Jola Cloud Solutions' Blog

How much do they influence your buyer behaviour?

It’s awards season again and marketing departments in the channel are busy writing awards entries, booking tables and planning outfits for the big night. Before jumping in, it is first worth considering what you are entering and why?

Awards evenings are expensive when you factor in table costs, drinks, accommodation and travel. Many marketing departments need to justify the costs with outcomes, such as the additional coverage from being shortlisted and the potential benefits from winning.

In competitive markets, wholesale service providers need to differentiate their offering. MSPs, IoTSPs and resellers are all looking for unique products that differentiate themselves, that are easy to sell and help them to grow their business. How much do awards influence this?

It is difficult to estimate. In my experience at Griffin and at Jola winning relevant awards has helped to raise the company profile, introduced the company to new potential partners and in some small way has helped to influence the decision of the resellers to partner with us. It’s not the logo on the website that has swung it, more the right products, at the right price, at the right time, managed by the right people and platforms. The right awards, just like the right case study, testimonial, introduction and recommendation at the right time can make all the difference.

Managed Service Providers (MSPs) and Internet of Things Service Providers (IoTSPs) are uncovering more and more opportunities for multi-network, roaming eSIMs in vertical markets, such as construction, yachting, motorsports, transport, logistics and manufacturing.

End-users need 4G data in roaming devices such as mobile broadband routers, monitoring and tracking devices.

Competition is fierce

To win against the networks, Service Providers are looking for unique products and services, the networks can’t offer, such as multi-network roaming SIMs that are un-steered and will roam to all four networks in the UK and to hundreds of networks globally.

They need to be able to compete on price, so are looking for a great deal, they can make good margin on, which also saves their end-user money.

End users do not want to be tied to a network provider indefinitely. The cost and hassle of swapping out SIM cards is too great. MSPs and IoTSPs offering the ability to switch networks at the end of a contract, without swapping out SIMs, can save the end-user money now and at the end of their contract.

eSIMs

eSIMs give Service Providers back their edge over the retail mobile networks. They offer a truly un-steered, multi-network connection ensuring the customer is always getting the best technical and commercial solution, whatever happens in the market. They offer an alternative to retail mobile network contract lock-ins, saving customers the pain of swapping out SIMs.

Telecoms resellers looking to grow their businesses often add complimentary products to their portfolio, especially those that are easy to sell, increase ARPU and help them to win new business. eSIMs fit the bill as they give resellers the opportunity to win against the MNOs for IoT data SIMs. Many already sell mobile data SIMs successfully to construction sites, retailers, gyms etc. IoT SIM deals are often larger, on longer terms, but can be difficult to win against MNOs.

eSIMs are multi-network and un-steered that can be re-programmed remotely over-the-air. With eSIM, resellers can beat MNOs on price and still make a reasonable margin. This is because eSIM MVNOs buy direct from global data wholesalers, not local MNOs. Using multinet eSIMs means end customers don’t need expensive site surveys and they can’t be locked into uncompetitive commercial terms by individual MNOs. eSIMs can come on a reel ready for manufacturers, or a standard triple-cut plastic SIM card.

eSIMs give resellers competitive edge over the MNOs and are easy to sell and support. Resellers are partnering with Jola for eSIMs they can manage in Mobile Manager. Mobile Manager is Jola’s online management portal for ordering and managing estates of mobile data SIMs. This white label portal communicates in real-time with multiple 4G networks and can be used by both resellers and their end users. Mobile Manager handles SIM activations, ceases, suspensions, reports, alerts and bolt-ons.

In December, Jola launched the UK’s first multi-network eSIM built for the channel. Jola eSIMs give MSPs and resellers ultimate choice and control, whilst solving the biggest mobile data problem facing their end-users – how to automatically connect any device almost anywhere in the world. 

The price of data varies when roaming between different countries and on different networks. Until now, the roaming tariff set, has had to be that of the most expensive country in which the SIMs needs to operate.

Jola has solved the problem of variable global roaming rates by introducing Pay Per Zone eSIMs. Data consumption on Jola Pay Per Zone eSIM tariffs is charged at the rate applicable to the country it is used in.

As a reseller you have a wide range of wholesale suppliers available to you for hosted voice, internet connectivity and mobile data. How do you ensure you pick the right supplier that meets your needs today and as your company grows?

Products

Many resellers start with products. They have demand for particular products and research the market to see who can deliver products that match their customers’ exact requirements. It is worth spending the time evaluating products, as many can seem similar on the surface but quite different in reality. Unique products and services can give you competitive advantage and help you to win new business against well-known brand names.

Price

You need to buy at the right price to make healthy margins and still win the business. Buying well can help you to be competitive and win in price-sensitive markets.

Portals

You need to be in control over the provisioning and management of your services to be able to provide a good service to your customers. Having a portal which allows you to manage your estate is essential, with full training provided.

Communication

Having a named person, you can pick up the phone to and get information from is important, especially when supporting unique products and bespoke solutions. Ideally you want to be able to download white label documentation from a portal, as well as refer to articles and guides you can brand.

Support

Having the right level of support in sales, provisioning, technical support and billing is important. Knowing queries will be answered quickly and issues resolved to your satisfaction is critical. It is even more important when there is an issue to know exactly what is happening, why it happened, what is being done about it and when usual service will resume. This improves your communication to your customers, helps stem an influx of calls and maintains the trust of your customer base.

Performance Indicators

In the channel, how quickly phones are answered, how well queries are responded to and whether you would recommend them a supplier, are key performance indicators. Ask about KPIs and request results to understand how well the business responds to the needs of their partners, before signing up.

Sensors track and monitor conditions in lorries and containers roaming in the UK and abroad. Using standard SIM cards, MSPs, supplying tracking solutions to shipping and transport companies, run the risk of losing connectivity in some areas. MSPs are looking to eSIMs as an alternative solution for the following reasons:

Cost-effective

The price of data varies when roaming between different countries and on different networks. Until now, the roaming tariff set, has had to be that of the most expensive country in which the SIMs needs to operate.

Eliminates Truck Rolls

The biggest benefit of eSIM is that it eliminates truck rolls for SIM swaps and avoids the downtime and hassle of swapping out SIMs at the end of a contract. With eSIMs, MSPs can switch to a better deal on a different network, without swapping out an estate of SIMs.

Multi-network and un-steered

eSIMs offer the best possible service in any location. The eSIM will always enable devices to connect to the best available cellular network and customers can also manually select networks.

There are a wide range of company types currently buying eSIMs wholesale from eSIM MVNOs. They include MSPs, ISPs and traditional voice and data resellers. They are all productising eSIM as part of their portfolio and creating profitable, recurring revenue streams, from a product that is easy to sell, support and bill.

MSPs

MSPs are incorporating eSIM as part of their network solutions. Some specialise in vertical markets such as retail and are providing well-known blue chip organisations with corporate networks and back-up solutions. 4G back-up on a single network is not resilient, so MSPs are incorporating multi-network roaming SIMs as an option. Jola eSIMs provide global connectivity to over 450 networks and local connectivity with all four UK mobile networks.

ISPs

ISPs are using eSIMs for back-up and pre-Ethernet solutions over L2TP. ISPs provide critical internet connectivity for businesses that cannot be without internet connectivity, such as supermarkets, banks and hospitals. 4G mobile broadband is provided as a back-up to primary services in many cases.

For ISPs establishing private APNs is a possibility but this often involves a network re-configuration. Until now, the alternative has been to create a VPN tunnel, utilising a separate device at the customer site.

They can now cross-connect at layer 2 directly into an eSIM MVNO platform in London - with failover to a secondary platform in Ireland. The solution is inexpensive, reliable and relatively straightforward to set-up. With un-steered multi-network eSIMs, ISPs are not tied to any particular network and no longer need to do a site survey to determine the best signal – globally.

eSIMs are commonly used in smart watches and other wearable devices, however 2020 is predicted to see greater adoption within IoT. ABI Research predicts there will be an estimated 420 million eSIM-equipped devices available by 2022.

eSIMs will bring new opportunities for resellers supporting customers looking for more cost-effective and manageable roaming data solutions. eSIMs, as part of a mobile data solution, offer resilience as they always connect to the strongest network.

Who can I buy wholesale eSIMs from?

eSIM MVNOs provide network agnostic, un-steered or steered, embedded or plastic triple-cut SIMs. MVNOs buy wholesale, from mobile data aggregators (so they're very price competitive). Their SIMs are invisible to individual MNOs so, unlike with consumer eSIMs, MVNOs don’t need permission from MNOs in each country. MVNO eSIMs roam automatically across hundreds of global networks. Where the MVNO has a self-serve portal, resellers and their customers have complete control over the networks they connect to, and their data usage.

To leave the office and drive to Northampton for a conference, networking lunch, evening dinner and overnight accommodation, it would have to be worth your while. So why go?

If you don’t already sell any 4G data, the event is designed to highlight the opportunity, provide user cases from MSPs that have increased their recurring revenue streams and increased the value of their business. MSPs have productised solutions such as, mobile broadband, 4G back-up, private 4G and M2M/IoT solutions for global blue chip companies.

If you already provide 4G data as part of core solutions delivered, the event will cover off common frustrations such as; lack of direct control and unexpected bill shock. Industry leaders will present use cases from MSPs, who have switched suppliers in order to take back control and manage monthly costs.

During the event there will be a whole section on eSIM, explaining what it is and the problems it solves for both end-users and MSPs, in multiple vertical markets; such as transport and logistics.

Register to attend

The event is free of charge to qualified delegates. To register to attend, click here: https://margin-in-mobile.co.uk

Distributors supplying the UK electronics OEM community, often partner with manufacturers of electronic components and modules. They may also sell networking and connected devices from multiple global manufacturers, wired and wireless controllers and sensors.

Their business model is largely based on one-off sales. Sales revenues can be difficult to predict, as they can fluctuate with market conditions. Growing a sustainable business from one-off sales can be challenging, especially with bills and salaries to pay. Many investors prefer recurring revenue business models, as they can attract a higher EBITDA multiple.

What is an eSIM?

eSIMs are mobile data SIM cards, which can be embedded into connected devices or delivered as a traditional plastic SIM. In the eSIM model, a device is ready to deploy anywhere network coverage exists. If a device moves and crosses networks, its profile can be updated quickly and securely. Instead of swapping plastic SIM cards, profiles are downloaded and managed on a device as needed.

What problem does eSIM solve for the distributor?

4G data is an easy add-on to connected devices, increasing ARPU and adding a valuable, predictable revenue stream for distributors. Recurring revenues provide much-needed stability. When you rely on one-off sales, you are vulnerable to wild fluctuations in month-to-month revenue, but things are much more predictable with recurring revenue.

What about their customers?

eSIMs provide cost-effective multi-network 4G data for IoT rollouts. They are configurable OTA (Over The Air), so network providers can be changed without the often high cost and hassle of swapping out the SIMs.

Distributors can choose the tariff required based on the amount of data the customer needs and the country (or countries) that the SIM will operate in. Therefore, there are no more unexpected roaming charges to worry about.