Jola Cloud Solutions' Blog

One of Jola’s unique differentiators is their Mobile-data Revenue Generator™ (The MRG™) programme. It uses Harvard Business School teachings to productise repeatable processes that generate reliable, successful outcomes. The programme was developed to help channel partners grow mobile data revenue streams successfully.

Jola’s analysis shows that partners in the MRG™ grow 41% faster than those not in the programme, so all partners are encouraged to get involved. MSPs already have significant opportunities within their existing customer base. The MRG™ helps identify and win them. MSPs receive excellent training and support across every department, giving them their very own in-house IoT practice.

One partner recently won a global opportunity for a leading fashion retailer. Using Mobile Manager, they use aggregated multi-network SIMs to support payment solutions and in-store Wi-Fi. Another partner won a UK-wide Fixed IP opportunity for mobile data back-up for care homes.

Cherie Howlett, Jola CMO commented: “The MRG™ is more than a go-to-market strategy, it’s a growth engine for the channel. We’ve seen partners transform their businesses by winning innovative mobile data solutions they can’t buy from anyone else. The programme is designed by the channel for the channel, perfected over many years and has a 100% approval rating.”

Trust

Partnerships in the channel are built on trust. Personal relationships are key to their success, as well as accountability, responsiveness and delivery. Establishing new partnerships takes an integrated, consistent strategy to identify targets and build profiled information. It is important to learn more about each target and their needs, carefully crafting multiple touch points to introduce yourself as a supplier, recognising needs and promoting unique solutions. Timing is incredibly important, as well as influencing key decision makers. Successful new partner acquisitions take careful segmentation, targeting and positioning, as well as multiple communications, establishing trust and building credibility until an opportunity arises.

New partnerships

The basics of targeting and acquiring new partnerships has not changed much over time in the channel, however changes, such as remote working, has had an impact. Companies dedicated to putting in the time and visiting partners face to face, are finding this strengthens relationships, increases information flow between both parties and helps to facilitate successful relationships.

Challenges

Challenges occur with inconsistency. Vendors need to be consistent, are they invested in the channel or not? Is it their primary focus or not? Are they building the solutions the channels need now and into the future? Are they priced competitively? Do they offer differentiation? Are they easy to sell, manage, provision, bill and support? If the answer to any of these questions is no, problems will occur, which will impact trust, and the relationship could suffer as a result.

What does success look like?

Successful relationships, like all relationships are built on trust, understanding, give and take, listening and understanding, meeting needs and working together to achieve common goals.

Making the most of relationships is key. Do you know exactly what your vendor can offer you in terms of support and incentives? Are you taking advantage of everything on offer? Equally, vendors are you close enough to your partners? Do you understand all their requirements now and in the future? Are you meeting them better than any alternatives? Technology can help support relationships and be the driver for growth, adding new recurring revenue streams.

Strong, trusted partnerships which deliver for both parties are key and moving forwards the vendors who invest in their relationships and the partners who invest in their vendors will ultimately be successful if both parties are working to support each other’s goals.

2025 has been a pivotal year for the UK’s transition to All-IP. We’ve seen a significant acceleration in the migration away from PSTN and ISDN services, driven by a combination of industry readiness, better communication from providers, and increased end-user awareness.

At Jola, we’ve helped hundreds of channel partners seamlessly migrate their customers to IP-based alternatives. Thanks to automation, APIs, and flexible provisioning, partners can now deliver voice and connectivity services that are not only more reliable and scalable but also easier to manage.

While the national migration figures look strong, there’s still a noticeable divide between large enterprises—who began planning early—and SMEs, who are only now starting to make the switch. That’s where the channel has played a crucial role, and Jola’s partners have been at the forefront of that movement.

Challenges

Early in the process, confusion over product equivalence and interoperability was a major barrier. Many organisations were unsure how to replace legacy life lines, alarm systems, and other critical monitoring equipment that depended on analogue lines.

Through 2025, these technical challenges have largely been addressed. The industry now offers mature connectivity solutions—like 4G and 5G LTE products—that can meet the reliability and resilience needs of these systems.

For Jola and our partners, automation has been key to overcoming the operational complexity of mass migration. Our SIM management portal (Mobile Manager), and provisioning APIs have simplified what was once a highly manual process. This has allowed resellers to migrate thousands of lines efficiently while maintaining customer confidence and minimising downtime.

Work to do

Although awareness is improving, the final stretch is always the hardest. Many small businesses and service providers still underestimate the urgency of migration—particularly those using legacy equipment such as life lines, fire and security alarms, and building management systems that rely on PSTN connectivity.

The challenge now is education: helping every business understand that the PSTN switch-off isn’t just about phone lines; it’s about ensuring that every device and service dependent on analogue connectivity is ready for the digital future.

Jola continues to invest in supporting partners with the right products and resources to manage that transition. Whether that’s through 4G/5G failover, VoIP-ready Fixed Wireless Access products, or specialist M2M SIMs for critical infrastructure, we’re making sure no customer gets left behind.

Government Support

Government awareness campaigns have improved in 2025, particularly through collaborations with Ofcom and the major network operators. However, the most effective communication has come from the channel.

Local resellers and MSPs—often supported by wholesale providers like Jola—are the ones engaging directly with the businesses still reliant on legacy lines. We’d like to see even greater clarity and coordination from central bodies to reduce mixed messaging, but overall, the visibility of the 2025 deadline has never been higher.

Innovation

All-IP isn’t just a replacement for legacy networks—it’s an enabler for innovation. Once every connection is digital, the possibilities for integration, automation, and AI-driven service delivery expand dramatically.

We’re already seeing partners bundle IP voice, mobile data, IoT, and unified communications into end-to-end solutions that deliver measurable value to customers. At Jola, we’re excited about the opportunities this creates for our channel. With a fully digital network, partners can deliver more intelligent, data-driven services, faster provisioning, and greater control than ever before.

The switch-off marks the end of an era—but more importantly, it’s the beginning of a smarter, more connected one.

In today’s competitive environment, partnership has never been more essential to deliver unique solutions, competitive offerings and excellent customer service. Jola has worked with Teltonika to launch a range of affordable, intelligent 4G and 5G routers for the channel. Teltonika routers, supplied by Jola, feature unique capabilities that aren’t available elsewhere, helping partners deliver secure and scalable connectivity solutions.

Jola has been awarded Gold Partner Status by Teltonika, recognising its expertise, technical capability, and continued success delivering innovative IoT and mobile data solutions to the channel.  Teltonika’s Gold Partner status is reserved for top performing partners demonstrating outstanding product knowledge, sales growth, and service delivery.  The partnership enables Jola’s partners to access a range of intelligent 4G & 5G routers with custom firmware, designed to deliver secure, zero touch configuration and seamless integration with Mobile Manager.

This recognition strengthens Jola’s position as a leading aggregator in the channel, combining innovative hardware with intelligent connectivity solutions that are simple to package, sell and manage. Jola continues to help partners find and close opportunities using the MRG™, lead generation programme.

Jola’s CTO, Ben Merrills, commented, “We are delighted to achieve Gold Partner status with Teltonika.  It’s a great reflection of the expertise within our team and the value we offer to partners.  Together, we are helping the channel uncover new opportunities in IoT, M2M and mobile data.”

Demand for reliable VoIP and VoLTE solutions increases as the PSTN switch-off approaches. Many businesses, including lift operators, require a seamless transition to digital connectivity, ensuring security, compliance, and ease of management. They cannot risk installing a solution which will not work in a power cut.

Jola introduces the EV8100, an innovative 4G router with a built-in battery UPS compliant with EN 81-28 safety standard. It is an ideal solution for customers where power continuity is critical. It is designed to deliver high-quality voice and data connectivity with remote monitoring and integrates seamlessly with Jola SIP Overlay or Jola voice SIMs. Robustel’s RCMS management platform has detailed reporting and alerting functionality specifically for this router.

Jola partners can order the routers via Mobile Manager. They will arrive at the required site pre-configured for easy deployment.

Jola’s CMO, Cherie Howlett, commented, “The EV8100 presents a robust, fully featured mobile connectivity solution for customers who need to call when the power is out. Our solution is cost-effective, easy to deploy, highly secure, and compliant with industry standards.”

Jola has launched a community-focused donation initiative to support Broxtowe Youth Homelessness (BYH), a regional charity dedicated to preventing and alleviating youth homelessness across Nottinghamshire and Derbyshire.

The charity delivers crucial assistance to young people aged 16–25 who are experiencing homelessness or are at risk of it. Its services include early-intervention support, emergency food parcels and toiletries. For those taking the significant step into their first independent tenancy, the charity provides Home Starter Packs containing essential everyday items such as kitchen equipment, towels and cleaning products.

In support of this mission, Jola employees have organised a collection of non-perishable food items and supplies which can be used within the charity’s Home Starter Packs. The collection was delivered to BYH earlier this week.

Cherie Howlett, CMO, commented “We were pleased to support such a great local charity. This initiative allows us to contribute in a practical, meaningful way to young people who are facing incredibly difficult circumstances locally.”

Finding talented staff in a competitive market can be tough. Businesses often face a choice: invest heavily in recruitment campaigns or grow their own talent from within. At Jola, we believe the best option is to invest in people early, giving them the skills, experience and opportunities to thrive in the Channel.

That’s why we run a range of initiatives, including work experience placements, apprenticeships, and graduate schemes. Jola are passionate about creating career opportunities for like-minded, bright, entrepreneurial individuals. Over the years, we have trained and supported many young professionals who have gone on to build successful careers with Jola. Noor Ali is the latest example.

Noor joined Jola during her placement year, working within our sales team. During that time, she gained hands-on experience, training, and insight into how Jola supports its partners. After returning to the University of Birmingham to complete her Business degree, Noor re-joined Jola as a full-time Internal Sales Executive, building on the skills she developed during her placement.

“Our placement programme has been a real success,” said Magnus Wright, Jola Head of Sales. “It gives undergraduates valuable industry experience and the chance to develop their skills in a fast-growing technology company. At the same time, we benefit from fresh perspectives, new ideas and a pipeline of talented graduates who already understand our culture and values.”

Noor added “My placement at Jola gave me invaluable experience and confirmed that this was the industry I wanted to build my career in. The support and training I received made it a very easy decision to come back after graduating.”

At Jola, we’re always on the lookout for ambitious individuals to join our growing team. If you’d like to build a career in the channel, please send your CV to careers@jola.co.uk.

Global roaming SIMs can be expensive.  This is because the roaming costs differ between networks.  Some networks, even in the same country, can be five times more expensive than the most cost effective.  Traditionally, the supplier will need to base the selling price on the most expensive network the SIM is allowed to connect to, even though you may never actually connect to that network. 

Jola has addressed these problems by introducing RoamNet Blue PPZ. Partners have access to over 400 global networks. Data consumption on RoamNet PPZ is charged per MB at the zone rates where the data is used, creating a very attractive solution for partners. 

Partners can choose to prioritise coverage over cost or vice versa.

RoamNet Blue SIMs access multiple mobile data networks. Jola partners have a differentiated product to win against the Mobile Networks with good recurring margins and real-time control. 

“We are a channel-only, independently run company within a global market-leading IoT specialist. We create solutions for the channel using existing networks within the group. Jola partners now can bill per zone, ensuring they can win against competitors where the end user is price sensitive.” Adrian Sunderland CEO, Jola.

Skills in demand

You need great salespeople to grow a business. Hiring great salespeople is challenging, as many will be motivated by packages to stay with their current employer. Building your own sales team takes time, dedication, effective processes and mentors.

Key challenges

It’s expensive and time-consuming. Well-briefed agencies can help but are often expensive. Advertising for staff can also be expensive. Filtering CVs, replying, interviewing to get down to one candidate, who may not accept, is time consuming. Leaving it to HR departments can be slow and you run the risk of losing the best candidate.

At Jola, we incentivise employees to advertise roles to people they know through their own networks, which can be less costly and more effective if they come with a recommendation you trust.

Recruiting and retaining talent

Providing an excellent package, an environment for career progression and fulfilment is crucial. 

Training

At Jola, we offer apprenticeship roles where employees can study and learn on the job. They can also advance their careers once they have qualified. In development, we provide certifications from technology companies we partner with, such as AWS. 

During our check-ins with over 1600 partners, we gathered feedback on Mobile Manager, to find out what 10 features are most essential and why. They said:

1 – Ordering SIMs inactivated from every network and holding stock

This allows partners to fulfil customer orders quickly and efficiently. Customers want SIMs on demand and partners want to be able to bill them as soon as they are live.

2 – Activating SIMs

Partners being able to activate SIMs themselves and giving their customers that very same control is crucial. Customers want to know their SIMs have arrived and will be activated when they need them. No one wants to be paying for a SIM, which hasn’t arrived.

3 – Automation

Knowing activations, SIM swaps, bars, tariff changes, bolt-ons and ceases are placed and implemented in real-time, gives partners the control they need to deliver the customer service their end-users expect. Actions need to be instant to maintain trust with customers, which was noted as a common theme.

4 – Back-dateable bolt-ons and pooled data

The ability to save customers money is essential, where usage is unpredictable, and SIMs are not unlimited. The ability to add bolt-ons and reduce overage charges is essential to pro-actively offer the best deals to customers and retain them in competitive markets, partners claimed.

5 – QR Codes

In Mobile Manager you can choose to have a SIM delivered as a scannable QR code for 5G Multinetwork SIMs. QR codes can be activated instantly and simplify roll outs in multiple locations, negating the need for site surveys which save the customers money and was deemed essential.

6 – Location-based-services

Partners have said that they find it incredibly useful to know where each SIM is in the world and can pinpoint the approximate location to tell their customers, when they are not sure!

7 – IMEI locking

The ability to lock SIMs remotely was noted as useful if SIMs have been stolen or are being used in a way the customer is not comfortable with. IMEI locking allows partners to lock a SIM to a physical device, ensuring the SIM can only be used in that device.

8 – Auto-config managed routers

Partners love the ability to send out routers that simply work in digital signage solutions and have peace of mind that their solution is protected from hackers.

9 – Private APN management

For customers who need private networks, the ability to set them up in Mobile Manager was described as a real ‘game-changer’, especially as the Mobile Networks themselves take months to deliver these and our partners can set them up themselves.

10 –Real-time monitoring, reporting and ongoing development

Our partners gave lots of positive feedback on the full control and information they can access to give up to date information to their end users. They love the fact that the portal is heavily invested in and has a full-time development team managing it in the UK. They have the same developers who wrote the first version of the code still involved in portal development ensuring the system is secure, fast and always adding new features.