Why resellers, MSPs, and ISPs need to future proof right now

Today, user experience is king. Fine print and tech specs have taken a backseat. It’s no longer about what technology you have; it’s about what your technology can achieve, what outcomes it can enable.

Your customers are hungry for personalised experiences, digital convenience, and outcomes that make their lives better.

So the questions you need to ask are:

How fast can you get your customers online?
What protects them from outages?
How flexible is their connectivity?

Above all, how do you future proof your business and adapt to these new demands?

Easy: mobile data and IoT.

Intelligent mobile data has overtaken fixed-line in reliability, flexibility and deployment speed. Multiple analysts valued the mobile market at £36bn in 2020. And Ofcom says fixed wireless access is the saving grace for nearly 400,000 premises that can’t access traditional broadband.

Here’s what that means for you.

Are you a…

Reseller

MSP

ISP

If you’re a reseller…

Your top priority is keeping your customers connected and happy. But those customers aren’t rooted in place anymore—no business relies on just one site, nor wants its people or solutions to be tied down by Ethernet cables.

And after the UK lost £5bn to outages in 2020, patience for outages has been worn down to dust. So why should you put up with fixed-line’s limitations when your customers won’t?

Over 2020 mobile usage rose by 28%, making it the single biggest segment of the telecoms market. And because you’re guaranteed to find mobile deals in your customer base, it’s a low risk, high reward strategy.

A couple things you need to know:

01. You can take mobile data services worldwide.

Maybe you call the UK market home. That doesn’t mean you have to stay boxed in.

IoT and mobile data is super easy to take to Ireland, the EU, and beyond. All you need to go international is a batch of roaming SIMs, a portal, and a conversation to get it all started.

02. Your customers are unlikely to migrate away from your intelligent mobile data services.

Mobile solutions with value-added services, like static IPs, aggregated data pools, and adaptive tariffs tend to outlast their fixed-line counterparts. These are services that your customers want to secure and forget about, so they can focus on doing what they do best.

In other words: if you can offer them a digital experience that’s customised to fit their specific business, down to the very last detail? They’re going to stay with you for a long, long time.

Hello, long-term recurring revenue.

So what does future proofing look like for resellers?

Take retail for example. When you’ve got mobile data in your arsenal, you can offer Multi-network 4G SIMs for ePOS, on-demand backup so shops can trade through outages, static IPs for connecting CCTV cameras, running hosted voice and much more…

…or all of it at once, like this reseller partner of ours who landed £2m with intelligent mobile connectivity for a retail suite.

Read the full story

Pangea Retail case study for telecoms reseller

If you’re an MSP…

Then you already know it’s not about having the newest technology in the room; it’s about the outcomes your technology enables.

You’ve probably noticed IoT and mobile data are requirements on the biggest tenders and frameworks. It’s because businesses and organisations don’t want to risk falling behind; especially with the 2G / 3G sunset and PSTN switch-off coming.

Time to decide: are you leading this shift towards mobile data, or getting left behind?

Playing catch-up in a competitive market like ours is expensive. It’s painful. And no matter how hard you work, there’s no guarantee you’ll ever catch your competitors.

But being a market leader? That’s profitable. That’s how you win projects that shape the future. Your customers are eager to be part of that future with intelligent mobile data. (And if they can’t get that from you, they’ll get it from your competitors.)

So what does future proofing look like for MSPs?

Take a government tender, for example. Say the NHS needs telemedicine solutions that their broadband can’t handle, like video conferencing for GPs or mobile clinics-on-wheels.

Having intelligent mobile data in your portfolio will be the difference between getting picked or passed over; like it was for our MSP partner who won a government project worth £1.1m.

Read the full story

Pangea Telemedicine case study for telecoms reseller

If you’re an ISP…

You need to know: mobile was the single largest segment of the UK telecoms market in 2020. People are hungry for flexible, flawless connectivity that works anywhere, all the time; and more often than not, that means choosing mobile over fixed-line.

So if it hasn’t already, competition from mobile is about to put you in a tight spot. And after the PSTN switch-off, wholesale line rental won’t be an option.

As if that wasn’t enough, you’ve got 5G to think about too.

Gartner predicts that total revenue from 5G infrastructure will hit nearly £14bn this year. 5G speeds in the UK are reaching heights of 750mbps. And 5G coverage is set to cover far more of the UK by the end of 2021.

Meanwhile fibre, your strongest digital asset, forces you to wait for planning permissions and dig up roads, making it more expensive for you and your customers. All while mobile data becomes more and more affordable.

But mobile doesn’t need to be a threat.

You can combine your fibre services with mobile L2TP and offer your customers the best of both worlds.

– It’s easy, since it works from your LNS system.

– It’s profitable: the mobile market was worth £36bn in 2020.

– It’ll future-proof your business. You’ll keep your customers through the PSTN switch-off, and be able to offer them 5G connectivity to boot.

So what does future proofing look like for ISPs?

Here’s an example: one of our ISPs partners used mobile L2TP to migrate about 10,000 cash machines from end-of-life PSTN services. Cash machines are a critical service, so downtime wasn’t an option.

Because L2TP works from our ISP partners network and lets them keep their IP range, the switch was as simple and seamless as rerouting traffic. No downtime or hassle; just a happy customer and a projected TCV of £2.9m.

Read the full story

Pangea Cash Machine case study for telecoms reseller

No matter your business model, the bottom line is:

Intelligent mobile data is about to become the most important revenue stream in telecoms. Are you ready for that?

The appetite for IoT and mobile data has never been higher here in the UK, Ireland, Europe, and beyond. Bring mobile into your strategy, and you’ll have a business model as resilient as the connectivity you provide.