Jola Cloud Solutions' Blog

The best IoT vendor will be the one that’s as committed to helping you grow your IoT business as you are. Jola only sells through the channel and therefore only succeeds when our partners succeed.

Jola developed the first fully featured mobile data management portal within Mobile Manager, enabling Jola partners to provision and manage their connectivity as efficiently and profitably as possible. 

Jola launched MRG^TM, the first mobile data Go To Market programme for the channel. Participants in this programme have transformed their businesses thanks to the resources that Jola commits to helping them train staff, develop processes, and identify and close IoT opportunities within their customer base.

Jola launched the first zero-touch IoT hardware solutions, enabling channel partners to deliver CPE to their customers with bespoke configurations and remote management that work first time, out of the box, without requiring any staging or configuration by their own engineers.

Jola operates independently of any single Mobile Network Operator (MNO). We offer solutions that work on any network, anywhere in the world, whether the requirement is public Internet access or a fully private secure cloud. Our products are designed to enable our partners to distinguish themselves and stand out from basic services often offered elsewhere.

You will always achieve greater success when you operate as a unique provider. Partnering with an MNO means that you’ll only offer the services they are capable of supplying. You might even find yourself competing with that very same MNO in many opportunities. Working with an independent channel-only IoT provider such as Jola means that you’ll stand out from the crowd and be able to offer truly differentiated solutions that meet all your customers' requirements.

Support

All resellers and MSPs working with a trusted supplier like Jola can identify as having an IoT practice, much like how they might currently have a cybersecurity practice. Instead of viewing IoT as just a product, see it as a toolkit that can solve many of your customers’ issues. Your customers face problems that you can address using IoT.

The best suppliers will have the products, portals, and staff to help their channel partners succeed. Although IoT is complex, with the right supplier, it's not difficult.

If you’re new to IoT, choosing the right IoT provider can be pivotal between success and failure. At Jola, we have created a comprehensive go-to-market process to help our partners evaluate their strengths and weaknesses, develop essential skills, identify opportunities, and secure their first deal. When we guide them through this process, and one of our partners finally secures their first deal, the confidence it builds can be truly transformational.

Key Trends

A key trend driving the as-a-service model is the shift to IP and the upcoming PSTN switch-off. Millions of PSTN lines in the UK are soon to be phased out. Upgrading to broadband is costly, and the capital expenses of converters and 4G routers quickly add up. Device-as-a-service models have addressed this issue with no upfront hardware costs, low monthly fees, and additional benefits like ‘advance replacement’ and free returns for faulty routers.

The IoT Market

The IoT market was once the domain of Mobile Network Operators (MNOs). This is no longer the case; there is now a significant role for the channel. We are increasingly assisting resellers in identifying IoT opportunities or responding to inbound enquiries within their existing base. The MNOs can truly be compared to utility companies. They must manage large-scale infrastructure projects, such as expanding their 5G networks and continually enhancing coverage. However, the organisational mindset that successfully delivers these massive projects differs from that found in our most successful, rapidly growing entrepreneurial channel businesses. We win business by being innovative, flexible, and responsive to the ever-changing needs of customers.

The Opportunities

The IoT opportunities that were common a couple of years ago were generally focused on providing support for relatively low-usage mobile applications such as vehicle tracking, handheld card processing, and smart metering. Recent advancements, such as the ever-increasing 5G footprint and the constant reduction in cost per MB, mean that there are now almost no connectivity applications that cannot be supported by a mobile data solution rather than a fixed line.

AI

The rapid development of AI is driving whole new IoT use cases.  From vehicle tracking in the past, we now have resellers with AI powered cameras providing real-time collision avoidance on building sites.  We’re actively involved in self-driving vehicle pilot programmes around the world via UK based resellers.  IoT and AI is also being used more and more as part of net-zero projects to help optimise the use of renewable energy sources and battery storage.

Demand Drivers

The vast majority of demand from the channel is being driven by the same underlying themes, which are reliability, security and flexibility. 

Most IoT requirements we see are mission critical to the end customer and so as a result we sell 10 multi-network SIMs for every single network SIM.  We even have some sites where we’ve delivered satellite connectivity alongside 5G mobile data to provide belt and braces high speed connectivity.

We’ve all seen the threat posed by cyberattacks as a result of the disruption caused to both M&S and the Co-op in recently.  Cybersecurity is no longer a nice to have it needs to be part and parcel of any digital solution, IoT or otherwise.  Jola has protected all our public IP and Private APN traffic with always on realtime Cloudflare protection since 2022.  This has protected Jola’s resellers and their end-users from thousands of DDoS attacks that would have otherwise disrupted their businesses and inflated their bills.

Demand

With technologies being switched off (PSTN, ISDN, 3G) and the current economic climate, demand for cost-effective, managed IoT connectivity solutions from the channel has never been so high. We are seeing an exponential rise in demand for SIMs for monitoring and smart devices.  Resellers, manufacturers and service companies are finding new uses for IoT daily, and as we accelerate towards 5G, this is unlikely to slow down.

What IoT solutions are in demand?

Some of the most popular IoT solutions our resellers are involved in are vehicle telemetry and tracking, connected security and fire systems, machine monitoring, asset tracking, smart healthcare and smart city applications. 

What opportunities are available to the Channel around the IoT?

There is no reason why the channel can’t be involved in any IoT opportunity by partnering with the right suppliers. Jola provides IoT connectivity, hardware, and solutions through our 1,400 channel partners. Where we don’t have all the elements required for an end-to-end solution, we can help direct a reseller to the vendor partner that can provide the missing pieces of the puzzle.

Every reseller and MSP has significant IoT opportunities in its existing customer base. We’re observing opportunities ranging from simple connectivity for applications like payment processing and vehicle tracking to complete end-to-end solutions such as smart cities and connected healthcare. We help partners find and win these opportunities.

With IoT connectivity, the most common requirement is for multi-network un-steered SIMs to provide resilience and the best coverage. Mobile operators cannot typically provide these themselves. The channel can provide the correct SIM for its customers without being tied to any single mobile operator’s network footprint or product portfolio.

Monitoring

MSPs help property owners and developers monitor carbon levels. They have created solutions to monitor energy consumption across many different devices within the home. Their devices need 4G to report usage information and for general maintenance.  

The opportunity for the channel is big. The challenge is finding the opportunities each partner can win. Suppliers that can help resellers target opportunities they can win are crucial. Solutions need to be easy to sell, roll out and manage.

Key Trends

A key trend driving the as-a-service model is the move to IP and the imminent PSTN switch-off. Millions of PSTN lines in the UK are soon to be end-of-life. Upgrading to broadband is expensive, and the capital costs of converters and 4G routers soon mount up. Device-as-a-service models have solved this problem with no upfront hardware costs, low monthly charges, and added benefits of ‘advance replacement’ and free returns for faulty routers.

Support from suppliers

All resellers and MSPs working with a trusted supplier like Jola can describe themselves as having an IoT practice, much like how they might have a cybersecurity practice today. Instead of considering IoT as a product, consider it a toolkit that can solve many of your customers’ problems. Your customers have problems that you can solve using IoT.

The best suppliers will have the products, portals, and people to help their channel partners succeed. Although IoT is complex, with the right supplier, it isn't difficult.

If you’re new to IoT, your choice of IoT provider could be the difference between success and failure. At Jola, we have developed a complete go-to-market process to help our partners assess their strengths and weaknesses, learn essential skills, find opportunities, and secure their first deal. When we go through this process, and one of our partners secures their first deal, the confidence it gives them can be transformational.

Compelling events

The best opportunities are always those where a compelling event affects organisations. The PSTN Switch-off and the 3G Switch-off are great examples of such events.

You’d be surprised how many things are connected to PSTN lines that don’t need broadband. We’ve replaced PSTN lines with IoT solutions in applications as diverse as remote wind farms, lift shafts and sheltered housing developments.

The 3G switch-off is causing users of payment terminals, ATMs, vehicle trackers, and door entry systems to search for new devices, new SIM cards, and new solutions.

I’m interested in trends traced back to our biggest problems. Two of the most significant issues we face are climate change and the quality and productivity of our public services. IoT is being used extensively in both areas in exciting ways, which is an opportunity for the channel.

Find an IoT supplier who cares as much about helping you grow your market share as they do about growing their own business.

The IoT Market

The IoT market used to be the preserve of a small number of IoT specialists and the IoT departments inside the Mobile Network Operators. IoT applications were limited to some mega-scale consumer-focused services and B2B remote sensing services focused on specific vertical markets, such as utilities.

Almost every business can benefit from IoT, and thousands of applications are available.  Public cloud providers such as AWS and Azure complement these with mature and secure IoT development environments, allowing organisations to develop their bespoke solutions.

Look for a channel-only supplier with

• A real-time, fully automated, API-enabled, white-label portal that connects to every mobile network in the world
• A network and internal systems protected from DDOS attacks
• Global eSIM networks
• OPEX and CAPEX financial models on hardware
• Financial stability and demonstrable growth
• A wide range of SIM options across several different networks
• Cost-effective SIP-enabled 4G/5G PSTN replacement products
• Routers with proprietary auto-configuration and management software built-in
• A programme to help you identify opportunities you can win

The Opportunity

Every reseller and MSP has significant IoT opportunities in its existing customer base. 

We’re observing opportunities, from simple connectivity for existing applications like payment processing, vehicle tracking, and digital signage to complete end-to-end solutions such as smart cities and connected healthcare. We help partners find and win these opportunities.

Support from suppliers

All resellers and MSPs working with a trusted supplier like Jola can describe themselves as having an IoT practice, much like how they might have a cybersecurity practice today. Instead of considering IoT as a product, consider it a toolkit that can solve many of your customers’ problems. Your customers have problems that you can solve using IoT.

The best suppliers will have the products, portals, and people to help their channel partners succeed. Although IoT is complex, with the right supplier, it isn't difficult.

If you’re new to IoT, your choice of IoT provider could be the difference between success and failure. At Jola, we have developed a complete go-to-market process to help our partners assess their strengths and weaknesses, learn essential skills, find opportunities, and secure their first deal. When we go through this process and one of our partners secures their first deal, the confidence it gives them can be transformational.

Compelling events

The best opportunities are always those where a compelling event affects organizations. The PSTN Switch-off and the 3G Switch-off are great examples of such events.

You’d be surprised how many things are connected to PSTN lines that don’t need broadband. We’ve replaced PSTN lines with IoT solutions in applications as diverse as remote wind farms, lift shafts and sheltered housing developments.

The 3G switch-off is causing users of payment terminals, ATMs, vehicle trackers, and door entry systems to search for new devices, new SIM cards, and new solutions.

I’m interested in trends traced back to our biggest problems. Two of the biggest issues we face are climate change and the quality and productivity of our public services. IoT is being used extensively in both areas in exciting ways, which is an opportunity for the channel.

Find an IoT supplier that cares as much about helping you grow your IoT market share as they do about growing their own business!

The IoT market used to be the preserve of a small number of IoT specialists and the IoT departments inside the Mobile Network Operators. IoT applications were limited to some mega-scale consumer-focused services and B2B remote sensing services focused on specific vertical markets, such as utilities.

Almost every business can benefit from IoT with thousands of different applications being available off the shelf.  The public cloud providers such as AWS and Azure complement these with mature and secure IoT development environments allowing organisations to develop their bespoke solutions.

What IoT solutions are in demand?

Some of the most popular IoT solutions that we find our resellers are involved in are vehicle telemetry and tracking, connected security and fire systems, machine monitoring, asset tracking, smart healthcare and smart city applications.

What opportunities are available to the Channel around the IoT?

There is no reason why the channel can’t be involved in any type of IoT opportunity by partnering with the right suppliers.  Jola provides IoT connectivity, IoT hardware and IoT solutions through our 1400 channel partners.  Where we don’t have all the elements required for an end-to-end solution we can help direct a reseller to the vendor partner that can provide the missing pieces of the puzzle.

With IoT connectivity, the most common requirement is for multi-network un-steered SIMs to provide resilience and the best coverage. Typically, mobile operators cannot provide these themselves. The channel has the opportunity to provide the right SIM for its customers without being tied to any single mobile operator’s network footprint or product portfolio.

With technologies being switched off (PSTN, ISDN, 3G) and the current economic climate, demand for cost-effective, managed mobile data solutions from the Channel, has never been so high.

Hotels and care homes are replacing single phone lines with managed 4G solutions and other single PSTN applications like lifts, alarm lines and door entry systems are following suit. There is a need for secure pre-configured 4G routers for digital signage, temporary WiFi for construction sites and fixed IP SIMs for CCTV cameras. Multi-Net SIMs are required for ANPR cameras, wearables and tracking devices. 3G SIMs in thousands of devices from fixed line backup to street signs need to be replaced.

The list goes on, and the opportunity for the channel is massive. The challenge is finding the opportunities each partner can win and to do this Jola has come up with a unique process called The Mobile-Data Revenue Generator™.

Jola is helping channel partners uncover prospects with immediate requirements for mobile data SIMs. We help develop unique solutions that partners can't buy from anyone else, at a competitive price and healthy margin. We are channel-only so partners can trust us to help them pitch and close deals. We are on hand to support partners and their customers throughout the buying process and we can help create winning propositions, producing large, high-margin long-term contracts.

With technologies being switched off (PSTN, ISDN, 3G) and the current economic climate, demand for cost-effective, managed mobile data solutions from the Channel, has never been so high.

Hotels and care homes are replacing single phone lines with managed 4G solutions and other single PSTN applications like lifts, alarm lines and door entry systems are following suit. There is a need for secure pre-configured 4G routers for digital signage, temporary WiFi for construction sites and fixed IP SIMs for CCTV cameras. Multi-Net SIMs are required for ANPR cameras, wearables and tracking devices. 3G SIMs in thousands of devices from fixed line backup to street signs need to be replaced.

The list goes on, and the opportunity for the channel is massive. The challenge is finding the opportunities each partner can win and to do this Jola has come up with a unique process called The Mobile Data Revenue Generator™.

Jola is helping channel partners uncover prospects with immediate requirements for mobile data SIMs. We help develop unique solutions that partners can't buy from anyone else, at a competitive price and healthy margin. We are channel-only so partners can trust us to help them pitch and close deals. We are on hand to support partners and their customers throughout the buying process and we can help create winning propositions, producing large, high-margin long-term contracts.