Jola Cloud Solutions' Blog

For applications where it is critical to have a consistent and ubiquitous 4G/5G internet connection, businesses are opting for multi-network roaming SIMs. These SIMs have no preferred network and roam over multiple networks. They offer exceptional reliability and coverage, however, can be more expensive and difficult to manage.

Jola has solved this problem by launching RoamNet 901. A broad portfolio of ultra-cost-effective multi-network tariffs, which roam across all four UK mobile networks and 65 networks in 29 European countries. Private APN and Fixed IP are both supported and benefit, as standard, from Cloudflare protection for maximum security against cyber-attacks. They are available in triple cut UICC SIM card and QR code eSIM for simple and fast deployment. Jola partners can order and manage the SIMs and associated data pools in Mobile Manager in real-time.

Cherie Howlett, CMO commented, “We are seeing increased demand for multi-network data SIMs for both primary and secondary mobile data solutions, where reliable and consistent connectivity is required, for example CCTV cameras and digital signage. RoamNet 901 is exceptionally priced, giving partners the best chance of winning opportunities. This single IMSI solution offers fantastic coverage at a low price point per GB and all the same network features partners expect from Jola. With RoamNet 901, resellers can create compelling solutions tailored to meet exact requirements to win even more mobile data deals.”

Mobile data solutions are a huge growth area for the channel because they can replace traditional fixed-line connectivity and provide reliable connectivity for new M2M applications, of which digital signage, ANPR/CCTV cameras and tracking are just a few examples.

Book to bill is days rather than months and recurring margins are reasonable. Most MSPs and resellers partner with an aggregator, rather than try to deal with the MNOs directly. Specialist aggregators have developed differentiated channel products that end users cannot buy from the MNOs and are better priced with sophisticated management portals.

Compelling Events

The sunset of 3G and the PSTN switch-off represent compelling events, compelling businesses and public authorities to take action. Upgrading 3G networks necessitates either swapping physical SIM cards or using QR codes. Resellers and MSPs ought to be seeking out these networks within their customer bases as well as those of their competitors. Only about 30% of resellers in the UK have formed partnerships with a mobile data aggregator, and early adopters of these products are capturing the market share of the laggards. 4G Advanced and 5G deliver reliable speeds often exceeding those of fixed-line alternatives, now covering more than 95% of the population.

Diversify

Once you have established your mobile data offering, you can grow in four ways: sell existing products to existing customers, sell existing products to new customers, sell new products to existing customers, and sell new products to new customers.

The easiest place to start is with your existing base. Ask the right questions to find out what they need, productise your unique solution and run campaigns. What does your existing base use SIMs for, what problems do they have and how can you uniquely solve them? Are there similar problems with a common solution you can target?

Productise and promote your solutions, the right solution to the right problem, delivered at the right place in the right way at the right time.

Educating customers

The channel educates businesses to adopt new technologies and find smarter ways to solve problems. We highlight products being switched off, such as 3G and PSTN, to help companies prepare with improved, more cost-effective solutions.

With technologies being switched off and the current economic climate, demand for cost-effective, managed mobile data solutions from the channel has never been as high. We are seeing an exponential rise in demand for SIMs, not only for use in 5G/4G routers, pre-Ethernet connectivity and Ethernet back-up but also for digital signage, monitoring and smart devices.  Resellers, manufacturers and service companies are finding new uses for mobile data daily, and as we accelerate towards 5G, this is unlikely to slow down.

Success

Marketing is key. Companies need to know their target audience, requirements, buying habits, competition and unique selling points. Businesses need a multi-touch marketing strategy to reflect common problems and highlight unique solutions. It is important to be visible on and offline. Your website needs to be visible in searches for your audience, your content should be clear, and your call to action should be easy. Be where your buyers are.

By joining local trade associations, winning and promoting opportunities won in the local area and delivering a constantly reliable and excellent service.

Trusted Relationships

Our partners pride themselves on excellence and trusted relationships with their customers. They understand their unique requirements and deliver what they say they will when they say they will. Being local, they can spend time with customers face-to-face in their offices, offering personalised support that the competition cannot compete with.

Expert Suppliers

MSPs and resellers partner with aggregators and experts in their fields to allow them to deliver the widest range of solutions at the best possible prices. They look for partners with automated portals so they can retain control of their customer experience.

Channel-only

Channel-only suppliers are only successful if their resellers are successful. As a result, the best channel-only suppliers will have a tried-and-tested go-to-market programme to help resellers be successful as quickly as possible. Jola partners benefit from our MRG™ programme, a proven process for targeting and closing opportunities, maximising customer satisfaction.

The best IoT vendor will be the one that’s as committed to helping you grow your IoT business as you are. Jola only sells through the channel and therefore only succeeds when our partners succeed.

Jola developed the first fully featured mobile data management portal within Mobile Manager, enabling Jola partners to provision and manage their connectivity as efficiently and profitably as possible. 

Jola launched MRG^TM, the first mobile data Go To Market programme for the channel. Participants in this programme have transformed their businesses thanks to the resources that Jola commits to helping them train staff, develop processes, and identify and close IoT opportunities within their customer base.

Jola launched the first zero-touch IoT hardware solutions, enabling channel partners to deliver CPE to their customers with bespoke configurations and remote management that work first time, out of the box, without requiring any staging or configuration by their own engineers.

Jola operates independently of any single Mobile Network Operator (MNO). We offer solutions that work on any network, anywhere in the world, whether the requirement is public Internet access or a fully private secure cloud. Our products are designed to enable our partners to distinguish themselves and stand out from basic services often offered elsewhere.

You will always achieve greater success when you operate as a unique provider. Partnering with an MNO means that you’ll only offer the services they are capable of supplying. You might even find yourself competing with that very same MNO in many opportunities. Working with an independent channel-only IoT provider such as Jola means that you’ll stand out from the crowd and be able to offer truly differentiated solutions that meet all your customers' requirements.

Support

All resellers and MSPs working with a trusted supplier like Jola can identify as having an IoT practice, much like how they might currently have a cybersecurity practice. Instead of viewing IoT as just a product, see it as a toolkit that can solve many of your customers’ issues. Your customers face problems that you can address using IoT.

The best suppliers will have the products, portals, and staff to help their channel partners succeed. Although IoT is complex, with the right supplier, it's not difficult.

If you’re new to IoT, choosing the right IoT provider can be pivotal between success and failure. At Jola, we have created a comprehensive go-to-market process to help our partners evaluate their strengths and weaknesses, develop essential skills, identify opportunities, and secure their first deal. When we guide them through this process, and one of our partners finally secures their first deal, the confidence it builds can be truly transformational.

Key Trends

A key trend driving the as-a-service model is the shift to IP and the upcoming PSTN switch-off. Millions of PSTN lines in the UK are soon to be phased out. Upgrading to broadband is costly, and the capital expenses of converters and 4G routers quickly add up. Device-as-a-service models have addressed this issue with no upfront hardware costs, low monthly fees, and additional benefits like ‘advance replacement’ and free returns for faulty routers.