES 10,000 ($77) for 250 Mbps.

In contrast, Starlink's basic mini kit costs KES 27,000 ($208), while its standard kit ranges from KES 30,000 to KES 45,000 ($231-$347). Monthly plans remain fixed between KES 1,300 ($10) and KES 6,500 ($50), depending on the tier. Roaming and mounting requirements add to the cost and limit flexibility.

Safaricom is positioning itself as a cheaper and more adaptable option in cities where Starlink's model falls short and in rural areas where Starlink is attempting to thrive. The telco has also doubled fibre speeds and introduced gigabit plans to meet the growing urban demand.

The move is part of a broader trend in Africa, where telcos are pushing back against Starlink's low-cost entry model. In Zimbabwe, Nigeria, and Cameroon, operators accuse Starlink of unfair competition for skipping the heavy investment in cables and towers.

Safaricom's 5G rollout now covers all 47 counties in Kenya, with 1,114 5G sites across 102 towns, reaching about 14% of the population. Over 780,000 5G smartphones are active, and more than 11,000 enterprise clients use its 5G services.

The telco declined to disclose how many customers use its 5G routers, but the aggressive expansion and price cuts suggest a strong commitment to countering Starlink's satellite internet service in Kenya.