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Top strategies for IoT MVNOs

Discover three key challenges that MVNOs looking at IoT need to consider.

There are three key challenges that IoT MVNOs need to consider: the first is identifying the vertical needs and deciding the role you want to play. Next, identifying the verticals you should target before, finally, considering your product differentiation and service operation.


Essentially:


• Which is your desired position?

• What role do you want to play?

• How do you want to address your market?


A revolution in the requirements


The market is changing; it’s becoming more complex – all the while providing new opportunities for telco players such as MVNOs.


Customers’ connectivity needs are evolving; we have increased interactivity today and need more real-time analytics as a result. But even this isn’t enough. Soon, there will be billions of devices that are ubiquitous and have very high variable requirements.


All this means that when it comes to defining the role you as an MVNO want to play, you need to keep front of mind that the real business value is not just in providing connectivity, but vertical specific services that tier one operators do not provide.


There are two approaches that MVNOs can take:


• The legacy, passive wholesale provider with DIY at its heart: “Here’s the package, go and use it!”

Or

• The technology partner that offers guidance for the entire process, provides all manner of tools and 24/7 support. “We are in this project together.”

This latter approach – one that is above and beyond that of a simple connectivity provider – is the one that many MVNOs are adopting. Service, not price, is key to this model; it’s about value add.


Questions to ask in order to be successful:


• What is the IoT opportunity?

• What role do you want to play?

• In what verticals and regions?

• What resources and capabilities are needed for that vertical?

• Will IoT be an integrated or separate service?

• What will the organisation set up look like?

• What processes and systems are needed?


The importance of good partnerships


An IoT MVNO is the bridge between vertical specific application providers, technology providers, the host MNO and the vertical itself.


IoT MVNOs must differentiate on value added services tailor made for a specific vertical as well as platform capabilities, real-time management and interfaces.


For example, Alai Secure – the first machine-to-machine IoT operator in telco security in Spain – focuses on facilitating and streamlining the real-time management and administration of IoT service for their vertical customers. Its focus is delivering main information and operations.


It’s crucial to ensure the service runs smoothly: this includes triage capabilities, the ability to monitor the overall service and platform self-management.


Final tips for an MVNO in the IoT arena:


• Stop acting as just a connectivity partner

• Investigate new opportunities to level up

• Open your mind and think outside the box


Watch the full event session with Santiago Gomez, Sales Director at JSC Ingenium describing the above strategies in detail.