Jola Cloud Solutions' Blog

M&A Activity

The UK MSP landscape is consolidating at pace, and the impact is two-fold. On one side, scale operators are acquiring to broaden capability and drive operational efficiency; on the other, ambitious mid-market MSPs are doubling down on niche expertise to defend and grow their margins. In this environment, mobile data and IoT have emerged as differentiators. The recurring margins are higher, the solutions are sticky, and the multiples for IoT revenue are materially above those for legacy voice and connectivity. We consistently see that MSPs entering mobile data early not only grow faster but also become more attractive acquisition targets.

As consolidation accelerates, the real winners will be the MSPs that build deep specialism, operational automation and a strong recurring revenue mix. That’s exactly where we see partners using our Mobile Manager platform and our multi-network RoamNet proposition to create enterprise-grade capability without enterprise-grade overhead.

Adapting to changing sales journeys

The sales journey for MSPs has completely changed. Customers no longer want to be ‘sold to’—they expect insight, evidence and a partner who can solve very specific business problems. MSPs are responding by developing stronger discovery skills, vertical specialisms and the ability to articulate measurable business value.

The biggest gap we see is confidence and capability around mobile data and IoT. Traditional telco salespeople are comfortable with calls, lines and hosted voice, but high-value mobile data opportunities require different conversations—usage modelling, resilience design, device strategy, network selection and security. That’s why we created the MRG Mobile Data Revenue Generator, a structured go-to-market programme that identifies opportunities in the partner’s existing base, trains their teams and helps them win their first deals. Many MSPs have doubled their EBITDA from mobile data opportunities alone.

Best possible technologies

The best MSPs are no longer tied to a single carrier or a single technology stack. Their role is to curate the optimal mix for each customer—whether that’s fixed, mobile, cloud or IoT—and then wrap it in automation, visibility and support.

For mobile data specifically, the bar has risen. Customers expect multi-network resilience, granular usage control, automated alerts, retrospective bolt-ons, and zero-touch deployment. Our Mobile Manager platform allows MSPs to deliver exactly that. It’s why our partners routinely beat mobile carriers to enterprise deals—they can offer a more agile, more automated and more customer-centric experience than the MNOs themselves.

Biggest Challenges

MSPs are fighting declining margins in legacy services. Vendors need to help them pivot into higher-value recurring propositions such as IoT, private 5G, resilient mobile access and intelligent WAN.

Technical roles remain hard to fill. Vendors who provide repeatable playbooks, automated platforms and hands-on support—rather than just product sheets—are enabling MSPs to scale without increasing headcount.

After a year of high-profile cyberattacks and multiple major MNO outages, resilience and security have moved from ‘nice to have’ to board-level priorities. MSPs need multi-network capabilities and more visibility into SIM, device and network behaviour. Our RoamNet MVNO was built for exactly this scenario—giving MSPs capabilities far beyond what a single MNO can deliver.

4 - Complexity of customer estates

With hybrid work, cloud sprawl and IoT deployments growing exponentially, customers expect MSPs to manage complexity seamlessly. Automation, APIs and self-serve portals are now essential.

Opportunities in 2026

CCTV streaming, digital signage, transport, lone worker, environmental monitoring, construction, retail and PSTN replacement remain huge opportunities. These solutions are sticky, margin-rich and often discovered within the MSP’s existing customer base—precisely what our MRG programme unlocks.

2025 proved that single-network dependency is a board-level risk. MSPs who can deliver multi-network, zero-touch failover and centralised management will win major enterprise contracts.

End-customers want direct visibility and control, but MSPs need to avoid increasing operational burden. Portals such as Mobile Manager give MSPs the ability to open up safe, limited access to customers—reducing support tickets, improving satisfaction and locking in the relationship.

The highest-value opportunities come from packaged, repeatable solutions. Smart construction sites, connected healthcare devices, lift emergency lines with PSU backup, ANPR deployments and asset tracking remain high-growth areas.

With thousands of devices deployed in the field, customers now value analytics, alerts and automated cost-control as much as the connectivity itself. MSPs that productise visibility will create new revenue streams.

Prediction 1: Mobile Data Becomes the Channel’s Core Growth Engine

2026 will be the year mobile data becomes the heartbeat of channel growth. As traditional voice and broadband margins tighten, mobile connectivity is driving new recurring revenues and doubling EBITDA for partners who have embraced it.

Resellers who once focused solely on fixed services are now winning multi-site mobile data deals that deliver stickier relationships and long-term recurring value. The PSTN switch-off is accelerating this shift, and partners who build credible mobile data propositions now will own that customer base for the next decade.

Prediction 2: Multi-Network Resilience Becomes a Business Imperative

After several high-profile MNO outages in 2025, resilience has moved from nice-to-have to non-negotiable.

Businesses can no longer tolerate single-network dependency. From payment terminals to CCTV and IoT sensors, downtime now equals lost revenue and reputational damage. Multi-network SIMs and intelligent routing via MVNOs like Jola’s RoamNet give partners the ability to deliver genuine business continuity — something the single carriers simply can’t match.

Prediction 3: IoT Moves from Niche to Normal

IoT has finally crossed the chasm. It’s no longer a specialist proposition — it’s a standard part of any forward-thinking connectivity strategy.

Partners are connecting everything from digital signage and lifts to transport fleets and smart city infrastructure. With eSIM technology and multi-network aggregation, barriers to entry are gone. At Jola, we’re seeing partners embed IoT into every customer conversation, not as a side project but as a mainstream revenue driver.

Prediction 4: Cybersecurity Becomes a Core Selling Point for Connectivity

The high-profile cyberattacks of 2025 have changed customer expectations. In 2026, secure connectivity will be as important as fast connectivity.

Enterprises now view every connected device as a potential threat vector. For the channel, that means mobile data propositions must evolve — incorporating private APNs, real-time threat detection and mitigation, and SIM-level security. Jola’s partners are increasingly differentiating on security, using our managed private data networks to help customers segment, monitor and protect their IoT estates.

Prediction 5: Automation Defines the Next Competitive Advantage

Automation has become the great differentiator in channel connectivity. Partners who can quote, order and manage services instantly are leaving manual processes behind.

With platforms like Mobile Manager, Jola partners and their customers can activate SIMs, set alerts and control usage in real time — removing friction and protecting margin. The next evolution will be AI-driven management: platforms that can predict overages, suggest optimised tariffs and flag anomalies before they impact profitability.

Prediction 6: AI-Driven Partner Enablement Accelerates Growth

AI is about to become a silent sales assistant — surfacing hidden opportunities in partner customer bases.

Through programmes like Jola’s Mobile-data Revenue Generator™ (MRG™), partners are already using analytics to identify which customers still rely on PSTN or unmanaged mobile devices. The next step is automated insight: systems that tell partners exactly where to focus their sales effort, what to offer, and when to engage. That’s where we’ll see exponential growth in 2026.

Prediction 7: Valuations Follow the Data

We’re seeing investors place a premium on recurring mobile data and IoT revenues — often valuing them at twice the multiple of traditional voice income.

This isn’t just about monthly profit; it’s about building strategic enterprise value. Partners who can demonstrate recurring, diversified mobile data revenue streams are commanding higher valuations and stronger acquisition interest.

2025 has been a pivotal year for the UK’s transition to All-IP. We’ve seen a significant acceleration in the migration away from PSTN and ISDN services, driven by a combination of industry readiness, better communication from providers, and increased end-user awareness.

At Jola, we’ve helped hundreds of channel partners seamlessly migrate their customers to IP-based alternatives. Thanks to automation, APIs, and flexible provisioning, partners can now deliver voice and connectivity services that are not only more reliable and scalable but also easier to manage.

While the national migration figures look strong, there’s still a noticeable divide between large enterprises—who began planning early—and SMEs, who are only now starting to make the switch. That’s where the channel has played a crucial role, and Jola’s partners have been at the forefront of that movement.

Challenges

Early in the process, confusion over product equivalence and interoperability was a major barrier. Many organisations were unsure how to replace legacy life lines, alarm systems, and other critical monitoring equipment that depended on analogue lines.

Through 2025, these technical challenges have largely been addressed. The industry now offers mature connectivity solutions—like 4G and 5G LTE products—that can meet the reliability and resilience needs of these systems.

For Jola and our partners, automation has been key to overcoming the operational complexity of mass migration. Our SIM management portal (Mobile Manager), and provisioning APIs have simplified what was once a highly manual process. This has allowed resellers to migrate thousands of lines efficiently while maintaining customer confidence and minimising downtime.

Work to do

Although awareness is improving, the final stretch is always the hardest. Many small businesses and service providers still underestimate the urgency of migration—particularly those using legacy equipment such as life lines, fire and security alarms, and building management systems that rely on PSTN connectivity.

The challenge now is education: helping every business understand that the PSTN switch-off isn’t just about phone lines; it’s about ensuring that every device and service dependent on analogue connectivity is ready for the digital future.

Jola continues to invest in supporting partners with the right products and resources to manage that transition. Whether that’s through 4G/5G failover, VoIP-ready Fixed Wireless Access products, or specialist M2M SIMs for critical infrastructure, we’re making sure no customer gets left behind.

Government Support

Government awareness campaigns have improved in 2025, particularly through collaborations with Ofcom and the major network operators. However, the most effective communication has come from the channel.

Local resellers and MSPs—often supported by wholesale providers like Jola—are the ones engaging directly with the businesses still reliant on legacy lines. We’d like to see even greater clarity and coordination from central bodies to reduce mixed messaging, but overall, the visibility of the 2025 deadline has never been higher.

Innovation

All-IP isn’t just a replacement for legacy networks—it’s an enabler for innovation. Once every connection is digital, the possibilities for integration, automation, and AI-driven service delivery expand dramatically.

We’re already seeing partners bundle IP voice, mobile data, IoT, and unified communications into end-to-end solutions that deliver measurable value to customers. At Jola, we’re excited about the opportunities this creates for our channel. With a fully digital network, partners can deliver more intelligent, data-driven services, faster provisioning, and greater control than ever before.

The switch-off marks the end of an era—but more importantly, it’s the beginning of a smarter, more connected one.

In today’s competitive environment, partnership has never been more essential to deliver unique solutions, competitive offerings and excellent customer service. Jola has worked with Teltonika to launch a range of affordable, intelligent 4G and 5G routers for the channel. Teltonika routers, supplied by Jola, feature unique capabilities that aren’t available elsewhere, helping partners deliver secure and scalable connectivity solutions.

Jola has been awarded Gold Partner Status by Teltonika, recognising its expertise, technical capability, and continued success delivering innovative IoT and mobile data solutions to the channel.  Teltonika’s Gold Partner status is reserved for top performing partners demonstrating outstanding product knowledge, sales growth, and service delivery.  The partnership enables Jola’s partners to access a range of intelligent 4G & 5G routers with custom firmware, designed to deliver secure, zero touch configuration and seamless integration with Mobile Manager.

This recognition strengthens Jola’s position as a leading aggregator in the channel, combining innovative hardware with intelligent connectivity solutions that are simple to package, sell and manage. Jola continues to help partners find and close opportunities using the MRG™, lead generation programme.

Jola’s CTO, Ben Merrills, commented, “We are delighted to achieve Gold Partner status with Teltonika.  It’s a great reflection of the expertise within our team and the value we offer to partners.  Together, we are helping the channel uncover new opportunities in IoT, M2M and mobile data.”

Demand for reliable VoIP and VoLTE solutions increases as the PSTN switch-off approaches. Many businesses, including lift operators, require a seamless transition to digital connectivity, ensuring security, compliance, and ease of management. They cannot risk installing a solution which will not work in a power cut.

Jola introduces the EV8100, an innovative 4G router with a built-in battery UPS compliant with EN 81-28 safety standard. It is an ideal solution for customers where power continuity is critical. It is designed to deliver high-quality voice and data connectivity with remote monitoring and integrates seamlessly with Jola SIP Overlay or Jola voice SIMs. Robustel’s RCMS management platform has detailed reporting and alerting functionality specifically for this router.

Jola partners can order the routers via Mobile Manager. They will arrive at the required site pre-configured for easy deployment.

Jola’s CMO, Cherie Howlett, commented, “The EV8100 presents a robust, fully featured mobile connectivity solution for customers who need to call when the power is out. Our solution is cost-effective, easy to deploy, highly secure, and compliant with industry standards.”

Jola has launched a community-focused donation initiative to support Broxtowe Youth Homelessness (BYH), a regional charity dedicated to preventing and alleviating youth homelessness across Nottinghamshire and Derbyshire.

The charity delivers crucial assistance to young people aged 16–25 who are experiencing homelessness or are at risk of it. Its services include early-intervention support, emergency food parcels and toiletries. For those taking the significant step into their first independent tenancy, the charity provides Home Starter Packs containing essential everyday items such as kitchen equipment, towels and cleaning products.

In support of this mission, Jola employees have organised a collection of non-perishable food items and supplies which can be used within the charity’s Home Starter Packs. The collection was delivered to BYH earlier this week.

Cherie Howlett, CMO, commented “We were pleased to support such a great local charity. This initiative allows us to contribute in a practical, meaningful way to young people who are facing incredibly difficult circumstances locally.”

Meet existing demand

McKinsey was right, and the mobile data market continues to grow. The market has shifted from phones and tablets to smart street lighting, digital signage, and smart payment solutions. First movers are already well-established in this market, selling complex solutions to local authorities, supermarket chains, and transport companies, to name a few. However, the rest of the channel is uniquely positioned to capture the remaining business from both existing and new customers in their areas.

2G and 3G networks are being phased out, PSTN lines are being discontinued, while 4G, 5G and satellite networks are becoming more widely available. The need to save money is driving demand for smart technologies to cut costs and boost efficiencies across the entire market.

It’s easy with the right supplier

Getting into mobile data solutions is as simple as asking the right questions to your customers and partnering with the right suppliers. Jola will help identify opportunities and develop unique solutions that your customers cannot buy elsewhere, all wrapped in your local expertise and support. It’s a winning combination that increases revenue from existing customers, drives growth, and attracts leads from other local companies facing the same challenges that you can uniquely solve.

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.

Many channel partners are put off by IoT. They don’t see it as a complementary product, believe they need specialist knowledge in-house, and fail to recognise its value. However, with the right supplier, it’s easy. 

Tools you need

With Jola you will have access to our whole team, from CEOs to talk about the value of mobile data and the impact on the value of your business and exit strategy, to dedicated Partner Managers, who can come in and engage your entire sales team.  They’ll provide incentives, lead generation programmes, a technical bid team to come with you to customer meetings, gather the requirements and suggest innovative solutions in the meeting, to final proposals, provisioning and support teams to ensure smooth roll-outs and management in our portals to accurate billing and expert after-care.

Innovation you need

In a commoditised market, you will need a broad range of products to create propositions that are fit for purpose and differentiated, which no one else can offer at a price that works for the customer and a margin that works for you.  Jola provides access to the widest range of solutions without being locked into any single MNO or MVNO. 

Lead generation you need

Jola partners have access to a library of case studies and materials for many scenarios in retail, transport and logistics, security, public sector and broadcasting. We can identify prospects with problems we can uniquely solve and work with you to win them.

The opportunity for the channel is significant. ICT resellers already have strong relationships with business customers for IT infrastructure, asset tracking, digital signage, mobile WiFi, monitoring and utilities. We are seeing huge demand in retail for digital signage and smart kiosks, for CCTV cameras, body cams and payment solutions, ANPR cameras in car parks and tracking devices for lone workers on construction sites.

Mobile data is an easy product to sell and provision and needs very little support. Jola took on just over 150 new partners in 2024 and now has over 1600.

We give partners revolutionary solutions they can’t buy from any other supplier.  We can deliver our solutions on every type of SIM, whether it be a simple consumer plastic SIM, robust industrial SIM, or embedded SIMs to be soldered into devices.  Jola is a pioneer in eSIM technology, providing the ability to activate our solutions instantly online using a QR code or silently deploying eSIMs with no user interaction onto brand new devices, thanks to our integration with all the major enterprise MDM platforms.

Scale

Our partners don’t have to add any more people in billing or accounts to support these deals. SIMs provision immediately using our Mobile Manager platform, so you don’t have to wait 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.  Jola has developed The Mobile-data Revenue Generator. It is a 6-step process to do just this.

Finding talented staff in a competitive market can be tough. Businesses often face a choice: invest heavily in recruitment campaigns or grow their own talent from within. At Jola, we believe the best option is to invest in people early, giving them the skills, experience and opportunities to thrive in the Channel.

That’s why we run a range of initiatives, including work experience placements, apprenticeships, and graduate schemes. Jola are passionate about creating career opportunities for like-minded, bright, entrepreneurial individuals. Over the years, we have trained and supported many young professionals who have gone on to build successful careers with Jola. Noor Ali is the latest example.

Noor joined Jola during her placement year, working within our sales team. During that time, she gained hands-on experience, training, and insight into how Jola supports its partners. After returning to the University of Birmingham to complete her Business degree, Noor re-joined Jola as a full-time Internal Sales Executive, building on the skills she developed during her placement.

“Our placement programme has been a real success,” said Magnus Wright, Jola Head of Sales. “It gives undergraduates valuable industry experience and the chance to develop their skills in a fast-growing technology company. At the same time, we benefit from fresh perspectives, new ideas and a pipeline of talented graduates who already understand our culture and values.”

Noor added “My placement at Jola gave me invaluable experience and confirmed that this was the industry I wanted to build my career in. The support and training I received made it a very easy decision to come back after graduating.”

At Jola, we’re always on the lookout for ambitious individuals to join our growing team. If you’d like to build a career in the channel, please send your CV to careers@jola.co.uk.

Global roaming SIMs can be expensive.  This is because the roaming costs differ between networks.  Some networks, even in the same country, can be five times more expensive than the most cost effective.  Traditionally, the supplier will need to base the selling price on the most expensive network the SIM is allowed to connect to, even though you may never actually connect to that network. 

Jola has addressed these problems by introducing RoamNet Blue PPZ. Partners have access to over 400 global networks. Data consumption on RoamNet PPZ is charged per MB at the zone rates where the data is used, creating a very attractive solution for partners. 

Partners can choose to prioritise coverage over cost or vice versa.

RoamNet Blue SIMs access multiple mobile data networks. Jola partners have a differentiated product to win against the Mobile Networks with good recurring margins and real-time control. 

“We are a channel-only, independently run company within a global market-leading IoT specialist. We create solutions for the channel using existing networks within the group. Jola partners now can bill per zone, ensuring they can win against competitors where the end user is price sensitive.” Adrian Sunderland CEO, Jola.

Skills in demand

You need great salespeople to grow a business. Hiring great salespeople is challenging, as many will be motivated by packages to stay with their current employer. Building your own sales team takes time, dedication, effective processes and mentors.

Key challenges

It’s expensive and time-consuming. Well-briefed agencies can help but are often expensive. Advertising for staff can also be expensive. Filtering CVs, replying, interviewing to get down to one candidate, who may not accept, is time consuming. Leaving it to HR departments can be slow and you run the risk of losing the best candidate.

At Jola, we incentivise employees to advertise roles to people they know through their own networks, which can be less costly and more effective if they come with a recommendation you trust.

Recruiting and retaining talent

Providing an excellent package, an environment for career progression and fulfilment is crucial. 

Training

At Jola, we offer apprenticeship roles where employees can study and learn on the job. They can also advance their careers once they have qualified. In development, we provide certifications from technology companies we partner with, such as AWS.