The Market
The UK Physical Security System Services market consists of 2,203 businesses, employing over ten thousand employees, generating £1.4bn in revenue and with an annual growth of 11.8%.
The Compelling Event
The impending ISDN/PSTN switch-off is an especially compelling event in this sector because it effects almost every monitored device in the UK. Anyone involved in physical security is planning to upgrade to IP, either via a fixed connection or mobile data. Mobile data features disproportionately in this sector because for millions of devices an upgrade to a fixed connection represents a significant increase in cost.
The Opportunity
Thousands of resellers and MSPs still don’t have a mobile data proposition and are therefore unable to offer a one-stop solution to their customers in the security sector, amongst others. Early-movers who have partnered with a mobile data aggregator have been surprised at the margins achievable. This is because independent channel-only aggregators are able to provide differentiated products, like un-steered multi network SIMs and preconfigured specialist hardware, that the MNOs don’t offer. They have also found the products relatively easy to sell, deliver and support and, with book-to-bill times of only a few days sometimes, revenues flow quickly.
There is high demand for mobile data from customers in the security sector. For resellers it is an easy product to sell, provision, support and bill and if you get it right, you will quickly generate high-margin recurring revenue. Financial markets attribute higher EBITDA multiples to IoT/M2M so including it in your portfolio, increases the overall value of your enterprise. Jola partners have beaten the MNOs directly to win very large SIM deals from well-known logos in the security market. We have unique solutions with both network and device security built-in, protecting users from both DDOS attacks and hackers.
Potential Solutions
Many of our security partners offer LTE CCTV and vehicle tracking devices. They stay close to their corporate clients and when they are out of contract with their mobile carriers for data SIMs, they put in a bid.
For CCTV and tracking devices Jola partners propose EE IoT and M2M SIMs with an aggregated data pool for the vehicle tracking devices and a 100GB data pool for the CCTV. End customers like the price and flexibility of the solution, as well as the detailed billing data.
The Process
Jola has a unique process of helping customers successfully sell mobile data. It is called The Mobile-Data Revenue Generator (The MRG). The programme helps partners to identify low-hanging fruit and win their first significant mobile data opportunity. From there they can start to productise mobile data and develop the eco-system required to sell, support and bill it.
The Promotion
Our most successful partners advertise their solutions to companies struggling with the problem. They have case studies on their websites. They post regularly on LinkedIn. They run promotions in their newsletters and advertise themselves in emails, press releases and adverts. They run targeted campaigns and meet with prospects regularly to ask the right questions and see how they can help.
About Jola
Jola is an award-winning, supplier of business communications, specialising in mobile data SIMs. Jola sells on a wholesale basis to MSPs, ISPs, IT support companies and telecommunications resellers. These channel partners supply solutions to public sector organisations and enterprises worldwide.
To find out more, request our Partner Pack.
