Jola Cloud Solutions' Blog

Jola celebrates its 10^th birthday in April 2024, after its best-ever financial performance.

We now have over 1400 partners selling unique mobile data solutions, earning healthy recurring margins, and increasing the value of their companies with happy customers. Our ability to innovate and automate, as well as help partners identify, qualify and win significant deals from the mobile networks is part of our success story. The other is the fantastic relationships with have with our suppliers, partners and exceptional team.

Adrian Sunderland, CEO of Jola commented, “Our mission is to serve the channel providing solutions for every mobile data requirement globally. We strive to make unique solutions you can’t buy from anyone else, make them easy to sell, provision, support and bill. We enjoy working with partners on new and innovative solutions to common problems using the latest technologies. When we look back at what we have achieved over the last ten years it is quite phenomenal, when we started with nothing but enthusiasm, a belief in each other and a passion for the channel. We look forward to achieving our next growth milestone.”

Hiring 

We are looking for problem solvers in the channel. People who go the extra mile, who are innovative and who can deliver what they say they will. Key skills and experience vary by department, however an appreciation of the market and how relationships between end-users, channel partners and their suppliers work is essential. At Jola, we have found success looking for people who share our values, who go the extra mile to solve problems and who continually learn and improve.

Home-grown talent

We offer work experience, hire university students on their gap year, offer graduate schemes, return to work schemes, and apprenticeship schemes. When we have the right people, we invest in their training and development. We have a support training school, a sales training academy and a marketing development programme. In accounts, we offer professional qualifications and in development offer bespoke training schemes for  ZoHo, Microsoft and Amazon Web Services.

Partner support

For partners, we run the usual product and portal training sessions as part of our onboarding process, but what partners tell us they want are opportunities they can win to fill their pipelines. For this, we have the MRG™ programme. A successful programme we run with partners to help identify, qualify and win high-margin, recurring revenue mobile-data opportunities. Scaling organically is a resellers’ biggest challenge because for this they need quality leads and salespeople to close them.Marketing is often viewed as an overhead rather than revenue generating. Sometimes companies aren’t specific with what they want from marketing and don’t measure activities accurately. A steady flow of leads is good news for salespeople and employers.Jola helps partners with their strategy. Our partner managers are trained to help partners identify the best prospects for mobile data and give them the questions to ask to generate the need and close the deals.

Planning for growth

Many of our academies in sales and support are set up to fill opportunities as employees develop and get promoted within our business. 

5G in the UK

Investment

The UK was one of the first markets to launch 5G. As soon as this happened all mobile network operators in the UK ramped up investment in 5G. Three UK invested over £2 billion as part of a five-year program to deliver the UK’s Fastest 5GNetwork. These investments included network intelligence to enable data-driven network improvements. As a result of their network investments, Three has won the Speedtest Award™ for Fastest 5G Network for four consecutive award periods including Q3-Q4 2022, Q1–Q2 2022, Q3–Q4 2021, and Q1–Q2 2021.

Spectrum

When the United Kingdom auctioned off spectrum licenses in 2021, Three acquired the largest dedicated band of 5G spectrum — 140MHz frequency across several 5G spectrum bands, including a 100 MHz block of contiguous spectrum in the 3.3-3.8 GHz band.

Three has the largest single slice of 5G spectrum of any network provider. The contiguous spectrum is dedicated to 5G, allowing uninterrupted data flow across the Three Network, providing higher speeds and lower latency. Three has the world’s first 5G-ready fully Cloud Core Network managed from 20 new data centres across the UK and currently provides over 61% of the UK with 5G coverage.

Demand

Demand for cost-effective, unlimited SIMs from the channel, has never been so high, for use in, phones, 5G routers, pre-Ethernet connectivity and Ethernet back-up. Applications range from digital signage and mobile broadband to bus and train WiFi, monitoring and smart devices.  Every day, resellers, manufacturers and service companies are finding new uses for 5G mobile data and this is unlikely to slow down.

According to the Ofcom Connected Nations 2022 report, the pool of 5G capable devices increased from around 10% in 2021 to 20% in 2022, while data traffic carried over 5G tripled — from 3% of all traffic in 2021 to over 9% in 2022. In April 2023, as part of the new Wireless Infrastructure Strategy, the government set out its ambitions for all populated areas to be covered by “standalone” 5G by 2030, increasing from 77% of the population already having access to 5G from one provider using 5G NSA. 

Speeds

If you have customers with a need for 5G, trial Three Business unlimited SIMs. Packaged with 5G Routers they are perfect for primary and secondary connectivity in remote areas with external antenna speeds can far exceed those of available fixed-line connectivity and are faster to install and more cost-effective.

Investment in UC/CC

In the past, it was the PBX or hosted PBX providers that were providing UC add-ons to their basic service sometimes at a significant premium.  Now it is the collaboration vendors that, with the addition of PSTN calling, are now displacing the PBX and/or hosted PBX.  It is now relatively easy to port a UK PSTN number to a Teams user and use that single client (desktop and mobile) to be able to interact using the rich Teams experience or make and receive traditional voice calls as required.

Change 

It is clear that COVID has changed the workplace forever and beneficiaries have been the UC and collaboration solutions such as Microsoft Teams, Zoom and WebEx.  In many workplaces, the option didn’t exist to regularly work remotely and as a result, companies didn’t necessarily provide the UC and collaboration tools required.  COVID changed all that and remote working became mandatory for most of us.  At first, we used the tools for multi-person video calls, but quickly started sharing screens and in many cases moved to mass participation web conferences.

What's new?

At the moment the UC collaboration experience is all based on two dimensions video and screen sharing.  However, we already see our SIMs being used in Augmented Reality (AR) and Virtual Reality (VR) applications in specialist industries with purpose-built tools and devices.  However, companies such as Microsoft, Apple and Google are investing heavily in AR and VR for both consumers and businesses.  This combined with the widespread availability of 5G makes me think it won’t be too far away before the UC and Collaboration tools that we use every day start to open up AR and VR for widespread B2B use.

With the sunsetting of 3G, the PSTN Switch off and the rollout of 5G, demand for mobile data solutions has never been higher. Resellers and MSPs are in the perfect position to take advantage of this and they are looking for reliable suppliers who can help them grow high-margin, recurring mobile data revenues, whilst simultaneously increasing the overall value of their company.

Wholesale suppliers will need to give channel partners the tools to win deals, usually competing with the direct sales arms of the mobile networks. They must be an aggregator with access to all the networks and ideally, they will also be an independent MVNO. Most importantly everything must be automated, with real-time APIs offering zero-touch provisioning and management through a single self-service portal.

The most successful of these will be highly innovative, with a constant stream of relevant mobile data and IoT products that the networks would otherwise take years to develop and launch. When you partner with the right channel supplier, mobile data is easy to sell, support and bill.

The prospect for the channel is significant. ICT resellers already enjoy strong relationships with businesses and the public sector having sold them a range of IT and telecoms infrastructure. Within this customer base, opportunities for mobile data solutions exist in asset tracking, digital signage, mobile WiFi, monitoring and utilities.

Mobile data is an easy product to sell and provision and needs very little support. Jola signed just over 200 new partners in 2023 and now has nearly 1500. One of our partners recently won a huge deal for thousands of RoamNet data SIMs for use in phones and tablets. Using our unique QR technology eliminated the need for physical SIM cards, making the rollout quick and easy. QR codes are also a significant step towards minimising e-waste and removing several operational headaches. SIMs roam over hundreds of mobile networks and are managed via a single platform – Mobile Manager.

Jola SIMs also operate ANPR cameras, CCTV cameras, vending machines, digital signs and tracking devices around the world.

Our partners don’t have to add any more people in billing or accounts departments to support these deals. SIMs provision immediately on Mobile Manager, so you don’t have to wait to start generating recurring margins. As soon as customers put that SIM into their device, you’re billing for it.

Jola, the first company to establish an eSIM data MVNO dedicated to the channel in 2019, has gone one step further by including voice and SMS with their brand new global MVNO – RoamNet Voice.  Using a single UK number, customers of Jola’s 1400+ partners can access multiple networks in the UK and Ireland, for voice, data and SMS. This innovative roaming product can be steered or un-steered and is available via eSIM, triple-cut plastic SIM and, uniquely, a simple QR code.

Their first QR implementation saw thousands of demonstration handsets go live in minutes simply by using the phone’s camera to scan a single QR code. There is no alternative quite like RoamNet Voice on the market, and certainly nothing else available to resellers and MSPs. 

Jola partners now have a genuinely differentiated product to win against the Mobile Networks with great recurring margins and the real-time management and control of Mobile Manager.

“One of the great benefits of being a channel-only, independently run company within the Wireless Logic group is that we can quickly productise solutions for the channel using existing networks. RoamNet Voice combines a true roaming SIM with a UK mobile phone number and the flexibility of our fully managed voice network. RoamNet is the most cost-effective multi-network solution we offer and competes with similar offerings from the MNOs.” Adrian Sunderland CEO, Jola.

Most resellers still do not have a mobile data proposition and they will need one to fulfil PSTN replacement opportunities and connectivity requirements for their customers. Jola’s CEO Adrian Sunderland will highlight the opportunity at the Channel Live Exhibition at the NEC on the panel discussion’ Future Proofing Connectivity’.

Using case studies, Adrian will explain the mobile data opportunity and how high ARPUs and good margins can be achieved.  He will help the audience to uncover opportunities sitting within their own customer bases and explain how mobile data can only be successfully scaled with a supplier who can deliver unique and differentiated solutions managed in a fully automated, real-time portal.

Every reseller has at least one significant mobile data opportunity in their customer base. The objective of this panel debate is to let the audience know how they can win these deals with the help of their suppliers. Panellists will outline the opportunities and deals being won and how they contribute positively to their enterprise value. They will highlight barriers to success and how to overcome them with the right partners.

Fixed IP SIMs have been available on a wholesale model via Jola for many years. They are typically used for CCTV cameras, alarm systems, sensors, Point-of-Sale systems, mobile broadband and fixed line broadband back-up which need stable fixed IP addresses. Many of these applications typically use a lot of data which has driven up the cost of solutions for end users in locations where EE is the preferred network. Jola has solved this problem by adding Fixed IP EE SIMs with unlimited data to their real-time management portal, Mobile Manager. 

“Our solution is unique to us as the Fixed IP address applies to the SIM card and not the router.  This means that any device with a SIM slot can now have a fixed public IP address.  We offer unlimited data so users do not have to worry about data overage charges and MSPs can monitor data usage in Mobile Manager. Our competitive pricing allows MSPs to save end users money, give them more control over their solution, and make good recurring margins. Our Fixed IP SIMs transit the Cloudflare international IP Network giving partners peace of mind with full DDoS protection.” Cherie Howlett, CMO, Jola.

Subscription Services

Subscription services allow organisations to benefit from new technologies and services without having to spend large amounts of CAPEX.  It also allows them to scale up or down, which is invaluable for organisations facing seasonal demands. 

Impact on the Channel

Subscription services generally work exceptionally well for channel companies because we’re all used to supplying services such as fixed line and mobile on a monthly recurring basis, often with some term discount to reward loyalty.  The only channel business model that could get disrupted is traditional hardware and perpetual software sales funded by leasing. 

Nowadays, many companies that would have had a PBX in their office and a bunch of servers, switches and firewalls in their comms room or data centre will likely have replaced everything with the private or public cloud equivalents. 

Innovations

In the mobile data world, we’re seeing a shift towards CPE as a service. This enabled, for example, many customers to deploy 5G routers in their networks where it would have previously been prohibitive due to the relatively higher upfront costs compared with 4G routers. 

This is a win-win.  The reseller gets a more valuable stickier solution sell than they might have otherwise enjoyed.  The end-user gets the performance and productivity benefits offered by the latest 5G technologies. 

Key Trends

The key trends that are driving subscription services are the ever-accelerating march towards digital transformation and the cloud.  This has created a virtuous circle that means constant growth in customer adoption drives innovation which delivers improved services which drives more adoption. 

The other side of this equation is that organisations are more reliant on their digital infrastructure and all professional services that provide peace of mind have never been in more demand such as 24x7 network monitoring and support and 24x7 security operations centre services. 

Of course, these professional services are an ideal candidate to be delivered as a service.  We have MSPs delivering managed network and managed security services on a per-user or per-device per-month subscription basis. 

Opportunities

The best place to look for opportunities is always in your existing customer base.  Seek out those customers that may have struggled to sign off on a project in the past due to CAPEX constraints but that could do using a purely OPEX model.  Look for customers that have experienced rapid growth organically or have grown through acquisition, they will be facing technology and communications problems that you can help with. 

Jola is delighted to be a founding member of The Big Goal, an initiative dedicated to addressing youth homelessness through the transformative power of football.

The Street Soccer Foundation is tackling youth homelessness with the support of clubs across The Premier League and English Football League (EFL) by equipping individuals with the skills and support they need for a brighter future.

The Big Goal Initiative is known for its holistic approach to youth development, aligning with Jola's commitment to fostering positive change and well-being. By supporting this initiative, Jola aims to make a lasting impact on the lives of young people.

Cherie Howlett, CMO Jola, commented “Football is a passion for many at Jola and after England won the Women’s Euros in 2022 it has become even more of a talking point in the office. We got involved with this charity because it is a great cause. By supporting the Big Goal Initiative, Jola is supporting vulnerable young people in our community, who may one day work in the industry. This initiative focuses on imparting valuable skills, and changing lives for the better, which I think we can all get on-board with.”