Jola Cloud Solutions' Blog

If you think an eSIM is just a virtual SIM in an iPhone, then think again. eSIMs  can come on a reel, ready for manufacturers, but mostly they are deployed by resellers and MSPs as a traditional, triple-cut plastic card.

Jola is the first company to become a global eSIM MVNO dedicated to the channel. We offer our partners a way to really differentiate their mobile data/IoT proposition. Jola partners are winning huge multi-site deals against incumbents and the mobile networks selling direct, with a network agnostic, multi-network, global roaming eSIM. 

Jola partners can win on price and still make a reasonable margin. This is because  we  buy direct from global data wholesalers, not local mobile networks. Using multinet eSIMs, end customers don’t need expensive site surveys and suppliers cannot use the high cost of switching, to lock them into uncompetitive commercial terms or legacy technologies.  

MSPs and specialists using 4G for connectivity on short-term contracts, or for back-up, often struggle to control data usage, so get regularly hit by overage bills. They manage large estates of data SIMs on different networks, often using manual order processes, with no visibility of data usage throughout the month.

Jola developed Mobile Manager to help partners manage data usage and avoid bill shock. Our unique portal gives partners complete control over ordering, alerting, ceasing, suspending and swapping SIMs. They can also add their own bolt-ons, create and manage their own data pools and set up and manage private APN networks. Jola’s white label portal communicates in real-time with multiple 4G networks. Partners can grant access to their end users to view data usage and manage SIMs. 

Mobile Manager was designed to help channel partners grow profitable revenue streams from 4G. Our partners win opportunities for DSL and Ethernet 4G back-up, fixed line replacement, and IoT and M2M projects. MSPs productise their own solutions using Jola’s wide range of single-network and multi-network SIMs, which include eSIMs.

Tariff Tool

Our Tariff Tool allows MSPs to select the countries and data allowance they need and obtain all the in-country 3G and 4G roaming network packages available, which also includes unlimited UK data SIMs and multi-network, global eSIMs.

IoT

There is a wide range of devices that need an internet connection and M2M/IoT SIMs fit the bill. Opportunities are flooding in via partners from multiple sectors such as retail, construction, logistics and the public sector, all with different requirements. Some need IP addresses, others need multi-network SIMs, but all need the ability to monitor and manage usage remotely. Jola developed products for the channel to address these markets.

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.