Background
As one of the UK’s busiest voice and internet service providers to over 2000 customers, in only eight years of trading, Pescado have become a national name in delivering mobile, fixed line and wireless broadband solutions. Their client list boasts blue chip organisations through to SMEs and sole traders, and to the majority of these companies, a complete voice and data package is marketed and supported by sector-leading customer service.
Within the last two years, Pescado have seen a shift within the market as technology convergence has evolved. From a focus on converging mobile and fixed line, customer conversations have developed to include the integration of IoT/M2M connectivity, and the role of integrating big data management across each communication mode.
As Fraser Watson, Founder and Managing Director of Pescado explains, the thinking within the market has changed: “From a mobile-centric mindset where the drivers were based around the right technology on the right tariff, today we are now influenced more by the safe carriage of data, whether wireless, fixed or mobile. And where the data emanates from is now secondary within the conversation – whether from a mobile device, laptop or IoT device such as a connected vending machine or traffic meter.”
The Challenge
The management of such data led Pescado to add M2M/IoT connectivity to their portfolio. But from a platform of assured confidence working with fixed and mobile technologies and their respective platforms, the integration of SIM-enabled assets seemed to unsettle a tested business model. This resulted from a ‘take or leave it one solution offering’ from their incumbent Mobile Network Operators (MNOs) and a varied mix of service level/experience issues which could leave Pescado customers vulnerable to service failure and rectification. The opportunities were huge, but the risk in damaging existing customer relationships too high. A change in strategy was required.
Wireless Logic, Europe’s leading M2M Managed Services Provider were introduced to the Pescado team during 2014. Identified as a provider already working closely with all of the UK’s major MNO’s, the considered choice to partner a market leader was influenced by the knowledge of endorsement from the likes of Vodafone, Telefonica and Everything Everywhere. Pescado’s requirement was to partner a specialist connectivity provider that could roll up a level of Managed Services to complement the existing standards experienced by Pescado customers. Pescado’s Fraser Watson continues: “With more and more significant enquiries, we wanted to work with a provider that could deliver on a number of key traits – experience, value, focused services and transparency.”
The Solution
By bringing Wireless Logic on board, Pescado have been able to complete the circle in relation to organisation-wide data management. Their client base has access to sector-leading managed connectivity services supported by a range of specialist value-added services not available from any mobile network directly. Wireless Logic’s business development and account management teams have become an extension to the skillsets already within Pescado. Helped by a ‘step model’ developed by Jon-Paul Clarke, Wireless Logic’s Head of Business Development, Pescado can now approach relevant enquiries with a support structure in place.
Jon-Paul explains: “We have worked on a programme of empowerment to Pescado’s field-based and internal sales teams. By giving them tools to identify key questioning and application need, the team can filter leads that may require further levels of technical support and deal with accordingly. We are on hand to step in and deliver the highest level of related technology expertise in such areas as VPNs, Fixed IP and multi- mobile network provisioning platforms. The relationships with customers are retained through Pescado along with the creation of a one-stop data management resource – mobile, fixed line, wireless and M2M all through one provider.”
Business successes from the start
During the 12 month relationship, Pescado and Wireless Logic have jointly developed high-end solutions for environmental monitors, 3/4G back-up and primary provision, and a major estate of SIM-enabled parking management ticketing systems. To all of these applications, Pescado have delivered an unrivalled data solution that has factored in efficiencies across the entire connectivity suite. This business model is seeing a transformation across the workplace and operation field as all of the communication platforms converge through one provider.
With the addition of Wireless Logic into the Pescado service portfolio, the future is looking bright for the technology provider.
Jon-Paul Clarke of Wireless Logic concludes: “Pescado’s customers can now access the entire Wireless Logic Managed Services M2M platforms and keep their total communications requirement with their tried and trusted provider. Pescado have recognised the strengths that we can bring to the table that will compel both existing and new customers to consider this approach to data management. We are delighted to be supporting them and working with their growing customer base.”
From a somewhat commoditised market place where the likes of mobile and fixed line were being spot-purchased with less and less focus on the value-add, our open 360⁰ approach to data management has reinvigorated our entire offering. Customers are valuing this way of thinking and the specialist expertise that we can now provide across the board. The Wireless Logic relationship is a win-win for everyone.