4 key principles that good ISPs uphold

Posted on Nov 02 2016 by Darren Farnden | Comments Off on 4 key principles that good ISPs uphold
Categories : Reselling, Resources, Sales, Support

It’s great to see the channel thriving and continuing to grow. More and more businesses see the potential in Britain’s connectivity industry and this can only result in better services for consumers. But if you’re new to the game, how can you differentiate your business and compete in an environment with increasingly pressured margins?

The first thing to note is that you can’t compete on price alone, especially when it comes to data connectivity. If you do this – consistently slashing prices hoping that you’ll make money on volume of sales alone – you’ll quickly find yourself out of business. We’ve seen that resellers are having to sell more circuits at lower margins to grow their businesses; first in the broadband market and now increasingly when it comes to Ethernet too. This means that it’s becoming ever more important to differentiate elsewhere and, in our experience, it’s service where you can really distinguish yourselves from your competition.

Share this article:
Share
Read More »

Ethernet Provisioning: What to expect when you’ve submitted your order

Posted on Jul 19 2016 by Neil Watson | Comments Off on Ethernet Provisioning: What to expect when you’ve submitted your order
Categories : Ethernet, Resources

You recognise the value of Ethernet connectivity to your business and appreciate its technological superiority for your customers, but do you really understand what happens once you’ve submitted your order? Can you answer your customers’ questions on delivery timescales or set expectations about wayleave? If you answered ‘no’ to just one of these questions, then our latest eBook is a must-read!

Not only does our Guide to Provisioning detail what we’ll do once you’ve submitted your Ethernet order, it also outlines all of the steps that are taken to successfully implement it – regardless of whether it’s a Leased Line, Ethernet in the First Mile (EFM) or Generic Ethernet Access (GEA). Helpfully it also describes anything that could potentially cause a delay, allowing you to set your customers’ expectations from the outset.

Share this article:
Share
Read More »

Selling with care – A guide to consultative selling

Posted on Jul 22 2013 by Stephen Barclay | Comments Off on Selling with care – A guide to consultative selling

With businesses relying on their digital links to the outside world to stay operational, responsive and competitive, and more choice of connectivity services than ever, resellers need to focus on the needs of individual customers.

Stephen Barclay, Head of Sales

Stephen Barclay, Head of Sales

Any good sales person will tell you selling is mostly about listening and applying common sense to help the customer solve their problem. Unfortunately it’s not quite that simple. Every customer has a different story to tell and their own particular challenges. Every customer wants to be treated as a special case.

These truisms are becoming more pronounced in today’s market. Customers are faced with what must seem a bewildering array of connectivity options. They’re bombarded with messages about superfast broadband, EFM, GEA and many other kinds of service. All most of them want though is a reliable connection with the bandwidth, availability and performance they need to run their business efficiently.

Share this article:
Share
Read More »

The connectivity scale part two: Where does broadband end and Ethernet begin?

Posted on Apr 19 2013 by Stephen Barclay | Comments Off on The connectivity scale part two: Where does broadband end and Ethernet begin?

In last weeks article (Part one) we started to look at the ‘connectivity scale’ and looked at the growing options around copper and fibre based broadband that are driving customers’ expectations of faster and more reliable services. Today we look at Ethernet based products that build on these expectations and deliver service attributes that are even more essential to business critical connectivity. Let’s start with GEA…

Stephen Barclay, Head of Sales

Stephen Barclay, Head of Sales

GEA

GEA is a new service which begins to bridge the gap between fibre broadband and Ethernet based solutions. Like FTTC, GEA utilises the existing copper infrastructure (a single copper pair) between the customer premises and the cabinet and then uses fibre back to the exchange. However, from the exchange it delivers the traffic across the Ethernet core network, not the broadband one. This means it can deliver an uncontended and dedicated service with service guarantees. GEA provides a comprehensive SLA, choice of backup options and a 9 business hour return to service guarantee, making it an attractive and cost effective option for business customers looking for a guaranteed service with short installation times and symmetrical speeds from 2Mbps up to 20Mbps.

Share this article:
Share
Read More »

The connectivity scale part one: Where does broadband end and Ethernet begin?

Posted on Apr 08 2013 by Stephen Barclay | 1 Comment
Stephen Barclay, Head of Sales

Stephen Barclay, Head of Sales

Just when you think you’ve got to grips with all the latest connectivity technologies, their features and how to confidently sell them, another one emerges!

With the launch of GEA (Generic Ethernet Access) you could be forgiven for being confused as to where broadband connectivity ends and Ethernet based connectivity begins. So, in this two part article we thought a little clarification of the key differentiators may be useful.

Share this article:
Share
Read More »