Mobile data solutions are a huge growth area for the channel because they can replace traditional fixed-line connectivity and provide reliable connectivity for new M2M applications, of which digital signage, ANPR/CCTV cameras and tracking are just a few examples.
Book to bill is days rather than months and recurring margins are reasonable. Most MSPs and resellers partner with an aggregator, rather than try to deal with the MNOs directly. Specialist aggregators have developed differentiated channel products that end users cannot buy from the MNOs and are better priced with sophisticated management portals.
Compelling Events
The sunset of 3G and the PSTN switch-off represent compelling events, compelling businesses and public authorities to take action. Upgrading 3G networks necessitates either swapping physical SIM cards or using QR codes. Resellers and MSPs ought to be seeking out these networks within their customer bases as well as those of their competitors. Only about 30% of resellers in the UK have formed partnerships with a mobile data aggregator, and early adopters of these products are capturing the market share of the laggards. 4G Advanced and 5G deliver reliable speeds often exceeding those of fixed-line alternatives, now covering more than 95% of the population.
Diversify
Once you have established your mobile data offering, you can grow in four ways: sell existing products to existing customers, sell existing products to new customers, sell new products to existing customers, and sell new products to new customers.
The easiest place to start is with your existing base. Ask the right questions to find out what they need, productise your unique solution and run campaigns. What does your existing base use SIMs for, what problems do they have and how can you uniquely solve them? Are there similar problems with a common solution you can target?
Productise and promote your solutions, the right solution to the right problem, delivered at the right place in the right way at the right time.
Successful partners
Our most successful partners know their unique selling points. They have strong relationships with their customers and are a trusted supplier. They ask the right questions and the right time and bring in the right experts to help them deliver the right solution.
They continually innovate and improve their offerings adding additional options. They look for up-sell and cross-sell opportunities within their base.
About Jola
Jola is an award-winning, channel-only supplier of business communications, specialising in mobile data SIMs. We are a global eSIM MVNO, providing innovative IoT and mobile data solutions to MSPs, ISPs, IT support companies and telecommunications resellers.
We help partners to build profitable, recurring revenues from mobile data, you can’t buy from anyone else.
To find out more request our Partner Pack.
