The channel’s main cellular IoT connectivity message has been simple:
“It’s multi-network, so you always stay connected.”
It’s clean. It’s understandable. And for a long time it was enough.
But today buyers are facing a different landscape — and a recent MNO outage made the gap painfully obvious.
Thousands of devices had full signal yet no service. And Multi-network didn’t protect them because radio coverage wasn’t the failure point — it was deeper in the carrier’s core.
For the first time a lot of end customers discovered that coverage resilience is only one layer of a much bigger resilience stack.
It’s the key shift resellers need to navigate now:
IoT resilience is often equated with ‘more bars’, but in reality it means ‘more ways out when things break’.
Saying “it’s multi-network” is no longer a differentiator.
What resellers need — if they want to move up the value curve — is to explain the other layers of resilience that actually determine whether a device stays online.
This is the part the channel often underestimates.
Your customers aren’t suddenly network engineers or becoming more technical — they’re becoming more accountable.
Smart meters, telecare devices, retail systems, safety equipment, industrial controls: these aren’t “nice to have” anymore.
They sit inside compliance frameworks. They power revenue. They impact customer experience. They’re audited. They’re insured against.
Which means your customers are:
So when a network outage exposes an architectural weak point — like a routing failure — buyers now ask sharper questions:
If your only answer is “it’s multi-network,” you lose credibility fast — not because it’s wrong, but because it’s an incomplete story.
Resellers who can answer these questions instantly move into a different category: IoT connectivity providers with operational credibility.
This is where the layers of resilience matter. And it’s where you immediately differentiate from resellers who treat IoT connectivity like a SIM card sale.
Protects against: radio failures, localised mast issues, RAN problems.
Multi-network is still essential and still foundational. But it only solves one class of problem: coverage and RAN availability.
If the issue sits in:
…then multi-network alone doesn’t save you.
This is why resellers can get caught short when outages aren’t RAN-related.
And if your portfolio story stops here, customers assume you’re selling consumer-grade connectivity with an IoT badge on it.
Position multi-network as the starting point, not the whole story:
“Multi-network gives you coverage resilience — but the bigger risks sit beyond the mast.”
Protects against: congestion, peak footfall, seasonal spikes, shared infrastructure limits.
Many IoT failures aren’t outages — they’re slowdowns. The device appears “online” but is operationally useless.
Capacity resilience is influenced by:
The business logic here is simple:
Being connected is worthless if you can’t transact. So operational resilience depends on performance, not just availability.
Partners who can articulate this win credibility with retail, logistics, and public sector buyers.
“We design connectivity to keep performing during peak demands — not just keep you ‘technically connected’.”
Protects against: core outages, peering failures, APN faults, routing table withdrawals.
This is the layer 99% of resellers never explain — because most connectivity providers don’t offer it.
But this is where your infrastructure story can differentiate hard.
A simple explanation you can use with customers:
"Coverage gets you to the mast. Routing gets you out of the network. During the recent MNO outage, that second part was what failed."
If your routing, APN, breakout, or DNS are tied to the carrier’s core, you inherit their failure modes.
But if they’re all independent, like ours:
That’s exactly why our IoT estates stayed online during the MNO routing failure — they weren’t relying on the same routing plane.
It’s the biggest commercial differentiator our partners have, and resellers who understand this can handle questions that knock competitors out immediately.
“You don’t just fail over networks — you fail over routing paths. That’s what keeps our IoT estates online even during carrier-level issues.”
Protects against: blind spots, excessive support tickets, slow diagnostics, estate fragmentation.
Businesses often underestimate how much this one matters commercially.
Because even with perfect routing, IoT still fails if you can’t see what’s happening.
Control resilience is the ability to manage an estate with precision, using tools such as:
It’s the difference between needing to raise tickets and being able to fix the issue in your own tools.
So control — via our IoT Portal — is where you prove operational maturity AND justify margin to customers.
If you only sell “multi-network”, you can’t justify higher pricing. If you sell control, you can.
“We’re able to see issues early and fix them fast — reducing tickets, downtime, and surprises.”
Protects against: unmanaged estates, unpredictable costs, slow response, and contractual risk.
Operational resilience is usually what customers actually mean when they ask for resilience.
Not network theory. Not radio layers. But consistent, predictable performance across thousands of devices, month after month.
It’s the outcome of the first four layers, and it shows up as:
This is where partners can differentiate hardest. Not through tech specs, but through how smoothly they can run and support an IoT estate.
This is the layer that turns connectivity into a service, not a commodity.
And it’s the layer customers increasingly expect by default — especially in regulated, safety-critical, or widely distributed estates.
“Operational resilience means fewer failures, fewer on-site visits, and a more predictable estate — which saves time, cost, and risk at scale.”
If you’re selling on multi-network alone, you’re competing with:
But when you can talk confidently about the full resilience stack, you move into a completely different category not many are playing in:
This is the exact shift that turns “selling SIMs” into delivering IoT-grade connectivity services.
Our 600+ partners benefit from:
And by shaping their connectivity portfolios around the five layers of resilience, they're not only reducing risk and improving continuity.
They're taking stronger stories to customers, differentiating from commodity providers, and unlocking bigger IoT opportunities across their customer bases.
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