Jola Cloud Solutions' Blog

Distributors supplying the UK electronics OEM community, often partner with manufacturers of electronic components and modules. They may also sell networking and connected devices from multiple global manufacturers, wired and wireless controllers and sensors.

Their business model is largely based on one-off sales. Sales revenues can be difficult to predict, as they can fluctuate with market conditions. Growing a sustainable business from one-off sales can be challenging, especially with bills and salaries to pay. Many investors prefer recurring revenue business models, as they can attract a higher EBITDA multiple.

What is an eSIM?

eSIMs are mobile data SIM cards, which can be embedded into connected devices or delivered as a traditional plastic SIM. In the eSIM model, a device is ready to deploy anywhere network coverage exists. If a device moves and crosses networks, its profile can be updated quickly and securely. Instead of swapping plastic SIM cards, profiles are downloaded and managed on a device as needed.

What problem does eSIM solve for the distributor?

4G data is an easy add-on to connected devices, increasing ARPU and adding a valuable, predictable revenue stream for distributors. Recurring revenues provide much-needed stability. When you rely on one-off sales, you are vulnerable to wild fluctuations in month-to-month revenue, but things are much more predictable with recurring revenue.

What about their customers?

eSIMs provide cost-effective multi-network 4G data for IoT rollouts. They are configurable OTA (Over The Air), so network providers can be changed without the often high cost and hassle of swapping out the SIMs.

Distributors can choose the tariff required based on the amount of data the customer needs and the country (or countries) that the SIM will operate in. Therefore, there are no more unexpected roaming charges to worry about.

MSPs offering resilient internet connectivity for companies managing mission-critical devices such as fire alarms, will have multiple back-ups for each site. For example, a leased line may have an FTTC back-up and a 4G back-up.

The main issue with single network 4G, is that it can fail. Multi-network roaming SIMs offer resilience, because if one network fails, it will roam to the next strongest network. Multi-network eSIMs can also be over-laid with a Private APN to reduce the risk of device hacking.

Other key challenges are dealing with multiple carriers, manual processes, lack of direct control, the high cost of site surveys and monitoring data usage. MSPs won’t know which sites are going to go down and how much 4G data will be used, until the primary connectivity is fixed. Corporate clients often complain about unexpected data overage charges, post incident, especially if the 4G speeds were slower than expected.

Demand for 4G SIM cards is increasing and channel partners have been quick to market with propositions from 4G routers in rural areas, to tracking and monitoring devices globally. Few have been involved in rolling out large scale IoT solutions, until now.

eSIMs could be a catalyst for growth, encouraging channel partners, who couldn’t previously see how they could make money from IoT.

eSIMs give resellers back their edge over the retail mobile networks. They can offer a truly un-steered, multi-network connection ensuring the customer is always getting the best technical and commercial solution, whatever happens in the market. They are offering an alternative to retail mobile network contract lock-ins and saving customers the pain of swapping out SIMs.

Teams is Microsoft’s fastest selling product, with over 20 million daily active users. It comes as an upgrade to the Office 365 Enterprise license, offering collaboration tools, screen sharing, voice, video, IM and a host of other features. If you want to upgrade to Microsoft’s Business Voice, you will need to add dial-tone. Many MSPs and resellers are partnering with Jola to offer this to their customers.

Jola’s Direct Routing for Teams is built on a Microsoft approved platform and offers numbers in 167 countries as well as every area code in the UK. Jola’s unlimited wholesale UK call package is less than a third of the cost of Microsoft’s Calling Plan with very competitive out-of-bundle rates – billed monthly in arears. 

For the first time suppliers of Office 365 will be able to offer a viable alternative to traditional, or hosted telephony. Jola’s Direct Routing pricing allows partners to offer dial-tone at a compelling rate to their customers, whilst making a good recurring margin on the call bundles and out-of-bundle call charges. 

What is eSIM?

eSIM is a standard set by the GSMA, the association representing mobile network operators worldwide. It is a new technology which means that a SIM can hold multiple mobile profiles simultaneously and can be re-configured ‘over the air’ (OTA) with new profiles or profile selection rules.  Jola’s use of this technology means that resellers can choose whether to deliver mobile data solutions that are optimised for best coverage or for best cost, whilst retaining the flexibility to change this preference in the future.

What problem does eSIM solve?

An issue for manufacturers selling their products in different countries has been the need to maintain multiple SKUs. This is because they have had to use SIMs from different operators, based on the territory they are to be sold in. No single mobile network operator can provide the optimal solution for all countries and eSIM solves this problem.

What are the key features of eSIM?

They are configurable OTA (Over The Air). Network providers can be changed without swapping out the SIMs.

They are cost effective. You can pick the tariff required based on the amount of data the customer needs and the country (or countries) that the SIM will operate in. Therefore, there are no more unexpected roaming charges to worry about.

There are many exciting new mobile technologies being developed all the time. For example, currently 5G, LTE-M and NB-IoT are being rolled out in various countries around the world. Some of these technologies are enabling new applications, not possible before. As and when these new technologies are made available to roaming partners then the Jola eSIM will support them.  There is no faster way to gain access to these technologies, across multiple networks, than by using eSIM due to its inherent ability to be reprogrammed to support new networks and new technologies.

With the public demanding immediate 24/7 news, broadcasters need nimble mobile solutions. Until recently they have had to rely upon inflexible, expensive satellites or low-bandwidth, low quality mobile data networks. However, with new multi-SIM cameras and managed 4G networks they can now deploy lightly-equipped news teams immediately, anywhere in the world. This lower cost of transmission and transmitting equipment is lowering the barriers to entry into this market allowing smaller news agencies to challenge the dominance of traditional broadcasters.

The challenges

Broadcasters are looking for cost-effective mobile data packages, easily managed within a portal, to avoid the hassle of contracting with multiple, global operators and the high cost of unexpected overages. MSPs are partnering with Jola for mobile data to address this issue.

Jola’s solution

Jola provides a wide range of 4G data packages including cost-effective multi-network roaming packages, controlled within Mobile Manager. Our multi-network SIMs roam to the strongest signal in each area and usage is monitored.

Unlimited voice and data SIMs are available in the channel but can only be used in mobile phones. Jola is first to market with an unlimited data SIM fit for purpose, without speed restrictions, on 30-day contracts. These SIMs will work on 5G, where available.

Extremely keenly priced, Jola’s new packages are designed to work in routers and M2M devices in the UK, offering unlimited data for business users.

Retailers are not always sure which network is best in each location, when the 4G back-up will be needed and how much data they will use. Sending survey engineers to site to establish the strongest signal is a timely and expensive exercise. In addition, they regularly receive high data overage bills, which can be tens of thousands of pounds a month. When a service fails, they often won’t know if it’s the network or the device and are forced to send an engineer to site.

Managed Service Providers are experienced at designing, rolling out and managing solutions however have struggled with the 4G element, managing multiple in-country suppliers, with multiple manual ordering processes and a lack of visibility across the SIM estate. They have had no direct control over SIM assets and no way to aggregate data usage across countries.

Public sector services in healthcare and blue light services are being encouraged to ‘go digital’ to become more efficient and get the most out of their budgets. MSPs are helping to provide innovative and cost-effective solutions such as;

Smart Devices

Ambulance crews are using tablets containing 4G SIM cards to access online information about medical and traumatic conditions and treatment on the move. They are completing incident forms online and accessing ePCRs and information about healthcare providers and plans.

Police Officers are able to record arrests on body cameras and send content in a live stream to officers nearby for assessment and support.

Smart Communications

Ambulance crews can electronically send details about the patient to the emergency department including appropriate photographs from the scene of the incident e.g. road traffic collision or electrocardiogram readings, to help doctors determine the extent of injury that may have been sustained. This allows staff in the hospital to prepare and be ready to act when the patient arrives.

Mobile forensics

Police are now using mobile fingerprinting systems that allow them to check the identity of an unknown person against a database of 12 million records in less than a minute. Many officers carry hand-held scanners connected to their 4G smartphone, allowing them to scan fingertips. The scans are checked against the database.

Digital interviewing

Many police forces are using digital audio-visual interview equipment and touch screens for custodial interviews. These provide improved access to recording for police, legal representatives and suspects.

Push to Talk Radio

Two-way walkie-talkie radio technology is being upgraded to 4G. This has created an opportunity for partners, who are already familiar with selling 4G data solutions.

Jola has become a global IoT MVNO, providing the UK’s first multi-network eSIM built for the channel. e-SIMs give MSPs and resellers ultimate choice and control, whilst solving the biggest mobile data problem facing their end users – how to automatically connect any device to any network, anywhere in the world.

GSMA-compliant eSIMs give Jola partners a truly un-steered, multi-network roaming connection, ensuring the customer is always getting the best technical and commercial solution, whatever happens in the market. Network-agnostic eSIMs offer an alternative to MNO contract lock-ins and save customers the pain and expense of swapping out SIMs.

Adrian Sunderland, Jola’s CTO commented, “eSIM or eUICC technology is the key to unlocking the IoT opportunity for the channel. eSIMs can be embedded into devices or delivered as a traditional removeable SIM. Operator profiles on the eUICC can be securely and remotely updated over-the-air. Instead of swapping plastic SIM cards, profiles are downloaded and managed on a device as needed. In the eSIM model, a device is ready to deploy anywhere network coverage exists. If a device moves and crosses networks, its profile can be updated quickly and securely.”