Demand
With technologies being switched off (PSTN, ISDN, 3G) and the current economic climate, demand for cost-effective, managed IoT connectivity solutions from the channel has never been so high. We are seeing an exponential rise in demand for SIMs for monitoring and smart devices. Resellers, manufacturers and service companies are finding new uses for IoT daily, and as we accelerate towards 5G, this is unlikely to slow down.
What IoT solutions are in demand?
Some of the most popular IoT solutions our resellers are involved in are vehicle telemetry and tracking, connected security and fire systems, machine monitoring, asset tracking, smart healthcare and smart city applications.
What opportunities are available to the Channel around the IoT?
There is no reason why the channel can’t be involved in any IoT opportunity by partnering with the right suppliers. Jola provides IoT connectivity, hardware, and solutions through our 1,400 channel partners. Where we don’t have all the elements required for an end-to-end solution, we can help direct a reseller to the vendor partner that can provide the missing pieces of the puzzle.
Every reseller and MSP has significant IoT opportunities in its existing customer base. We’re observing opportunities ranging from simple connectivity for applications like payment processing and vehicle tracking to complete end-to-end solutions such as smart cities and connected healthcare. We help partners find and win these opportunities.
With IoT connectivity, the most common requirement is for multi-network un-steered SIMs to provide resilience and the best coverage. Mobile operators cannot typically provide these themselves. The channel can provide the correct SIM for its customers without being tied to any single mobile operator’s network footprint or product portfolio.
Monitoring
MSPs help property owners and developers monitor carbon levels. They have created solutions to monitor energy consumption across many different devices within the home. Their devices need 4G to report usage information and for general maintenance.
The opportunity for the channel is big. The challenge is finding the opportunities each partner can win. Suppliers that can help resellers target opportunities they can win are crucial. Solutions need to be easy to sell, roll out and manage.
Key Trends
A key trend driving the as-a-service model is the move to IP and the imminent PSTN switch-off. Millions of PSTN lines in the UK are soon to be end-of-life. Upgrading to broadband is expensive, and the capital costs of converters and 4G routers soon mount up. Device-as-a-service models have solved this problem with no upfront hardware costs, low monthly charges, and added benefits of ‘advance replacement’ and free returns for faulty routers.
Support from suppliers
All resellers and MSPs working with a trusted supplier like Jola can describe themselves as having an IoT practice, much like how they might have a cybersecurity practice today. Instead of considering IoT as a product, consider it a toolkit that can solve many of your customers’ problems. Your customers have problems that you can solve using IoT.
The best suppliers will have the products, portals, and people to help their channel partners succeed. Although IoT is complex, with the right supplier, it isn't difficult.
If you’re new to IoT, your choice of IoT provider could be the difference between success and failure. At Jola, we have developed a complete go-to-market process to help our partners assess their strengths and weaknesses, learn essential skills, find opportunities, and secure their first deal. When we go through this process, and one of our partners secures their first deal, the confidence it gives them can be transformational.
Compelling events
The best opportunities are always those where a compelling event affects organisations. The PSTN Switch-off and the 3G Switch-off are great examples of such events.
You’d be surprised how many things are connected to PSTN lines that don’t need broadband. We’ve replaced PSTN lines with IoT solutions in applications as diverse as remote wind farms, lift shafts and sheltered housing developments.
The 3G switch-off is causing users of payment terminals, ATMs, vehicle trackers, and door entry systems to search for new devices, new SIM cards, and new solutions.
I’m interested in trends traced back to our biggest problems. Two of the most significant issues we face are climate change and the quality and productivity of our public services. IoT is being used extensively in both areas in exciting ways, which is an opportunity for the channel.
Find an IoT supplier who cares as much about helping you grow your market share as they do about growing their own business.
The IoT Market
The IoT market used to be the preserve of a small number of IoT specialists and the IoT departments inside the Mobile Network Operators. IoT applications were limited to some mega-scale consumer-focused services and B2B remote sensing services focused on specific vertical markets, such as utilities.
Almost every business can benefit from IoT, and thousands of applications are available. Public cloud providers such as AWS and Azure complement these with mature and secure IoT development environments, allowing organisations to develop their bespoke solutions.
Look for a channel-only supplier with
- A real-time, fully automated, API-enabled, white-label portal that connects to every mobile network in the world
- A network and internal systems protected from DDOS attacks
- Global eSIM networks
- OPEX and CAPEX financial models on hardware
- Financial stability and demonstrable growth
- A wide range of SIM options across several different networks
- Cost-effective SIP-enabled 4G/5G PSTN replacement products
- Routers with proprietary auto-configuration and management software built-in
- A programme to help you identify opportunities you can win
Jola
One of Jola's success stories is our ability to innovate. We continually innovate to help partners win. On average, we launch a new product or product extension every month.
We were the first to market with a real-time automated portal and continue leading and innovating in this critical area. MSPs and resellers do not want multiple supplier portals to deal with; they want the ability to order a wide range of technologies from various network operators in a single portal. They want direct access to activate SIMs, add bolt-ons and share data across accounts.
Jola helps channel partners uncover prospects with immediate requirements for IoT solutions. We develop unique solutions that partners can't buy from anyone else at a competitive price, allowing a healthy margin. We are channel-only, so partners can trust us to help them pitch and close deals. We are on hand to support partners and their customers throughout the buying process, and we can help create winning propositions, producing large, high-margin, long-term contracts.
Demand is growing, which presents a fantastic opportunity for the channel to increase ARPU and the overall value of their businesses. Many partners face the challenge of finding and winning opportunities. They must sell solutions their customers cannot buy from anyone else, uniquely solving a problem, simplifying rollouts, and saving them money.
Jola launched the MRG™ – Mobile Data Revenue Generator - to help partners do that. ‘Rev Up’ is their new partner incentive scheme rewarding their fastest-growing partners using the MRG™ with VIP hospitality packages to the British Grand Prix.
“The MRG™ as a tried and tested process to find and win mobile data opportunities. Partners in the programme have transformed their businesses and become specialists in providing secure, reliable mobile data solutions to digital signage in supermarkets, trackers in cranes and CCTV cameras in car parks. Rev Up is an opportunity for more of our partners to get involved in the MRG™ and a chance for us to reward and share their success.” Adrian Sunderland, CEO, Jola.
About Jola
Jola is an award-winning, supplier of business communications, specialising in mobile data SIMs. Jola sells on a wholesale basis to MSPs, ISPs, IT support companies and telecommunications resellers. These channel partners supply solutions to public sector organisations and enterprises worldwide.
To find out how Jola partners are winning so many IoT opportunities deals request our Partner Pack.
