JELLY Communications was part of Crystal Palace’s promotion to the Premier League last season as it sponsored the back of the south east London club’s shirt. Now the company is hoping a push on voip products and 4G will establish itself among the top tier of unified comms dealers.
The operator is anticipating turnover in excess of £2m this year and director of sales John Jones says he wants to cultivate revenues by cross-selling emerging technology and products to existing clients. He tells Mobile: ‘We’ll look to develop our base with voip and fixed line opportunities. I think voip is going to be huge. It’s something we have been working on for the past 18 months. At the moment only around 3% of businesses in the UK are using voip. It’s a virgin market really, so there’s a lot of potential there. I would imagine in the next 20 years 90% of businesses will be using it.
‘I also think we can grow our revenue on the mobile side of things by moving more customers onto 4G. If we can move 15-20% of our customer base onto 4G then it will create a decent growth in revenue.’
The Chessington-based company, which employs 12 people, was formed as a subsidiary of Frequency Telecom eight years ago and specialises in products for small to medium enterprises. The operator boasts impressive customer retention rates of 85-90%, and although Jones suggests that having a USP is difficult in the telecoms business, he adds Jelly’s hands-on service with personal account managers, quarterly reviews, plus the ‘proof in retention rates’ gives the company an advantage.
He adds: ‘I think we’ve reached that point where we can go and explore other products. We want to be able to resell other products into our base. We’ve got a good loyal customer base that likes what we do. We’ve recently partnered with Clarity Telecom and Gamma in the last couple of years. We work on voip via Clarity and normal fixed line services through Gamma.’
When Jelly came to market in 2005 its business was focused mainly around mobile. The company quickly developed a close relationship with T-Mobile and the two became partners. The majority of Jelly Communication’s customers are still affiliated with the brand which has since formed a significant part of the UK’s largest network, EE, with Orange. The operator became the first in Britain to offer 4G to the public, and Jones wants to take advantage of Jelly’s good relationship with EE to make it a tempting proposition for its business users.
He says: ‘The bulk of our customers are T-Mobile so we’re in the process of trying to move them onto 4G with EE. The general consensus in the industry is that the future is looking pretty tough, so I think the more people we move on to 4G, the higher our revenues will be.’
The UK will reap benefits of 4G after growing pains
Jelly’s Jones has lauded the launch of 4G into the UK market, dubbing the release of next generation networks and handsets as the most exciting development in the telecoms industry for ‘quite some time’, despite some initial difficulties.
He says: ‘The mobile industry has been flat for years and I think 4G is probably the first exciting new thing that we’ve had to go and speak to our existing base about for quite some time. When 3G was launched it was a bit patchy and people were saying ‘we’re a business, all we need is email and voice and we don’t want our employees surfing the net’ etc, but I bet if you went back and turned 3G off businesses would go absolutely bananas. I think 4G will be exactly the same.’
Jones adds that organisations may have to be patient as deployment and use of 4G may not be seamless at present, but a difficult rollout will be ultimately vindicated as the ‘benefits for business are there to be seen’.
He says: ‘The 4G rollout had one or two teething problems, but I think we’re out the other side and concentrating on the opportunity it presents. It’s a big ask to try and rollout a completely new network in the UK on top of an existing network, but yes, I think 4G is a good thing for business.’