Ethernet: Can you put a price on service and delivery?

Posted on Sep 09 2015 by Stephen Barclay | Comments Off on Ethernet: Can you put a price on service and delivery?
Categories : Ethernet, Reselling
Stephen Barclay, Head of Sales

Stephen Barclay, Head of Sales

In the last few years, the Ethernet market has seen booming demand as some SME customers move from DSL and upgrade to Ethernet based solutions. It’s not hard to see why, with the emergence of newer, cost effective solutions and very attractive initiatives such as the Government’s Connection Vouchers Scheme. Advancement in technology is also a key changing point, as we see more and more SMEs adopting hosted services.

However, with growth comes challenge, especially when dealing with the increase in demand and the effect it has on lead times. Managing customer expectations is imperative. While price is an important factor for most customers, the performance and quality of a solution is what really counts.

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Ethernet: Are all carriers the same?

Posted on Aug 18 2015 by Claire Williams | Comments Off on Ethernet: Are all carriers the same?
Categories : Ethernet, Reselling
Claire Williams, Provisioning Manager

Claire Williams, Provisioning Manager

If you’re selling Ethernet services to your business customers, ask yourself this question: How do I know I’m using the right Ethernet carrier for them?

What’s important here? Do you get involved in that decision about which carrier to go with, or do you have absolute confidence that your wholesale provider is making the right decision for your (and your customer’s) best interest? Is the carrier chosen purely on price or is more taken into account? Do you think all Ethernet carriers are basically the same?

We think it’s important that our partners realise Ethernet carriers are far from the same and their levels of service quality can vary. It’s not a good idea to judge them based solely on price, after all will your customer be happy with a cheaper solution if it takes two months longer to install, or if the provisioning process is full of problems and unexpected costs?

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Is bargain broadband pricing driving customer churn?

Posted on Jul 08 2015 by Stephen Barclay | Comments Off on Is bargain broadband pricing driving customer churn?
Categories : Broadband, Marketing, Reselling
Stephen Barclay, Head of Sales

Stephen Barclay, Head of Sales

The pricing war in the consumer broadband market continues apace with lower and lower headline costs being announced every week. It’s becoming increasingly difficult for smaller ISPs to compete within this market, if you plan to compete based on price alone, that is. Realistically, only the big providers with large scale customer volumes can succeed with this strategy, and even then it’s not necessarily viable in the long term. With such a price sensitive market, is bargain broadband pricing driving customer churn and if so, how do we beat this to successfully retain customers?

How does pricing affect churn?

It’s generally agreed that it costs more to attract and recruit new customers than it does to retain existing ones. Forrester Research suggests it could cost up to 5 times more! So, it makes sense to aim to retain customers and reduce your churn. Not to mention the ongoing marketing and general business benefits gained from having a happy, long-term, ‘sticky’ customer base.

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Why are leased line prices still falling?

Posted on Jun 17 2015 by Paul Heritage-Redpath | Comments Off on Why are leased line prices still falling?
Categories : Business, Ethernet, Reselling

Back in 2001 the then industry regulator, OFTEL, forced the major carriers such as BT to offer leased line connections at wholesale rates to competing ISPs. This significantly opened up the market and was the beginning of the booming Ethernet industry seen today.

The costs of leased lines are significantly lower now and continue to fall year on year, and that presents a challenge for resellers looking to maintain healthy margins. Market competition plays an important part of course, but it’s not the only reason prices have come down and there are still plenty of good reasons why it’s important to offer leased lines and to offer them at competitive prices.

Our new eBook “Four key reasons why leased line prices are still falling (and how you can counter the competition)” explains why this is happening and how you can respond and thus take full advantage of this rapidly-growing sector of the market.

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What is quad-play for the business market?

Posted on May 19 2015 by Paul Heritage-Redpath | Comments Off on What is quad-play for the business market?
Categories : Business, Reselling

We’ve all heard of quad-play with regards to the consumer market right, where phone, broadband, TV/content and mobile all come from a single provider? The high-profile mergers and acquisitions currently taking place within the mobile market – between BT and EE and also Three and O2 – are expected to be followed by a major push to encourage quad-play uptake by home users. But what about the business market? Is there a market for quad-play there and, if there is, what would the bundle look like?

Traditionally, the consumer market always followed the business market with regards to adoption of the latest technologies and trends. But that’s changed over recent years and now it’s often the other way around. Consumers use a device, service or application at home, become familiar with it and then advocate its use in the workplace; that’s how BYOD (Bring Your Own Device) started and we’ve seen countless examples of it over recent years – VoIP, cloud computing, tablets and smart phones are just a few.

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Meet the author – Darren Farnden

Posted on Apr 17 2015 by Darren Farnden | Comments Off on Meet the author – Darren Farnden
Darren Farnden, Head of Marketing

Darren Farnden, Head of Marketing

It’s time to introduce Entanet’s Head of Marketing and keen Opinion author, Darren Farnden…

How long have you worked at Entanet?

I started at Entanet in April 2006 so 9 years now.

 What are your key responsibilities within the business and what are your areas of expertise?

I run Entanet’s small but truly dynamic marketing team. A member of the management team, I’m responsible for ensuring we translate the company’s strategic direction into a plan that supports the business internally and our channel partners externally. This means we take ownership of everything from maintaining a high profile in the market, providing our own sales team and also partners with support and intelligence to help them sell, right through to communication with existing partners and attracting new ones and nurturing their interest. We’re sometimes fondly known as the colouring in department but we know we’d be missed.

With regards to opinion, which topics do you usually cover and why?

I cover quite a range of subjects – obviously anything directly linked to marketing such as the growing opportunities for resellers in social media, adhering to connectivity advertising rules and several of our selling related guides and eBooks. I’ve also previously discussed the Government’s plans to tackle copyright infringement through the controversial DEA and most recently discussed the pros and cons of classifying broadband as a utility.

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Fibre broadband: Is it really an ADSL cannibal?

Posted on Apr 08 2015 by Stephen Barclay | 3 Comments
Categories : Broadband, Fibre, Reselling
Stephen Barclay, Head of Sales

Stephen Barclay, Head of Sales

Superfast broadband, fibre broadband, FTTC – whatever you want to call it, it’s being promoted and discussed everywhere you look at the minute. Availability of FTTC is expanding rapidly, with over 66% of the UK now able to access the technology. That’s why pretty much every ISP out there is heavily promoting their own superfast broadband services to take advantage of this booming market. But, is fibre broadband simply an ADSL cannibal?

What’s an ADSL Cannibal?

By that I mean, customers with existing ADSL/2+ services simply upgrading to a fibre based service with their existing provider as opposed to new customers being attracted to the ISP. In other words is fibre broadband just a customer retention tool or is it also a useful customer attraction tool?

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GUEST BLOG: WebRTC: What are the challenges for the channel reseller?

Posted on Mar 31 2015 by Guest | Comments Off on GUEST BLOG: WebRTC: What are the challenges for the channel reseller?
Categories : Reselling, VoIP
Dan Winfield from Voxhub and ITSPA

Dan Winfield, Voxhub and ITSPA

WebRTC (Real-Time Communication) is one of the industry’s latest buzz words, but will it really have much of an impact on our industry and of course our channel? We contacted ITSPA (Internet Telephony Service Providers’ Association) to gather their views on the subject and they suggested a chat with Dan Winfield, Managing Director of Served Up Ltd, founder of the Voxhub telephony service and an ITSPA council member. With 20 years’ business and technical experience in Internet service development, Dan spends his days leading the development and delivery of new services and provided us with this guest blog on the subject:

Thanks to my involvement with ITSPA I’ve been asked to provide this guest blog for Entanet on the hot topic of WebRTC. I founded the 10 year old Voxhub telephony service and started one of the UK’s first Internet software companies 20 years ago, building web applications, so WebRTC fits firmly in my area of interest. ITSPA put me forward as a suitable candidate, although I must stress that these are my opinions.  My views are gathered from regular discussion with other ITSPA member companies through my role on the council or at the many member events where we all get the chance to share opinions and understand the impact and opportunities of this type of technology.

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Should broadband be a utility?

Posted on Mar 17 2015 by Darren Farnden | Comments Off on Should broadband be a utility?
Darren Farnden, Head of Marketing

Darren Farnden, Head of Marketing

For most of us, broadband has become essential to our day-to-day working and home lives with the vast array of ways in which we use our connection continuing to increase and bandwidth demands booming. So, is it time broadband was officially recognised as a utility, like gas, water and electricity?

The recent Digital Skills Committee report commissioned by the House of Lords suggests that broadband is now as essential as our other utilities and that designating broadband as a ‘utility’ could help to solve the issue of ‘not-spots’ in the UK and ensure a future-proof connectivity infrastructure. The Government is already working with providers to rollout superfast broadband to 95% of the country by 2017. But what about that final 5% – would broadband being classed as a utility really help to solve this?

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5 Reasons why you should move from traditional PBX to VoIP

Posted on Mar 09 2015 by Paul Heritage-Redpath | Comments Off on 5 Reasons why you should move from traditional PBX to VoIP
Categories : Reselling, Voice, VoIP

Over recent years we have seen a considerable increase in demand for SIP based communications solutions from traditionally ISDN and PBX based resellers. So, why are more and more resellers moving into the provision of IP based telecoms? Here are 5 good reasons:

Paul

Paul Heritage-Redpath, Product Manager

#1 Business Continuity

The flexible and virtual nature of SIP trunks makes them ideal for disaster recovery strategies. Incoming calls can be easily and almost immediately transferred to an alternative number such as a mobile or to alternative premises, providing complete business continuity in the event of a problem.

Entanet customers can even specify an alternative location as an auto failover solution by providing a DNS SRV record to send calls to. SRV is a type of Domain Name System record – it allows you to specify where traffic goes based on a combination of priority and availability. It is similar in functionality to Mail Exchange (MX) records for email.

With traditional solutions such as an ISDN this is not as easy as the ISDN is installed to a physical location and the affected company would be likely to incur significant downtime and additional costs for rerouting the calls.

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