Jola Cloud Solutions' Blog

Mobile data is helping businesses innovate within the service and maintenance industry. Jola partners offer solutions using smart devices and multi-network roaming SIMs to help them service vehicle fleets. It is much more accurate and efficient than engineers completing manual paperwork and office staff retyping this information into relevant systems. Private APNs are used to ensure secure data transfer.

Jola resellers help property owners and developers to 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 of the equipment.

We support resellers working on predictive maintenance within commercial ovens. The devices monitor the health of the ovens, predicting in advance, when the ovens will need to be serviced.

Jola MSPs offer managed solutions on a pay-per-month basis. SIMs are being used in smart sensors to measure air quality, as well as in smart fire and burglar alarms. Smart routers that are pre-configured and arrive plug-and-play help reduce installation costs and multi-network SIMs negate the need for engineer visits.

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.

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 to 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 of 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 (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.

We have been selling mobile data to the channel since 2014 and we understand the pain points of our partners and the needs of their end-users in each vertical market. Over time we have developed a unique portal, that gives you the control and visibility you need to manage global SIM estates. Control you can even extend to your customers. We have also developed unique hardware solutions that save our partners time, helping them create a great customer experience, maximise their margin and minimise costs for their customers.

High Demand

Demand for reliable mobile data to track the location of lorries, buses, coaches, taxis, delivery vans and hire cars is growing, as is the tracking of assets. Smart transport networks offer significant benefits to passengers, operators and local authorities, enabling urban services to become more efficient, effective and safe. Customers want to be able to track the progress of their deliveries and car hire companies need to track the location of their vehicles, as well as monitor the safety of the drivers.

Solutions

There are many end-to-end solutions available to the transport industry, involving 4G routers and cameras. Trams, buses and trains are tracked, and arrival times are 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.

Suppliers

MSPs and resellers need a wholesale supplier with a wide range of connectivity options from single to multi-network to Fixed IP to meet the evolving needs of the sector. Many MSPs have strong relationships in this sector and understand the challenges faced and the solutions required. End-users need continuous connectivity and control over their data usage to avoid data overage charges. Jola’s MSPs can manage global SIM estates in Mobile Manager providing end-users with real-time data usage, alerts bolt-ons and data pools to monitor usage and avoid bill shock.

Challenges and solutions

Without the involvement of an intelligent aggregator, Service providers face a few challenges with 4G. Firstly, some networks are stronger than others in specific locations requiring relationships with multiple network providers. Secondly, they have no way of tracking data usage and if devices use more than their allocated monthly allowance, they get high data overage charges. Thirdly, they need a secure channel for transmitting financial data. Cost-effective multi-network SIMs are available along with an online ordering and management portal, which tracks data usage and allows resellers to set up usage alerts, and back-date bolt-ons. Data pools, allow data to be shared across multiple SIMs and buffer pools negate high data overage charges completely. Private APN networks offer increased levels of security, allowing encrypted data to travel across a private mobile network.

A few years ago IoT was driving transformational change in certain market sectors such as utilities and transport.  The return on investment was so rapid that if you didn’t invest in IoT you were vulnerable to competitors who were already benefiting from efficiencies being gained from their investment in IoT.  Today you would struggle to find a water supplier that isn’t monitoring their distribution networks in real-time or a transport company that isn’t tracking and monitoring their fleet in real-time.  In fact, in these industries, they’re probably on their second or third generation of solutions.  

Today every market sector has a problem that can be solved by IoT.  A few years ago companies would seek out an IoT specialist or perhaps the IoT division of a mobile operator for help.  Today, IoT is mainstream and companies are turning to their trusted IT service provider or telecoms service provider for advice.

IoT sits adjacent to so many other services that resellers may find it relatively easy to fill gaps in their portfolio.  For example, somebody that is already selling traditional mobile could find adding IoT connectivity a natural extension and if you’ve already got businesses that trust you to supply, support and bill their mobile handset SIMs then you’re halfway there.  You may be providing public cloud consultancy or services.  Over 80% of IoT projects are built using one or more services in the public cloud and so there’s a great opportunity to develop an IoT business using tools and technologies that you already know.

IoT opportunities don’t just come because you add an IoT product or service to your portfolio.  You already have customers with huge IoT opportunities but you just don’t know it yet.  At Jola, we have a process called the Mobile-Data Revenue Generator™ (The MRG™) that helps resellers identify opportunities in their existing base and helps develop the necessary products, services and skills to be successful in winning those opportunities.

3G Sunsetting 

The sunsetting of 3G and indeed 2G has huge implications for the IoT market.  There are millions of devices out there that only support 3G that need to be replaced.  There are millions of SIMs that only support 3G, even if they’re in devices that are capable of connecting to 4G.  So there in many cases, the starting point should be an audit of your customers' use of IoT and M2M connectivity and devices.  Some major sectors are payment processing terminals, vehicle telemetry/vehicle trackers, remote environmental sensors, digital signage etc.  In many cases, your customers may not be aware of the ticking time bomb within their own organisation.  Of course, for the reseller, this is a huge opportunity not just to solve a problem but to save their customer money.  The reality is that connectivity costs have come down significantly over the past few years so your customers’ 3G solution likely supplied by one of the big four mobile operators will look very expensive based on today’s prices.  Of course, swapping hardware could be expensive but with solutions like the Jola Device as a Service then you may be able to solve their problem without any CAPEX at all whilst delivering better performance and the latest features.

Every IoT solution will involve a variety of vendors from the device manufacturer, connectivity supplier, device management software vendor, application vendor, and cloud or hosting location.  In some cases your customer will be coming to you for just one element of the solution, in others, they’ll be looking for the end-to-end solution.  Many vendors are not geared up to sell via the channel and should be avoided.  Only a truly channel-only specialist will be able to help resellers at every step of the engagement with a new IoT opportunity.  The low-hanging fruit in all IoT opportunities is connectivity.  The reality is that mobile network operators have quite rigid product sets and limited management bandwidth to deal with a lot of opportunities.  Of course, if the opportunity is sizeable then they’d rather win it themselves. 

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 mobile data.

Transport

There are many experienced providers offering end-to-end solutions to the transport industry, involving 4G/5G routers and cameras. Trams, buses and trains are tracked, and arrival times accurately estimated and advertised, factoring in potential delays. These devices need 4G/5G 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/5G 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.

Demand for reliable mobile data to track the location of lorries, buses, coaches, taxis, delivery vans and hire cars is growing. As is the tracking of assets such as mobility scooters, e-bikes and electric scooters. On construction sites, assets such as telehandlers are tracked and monitored to record operational-critical alarms for servicing, remote diagnostics and load usage. Do you have customers who need to track their devices? Could they be buying bespoke mobile data solutions from you?

Jola offers a cost-effective range of M2M and IoT SIMs designed for asset tracking and monitoring. Many device tracking specialists have been let down by the MNOs in the past, who have not been responsive enough to solve problems as they were identified. Mobile data aggregators like Jola are able to offer partners the widest range of M2M and IoT SIMs from multiple suppliers as well as Multinetwork and Fixed IP variants all controlled within a real-time automated portal. Customers are able to tailor packages to meet exact requirements with solutions, you just cannot get from the MNOs directly. End-users need to be able to stay in control of their end-user experience and track usage to avoid bill shock. Jola allows partners to use pooled data options to share data across multiple sites and track data usage in real-time. Alerts are really useful for partners, who can then add bolt-ons where required or use data pools to control their own margins and their customers’ charges.

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

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.