The launch of UC provider Zest4's M2M Partner Programme in May sparked a flurry of interest from resellers who have already been fast-tracked to market-ready status. Here, we assess the progress of Zest4's partnership with Arkessa and highlight four real world success stories.
Zest4's entrance into the M2M market followed a link-up with Arkessa in October 2015. Arkessa enables IoT device and applications developers to connect to the Internet of Things (IoT), regardless of network operator or radio technology. Its managed services span single and multi-network cellular with first time connect capabilities and secure communications. Mandy Fazelynia, Zest4's Operations Director, explained: "Our partnership allows us to develop the M2M opportunity through our channel partner programme, thereby making entry into this market a reality for all of our partners. The M2M package that we created helps partners to unlock new revenue opportunities. The prospect for growth and therefore revenue generation in this sector is huge."
Arkessa provides the technical know-how required by these solutions and its experts trained the Zest4 team to understand how M2M solutions apply to all market sectors. "We have extended the Zest4 Partner Academy to include M2M training and have built a tool kit of materials that enable partners to offer bespoke M2M solutions," added Fazelynia.
The tool kit includes a tailored on-boarding programme, sales and operational training, help with creating marketing plans around M2M, the provision of sales and marketing collateral, identifying opportunities, technical support and a one bill solution. The response to Zest4's programme has been strong with 10-plus existing partners quoting for new business following training and marketing support from the firm. Opportunities in the taxi segment and public Wi-Fi have caught resellers' attention in particular and Zest4 is now working with those partners to scope out their support requirements.
Nor is that all. Zest4's presence at the Margin in Voice and Data seminar last month resulted in a number of conversations with delegates keen to add M2M to their portfolio. "We had 12 delegates request follow up meetings on building an M2M strategy," added Fazelynia. "The programme is buzzing with activity, high levels of interest and sales are already being secured. Most partners will have opportunities in their existing base."
She noted that Zest4's mobile reseller partners are the early adopters of M2M, exploring their existing customer base to identify opportunities in what is a natural progression for them. IT resellers are also in the frame, pre-prepared with knowledge of security and firewalls and the integration of solutions into existing IT infrastructures. According to Fazelynia, partners are finding quick wins in taxi solutions, public transport and logistics. Opportunities in retail, leisure and the healthcare sectors are also opening up.
One partner has struck a rich seam of opportunity through installing M2M solutions into taxis. This sector has advanced greatly in tandem with technology, with people wanting to book online, pay by card and even track their taxi. Therefore taxi companies that resist the shift towards 'going digital' risk losing out to tech savvy rivals. Tracking devices are easy to install and the software is easy to use. Solutions such as this are truly transformational.
Zest4's M2M partners are also delivering transformational solutions to the construction sector. In one instance, a construction firm working on a brownfield site faced the problem of giving workers onsite connectivity without breaking security policies. They needed a safe and secure way to connect to the Internet and a functional office to work from, such as a pop-up office that could quickly be set up and taken down as required. Arkessa enables M2M connections wherever needed and built a fully loaded enterprise grade router in a box (configured to security requirements) that can take multiple SIMs for any carrier, meaning it can be used anywhere, unplugged from one site and replugged at a new site, meaning no more long-term contracts or patchy mobile broadband.
Another Zest4 partner secured up to seven years of revenue with its first M2M deal for a logistics firm. The connectivity costs levied by the incumbent supplier were too high, SIMs across two networks made things complicated, and the company was being over charged as well as locked in on their devices. Zest4 stepped in, providing and connecting new SIMs. Arkessa built a 'magic box of tricks' that programmed the new SIMs one device at a time with the customer's settings, before helping to install the new SIMs in devices located in warehouses across the UK. The partner was rewarded with guaranteed recurring revenue for the next three years, and because most M2M solutions don't move once in situ the deal equates to seven years revenue.
Smashing annual targets by putting free Wi-Fi into buses is the success story of another reseller who got on board with Zest4's M2M programme. Following consultations between the partner, Zest4 and Arkessa, a bespoke solution was proposed that overcame all of the challenges associated with installing routers in buses, such as location, power, transmission and other physical issues. This partner has now sold over 5,000 SIMs by replicating this model across most of the major bus companies.
"Selling M2M solutions like these doesn't need to be difficult or complicated, and they can add significant value to a resellers' business," commented Fazelynia. "Success is all about choosing the right partner." •