Jola Cloud Solutions' Blog

M&A Activity

The UK MSP landscape is consolidating at pace, and the impact is two-fold. On one side, scale operators are acquiring to broaden capability and drive operational efficiency; on the other, ambitious mid-market MSPs are doubling down on niche expertise to defend and grow their margins. In this environment, mobile data and IoT have emerged as differentiators. The recurring margins are higher, the solutions are sticky, and the multiples for IoT revenue are materially above those for legacy voice and connectivity. We consistently see that MSPs entering mobile data early not only grow faster but also become more attractive acquisition targets.

As consolidation accelerates, the real winners will be the MSPs that build deep specialism, operational automation and a strong recurring revenue mix. That’s exactly where we see partners using our Mobile Manager platform and our multi-network RoamNet proposition to create enterprise-grade capability without enterprise-grade overhead.

Adapting to changing sales journeys

The sales journey for MSPs has completely changed. Customers no longer want to be ‘sold to’—they expect insight, evidence and a partner who can solve very specific business problems. MSPs are responding by developing stronger discovery skills, vertical specialisms and the ability to articulate measurable business value.

The biggest gap we see is confidence and capability around mobile data and IoT. Traditional telco salespeople are comfortable with calls, lines and hosted voice, but high-value mobile data opportunities require different conversations—usage modelling, resilience design, device strategy, network selection and security. That’s why we created the MRG Mobile Data Revenue Generator, a structured go-to-market programme that identifies opportunities in the partner’s existing base, trains their teams and helps them win their first deals. Many MSPs have doubled their EBITDA from mobile data opportunities alone.

Best possible technologies

The best MSPs are no longer tied to a single carrier or a single technology stack. Their role is to curate the optimal mix for each customer—whether that’s fixed, mobile, cloud or IoT—and then wrap it in automation, visibility and support.

For mobile data specifically, the bar has risen. Customers expect multi-network resilience, granular usage control, automated alerts, retrospective bolt-ons, and zero-touch deployment. Our Mobile Manager platform allows MSPs to deliver exactly that. It’s why our partners routinely beat mobile carriers to enterprise deals—they can offer a more agile, more automated and more customer-centric experience than the MNOs themselves.

Biggest Challenges

MSPs are fighting declining margins in legacy services. Vendors need to help them pivot into higher-value recurring propositions such as IoT, private 5G, resilient mobile access and intelligent WAN.

Technical roles remain hard to fill. Vendors who provide repeatable playbooks, automated platforms and hands-on support—rather than just product sheets—are enabling MSPs to scale without increasing headcount.

After a year of high-profile cyberattacks and multiple major MNO outages, resilience and security have moved from ‘nice to have’ to board-level priorities. MSPs need multi-network capabilities and more visibility into SIM, device and network behaviour. Our RoamNet MVNO was built for exactly this scenario—giving MSPs capabilities far beyond what a single MNO can deliver.

4 - Complexity of customer estates

With hybrid work, cloud sprawl and IoT deployments growing exponentially, customers expect MSPs to manage complexity seamlessly. Automation, APIs and self-serve portals are now essential.

Opportunities in 2026

CCTV streaming, digital signage, transport, lone worker, environmental monitoring, construction, retail and PSTN replacement remain huge opportunities. These solutions are sticky, margin-rich and often discovered within the MSP’s existing customer base—precisely what our MRG programme unlocks.

2025 proved that single-network dependency is a board-level risk. MSPs who can deliver multi-network, zero-touch failover and centralised management will win major enterprise contracts.

End-customers want direct visibility and control, but MSPs need to avoid increasing operational burden. Portals such as Mobile Manager give MSPs the ability to open up safe, limited access to customers—reducing support tickets, improving satisfaction and locking in the relationship.

The highest-value opportunities come from packaged, repeatable solutions. Smart construction sites, connected healthcare devices, lift emergency lines with PSU backup, ANPR deployments and asset tracking remain high-growth areas.

With thousands of devices deployed in the field, customers now value analytics, alerts and automated cost-control as much as the connectivity itself. MSPs that productise visibility will create new revenue streams.

To leave the office and drive to Northampton for a conference, networking lunch, evening dinner and overnight accommodation, it would have to be worth your while. So why go?

If you don’t already sell any 4G data, the event is designed to highlight the opportunity, provide user cases from MSPs that have increased their recurring revenue streams and increased the value of their business. MSPs have productised solutions such as, mobile broadband, 4G back-up, private 4G and M2M/IoT solutions for global blue chip companies.

If you already provide 4G data as part of core solutions delivered, the event will cover off common frustrations such as; lack of direct control and unexpected bill shock. Industry leaders will present use cases from MSPs, who have switched suppliers in order to take back control and manage monthly costs.

During the event there will be a whole section on eSIM, explaining what it is and the problems it solves for both end-users and MSPs, in multiple vertical markets; such as transport and logistics.

Register to attend

The event is free of charge to qualified delegates. To register to attend, click here: https://margin-in-mobile.co.uk

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.

MSPs servicing the logistics industry are providing IoT solutions, which include devices containing 4G SIMs, to improve efficiency and safety records in the industry as a whole.

Fleet Management

Monitoring devices are used to provide management teams with real-time data on fuel consumption and regulatory compliance. Critical information is displayed in dashboards for management teams to monitor in real-time and analyse KPIs.

Transit Management

Devices track the exact location of a vehicle and accurately estimate arrival times. Tracking information is gathered in a central system and can be sent to relevant parties.

Smart Inventory Management

Smart inventory management systems analyse real-time data across warehouse distribution centres. By implementing sensors to track stock levels, stock management has been improved leading to more efficient distribution.

Challenges

Typically, MSPs have partnered with the mobile carriers directly for SIMs, however many have struggled with a lack of flexibility and control.

Are you winning clients who need private networks in multiple locations, with 4G back-up? Could you benefit from direct control over SIM assets and the ability to aggregate data across sites?

Jola provides a range of data-only SIM packages including multi-network roaming SIMs with pooled data options. MSPs only need to contract with one supplier. They have access to an automated management portal and complete visibility and control over their entire SIM estate.

Jola partners don’t need to survey each site to establish the best signal. Our multi-network SIMs connect to the strongest available signal in the EU. Having all the networks isolates issues to the device rather than the network.

MSPs are able to order new SIMs and pools, add SIMs to pools, set up alerts and monitor the pool. If any site fails, they have a data pool to draw from and a buffer. They can even set up and manage private APNs.

We partner with some of the world’s largest MSPs, managing private networks for blue chip companies globally. We are a more attractive alternative to partnering with multiple in-country mobile network operators.

Sponsorship is the financial or in-kind support of an activity. It is used to reach specified business goals and is considered a qualitative rather than quantitative medium, aligning a company with a person, activity or event. In the channel there are plenty of opportunities to sponsor awards and events and there are companies working with well-known sports people.

Enhancing brand image and customer relations

Many companies associate themselves with popular, well-established events, that appeal to their target audience. The objective is to shape buying habits and influence decision making, by creating a positive emotional connection with their target audience.

Building brand awareness

By sponsoring an event you have the chance to get your brand name in-front of your audience at an opportune time. You can often promote your attendance in advance and address your audience directly on the night. The objective is to influence decision makers, so that when they have a need for your services, they remember your brand name and can locate your contact details.

Increasing reach

A good sponsorship opportunity will enable you to reach targets you can’t easily contact through other channels. It can promote positive word of mouth, with potential for positive conversations long after the event. It can generate supporting press and brand coverage, before and after the event.