For years, reselling connectivity was a reliable model: take wholesale network services, add a margin, and grow through volume.
That model worked — when the infrastructure was stable, customer needs were predictable, and margins could absorb inefficiency.
But the ground has shifted.
The network layer is fragmenting and converging at the same time.
2G and 3G are switching off; PSTN is retiring; and fibre and 5G rollouts remain uneven across the UK.
For resellers and MSPs, that means a constant cycle of migrations — with timelines and dependencies they don’t control.
At the same time, wholesale margins are tightening.
Carrier consolidation, parity pricing, and upstream standardisation mean the cost of access is fixed — but the cost of delivery keeps rising.
So while partners take on more risk and customer responsibility, they have less ownership of the infrastructure, platforms, and processes their services rely on.
Carriers and large aggregators decide how connectivity services are ordered, billed, and supported, and you inherit their systems, their service design, and their story.
Every order, diagnostic, and billing change passes through someone else’s system, SLA, or queue.
Each layer adds time, cost, and risk — and removes visibility where it matters most.
That’s operational friction AND commercial vulnerability.
Because when you don’t control delivery, you can’t control experience.
And when you don’t control experience, you can’t protect margin or customer confidence.
The channel’s been sold a false kind of simplicity — one built for carriers, not partners.
Fixed tariffs, fixed portals, fixed processes. Simple to start, rigid to grow.
Because that “simplicity” comes at the cost of adaptability.
Most reseller and MSP platforms today are still designed for carrier efficiency, not partner growth — or the demands of a market asking for faster delivery, greater visibility, and more resilience.
They deliver access, not autonomy. It’s why partners end up competing on the same terms, selling the same products, and differentiating only on price.
It’s a dependency problem disguised as convenience.
Real simplicity means control: the ability to easily design, deliver, and support services without the complexity that slows you down.
The next phase of channel growth won’t come from selling more circuits or SIMs.
It’ll come from owning more of the value chain — the parts that shape customer experience, define differentiation, and drive margin.
Let’s be clear: Ownership doesn’t mean building networks or running your own NOC.
It means being able to configure, deliver, and support connectivity on your own terms — with visibility and control from order to outcome and no heavy lifting on the engineering side.
And that’s exactly what cellular IoT connectivity makes possible. It’s adaptable enough to fit every customer, and simple enough to stay fully in your control.
And it never implies replacing carriers either. It means simplifying them.
We bring the fragmented parts of the cellular connectivity stack together: networks, ordering, provisioning, management, and support — in one ecosystem built entirely for partners.
Instead of juggling multiple carriers, portals, processes, and SLAs, our partners work through a single, consolidated environment — the Marketplace, IoT Portal, and Hub — where they can control everything from quote to diagnostics under their own brand.
It’s how we turn carrier complexity into true channel simplicity, without removing the control that creates value.
When you control delivery, you stop selling connectivity as a commodity and start delivering it as an experience. That shift changes everything:
From selling access to delivering outcomes.
From competing on price to differentiating on control.
From relying on carrier SLAs to defining your own standards.
From waiting for roadmap updates to shaping the roadmap yourself.
From earning on margin to earning on value.
It means faster deals, higher retention, and a stronger position with customers who see connectivity as a strategic enabler — not just another utility.
The shift is happening across our partner base today. Our partners are able to:
That circular input is important.
As a partner-only provider, every tool we build is designed with partners, for partners, not repurposed from a direct model.
It keeps control in the channel, and ownership of customer experience with partners, ensuring our tools adapt to what you need next, not what carriers push downstream.
It’s ownership made practical.
Control doesn’t mean complexity. It means choice. And choice is the foundation of ownership.
Learn how we’re helping partners move from dependency to ownership, from resale to service, and from volume to value at Comms Vision 2025.
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