Pangea Connected has appointed Neil Wilson as Chief Product Marketing Officer, strengthening its focus on translating the company’s cellular IoT connectivity portfolio into clearly defined, scalable propositions for resellers, MSPs, and ISPs across the UK channel.
Neil brings over 20 years of experience in product marketing strategy across the UK wholesale connectivity channel. He spent six years at Virtual1, progressing from Product & Marketing Manager to Product Strategy Director and a seat on the company’s board, where he was responsible for the strategic direction of the product portfolio and its go-to-market through indirect channels.
Following Virtual1’s acquisition by TalkTalk, Neil became Chief Product & Marketing Officer at PXC — the wholesale platform formed from Virtual1, TalkTalk Wholesale Services, and TalkTalk’s national network business — where he led a team of over 80 across products, marketing, innovation, and change.
That background in wholesale connectivity proposition design, built through both high-growth and integration phases, is directly relevant to the challenge Pangea is focused on: making cellular IoT commercially clear and operationally scalable for the channel.
Cellular IoT is one of the fastest-growing segments of the UK connectivity market, with compound annual growth of around 25% and over 100 million items connecting via cellular in the UK last year. IoT revenues are contributing up to three times that of traditional communications products to business valuations.
Despite that growth, much of the channel has been slower to develop cellular IoT than the underlying market would suggest. The technology and demand exist, but partners have often lacked the product clarity, commercial structure, and defined entry points needed to sell cellular consistently and scale it profitably.
Neil’s role is focused on closing that gap — shaping how Pangea’s portfolio is structured, packaged and priced so that partners can move from early adoption to repeatable, scalable revenue.
“My job is to make cellular IoT addressable to the channel. Opening up an IoT conversation with an organisation can quickly become a very broad discussion about business processes and infrastructure. Those are exciting conversations, but they’re not always conducive to building a pipeline. Turning IoT from a concept into defined, repeatable products the channel can sell confidently is what this role exists to do.”
Pangea connects around 600,000 live services across a wide range of use cases. A key part of Neil’s remit is to use the intelligence from that estate to identify where the strongest commercial opportunities are and translate those into simplified propositions partners can take to market.
“Perceived complexity is the biggest factor holding the channel back. When a technology isn’t widespread in the consumer space, there’s no bedrock of ambient awareness to fall back on. IoT doesn’t have that yet — which is a shame, because it’s extremely adjacent to what the channel already does. The channel already connects people, places, and objects to the internet. IoT is a more specialist extension of that, not a completely different discipline.”
Neil’s strategy focuses on giving partners clear starting points — beginning with use cases adjacent to what they already sell, such as cellular as a complement to fixed connectivity for resilience, temporary access, or primary connectivity in hard-to-reach locations — before progressing into more defined solutions such as body-worn video and building monitoring.
“For a channel under real pressure in traditional fixed and mobile services, IoT remains one of the few areas with genuine growth and margin opportunity. The economics work differently because you’re managing high volumes of connections across distributed estates, and if the operational infrastructure is designed properly, the cost of serving each additional connection doesn’t grow at the same rate as the revenue. That’s where the margin leverage comes from. But it only works if the proposition is designed for it from the outset.”
To support that model, Pangea has built relationships with 15 mobile networks and consolidated over 30 carrier platforms into a single IoT Portal, giving partners one place to order, configure, and manage connectivity across their customer estates.
“If we’ve done our job properly, the complexity stays with us and the clarity reaches the channel.”
The appointment reflects Pangea’s continued investment in its partner-only model and its focus on making cellular IoT a scalable, profitable part of how partners across the UK channel deliver connected services.
For more information, visit pangea-group.net
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