Jola Cloud Solutions' Blog

Resilience has become a board-level concern rather than a technical afterthought. For most organisations, digital services are now fundamental to daily operations. When connectivity, power or systems fail, the impact is immediate. Revenue is lost, reputations are damaged and, in some sectors, safety and compliance are put at risk.

Several factors are driving this shift. Businesses are more dependent on always-on systems than ever before. At the same time, the risk landscape has broadened. Cyber attacks, power instability, supply chain disruption and extreme weather are no longer rare events. Expectations have also changed. Customers and regulators increasingly expect services to be available at all times, not just most of the time.

As a result, resilience is now viewed as an investment in operational continuity and risk reduction rather than an optional cost.

Opportunities

One of the biggest opportunities is in connectivity resilience, particularly through the use of diverse access technologies. Many organisations are moving away from reliance on a single network and instead combining fixed connectivity with 4G and 5G cellular and low-Earth orbit satellite services.

Cellular connectivity is already well established as a failover option, offering fast deployment and broad coverage. LEO satellite has recently become a credible additional layer of resilience. It provides high-bandwidth, low-latency connectivity that is independent of terrestrial infrastructure. This makes it especially valuable when fibre or mobile networks are unavailable, whether due to power outages, civil works or extreme weather.

There is also growing interest in multi-path designs where traffic can be routed dynamically across fixed, cellular and satellite links depending on availability and performance. This approach is particularly relevant for organisations with distributed estates, mobile operations or critical sites.

Beyond connectivity, resilience opportunities are expanding at the edge. Temporary locations, vehicles, construction sites and remote infrastructure increasingly require reliable connectivity and power from day one. The combination of cellular, satellite, compact UPS systems and remote monitoring is enabling levels of continuity that were previously difficult or expensive to deliver.

Importantly, customers are no longer buying individual components. They are buying assurance. That creates a clear opportunity for channel partners to deliver resilience as a managed service rather than a collection of products.

UPS Technology

UPS technology has changed significantly in recent years. While traditional lead-acid systems are still widely used, lithium-ion solutions are becoming increasingly common. They offer longer lifespans, faster recharge times, smaller footprints and lower overall operating costs.

More and more devices now come with built-in battery backup, negating the need for a standalone UPS in many cases. For example, Jola’s cellular-based PSTN replacement solution provides a single-box solution that includes battery backup.

Services

Resilience is increasingly being designed in software rather than hardware alone. On the network side, intelligent routing, automated failover and policy-based traffic management allow services to adapt to failures in real time rather than relying on simple backup links.

Security now plays a central role in resilience planning. Continuity is no longer just about equipment failure. It must also account for ransomware, data corruption and malicious activity. Immutable backups, zero-trust approaches and continuous monitoring are becoming standard elements of resilient architectures.

Another important change is visibility. Customers increasingly expect dashboards, alerts and reporting that show resilience in action. They want evidence that systems are protected and that recovery processes work as intended.

Channel 

The most successful channel businesses treat resilience as a service, not a standalone product set. That means focusing on outcomes such as uptime, recovery time, and visibility, and backing them with managed services and clear accountability.

Building a strong resilient offering typically involves:

• Combining expertise across connectivity, power and security rather than selling them in isolation
• Developing standard architectures that can be deployed consistently and profitably
• Investing in management platforms that provide real-time insight for both partners and customers
• Training sales teams to sell continuity and risk reduction rather than technical specifications

For partners, resilience provides an opportunity to deepen customer relationships and increase recurring revenue. By taking responsibility for availability and continuity, channel companies position themselves as trusted advisors rather than commodity suppliers.

In an increasingly uncertain environment, resilience is no longer an add-on. It is becoming one of the most valuable services the channel can deliver.

Having a supplier you trust, who understands the market and provides live examples, gives the customer confidence.

Jola has over 1500 partners selling mobile data solutions to vertical markets such as retail, transport and logistics, security and the public sector. We have SIMs in digital signs, ticketing systems, CCTV cameras, ANPR cameras, alarm systems and tracking and recording devices.

Resellers can significantly build traction in a specific vertical market by creating case studies illustrating how they have resolved issues within that sector. You will appear more credible and achieve greater success in a vertical market when you can discuss how you have assisted others in that area.

Retail

Supermarkets, clothes shops and bus and train stations are investing in digital signage solutions. Digital advertising boards require 24/7, reliable connectivity that can be rapidly deployed. Typically the advertising screens belong to a third party who needs a mobile broadband solution they control and manage across multiple sites.

Security

Security specialists are investing in mobile broadband in rural locations, where 4G/5G speeds are fast and fixed-line services are slow. 4G CCTV is growing in popularity, as it doesn’t require direct power or a WiFi connection. 

4G/5G CCTV

Data SIMs with static IP addresses within 4G or 5G routers allow users to access their CCTV camera footage when fixed-line connectivity is unavailable. An external antenna can increase signal strength and routers are generally pre-configured for a plug-and-play solution, that works in every location.

Security specialists require access to a wide range of cost-effective, large data packages on short-term contracts. They need a supplier to send out SIMs and pre-configured devices on time, with a portal they can manage their entire SIM estate.

4G and 5G MultiNetwork Connectivity

Low-cost 4G & 5G data multi-network SIMs have solved the affordable reliability conundrum that end-users have faced for years. Broadband connections can be unusable for days with no compensation, while Ethernet circuits cost ten times as much and still offer no guarantee of 100% uptime. A second fixed line is expensive and offers little comfort because it relies on shared infrastructure. If you were climbing a rock face, you wouldn’t attach your second rope to the same piton. Multi-network SIMs further improve SLAs and negate the need for expensive site surveys, while Private APN options steer traffic away from the public internet, considerably improving security.

Continuous Connectivity

In today's all-IP world, maintaining continuous internet connectivity is crucial. Implementing 4G or 5G backup solutions ensures that operations remain uninterrupted during primary connection failures. An ever-increasing number of devices are being connected therefore a resilient network is of utmost importance. A prime example of this is in the retail market. Keeping retailers online to ensure they can continue to transact and collect customer data is vital. 5G backup solutions mean no lost revenue during primary failover.

Reliable Connectivity

MSPs & resellers can capitalise on this demand by offering reliable mobile connectivity to ensure seamless backup during unexpected disruptions. Mission-critical applications such as lift lines requiring battery backup and a move-off PSTN will benefit from 5G backup.

Routers that provide in-built battery backup for power autonomy in the event of a building outage allow businesses to remain online.

Mobile Data

Mobile data provides a separate network path, reducing end-user vulnerability during a DDoS attack. Jola is the first mobile service provider to route all our public fixed IP SIM traffic through Cloudflare to provide best-in-class, always-on, real-time threat protection.  As a result, our partners and their end-users are protected from reputational damage, financial impact and data loss that could otherwise result from the 1000s of cyberattack attempts.

By focusing on mobile data connectivity as a backup strategy, channel companies can deliver effective solutions that minimise downtime, protect against disruptions, and enhance business resilience.

3G

3G will be switched off, by UK mobile operators.  This will leave many end-users in the lurch with devices that only support 2G and 3G such as vehicle trackers, payment terminals and industrial handheld devices.  This will be a great opportunity for the channel to provide new devices and SIMs supporting 4G and 5G. 

5G

Most of the population will be able to obtain 5G which will drive adoption in higher bandwidth applications.  For SME businesses, FTTP will likely provide the best performance and value for money.  Where FTTP isn’t available then 5G will make SoGEA-based broadband look pedestrian in comparison.  5G hardware will continue to come down in price whilst improving performance.

PSTN Switch-off

The PSTN switch-off will continue to be an opportunity.  Most large operators and many resellers will underestimate how many end-user businesses have PSTN lines in locations where there is no need for high-speed broadband.  PSTN replacement solutions using 4G are easy to sell at a lower cost and higher margin than the PSTN lines they are replacing.

Cybersecurity 

The growing threat landscape is driving more and more companies to put cybersecurity at the heart of their IT and telecommunications strategy.  Providing secure services is now a hygiene factor and demonstrating compliance with the various information security standards will be essential.

AI

AI has evolved from a niche, experimental technology into a critical tool businesses rely on to drive innovation and efficiency.  This is driving the need for more bandwidth in a variety of applications.  For example, we’ve supplied SIMs into vehicle applications where video is being streamed back into the cloud to be analysed by AI to monitor driving standards, support insurance claims and even provide almost real-time collision avoidance on construction sites.

Satellite connectivity

Competition in the LEO satellite space will drive down prices and satellite may be in the mix with fibre and 5G for delivering small office and branch internet connectivity.

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.

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 took home two awards at the Comms National Awards last Thursday night at the Park Plaza Hotel in London. We won Best Partner Programme over £10m turnover and Best Partner Portal for Mobile Manager. We also won Highly Commended for Diversity Equality & Inclusion.

The judges shortlisted over 200 entries, a record number, from 101 suppliers and resellers including other well-known channel businesses such as BT Wholesale, Talk Talk Wholesale, Giacom and Gamma.

Adrian Sunderland, Jola's CEO, commented, “We are thrilled to win these awards and proud to sponsor the Mobile IoT Reseller categories. This is an incredible achievement, and I want to extend my thanks to our suppliers, partners, and amazing team for their continued support and dedication. It was a fantastic evening.”

The Park Plaza was packed with Jola partners and prospects on 25^th September 2024. Over eighty channel partners and prospects gathered to hear about Jola’s innovations and how these are creating high-recurring margin opportunities for resellers and MSPs. With legacy mobile and PSTN networks being decommissioned, there is no better time for the channel to sell mobile data.

Adrian Sunderland, Jola’s CEO welcomed partners and explained how Jola has built on carrier technology to create a secure network and unique solutions, that are easily packaged, sold and managed on Jola’s award-winning white-label portals. Jola’s CSO, Lee Broxson highlighted increasing customer demand across key verticals for innovative mobile data solutions, from digital signage to tracking devices. Ben Merrills, Jola’s CTO spoke about how products are designed, developed and tailored to meet the exact needs of end users whilst delivering high recurring margins for resellers. He teased products launching soon such as managed Teltonika routers, 5G eSIMs delivered via QR codes and satellite connectivity solutions. Magnus Wright, Jola’s Head of Sales explained key case studies in each vertical market and how Jola helps partners find and win these deals to help grow their businesses. Guests were invited to enjoy a networking lunch with the Jola sales team to start the discovery process and uncover deals partners are most likely to win.

Adrian Sunderland, Jola CEO, commented, “This was our largest partner event to date, reflecting the current surge of interest from the channel on mobile data. Established Jola partners have increased the value of their businesses and added millions in recurring margins over the last few years. The market is still growing and every MSP and reseller should have a mobile data proposition. We had great feedback on all of our speakers.”

Jola, the first company to establish an eSIM data MVNO dedicated to the channel in 2019, has gone one step further by including voice and SMS with their brand new global MVNO – RoamNet Voice.  Using a single UK number, customers of Jola’s 1400+ partners can access multiple networks in the UK and Ireland, for voice, data and SMS. This innovative roaming product can be steered or un-steered and is available via eSIM, triple-cut plastic SIM and, uniquely, a simple QR code.

Their first QR implementation saw thousands of demonstration handsets go live in minutes simply by using the phone’s camera to scan a single QR code. There is no alternative quite like RoamNet Voice on the market, and certainly nothing else available to resellers and MSPs. 

Jola partners now have a genuinely differentiated product to win against the Mobile Networks with great recurring margins and the real-time management and control of Mobile Manager.

“One of the great benefits of being a channel-only, independently run company within the Wireless Logic group is that we can quickly productise solutions for the channel using existing networks. RoamNet Voice combines a true roaming SIM with a UK mobile phone number and the flexibility of our fully managed voice network. RoamNet is the most cost-effective multi-network solution we offer and competes with similar offerings from the MNOs.” Adrian Sunderland CEO, Jola.

This has been true for UK resellers since deregulation in the early 1980s through the launch of the first competing telephone service to BT in 1986, fax, telex, ISDN, 21CN and now the transition of everything to IP. At the same time, the constant need for more speed drives another fibre revolution creating a plethora of local, regional and national fibre companies. Similar to what happened to cable companies in the 1990s these will inevitably consolidate into a handful of national providers. Most will get bought and some will go bust.

This move to full-fibre brings challenges as well as opportunities. BT has led the way with its ‘unbreakable’ proposition and for ISPs to compete it must develop its own Layer 2 4G/5G proposition. Unless they decide to build their own mobile infrastructure, this requires network integration with a mobile data aggregator. Neither solution is technically trivial and ISPs need to be careful to evaluate the technical competence of potential suppliers before deciding which way to go.

The networks are already switching off their 3G networks and there are thousands of routers out there that need to be replaced to work with LTE. This is a great opportunity for MSPs, many of whom are unaware that their customers are using mobile data already. A channel-only aggregator will use their experience to help you find and replace these with high-margin, high-value alternatives.

Finally, the move to all-IP is bad news for customers of the millions of single telephone lines servicing lift lines, retail, alarm lines and healthcare services. Rather than pay twice the monthly rental for a SOGEA service they are choosing to use tailored 4G/5G products. Apart from hitting the price point, these get around logistical issues like laying cable across third-party space.

Supported by BT Wholesale and Robustel, the BT Tower was packed with Jola partners and prospects on 27^th September. Over seventy channel partners and prospects gathered to hear about the latest hardware and network innovations and how these are creating high-recurring margin opportunities for resellers and MSPs. With legacy mobile and PSTN networks being decommissioned, there is no better time for the channel to sell mobile data.