There are two types of partners that sign up with Jola for SIMs. The first already has an opportunity and needs a supplier to help fulfil their 4G element; the second is looking to grow their business by adding profitable M2M/IoT revenue streams to their portfolio.
Partners with existing opportunities often have strong relationships with their clients. Although they may not yet offer 4G, they are trusted advisors and source the elements they need to build and roll out solutions. These partners are looking for a solution to a data problem. They need a partner to provide a cost-effective solution and help them win their bid. This may involve presales and product development to create a tailored solution. MSPs winning bids for thousands of connected devices, such as iPads for the NHS and tablets for local schools, often include SIMs and associated security measures to help win the deal.
New partners selling 4G data for the first time want to understand the products, pricing and, more importantly, the opportunity. Partners with a large connectivity base often start by offering 4G backup solutions and temporary Ethernet solutions. Many can already see how the product would meet the needs of their audience and package it accordingly. During lockdown, many sold homeworking solutions involving 4G routers and unlimited SIM cards and then moved to keyworker solutions for pop-up hospitals and testing and vaccination centres.
In retail and construction, specialists started to add 4G connectivity to their IP-CCTV and IP-PTT radios on short-term contracts for site offices. In transport, specialists sourced 4G connectivity partners for their cashless ticketing systems, on-board WiFi, IP-CCTV and tracking solutions.
Successful partners conducted case studies and produced reference sites to help them build a pipeline of similar opportunities.