The IoT Market
The IoT market was once the domain of Mobile Network Operators (MNOs). This is no longer the case; there is now a significant role for the channel. We are increasingly assisting resellers in identifying IoT opportunities or responding to inbound enquiries within their existing base. The MNOs can truly be compared to utility companies. They must manage large-scale infrastructure projects, such as expanding their 5G networks and continually enhancing coverage. However, the organisational mindset that successfully delivers these massive projects differs from that found in our most successful, rapidly growing entrepreneurial channel businesses. We win business by being innovative, flexible, and responsive to the ever-changing needs of customers.
The Opportunities
The IoT opportunities that were common a couple of years ago were generally focused on providing support for relatively low-usage mobile applications such as vehicle tracking, handheld card processing, and smart metering. Recent advancements, such as the ever-increasing 5G footprint and the constant reduction in cost per MB, mean that there are now almost no connectivity applications that cannot be supported by a mobile data solution rather than a fixed line.
AI
The rapid development of AI is driving whole new IoT use cases. From vehicle tracking in the past, we now have resellers with AI powered cameras providing real-time collision avoidance on building sites. We’re actively involved in self-driving vehicle pilot programmes around the world via UK based resellers. IoT and AI is also being used more and more as part of net-zero projects to help optimise the use of renewable energy sources and battery storage.
Demand Drivers
The vast majority of demand from the channel is being driven by the same underlying themes, which are reliability, security and flexibility.
Most IoT requirements we see are mission critical to the end customer and so as a result we sell 10 multi-network SIMs for every single network SIM. We even have some sites where we’ve delivered satellite connectivity alongside 5G mobile data to provide belt and braces high speed connectivity.
We’ve all seen the threat posed by cyberattacks as a result of the disruption caused to both M&S and the Co-op in recently. Cybersecurity is no longer a nice to have it needs to be part and parcel of any digital solution, IoT or otherwise. Jola has protected all our public IP and Private APN traffic with always on realtime Cloudflare protection since 2022. This has protected Jola’s resellers and their end-users from thousands of DDoS attacks that would have otherwise disrupted their businesses and inflated their bills.
Jola
Jola only sells via the channel and so only wins when our partners win. Jola created the first channel-only fully featured mobile data management portal in Mobile Manager so that Jola partners can provision and manage their connectivity as efficiently and profitably as possible.
Jola launched MRGTM, the first mobile data Go To Market programme for the channel. Participants in this programme have transformed their businesses thanks to the resources that Jola commits to helping them train staff, develop processes, and identify and close IoT opportunities within their customer base.
Jola launched the first zero-touch IoT hardware solutions, enabling channel partners to deliver CPE to their customers with bespoke configurations and remote management that work first time, out of the box, without requiring any staging or configuration by their own engineers.
Jola operates independently of any single Mobile Network Operator (MNO). We have solutions that will work on any network, anywhere in the world, whether the requirement is public Internet access or a totally private secure cloud. Our products are designed to enable our partners to distinguish themselves and stand out from the basic services that are likely to be offered elsewhere.
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