Vendor partnerships are much more effective than simple supplier-customer relationships, especially when considering new products or new markets. If your vendor is ‘sell-through’ rather than ‘sell-to’ they will have a lot of experience of what works in different verticals and they will be able to talk in detail about their case studies. Probably more importantly they will know the pitfalls to avoid, and they can help your conversion by steering you away from bids you are unlikely to win.

Of course, this only works if you trust them, which means they have to be channel-only and be able to point to a track record of selling exclusively through resellers. Some of your bigger customers will be tempted to try and go direct once they learn the identity of your vendor-partner. You must feel confident that they will not only close this conversation down but do it in a positive way that does not jeopardise the deal or your overall relationship with your customer. 

Jola’s experience in the mobile data market is that most end-user customers have an application for IoT/M2M. They either don’t realise it or they don’t consider the MSP/Reseller able to fulfil their needs in this area. Against this, they would much rather buy from existing suppliers, particularly where they need help in defining the project and possible solutions. 

Jola has productised the process of engaging with customers on mobile data and called it the Mobile Data Revenue Generator (The MRG). This unique process defines the way we work together and qualifies opportunities, capabilities and skills. We help our partners to fill gaps in their capabilities and ultimately win large, high margin, long-term contracts.

Retailers, such as fast-food restaurants, have invested in self-service kiosks to allow customers to order their own meals in-store and have them delivered to their seats. Connected kiosks require gateways, routers and data SIMs. Stores typically have multiple connected devices, which are becoming more complex and expensive to manage.

Self-service kiosks in hotels allow guests to check in and out. They are really useful at peak times to reduce waiting times and improve customer experience. Automating processes help reduce costs for the hotel, which no longer needs to pay employees a premium to work unsociable hours on the front desk. Kiosks are also used to promote upgrades and extras, generating additional revenues.

MSPs installing self-service kiosks in multiple locations must consider electricity points, the availability of connectivity as well as the management of an increasingly complex IT network at each location.

Connected kiosks often require gateways and routers in addition to 4G. Managing multiple connected kiosks in different locations can be costly and complex to manage. Site surveys are often required to establish the strongest 4G signal in each location.

Jola partners offer a unique solution with their Intelligent 4G routers. Our routers are smart and negate the need for a gateway. Jola SIMs are all managed within one easy portal. MSPs can easily manage and monitor data usage across sites. We offer multinetwork roaming data across all four major mobile networks, and our routers arrive preconfigured. 

Suitable for mobile broadband and large-scale IoT rollouts, our routers run a unique operating system allowing apps to be installed alongside the core routing software. There is a range of off-the-shelf apps that add several other capabilities. To help accelerate IoT projects, Jola can develop apps on a consultancy basis.

The problem with roaming SIMs is management. They often roam into countries with expensive data rates or use more data than they should. This results in data overage charges. On a single SIM this is bad enough, but for MSPs managing thousands of SIMs in smart devices globally, this is a serious problem.

What MSPs really need is a management portal to see where each SIM is at any time with the ability to set up alerts should any wander into countries with higher data charges. A single supplier and one portal are much easier to manage than multiple suppliers in different languages. The ability to share data across an estate is also useful to avoid overage costs. Real-time data is essential to accurately estimate usage across the estate as well as full automation so that requests for activations, bolt-ons and ceases are implemented directly.

Most importantly, MSPs need reliable, cost-effective mobile data which is fit for purpose and which they can control without needing to go out to site and run surveys.

The Internet of Things (IoT) is making parking a lot easier. IoT parking solutions capture images of vehicles, registration numbers and times of entry to automatically calculate parking charges on exit.

Parking sensors are autonomous, wireless devices that are easy to install. The entrance and exit of vehicles and the duration of parking are monitored in real-time, and parking costs are calculated accurately.

Specialists are providing solutions for public and private car parks to help users pay for parking more efficiently. Private APN connectivity is often required, and data deal sizes are often in their thousands. The challenge to some specialists lies in the service they directly receive from the MNOs and the lack of direct monitoring and control over their SIM estates. Lack of visibility of usage can lead to large data overage charges on a regular basis.

Aggregated multinetwork SIMs managed in a single management portal offer specialists full visibility and control over their estates as well as the ability to completely avoid data overage charges.

Jola is an award-winning, channel-only supplier of business communications, specialising in mobile data SIMs. We are a global mobile data specialist providing innovative IoT and mobile data solutions to MSPs, ISPs, distributors, IT support companies and telecommunications resellers.

Demand for Machine to Machine (M2M) and (IoT) SIMs is growing, as well as multi-network and Low Power SIMs (LP-WAN). Channel partners are building a pipeline of big deals in key vertical markets, generating high-margin recurring revenue from 4G data.

Transport

There are many experienced providers offering end-to-end solutions to the transport industry, involving 4G routers and cameras. Trams, buses and trains are tracked, and arrival times accurately estimated and advertised, factoring in potential delays. These devices need 4G data SIMs, often with a fixed IP or delivered via a secure Private APN. On average there are seven SIMs per bus, for logging into the cameras to download relevant footage, Wi-Fi, secure card payments, passenger trackers, applications tracking hours worked, engine telemetry and miles travelled.

Utilities

Businesses are managing their energy flows through smart energy grids and smart meters, allowing for more accurate bills. There is a focus on improving energy efficiency and resolving outages more effectively, with remote site monitoring. These devices often require LP-WAN SIMs for longevity and don’t use much data.

Health

Smart devices offer important patient benefits, like connected ambulances. Ambulance crews have access to high-bandwidth internet capabilities, and tablets holding patient records. This means that information can be sent to hospitals in real-time. Tablets require data-only SIMs with data packages to meet requirements.

Security

Commercial security is getting smarter. CCTV and alarms can be monitored securely and footage can be stored remotely. Security devices typically require M2M data SIMs or Fixed IP SIMs.

Retail

Stores are using technology to differentiate themselves by enhancing their in-store experience. They are allowing customers to beat the queues with connected handheld smart devices. From personalised billboards to tailored signage, retailers are evolving to meet changing market conditions. For digital signage, Intelligent 4G routers and multi-network M2M SIMs allow retailers to plug signs in anywhere in the UK and not worry about signal strengths, blackspots or hackers trying to edit their content.

What is a smart metering?

Smart metering is the collection of remote data using IoT sensors in real-time, without human intervention.

Smart metering provides the tracking of any measurable parameter available on a machine, in a room or an outdoor environment. It is traditionally used to describe the monitoring of utilities such as water, gas and electricity.

Why are smart meters becoming popular?

Country-wide schemes, such as the Government’s Smart Metering initiative, have helped drive demand for smart meters in the energy sector, as it helps businesses to track their energy usage and provide more accurate bills. It also helps utility companies to plan resources and improve customer experience.

The Internet of Things (IoT) saves time and money by automating remote data collection. We have seen demand for mobile data surge for IoT devices, enabling the remote monitoring of devices measuring usage and temperatures.

Who are MSPs turning to for 4G data for smart meters?

Jola offers the widest range of mobile data SIMs from multiple suppliers, which are easy to order and manage via Mobile Manager.  We offer embedded MFF2 SIMs and low-power SIMs for long-life battery powered devices.

Mobile Manager

Mobile Manager is our online management portal for ordering and managing estates of eSIMs. This white label portal communicates in real-time with 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.

As UK cities investigate upgrading their phone boxes, self-service kiosks are a compelling option. They provide services such as WiFi, VoIP calling, as well as public notifications and security alerts. Self-service kiosks can also be found in train stations and bus stations, providing commuters with up-to-date travel information. Digital adverts played on the screens often fund their deployment and maintenance.

Kiosks with embedded sensors can also monitor environmental data, such as air pollution and noise pollution. Integrated cameras can capture data to help optimise the flow of traffic and track licence plates.

MSPs rolling out solutions such as these face connectivity challenges. 4G presents a solution as it is fast, reliable and quick and easy to set-up. Connected kiosks often require gateways and routers in addition to 4G. Managing multiple connected kiosks in different locations can be costly and complex to manage. Site surveys are often required to establish the strongest 4G signal in each location.

Jola partners offer a unique solution with their Intelligent 4G routers. Our routers are smart and negate the need for a gateway. Jola SIMs are all managed within one easy portal. MSPs can easily manage and monitor data usage across sites. Our eSIMs offer multi-network roaming data across all four major mobile networks and our routers arrive pre-configured.

Suitable for mobile broadband and large scale IoT roll outs, our routers run a unique operating system allowing Apps to be installed alongside the core routing software. There is a range of off-the-shelf Apps that add additional capabilities. To help accelerate IoT projects, Jola can develop Apps on a consultancy basis.

Self-service kiosks in hotels allow guests to check themselves in and out. They are really useful at peak times to reduce waiting times and improve customer experience. Automating processes help reduce costs for the hotel, who no-longer need to pay employees a premium to work unsociable hours on the front desk. Kiosks are also used to promote up-grades and extras, generating additional revenues.

MSPs installing self-service kiosks in multiple locations need to consider electricity points, the availability of connectivity as well as managing an increasingly complex IT network at each location.

Connected kiosks often require gateways and routers in addition to 4G. Managing multiple connected kiosks in different locations can be costly and complex to manage. Site surveys are often required to establish the strongest 4G signal in each location.

Jola partners offer a unique solution with their Intelligent 4G routers. Our routers are smart and negate the need for a gateway. Jola SIMs are all managed within one easy portal. MSPs can easily manage and monitor data usage across sites. Our eSIMs offer multi-network roaming data across all four major mobile networks and our routers arrive pre-configured.

Suitable for mobile broadband and large scale IoT roll outs, our routers run a unique operating system allowing Apps to be installed alongside the core routing software. There is a range of off-the-shelf Apps that add additional capabilities. To help accelerate IoT projects, Jola can develop Apps on a consultancy basis.

IoT/M2M is the hottest growth sector in ICT. c7bn devices will be 20bn-30bn globally by 2030.

How can the Channel ride the IoT wave, without committing to a high risk ‘build it and they will come’ strategy?

Common to every IoT project is M2M – connectivity. This is the biggest opportunity, but presently the domain of MNOs offering single network SIMs and a BYOD solution.

Intelligent Connectivity breaks this dominance.

In an IoT project the endpoints need sensors, managed by a gateway, attached to a 4G/5G router. Significant processing power is also required to collect data and allow remote management. Every deployment is different so there must be the capability to write custom apps onto these devices.

eSIM releases the MNOs stranglehold on the M2M market. Analysts predict there will be more than 2bn eSIMs deployed in IoT projects within 5 years.

Since Jola launched their combined IoT Router/PC/Gateway in March 2020 we have had thousands of orders. MSPs are shipping our devices worldwide, pre-loaded with a 450-network eSIM that downloads a config as soon as it’s plugged in.

We recently rolled out 600 units in weeks for a faultless digital signage project.

Retailers are not always sure which network is best in each location, when the 4G back-up will be needed and how much data they will use. Sending survey engineers to site to establish the strongest signal is a timely and expensive exercise. In addition, they regularly receive high data overage bills, which can be tens of thousands of pounds a month. When a service fails, they often won’t know if it’s the network or the device and are forced to send an engineer to site.

Managed Service Providers are experienced at designing, rolling out and managing solutions however have struggled with the 4G element, managing multiple in-country suppliers, with multiple manual ordering processes and a lack of visibility across the SIM estate. They have had no direct control over SIM assets and no way to aggregate data usage across countries.