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.

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 more about partnering with Jola, request our partner pack.