IoT Value also takes care of their customers’ SIM management as a service.  Sundheim says Cisco IoT Control Center is a real differentiator in the marketplace, particularly the flexibility it offers, which includes the ability to see historical behavior, as well as checking for any odd behavior and addressing it quickly.

Roaming is also important, because at least 80% of IoT Value’s customers have devices in many different areas, both urban and rural, and need the ‘best available network’ option.

“Some customers might be able to get by with a local solution when first implement IoT, but when they start to scale they very quickly realize they need connectivity that matches all their needs.”

Choosing the right connectivity

IoT Value also works to ensure their customers have the right connectivity to their requirements. Many customers today are looking at Low Power Wide Area (LPWA) options, such as LTE-M or NB-IoT, which both offer a number of features customers require. Some IoT Value customers, such as breakout livestock track and trace startup Nofence, started out using 2  and are moving to a double setup: LTE-M with 2G fallback. But now that 2G is being sunsetted in many markets, they need guidance in order to address to what is happening in different countries. The commercial implementation of roaming LTE-M is going to be extremely critical for a lot of customer’s solutions.

“One of Tele2 IoT’s competitors recommended that Nofence go with NB-IoT. We advised them not to, and instead suggested they started out using 2G ” says Sundheim. “Choosing the right connectivity from the start is part of Nofence’s success story.  NB-IoT was late in being commercially viable and the prices were crazy. Way too much data was being consumed and no one really asked the customer what they actually needed and wanted to do. NB-IoT was a cool new technology but it may not have been the right technology for a company’s needs – and many smaller companies paid dearly for the lack of customer care.”

After Nofence did a thorough market research among IOT Values’ competitors all over Europe, Jo Sundheim received a call from Nofence, saying they had decided to go forward with the cooperation and got the confirmation of approximately 29,000 new SIM cards.  Sundheim says the deciding factor was trust.

“The customer said they trusted us and Tele2 IoT to give them the correct advice, even if that was advice that was not exactly what they wanted to hear.  In the IOT market,  bad advice can be extremely costly if you make the wrong decision if you’re not receiving the right guidance from your partners.”