Jola Cloud Solutions' Blog

Telecoms resellers looking to grow their businesses often add complimentary products to their portfolio, especially those that are easy to sell, increase ARPU and help them to win new business. eSIMs fit the bill as they give resellers the opportunity to win against the MNOs for IoT data SIMs. Many already sell mobile data SIMs successfully to construction sites, retailers, gyms etc. IoT SIM deals are often larger, on longer terms, but can be difficult to win against MNOs.

eSIMs are multi-network and un-steered that can be re-programmed remotely over-the-air. With eSIM, resellers can beat MNOs on price and still make a reasonable margin. This is because eSIM MVNOs buy direct from global data wholesalers, not local MNOs. Using multinet eSIMs means end customers don’t need expensive site surveys and they can’t be locked into uncompetitive commercial terms by individual MNOs. eSIMs can come on a reel ready for manufacturers, or a standard triple-cut plastic SIM card.

eSIMs give resellers competitive edge over the MNOs and are easy to sell and support. Resellers are partnering with Jola for eSIMs they can manage in Mobile Manager. Mobile Manager is Jola’s online management portal for ordering and managing estates of mobile data SIMs. This white label portal communicates in real-time with multiple 4G networks and can be used by both resellers and their end users. Mobile Manager handles SIM activations, ceases, suspensions, reports, alerts and bolt-ons.

Sensors track and monitor conditions in lorries and containers roaming in the UK and abroad. Using standard SIM cards, MSPs, supplying tracking solutions to shipping and transport companies, run the risk of losing connectivity in some areas. MSPs are looking to eSIMs as an alternative solution for the following reasons:

Cost-effective

The price of data varies when roaming between different countries and on different networks. Until now, the roaming tariff set, has had to be that of the most expensive country in which the SIMs needs to operate.

Eliminates Truck Rolls

The biggest benefit of eSIM is that it eliminates truck rolls for SIM swaps and avoids the downtime and hassle of swapping out SIMs at the end of a contract. With eSIMs, MSPs can switch to a better deal on a different network, without swapping out an estate of SIMs.

Multi-network and un-steered

eSIMs offer the best possible service in any location. The eSIM will always enable devices to connect to the best available cellular network and customers can also manually select networks.

There are a wide range of company types currently buying eSIMs wholesale from eSIM MVNOs. They include MSPs, ISPs and traditional voice and data resellers. They are all productising eSIM as part of their portfolio and creating profitable, recurring revenue streams, from a product that is easy to sell, support and bill.

MSPs

MSPs are incorporating eSIM as part of their network solutions. Some specialise in vertical markets such as retail and are providing well-known blue chip organisations with corporate networks and back-up solutions. 4G back-up on a single network is not resilient, so MSPs are incorporating multi-network roaming SIMs as an option. Jola eSIMs provide global connectivity to over 450 networks and local connectivity with all four UK mobile networks.

ISPs

ISPs are using eSIMs for back-up and pre-Ethernet solutions over L2TP. ISPs provide critical internet connectivity for businesses that cannot be without internet connectivity, such as supermarkets, banks and hospitals. 4G mobile broadband is provided as a back-up to primary services in many cases.

For ISPs establishing private APNs is a possibility but this often involves a network re-configuration. Until now, the alternative has been to create a VPN tunnel, utilising a separate device at the customer site.

They can now cross-connect at layer 2 directly into an eSIM MVNO platform in London - with failover to a secondary platform in Ireland. The solution is inexpensive, reliable and relatively straightforward to set-up. With un-steered multi-network eSIMs, ISPs are not tied to any particular network and no longer need to do a site survey to determine the best signal – globally.

eSIMs are commonly used in smart watches and other wearable devices, however 2020 is predicted to see greater adoption within IoT. ABI Research predicts there will be an estimated 420 million eSIM-equipped devices available by 2022.

eSIMs will bring new opportunities for resellers supporting customers looking for more cost-effective and manageable roaming data solutions. eSIMs, as part of a mobile data solution, offer resilience as they always connect to the strongest network.

Who can I buy wholesale eSIMs from?

eSIM MVNOs provide network agnostic, un-steered or steered, embedded or plastic triple-cut SIMs. MVNOs buy wholesale, from mobile data aggregators (so they're very price competitive). Their SIMs are invisible to individual MNOs so, unlike with consumer eSIMs, MVNOs don’t need permission from MNOs in each country. MVNO eSIMs roam automatically across hundreds of global networks. Where the MVNO has a self-serve portal, resellers and their customers have complete control over the networks they connect to, and their data usage.

What is an eSIM?

If you've even heard of eSIMs, you might think it’s a new Apple initiative to fix a SIM to an iPhone circuit board. It is, but that’s not even half the story, and a long way from the real opportunity for the channel.

eSIMs solve a number of problems for businesses, and therefore represent a significant opportunity for resellers looking for a magic mobile data bullet to compete with a Mobile Network Operator (MNO).

What are the typical use cases?

Lock-in

Companies with thousands of SIMs in devices globally are often locked in with existing suppliers, even when their contract has ended and better commercials are available, because the cost of swapping out SIMs to another provider is too high.

Signal

Companies usually want to connect to the network with the strongest signal. Some multinetwork SIMs are steered and so always try to connect to their own network, when competitor networks may be stronger. Multinetwork SIMs also negate the need for expensive site surveys.

Control

Companies need to have visibility of their data usage on each device to manage data limits. If they go over their monthly data limit, they may be billed high data overage charges or run the risk of being barred.

Solutions

An eSIM MVNO solves all these problems with network agnostic, un-steered or steered, embedded or plastic triple-cut SIMs. MVNOs buy wholesale, from mobile data aggregators (so they're very price competitive). Their SIMs are invisible to individual MNOs so, unlike with consumer eSIMs, MVNOs don’t need permission from MNOs in each country. MVNO eSIMs roam automatically across hundreds of global networks and additional profiles can easily be added OTA (Over The Air) to take advantage of cheaper local rates.

Where the MVNO has a self-serve portal, resellers and their customers have complete control over the networks they connect to, and data usage.

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.

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.

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.

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.”

The short answer is yes. Device manufacturers may not need to provide the connectivity, but they need to ensure their devices can connect to available networks.

4G is widely available and 5G is being rolled out by all major mobile operators. Roaming options are available globally. WiFi and Bluetooth are useful for short-range, high-bandwidth communications, however 4G and 5G allow IoT devices to connect to mobile towers much further away. 4G is a cost-effective, reliable service, used by many IoT devices globally.

eSIMs can be embedded into devices or delivered as a traditional plastic 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.

Global IoT manufacturers and distributors have been considering how to scale the Internet of Things and increase adoption. Scale is both the biggest opportunity and biggest challenge, as the cost of changing SIMs in millions of devices can be prohibitively expensive. eSIMs resolve this.