Jola Cloud Solutions' Blog

Cherie Howlett

Cherie has over 15 years’ experience in IT marketing and was promoted to Head of Marketing for MDNX post purchase of Griffin. She was Marketing Manager for 5 years and Head of Marketing for Griffin for 2 years setting up a marketing department and strategy for connectivity, data networks and cloud-hosted solutions. During her time at Griffin, the company won 7 Channel ISP of the year awards, 5 Sunday Times Tech Track 100 awards, 2 Deloitte Fast 500 EMEA awards, 1 Deloitte Fast 50 award and 1 Channel Expo award. Cherie built brand awareness in the channel from 0% to 95% using an integrated strategy consisting of online, print, electronic and face to face marketing. Cherie had previously spent 2 years in a Marketing Manager’s role at Pipemedia before it sold to Business Serve in 2006. At Pipemedia she built a VoIP brand called PipeCall using a combination of PR, direct marketing and an online ordering and provisioning portal with plug and play hardware and electronic point of sale units. Cherie’s early career was in International Marketing working for software house AceCad Software and IBM in the European sales division.

Recent Posts

Jola launches CloudNumber App

Posted by Cherie Howlett on 08-Feb-2023 10:43:10

Telephone lines as we know them will not exist in a few years’ time and millions of end users will need to decide what to do with their existing phone numbers. Jola has come up with a free white-label application that resellers can use with their customers to forward calls from landlines to mobiles or to add landline numbers to mobile data SIMs.

Jola operates both a mobile data network and a SIP network and has developed an innovative application that partners can re-brand. CloudNumber is available to download free from the Google Play Store and the Apple App Store. Instead of having to use an analogue phone or Analogue Telephone Adapter (ATA), CloudNumber allows users to connect to Jola’s PSTN replacement services via their mobile phone. Experts in number porting, Jola can facilitate the porting of both landline and mobile numbers. Jola partners have the choice of ordering new numbers or easily porting customers’ landline numbers, who can carry on making and receiving calls, without the need for any additional hardware.

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Topics: PSTN Replacement

Over 200 resellers sign up for PSTN End-of-Life Webinar

Posted by Cherie Howlett on 02-Feb-2023 13:58:30

There are millions of individual PSTN lines in the UK that are soon to be end-of-life. Upgrading to broadband is an expensive overkill solution and can come with significant upfront costs.

Jola is in a unique position as the sole channel-only provider of both mobile data & SIP and has put together a webinar which focuses on PSTN Replacement Toolkits with multiple solutions for every requirement.

A record number of participants have signed up for the webinar. With the PSTN switch-off looming, the channel is looking for cost-effective solutions they can sell, deliver and control with ease.

Jola has created zero-CapEx hardware rental packages for single PSTN lines supporting phone calls, alarms, EPOS machines, door entry systems, CCTV, lift lines and calling kiosks, among many others. 

‘Resellers can replace common PSTN solutions at a really competitive price, managing operations and usage within Mobile Manager. End-users can retain their existing numbers and choose their preferred SIP Overlay solution with additional options such as voicemail and call recording.” Lee Broxson, CSO, Jola.

 

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Topics: PSTN Replacement

Business Benefits of Diverse Teams

Posted by Cherie Howlett on 18-Jan-2023 16:31:36

What are the benefits to businesses of a strong female presence in boardrooms?

According to Deloitte, gender diversity in UK board rooms is lagging behind European counterparts with only 1 in 5 board room seats held by women. I sat on the board at Jola for over eight years and was the only female board member. Being a female on the board sends a positive message to other females in the organisation that there is not a glass ceiling and it is possible to progress to more senior positions within the organisation. If you can see someone similar to yourself doing the job you want in the future, it makes the goal seem more achievable and you can often gain a mentor to help you learn the skills to be able to get there. I like to think that I brought a new dimension to the team and some complementary skills. Board discussions were always inclusive and a female marketing perspective from a detail-orientated person was often useful in decision-making. The Jola Board has learned that it’s not enough to have female representation you have to make sure decisions are not made without everyone’s input.

How are you taking a lead on the issue of increasing female representation at the top in your business?

At Jola, we focus on hiring and developing the skills we need to satisfy the demands of our partners. We use our own technologies in-house to facilitate flexible working and run training and development programmes, which has helped us to recruit more women into management positions within the organisation.

I have championed a few different initiatives to remove the barriers some women face working in the channel such as work-from-anywhere and part-time hours. This has facilitated Mums working from home, doing school drop-off and pick-ups, attending parents' evenings, school productions, sports days and taking kids to after-school clubs. It has also allowed Mums to be at home to look after ill children and relatives globally, whilst being completely focussed on the needs of Jola, our sales team and our partners’ requirements during working hours.

We have introduced fantastic EMI schemes and employee benefits to compete with much larger organisations offering the same flexible working and gender-diverse culture locally.

We changed the way we recruited to remove the barriers of very specific qualifications and experience and focussed on finding smart people who share the same values as the Jola team and who are looking to grow and develop with us.

We are supported by entrepreneurs who have given us a voice at every level of the organisation and a career path to progress. We introduced work experience schemes, apprenticeship schemes, sandwich year placement schemes, graduate training schemes, and we advertised roles internally so women could progress inter-departmentally. We encourage and pay for our staff to gain qualifications to progress within Jola.

We have official training and development programmes as well as unofficial mentoring programmes. We encourage networking and personal development sessions with organisations such as Reframe, Women in Tech.

What initiatives and developments do you participate in to help increase the presence of women on boards in the wider industry?

I actively contribute to industry magazines and attend events speaking on panels discussing diversity and inclusion.

What are the objectives of these efforts and how are the initiatives being progressed? 

My objective is to raise awareness, inspire and to demonstrate how small changes can make such a big difference to the quality of female candidates being recruited and the success of organisations in the channel.

What more action needs to be taken to boost the number of women on boards?

I don’t think there is a quick fix. We need to increase the number of experienced candidates to recruit from. The more we can influence young people to reach their potential, the better the recruitment pool will be for us when they are ready to start work. We could go into schools and talk about the careers we can offer in IT and Telecoms and get them excited about learning new skills. We can offer work experience programmes, apprenticeship schemes, mentoring schemes, re-training schemes, back-to-work schemes and graduate schemes to grow our own talent internally and offer career development and share schemes. If you are on the board you often own a stake in the company and to do this you need to be able to invest. This is a barrier in itself. I was lucky enough to be part of a start-up with seed money, of which my share was a percentage I was able to invest.

What barriers have you identified to having more women on boards and how is Jola addressing these challenges?

To recruit the best talent into the industry we need to look at barriers. Do our daughters want to become board members in IT and Telecoms? My daughter did want to be a YouTuber or an actress but has recently said she may start her own business and aims to be CEO. She is more aware of what we do as she spent so much time sharing my home office being home-schooled.

Jola addresses some of these challenges because we need to grow our own talent internally. We are not specifically focused on hiring more women, in fact, we are against positive discrimination. If board positions are recruited for, the pool we recruit from needs to be more diverse and to do this we need more experienced women with great track records in previous board positions, who can add something extra to the existing board.

What cultural considerations need to be taken into account and why?

If you have children, someone needs to look after them. If I look at the school gates 97% of the parents doing the pickup and drop-offs are women. If you don’t have children it may be more of a level playing field. Do we then need to look at job descriptions for potential board members to see what they are looking for and work backwards? Do we have the connections and network to be recommended for openings? Do we have the track record and experience required? If not, we need to build that and work with brilliant entrepreneurs who can help us achieve our goals.

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Topics: Jola Cloud Solutions Ltd

Jola’s launches 4G/5G PSTN Replacement Rental Packages

Posted by Cherie Howlett on 21-Dec-2022 13:25:02

There are millions of individual PSTN lines in the UK that are soon to be end-of-life. Upgrading to broadband is an expensive overkill solution and can come with significant upfront costs.

Jola has solved this problem for resellers and their customers by creating zero-CapEx mobile data rental packages for single PSTN lines serving phone calls, alarms, EPOS machines, door entry systems, CCTV, faxes, lift lines and calling kiosks, among many others.

We have a wide range of DaaS (Device-as-a-Service) bundles which include the router, the SIM card, the SIP Trunk, porting, ATA and airtime. There are no upfront costs and in-term devices can be upgraded, with faulty equipment getting an advanced replacement as standard.

Resellers can replace common PSTN solutions at a really competitive price, managing operations and usage within Mobile Manager. End-users can retain their existing numbers and choose their preferred SIP Overlay solution with additional options such as voicemail and call recording.

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Topics: PSTN Replacement

Jola’s latest DaaS offering

Posted by Cherie Howlett on 23-Nov-2022 16:31:27

Addresses PSTN replacement need

There are millions of single-call PSTN lines in the UK that are soon to be end-of-life. Upgrading to broadband is expensive and capital costs of converters and 4G routers soon mount up.

Jola has solved this problem for resellers and their customers by providing everything they need, on one affordable monthly rental.

“We have recently added a wide range of Analogue Telephone Adapters to our PSTN Replacement Toolkit ranging from single to 48 port solutions. We also have routers with in-built ATAs as a ‘one box’ solution for those customers that only need a single line. Jola Partners manage each port on their ATAs using our portal. The credentials of their SIP overlay services are auto-configured on the devices. End-users can retain their existing analogue phones and port their numbers, which is great for customers such as hotels and care homes, who don’t want to replace their handsets. Jola ATAs complement our existing portfolio with customers able to plug the ATA into an intelligent 4G router and use Jola mobile connectivity to deliver the SIP service. The Device as a Service model is becoming increasingly popular because there are no up-front costs and the device is guaranteed for the duration of the contract” Lee Broxson, CSO, Jola.

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Topics: PSTN Replacement

Jola appoints Jon Chard

Posted by Cherie Howlett on 23-Nov-2022 16:22:20

Following the acquisition by Wireless Logic, Jola is strengthening its Channel presence with the appointment of Jon Chard as Partner Director.  Jon brings a wealth of Channel knowledge and is a fantastic asset to the Jola Sales Team. 

'‘I’m delighted to have joined the Jola Team, a business that I have held in high regard for several years. Jola is an innovative and forward-thinking business in the channel, and I am looking forward to helping them push towards further growth and continued success.’ Jon commented.

Lee Broxson, Jola CSO added, ‘It’s a pleasure to have Jon joining the team as a Partner Director, he brings with him 17 years of telecoms experience with five of those spent working with Jola at one of our suppliers.  Jon will be managing our larger MSP and ISP partners with a strategic goal to help find and win larger deals within their bases using our unique Mobile-Data Revenue Generator™  (MRG™) process.’

Chard’s appointment enhances the continued expansion of Jola with Oliver Izard, a former sandwich year placement, re-joining Jola as an Internal Account Executive.

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Topics: Jola Cloud Solutions Ltd

Successful relationships

Posted by Cherie Howlett on 16-Nov-2022 19:15:54

Vendor partnerships are much more effective than simple supplier-customer relationships, especially when considering new products or new markets. If your vendor is ‘sell-through’ rather than ‘sell-to’ they will have a lot of experience of what works in different verticals and they will be able to talk in detail to their case studies. Probably more importantly they will know the pitfalls to avoid, and they can help your conversion by steering you away from bids you are unlikely to win.


Of course this only works if you trust them, which means they have to be channel-only and be able to point to a track record of selling exclusively through resellers. Some of your bigger customers will be tempted to try and go direct once they learn the identity of your vendor-partner. You must feel confident that they will not only close this conversation down but do it in a positive way that does not jeopardise the deal or your overall relationship with your customer. 

Jola’s experience of the mobile data market is that most end user customers have an application for IoT/M2M. They either don’t realise it or they don’t consider the MSP/Reseller able to fulfil their needs in this area. Against this they would much rather buy from existing suppliers, particularly where they need help in defining the project and possible solutions. 

Jola has productised the process of engaging with customers on mobile data and called it the Mobile-data Revenue Generator (MRG). This unique process defines the way we work together and qualifies opportunities, capabilities and skills. We help our partners to fill gaps in their capabilities and ultimately win large, high margin, long-term contracts.

We have been selling mobile data to the channel since 2014 and we understand the pain points of our partners and the needs of their end-users in each vertical market. Over time we have developed a unique portal, that gives you the control and visibility you need to manage global SIM estates. Control you can even extend to your customers. We have also developed unique hardware solutions that save our partners time, helping them create a great customer experience, maximise their margin and minimise costs for their customers.

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Topics: M2M

How to grow with mobile data

Posted by Cherie Howlett on 09-Nov-2022 16:38:31

Your customers are working on mobile data projects right now and demand is predicted to increase dramatically over the next few years. 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.

According to McKinsey, revenues from mobile data are set to increase dramatically over the next five years. Factors driving growth are the availability, speed and reliability of 4G, 5G and IoT. Statista says the number of IoT devices worldwide is forecast to grow to more than 25.4 billion IoT devices in 2030. Fortune Business Insights predict this market will be worth £1085 billion by 2027.

People think IoT is very low revenue and you’ve got to win hundreds of thousands. You don’t. You can often get a decent ARPU of £10 to £15 on thousands of devices and sometimes margins in excess of 40%, so it’s a really attractive line-of-business to pivot into.

Your mobile data partner will need to give you the tools to win deals, usually competing with the direct sales arms of the mobile networks. Your supplier will need to be an aggregator with access to all the networks and ideally, they will also be an independent MVNO. Most importantly everything must be automated, with real-time APIs offering zero-touch provisioning and management through a single self-service portal.

They will need to be innovative, with a constant stream of relevant mobile data and IoT products
that the networks would take years to develop and launch. When you partner with the right channel supplier, mobile data is easy to sell, support and bill.

The opportunity for the channel is significant. We may not find ourselves supplying car manufacturers with SIMs for self-driving cars, but ICT resellers already have strong relationships with business customers for IT infrastructure, asset tracking, digital signage, mobile WiFi, monitoring and utilities.

Mobile data is an easy product to sell and provision and needs very little support. Jola took on just over 200 new partners in 2021 and now have over 1200. We recently put 30,000 multinetwork SIMs into iPads for one public sector project, with a very quick book-to-bill timeframe and no issues.

Scale

Our partner didn’t have to add any more people in billing or accounts to support it. SIMs provision immediately using our Mobile Manager platform, so you don’t have to wait three months 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. 

The MRG

Jola has developed The Mobile-data Revenue Generator. It is a six-step process to uncover mobile data opportunities. The process defines the way we work with partners and qualifies opportunities, capabilities and skills. We help our partners to focus on key opportunities and ultimately win large, high-margin, long-term contracts.

Selecting the right suppliers

Who will you partner with for the devices, and where are you going to get the connectivity from? What challenges do you need to overcome? Who has the most cost-effective mobile data solution to meet the requirements? Who is agile enough to develop solutions to meet the time frames? Can you manage the data usage across the estate? Can you control usage and costs, maximise your margin and protect your customer from bill shock?

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Topics: mobile data

Opportunities in Transport and Logistics

Posted by Cherie Howlett on 09-Nov-2022 14:41:38

High Demand

Demand for reliable mobile data to track the location of lorries, buses, coaches, taxis, delivery vans and hire cars is growing, as is the tracking of assets. Smart transport networks offer significant benefits to passengers, operators and local authorities, enabling urban services to become more efficient, effective and safe. Customers want to be able to track the progress of their deliveries and car hire companies need to track the location of their vehicles, as well as monitor the safety of the drivers.

Solutions

There are many end-to-end solutions available to the transport industry, involving 4G routers and cameras. Trams, buses and trains are tracked, and arrival times are accurately estimated and advertised, factoring in potential delays. These devices need 4G data SIMs, often with a fixed IP or delivered via a secure Private APN.

Suppliers

MSPs and resellers need a wholesale supplier with a wide range of connectivity options from single to multi-network to Fixed IP to meet the evolving needs of the sector. Many MSPs have strong relationships in this sector and understand the challenges faced and the solutions required. End-users need continuous connectivity and control over their data usage to avoid data overage charges. Jola’s MSPs can manage global SIM estates in Mobile Manager providing end-users with real-time data usage, alerts bolt-ons and data pools to monitor usage and avoid bill shock.

Challenges and solutions

Without the involvement of an intelligent aggregator, Service providers face a few challenges with 4G. Firstly, some networks are stronger than others in specific locations requiring relationships with multiple network providers. Secondly, they have no way of tracking data usage and if devices use more than their allocated monthly allowance, they get high data overage charges. Thirdly, they need a secure channel for transmitting financial data. Cost-effective multi-network SIMs are available along with an online ordering and management portal, which tracks data usage and allows resellers to set up usage alerts, and back-date bolt-ons. Data pools, allow data to be shared across multiple SIMs and buffer pools negate high data overage charges completely. Private APN networks offer increased levels of security, allowing encrypted data to travel across a private mobile network.

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Topics: IoT, M2M

Jola launches High Availability SIP Trunks

Posted by Cherie Howlett on 03-Nov-2022 13:06:38

As BT starts to close down telephone exchanges in favour of a 100% IP network, millions of end users will need to consider how they are going to replace their ISDN and PSTN lines. Many will be considering availability requirements and backup solutions. This presents a considerable opportunity for the channel.

Jola is a wholesale SIP provider offering SIP and PSTN replacement services to the channel. They have developed High Availability SIP Trunks as an alternative to ISDN and PSTN lines, providing partners with a configuration which supports two SIP Gateways in geographically disparate regions. They are connected to one customer endpoint, giving end-users high availability with a built-in fail-over. HA Plus solutions support multiple CPE IP addresses.

Adrian Sunderland, CTO at Jola commented, “Our new High Availability SIP Trunks are a welcome addition to our PSTN Replacement Toolkit, which offers partners everything they need to replace PSTN and ISDN lines however they are being used. HA SIP Trunks support Enterprise Grade solutions for large corporates which require high availability solutions.”

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Topics: PSTN Replacement

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