Challenges
The biggest challenge sellers in the channel face is competition. Suppliers need to know their USPs and how to educate the market on opportunities. It’s about communicating how you help your partners solve problems and win opportunities the competition can’t.
Understanding the customer
The B2B buying process has undergone significant change in recent years. Surveys have shown that when SMEs are buying ICT they 1. Research the web 2. Approach existing suppliers 3. Ask peers for recommendations. Unsolicited approaches by phone, email or IM are disliked and may hamper your chances, especially when used in isolation. Your salespeople are your most expensive resource. Profile your customers to understand their challenges and make sure they know you are the go-to partner who can help.
Winning deals
At Jola, we help partners identify customers with requirements for mobile data. We help uncover challenges and pitch unique solutions that cannot be matched.
The biggest waste of your time is the deal you don’t win, so we help partners qualify and pitch opportunities they can, using the six-step Mobile-data Revenue generator process.
The best test of a new supplier is conversion rate. A channel-only vendor with a growing partner base and financials is a good sign because it means their partners are closing large contracts. Most vendors say they have a channel programme but there is little substance behind the fluff. Ask for evidence and references. Pull their accounts!
Make sure your vendor has products that can be easily productised and billed. They should be provisioned, managed and supported through a mature, well-established, API-enabled, real-time, self-service portal. Ask for evidence that the products are reliable and easy to support. Make sure you don’t lose control of the process and the relationship with your end users. Your salespeople will be reluctant to sell anything that might damage the rapport they have with their customers and/or put core product lines at risk.
Key opportunities
PSTN-Switch-off – There are mobile data opportunities for lift lines in shopping centres, hotel chains and car parks.
3G Switch off – There are SIMs out there about to stop working, which need replacing.
M2M/IoT – If you have customers in retail they may be struggling with their connectivity for smart kiosks, digital signage and CCTV. In the NHS contracts are being won for connected smart devices in ambulances, hospitals, police stations, fire stations and even on boats for the Coast Guard. In transport and logistics mobile broadband solutions and tracking devices are a priority. Each reseller in the channel has a huge mobile data opportunity waiting to be won and Jola can help you uncover and win it.
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.
Demand for mobile data is growing in the channel. Challenge Jola to find your next Mobile Data deal.
To find out more information, request our Partner Pack.
