Jola Cloud Solutions' Blog

Resilience has become a board-level concern rather than a technical afterthought. For most organisations, digital services are now fundamental to daily operations. When connectivity, power or systems fail, the impact is immediate. Revenue is lost, reputations are damaged and, in some sectors, safety and compliance are put at risk.

Several factors are driving this shift. Businesses are more dependent on always-on systems than ever before. At the same time, the risk landscape has broadened. Cyber attacks, power instability, supply chain disruption and extreme weather are no longer rare events. Expectations have also changed. Customers and regulators increasingly expect services to be available at all times, not just most of the time.

As a result, resilience is now viewed as an investment in operational continuity and risk reduction rather than an optional cost.

Opportunities

One of the biggest opportunities is in connectivity resilience, particularly through the use of diverse access technologies. Many organisations are moving away from reliance on a single network and instead combining fixed connectivity with 4G and 5G cellular and low-Earth orbit satellite services.

Cellular connectivity is already well established as a failover option, offering fast deployment and broad coverage. LEO satellite has recently become a credible additional layer of resilience. It provides high-bandwidth, low-latency connectivity that is independent of terrestrial infrastructure. This makes it especially valuable when fibre or mobile networks are unavailable, whether due to power outages, civil works or extreme weather.

There is also growing interest in multi-path designs where traffic can be routed dynamically across fixed, cellular and satellite links depending on availability and performance. This approach is particularly relevant for organisations with distributed estates, mobile operations or critical sites.

Beyond connectivity, resilience opportunities are expanding at the edge. Temporary locations, vehicles, construction sites and remote infrastructure increasingly require reliable connectivity and power from day one. The combination of cellular, satellite, compact UPS systems and remote monitoring is enabling levels of continuity that were previously difficult or expensive to deliver.

Importantly, customers are no longer buying individual components. They are buying assurance. That creates a clear opportunity for channel partners to deliver resilience as a managed service rather than a collection of products.

UPS Technology

UPS technology has changed significantly in recent years. While traditional lead-acid systems are still widely used, lithium-ion solutions are becoming increasingly common. They offer longer lifespans, faster recharge times, smaller footprints and lower overall operating costs.

More and more devices now come with built-in battery backup, negating the need for a standalone UPS in many cases. For example, Jola’s cellular-based PSTN replacement solution provides a single-box solution that includes battery backup.

Services

Resilience is increasingly being designed in software rather than hardware alone. On the network side, intelligent routing, automated failover and policy-based traffic management allow services to adapt to failures in real time rather than relying on simple backup links.

Security now plays a central role in resilience planning. Continuity is no longer just about equipment failure. It must also account for ransomware, data corruption and malicious activity. Immutable backups, zero-trust approaches and continuous monitoring are becoming standard elements of resilient architectures.

Another important change is visibility. Customers increasingly expect dashboards, alerts and reporting that show resilience in action. They want evidence that systems are protected and that recovery processes work as intended.

Channel 

The most successful channel businesses treat resilience as a service, not a standalone product set. That means focusing on outcomes such as uptime, recovery time, and visibility, and backing them with managed services and clear accountability.

Building a strong resilient offering typically involves:

• Combining expertise across connectivity, power and security rather than selling them in isolation
• Developing standard architectures that can be deployed consistently and profitably
• Investing in management platforms that provide real-time insight for both partners and customers
• Training sales teams to sell continuity and risk reduction rather than technical specifications

For partners, resilience provides an opportunity to deepen customer relationships and increase recurring revenue. By taking responsibility for availability and continuity, channel companies position themselves as trusted advisors rather than commodity suppliers.

In an increasingly uncertain environment, resilience is no longer an add-on. It is becoming one of the most valuable services the channel can deliver.

M&A Activity

The UK MSP landscape is consolidating at pace, and the impact is two-fold. On one side, scale operators are acquiring to broaden capability and drive operational efficiency; on the other, ambitious mid-market MSPs are doubling down on niche expertise to defend and grow their margins. In this environment, mobile data and IoT have emerged as differentiators. The recurring margins are higher, the solutions are sticky, and the multiples for IoT revenue are materially above those for legacy voice and connectivity. We consistently see that MSPs entering mobile data early not only grow faster but also become more attractive acquisition targets.

As consolidation accelerates, the real winners will be the MSPs that build deep specialism, operational automation and a strong recurring revenue mix. That’s exactly where we see partners using our Mobile Manager platform and our multi-network RoamNet proposition to create enterprise-grade capability without enterprise-grade overhead.

Adapting to changing sales journeys

The sales journey for MSPs has completely changed. Customers no longer want to be ‘sold to’—they expect insight, evidence and a partner who can solve very specific business problems. MSPs are responding by developing stronger discovery skills, vertical specialisms and the ability to articulate measurable business value.

The biggest gap we see is confidence and capability around mobile data and IoT. Traditional telco salespeople are comfortable with calls, lines and hosted voice, but high-value mobile data opportunities require different conversations—usage modelling, resilience design, device strategy, network selection and security. That’s why we created the MRG Mobile Data Revenue Generator, a structured go-to-market programme that identifies opportunities in the partner’s existing base, trains their teams and helps them win their first deals. Many MSPs have doubled their EBITDA from mobile data opportunities alone.

Best possible technologies

The best MSPs are no longer tied to a single carrier or a single technology stack. Their role is to curate the optimal mix for each customer—whether that’s fixed, mobile, cloud or IoT—and then wrap it in automation, visibility and support.

For mobile data specifically, the bar has risen. Customers expect multi-network resilience, granular usage control, automated alerts, retrospective bolt-ons, and zero-touch deployment. Our Mobile Manager platform allows MSPs to deliver exactly that. It’s why our partners routinely beat mobile carriers to enterprise deals—they can offer a more agile, more automated and more customer-centric experience than the MNOs themselves.

Biggest Challenges

MSPs are fighting declining margins in legacy services. Vendors need to help them pivot into higher-value recurring propositions such as IoT, private 5G, resilient mobile access and intelligent WAN.

Technical roles remain hard to fill. Vendors who provide repeatable playbooks, automated platforms and hands-on support—rather than just product sheets—are enabling MSPs to scale without increasing headcount.

After a year of high-profile cyberattacks and multiple major MNO outages, resilience and security have moved from ‘nice to have’ to board-level priorities. MSPs need multi-network capabilities and more visibility into SIM, device and network behaviour. Our RoamNet MVNO was built for exactly this scenario—giving MSPs capabilities far beyond what a single MNO can deliver.

4 - Complexity of customer estates

With hybrid work, cloud sprawl and IoT deployments growing exponentially, customers expect MSPs to manage complexity seamlessly. Automation, APIs and self-serve portals are now essential.

Opportunities in 2026

CCTV streaming, digital signage, transport, lone worker, environmental monitoring, construction, retail and PSTN replacement remain huge opportunities. These solutions are sticky, margin-rich and often discovered within the MSP’s existing customer base—precisely what our MRG programme unlocks.

2025 proved that single-network dependency is a board-level risk. MSPs who can deliver multi-network, zero-touch failover and centralised management will win major enterprise contracts.

End-customers want direct visibility and control, but MSPs need to avoid increasing operational burden. Portals such as Mobile Manager give MSPs the ability to open up safe, limited access to customers—reducing support tickets, improving satisfaction and locking in the relationship.

The highest-value opportunities come from packaged, repeatable solutions. Smart construction sites, connected healthcare devices, lift emergency lines with PSU backup, ANPR deployments and asset tracking remain high-growth areas.

With thousands of devices deployed in the field, customers now value analytics, alerts and automated cost-control as much as the connectivity itself. MSPs that productise visibility will create new revenue streams.

Prediction 1: Mobile Data Becomes the Channel’s Core Growth Engine

2026 will be the year mobile data becomes the heartbeat of channel growth. As traditional voice and broadband margins tighten, mobile connectivity is driving new recurring revenues and doubling EBITDA for partners who have embraced it.

Resellers who once focused solely on fixed services are now winning multi-site mobile data deals that deliver stickier relationships and long-term recurring value. The PSTN switch-off is accelerating this shift, and partners who build credible mobile data propositions now will own that customer base for the next decade.

Prediction 2: Multi-Network Resilience Becomes a Business Imperative

After several high-profile MNO outages in 2025, resilience has moved from nice-to-have to non-negotiable.

Businesses can no longer tolerate single-network dependency. From payment terminals to CCTV and IoT sensors, downtime now equals lost revenue and reputational damage. Multi-network SIMs and intelligent routing via MVNOs like Jola’s RoamNet give partners the ability to deliver genuine business continuity — something the single carriers simply can’t match.

Prediction 3: IoT Moves from Niche to Normal

IoT has finally crossed the chasm. It’s no longer a specialist proposition — it’s a standard part of any forward-thinking connectivity strategy.

Partners are connecting everything from digital signage and lifts to transport fleets and smart city infrastructure. With eSIM technology and multi-network aggregation, barriers to entry are gone. At Jola, we’re seeing partners embed IoT into every customer conversation, not as a side project but as a mainstream revenue driver.

Prediction 4: Cybersecurity Becomes a Core Selling Point for Connectivity

The high-profile cyberattacks of 2025 have changed customer expectations. In 2026, secure connectivity will be as important as fast connectivity.

Enterprises now view every connected device as a potential threat vector. For the channel, that means mobile data propositions must evolve — incorporating private APNs, real-time threat detection and mitigation, and SIM-level security. Jola’s partners are increasingly differentiating on security, using our managed private data networks to help customers segment, monitor and protect their IoT estates.

Prediction 5: Automation Defines the Next Competitive Advantage

Automation has become the great differentiator in channel connectivity. Partners who can quote, order and manage services instantly are leaving manual processes behind.

With platforms like Mobile Manager, Jola partners and their customers can activate SIMs, set alerts and control usage in real time — removing friction and protecting margin. The next evolution will be AI-driven management: platforms that can predict overages, suggest optimised tariffs and flag anomalies before they impact profitability.

Prediction 6: AI-Driven Partner Enablement Accelerates Growth

AI is about to become a silent sales assistant — surfacing hidden opportunities in partner customer bases.

Through programmes like Jola’s Mobile-data Revenue Generator™ (MRG™), partners are already using analytics to identify which customers still rely on PSTN or unmanaged mobile devices. The next step is automated insight: systems that tell partners exactly where to focus their sales effort, what to offer, and when to engage. That’s where we’ll see exponential growth in 2026.

Prediction 7: Valuations Follow the Data

We’re seeing investors place a premium on recurring mobile data and IoT revenues — often valuing them at twice the multiple of traditional voice income.

This isn’t just about monthly profit; it’s about building strategic enterprise value. Partners who can demonstrate recurring, diversified mobile data revenue streams are commanding higher valuations and stronger acquisition interest.

Meet existing demand

McKinsey was right, and the mobile data market continues to grow. The market has shifted from phones and tablets to smart street lighting, digital signage, and smart payment solutions. First movers are already well-established in this market, selling complex solutions to local authorities, supermarket chains, and transport companies, to name a few. However, the rest of the channel is uniquely positioned to capture the remaining business from both existing and new customers in their areas.

2G and 3G networks are being phased out, PSTN lines are being discontinued, while 4G, 5G and satellite networks are becoming more widely available. The need to save money is driving demand for smart technologies to cut costs and boost efficiencies across the entire market.

It’s easy with the right supplier

Getting into mobile data solutions is as simple as asking the right questions to your customers and partnering with the right suppliers. Jola will help identify opportunities and develop unique solutions that your customers cannot buy elsewhere, all wrapped in your local expertise and support. It’s a winning combination that increases revenue from existing customers, drives growth, and attracts leads from other local companies facing the same challenges that you can uniquely solve.

If you get it right with M2M and IoT, you will quickly generate high-margin recurring revenue and, due to higher EBITDA multiples, increase the value of your company.

Many channel partners are put off by IoT. They don’t see it as a complementary product, believe they need specialist knowledge in-house, and fail to recognise its value. However, with the right supplier, it’s easy. 

Tools you need

With Jola you will have access to our whole team, from CEOs to talk about the value of mobile data and the impact on the value of your business and exit strategy, to dedicated Partner Managers, who can come in and engage your entire sales team.  They’ll provide incentives, lead generation programmes, a technical bid team to come with you to customer meetings, gather the requirements and suggest innovative solutions in the meeting, to final proposals, provisioning and support teams to ensure smooth roll-outs and management in our portals to accurate billing and expert after-care.

Innovation you need

In a commoditised market, you will need a broad range of products to create propositions that are fit for purpose and differentiated, which no one else can offer at a price that works for the customer and a margin that works for you.  Jola provides access to the widest range of solutions without being locked into any single MNO or MVNO. 

Lead generation you need

Jola partners have access to a library of case studies and materials for many scenarios in retail, transport and logistics, security, public sector and broadcasting. We can identify prospects with problems we can uniquely solve and work with you to win them.

The opportunity for the channel is significant. ICT resellers already have strong relationships with business customers for IT infrastructure, asset tracking, digital signage, mobile WiFi, monitoring and utilities. We are seeing huge demand in retail for digital signage and smart kiosks, for CCTV cameras, body cams and payment solutions, ANPR cameras in car parks and tracking devices for lone workers on construction sites.

Mobile data is an easy product to sell and provision and needs very little support. Jola took on just over 150 new partners in 2024 and now has over 1600.

We give partners revolutionary solutions they can’t buy from any other supplier.  We can deliver our solutions on every type of SIM, whether it be a simple consumer plastic SIM, robust industrial SIM, or embedded SIMs to be soldered into devices.  Jola is a pioneer in eSIM technology, providing the ability to activate our solutions instantly online using a QR code or silently deploying eSIMs with no user interaction onto brand new devices, thanks to our integration with all the major enterprise MDM platforms.

Scale

Our partners don’t have to add any more people in billing or accounts to support these deals. SIMs provision immediately using our Mobile Manager platform, 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.

Getting started

Speak to your existing customers, understand their requirements, and then partner with an aggregator that can provide innovative solutions, unavailable elsewhere. Find out about their current projects and challenges. Once you have established your customers’ requirements, start building your solution.  Jola has developed The Mobile-data Revenue Generator. It is a 6-step process to do just this.

Threats

The most significant cyber threats include DDoS attacks, ransomware, and data breaches. Threats to cellular solutions include SIM jacking and device tampering. For all channel companies using self-service portals, hacking and credential theft are also major concerns.

Strategies

If you’re selling digital solutions, then cybersecurity is no longer just a bonus or a premium feature; it must be integrated and included as standard. At Jola, we ensure that all our services are designed to comply with ISO 27001, ISO 22301, and ISO 9001. We were the first mobile Internet provider to utilise Cloudflare's always-on protection for all our Internet traffic. In June 2025 alone, this blocked over 11,000 attacks targeting our customers, helping to prevent 992 hours of disruption and significant costs for our resellers and their end-users.  Our Security Operations Centre (SOC) operates 24/7 to prevent, detect, and respond to threats.

Challenges

The channel, by definition, relies on a broad range of suppliers. When choosing suppliers, you must ensure they prioritise cybersecurity to protect you and your end-users. If your supplier cannot demonstrate compliance with standards or that they have a documented cybersecurity policy, then I’d give them a wide birth!

Opportunities

Whenever you’re proposing a digital solution, especially one that includes Internet connectivity, then build a proposition that’s based on cybersecurity built-in. Cybersecurity is no longer a nice-to-have add-on; it’s a hygiene factor!

Demand

With technologies being switched off (PSTN, ISDN, 3G) and the current economic climate, demand for cost-effective, managed IoT connectivity solutions from the channel has never been so high. We are seeing an exponential rise in demand for SIMs for monitoring and smart devices.  Resellers, manufacturers and service companies are finding new uses for IoT daily, and as we accelerate towards 5G, this is unlikely to slow down.

What IoT solutions are in demand?

Some of the most popular IoT solutions our resellers are involved in are vehicle telemetry and tracking, connected security and fire systems, machine monitoring, asset tracking, smart healthcare and smart city applications. 

What opportunities are available to the Channel around the IoT?

There is no reason why the channel can’t be involved in any IoT opportunity by partnering with the right suppliers. Jola provides IoT connectivity, hardware, and solutions through our 1,600 channel partners. Where we don’t have all the elements required for an end-to-end solution, we can help direct a reseller to the vendor partner that can provide the missing pieces of the puzzle.

Every reseller and MSP has significant IoT opportunities in its existing customer base. We’re observing opportunities ranging from simple connectivity for applications like payment processing and vehicle tracking to complete end-to-end solutions such as smart cities and connected healthcare. We help partners find and win these opportunities.

With IoT connectivity, the most common requirement is for multi-network un-steered SIMs to provide resilience and the best coverage. Mobile operators cannot typically provide these themselves. The channel can provide the correct SIM for its customers without being tied to any single mobile operator’s network footprint or product portfolio.

Monitoring

MSPs help property owners and developers monitor carbon levels. They have created solutions to monitor energy consumption across many different devices within the home. Their devices need 4G to report usage information and for general maintenance.

The opportunity for the channel is massive. The challenge is finding the opportunities each partner can win. Suppliers that can help resellers target opportunities they can win are crucial. Solutions need to be easy to sell, roll out and manage.

Key Trends

A key trend driving the as-a-service model is the move to IP and the imminent PSTN switch-off. Millions of PSTN lines in the UK are soon to be end-of-life. Upgrading to broadband is expensive, and the capital costs of converters and 4G routers soon mount up. Device-as-a-service models have solved this problem with no upfront hardware costs, low monthly charges, and added benefits of ‘advance replacement’ and free returns for faulty routers.

Support from suppliers

All resellers and MSPs working with a trusted supplier like Jola can describe themselves as having an IoT practice, much like how they might have a cybersecurity practice today. Instead of considering IoT as a product, consider it a toolkit that can solve many of your customers’ problems. Your customers have problems that you can solve using IoT.

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

If you’re new to IoT, your choice of IoT provider could be the difference between success and failure. At Jola, we have developed a complete go-to-market process to help our partners assess their strengths and weaknesses, learn essential skills, find opportunities, and secure their first deal. When we go through this process, and one of our partners secures their first deal, the confidence it gives them can be transformational.

Compelling events

The best opportunities are always those where a compelling event affects organisations. The PSTN Switch-off and the 3G Switch-off are great examples of such events.

You’d be surprised how many things are connected to PSTN lines that don’t need broadband. We’ve replaced PSTN lines with IoT solutions in applications as diverse as remote wind farms, lift shafts and sheltered housing developments.

The 3G switch-off is causing users of payment terminals, ATMs, vehicle trackers, and door entry systems to search for new devices, new SIM cards, and new solutions.

I’m interested in trends traced back to our biggest problems. Two of the most significant issues we face are climate change and the quality and productivity of our public services. IoT is being used extensively in both areas in exciting ways, which is an opportunity for the channel.

Find an IoT supplier who cares as much about helping you grow your market share as they do about growing their own business.

The IoT Market

The IoT market used to be the preserve of a small number of IoT specialists and the IoT departments inside the Mobile Network Operators. IoT applications were limited to some mega-scale consumer-focused services and B2B remote sensing services focused on specific vertical markets, such as utilities.

Almost every business can benefit from IoT, and thousands of applications are available.  Public cloud providers such as AWS and Azure complement these with mature and secure IoT development environments, allowing organisations to develop their bespoke solutions.

Look for a channel-only supplier with

• A real-time, fully automated, API-enabled, white-label portal that connects to every mobile network in the world
• A network and internal systems protected from DDOS attacks
• Global eSIM networks
• OPEX and CAPEX financial models on hardware
• Financial stability and demonstrable growth
• A wide range of SIM options across several different networks
• Cost-effective SIP-enabled 4G/5G PSTN replacement products
• Routers with proprietary auto-configuration and management software built-in
• A programme to help you identify opportunities you can win
  
  

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.

The IoT Market

The IoT market was once the domain of Mobile Network Operators (MNOs). This is no longer the case; there is now a significant role for the channel. We are increasingly assisting resellers in identifying IoT opportunities or responding to inbound enquiries within their existing base. The MNOs can truly be compared to utility companies. They must manage large-scale infrastructure projects, such as expanding their 5G networks and continually enhancing coverage. However, the organisational mindset that successfully delivers these massive projects differs from that found in our most successful, rapidly growing entrepreneurial channel businesses. We win business by being innovative, flexible, and responsive to the ever-changing needs of customers.

The Opportunities

The IoT opportunities that were common a couple of years ago were generally focused on providing support for relatively low-usage mobile applications such as vehicle tracking, handheld card processing, and smart metering. Recent advancements, such as the ever-increasing 5G footprint and the constant reduction in cost per MB, mean that there are now almost no connectivity applications that cannot be supported by a mobile data solution rather than a fixed line.

AI

The rapid development of AI is driving whole new IoT use cases.  From vehicle tracking in the past, we now have resellers with AI powered cameras providing real-time collision avoidance on building sites.  We’re actively involved in self-driving vehicle pilot programmes around the world via UK based resellers.  IoT and AI is also being used more and more as part of net-zero projects to help optimise the use of renewable energy sources and battery storage.

Demand Drivers

The vast majority of demand from the channel is being driven by the same underlying themes, which are reliability, security and flexibility. 

Most IoT requirements we see are mission critical to the end customer and so as a result we sell 10 multi-network SIMs for every single network SIM.  We even have some sites where we’ve delivered satellite connectivity alongside 5G mobile data to provide belt and braces high speed connectivity.

We’ve all seen the threat posed by cyberattacks as a result of the disruption caused to both M&S and the Co-op in recently.  Cybersecurity is no longer a nice to have it needs to be part and parcel of any digital solution, IoT or otherwise.  Jola has protected all our public IP and Private APN traffic with always on realtime Cloudflare protection since 2022.  This has protected Jola’s resellers and their end-users from thousands of DDoS attacks that would have otherwise disrupted their businesses and inflated their bills.