www.comms-dealer.com
PRODUCED IN ASSOCIATION WITH CABLE&WIRELESS
The Cable&Wireless broadband The question is, are you going
access platform is also evolving to to compromise your future?
murphx supports
exploit new access technologies.
the channel
In Short
We have completed testing of
The ability to support video
EFM (Ethernet in the First Mile)
applications is a great way to with high quality
James Mitchell, Sector
technology in our MSANs. EFM is the
sort “the men from the boys” in
Development Manager,
terms of network architecture
business connectivity
Cable&Wireless,
next generation SDSL technology
and implementation.
Europe, Asia & US
offering up to 6 Mbit/s per line and
solutions, primarily for
higher speeds via bonded pairs.
Gavin was a founding director of
the Broadband Forum (formerly
use with convergent Our challenge to the
DSL Forum) and is currently
telecoms industry is to
You can be confident that
applications such
overall Technical Chairman of the
realise two things. Firstly,
Cable&Wireless’ range of LLU DSL
Broadband Forum. In addition
as IP telephony and
not all broadband is
services meet the needs of today’s
he is co-chair of the UK21CN
the same. The choices
business customers – a real alternative
video conferencing
available will make
to CPS and Wholesale Line Rental, a
consultation’s Broadband Group,
a real difference to
vice-chair of the UK NICC’s DSL Task
real alternative to sub 2 Mbit/s leased
Carl Churchill, Director, murphx
customers who use
Group and also vice-chair of the
lines and the only DSL service ready
comments: “As the fastest-growing ADSL broadband
NICC Ethernet Access Task Group.
for the time and business critical
connectivity wholesale aggregator in the UK. We’re
applications you want to sell and
in the UK, we need to ensure the not suggesting that
your customers are demanding.
Nigel Wesley, CEO of
services provided to our partners Cable&Wireless has
Meshhopper wi-fi networks that
are dependable and, due to the all the answers for all
Our network architecture is built
is providing services for the nature of the services operating
needs – however, we
emerging Something brand: over our network, the quality of
do have options to suit
around a different vision: providing
“Something has a unique service is of major importance.
those enterprises that
quality and reliable service, rather
combination of Broadband, IPTV
rely on the Channel
than overbooking to the point
and voice services supported by a A good supply means we can focus
for their telecoms
of extreme congestion to meet
national team of installers and we our efforts on delivering innovation
and data solutions.
a price point. Being able to use
Cable&Wireless “all the way” ensures
are set to become a major force and working with our partners to
in the UK market. We’ve found that capitalise on the opportunities
The second challenge
cost certainty: the effects of BT price
working with Cable&Wireless makes a they are presented with. The
for the industry is to
changes are minimised and it allows
great difference. They supported us Cable&Wireless LLU offering forms
realise that broadband
us to deliver the services our way.
getting to market with our products,
is a gateway product
an important and integral part
in the truest sense. A
and their DSL services and systems of our proposition; their focus on
Ten years ago PBXs were the platform
Reseller setting out
are helping drive our success.” quality of service to underpin
upon which many channel partners
to sell a broadband
Find out more at www. convergence is key and reflective
built their business. Today, the future
connection carries
somethingcorporation.com. of our own business ethos.”
of your business is broadband.
with them the key
to a whole world
of other revenue
streams. Sticking to
DSL at the Core of our offering a legacy DSL product and data safe and reduce the amount of
the commodities that
Channel Strategy several residential brands offering infrastructure needed at that remote
have always sold and
Phil Gripton, Director of Partners, contended services. Partnering with location? All these conversations offer
which are comforting
Cable&Wireless, Europe, Asia & US Cable&Wireless allows you to replace the chance to take more wallet share
and familiar is not only
these expensive technologies with and reduce churn. Line rental was
a lost opportunity for
more cost effective solutions which the previous loyalty tool, however
the reseller but a lost
are proper business grade answers with business grade broadband
opportunity for your
suitable for the demand by end you can provide services to your
customer as well. Some
customers for more bandwidth hungry customers that are extremely sticky
of these new services
applications and voice services. and valuable to their business.
add complexity
and challenge your
DSL - Delivering a better service A real alternative for
sales teams to have
Modern DSL technology from wholesale partners
different, broader
Cable&Wireless presents the A word of caution, however - we
conversations. There
channel with an opportunity to see a large number of new entrants
is risk, which can
target customers with legacy PPC and reinvigorated old friends who
be mitigated with
estates offering cost savings. For have invested in partnerships and
partnership and astute
example, a 2 Mbit/s SDSL circuit infrastructure that allow them tap into
investment, but there
to connect your customers to the these additional revenue streams.
is also opportunity
internet, will be at least half the This may be through investing
for great reward.
price of a 2 Mbit/s PPC circuit. in an IP Softswitch, or a hosted
exchange platform, or by partnering
Cable&Wireless’
Traditional calls and lines, minutes and with someone who does. These
broadband proposition
broadband can be replaced with new services are almost always
is a straightforward
DSL with double play, offering savings sold with re-badged residential one – quality and
of up to 25%, allowing you to make broadband due to price sensitivity. value, tested and
more margin from the same customer This inevitably results in a poor reliable, with options
base whilst providing savings for your customer experience and can lead and choices to suit
customers. In the current climate a to churn and damage to partner’s your business model.
Phil Gripton
message of “more for significantly reputations. Why take that risk? We want to help you
less” will be popular with everyone. open the gateway that
We can help customers reduce their We’ve already had notable successes broadband provides,
Cable&Wireless is dedicated to its infrastructure costs, so they can re- with Wholesale partners and we confident that the
channel market; indeed, it is one invest in other areas of their business. continue to win new business. We underlying network
of our key engines for growth in the can provide a real alternative is built to the highest
next financial year. It’s imperative DSL connectivity must be with our wholesale partners. Our standards. You can be
that we facilitate our partners to embraced by the channel as an network has been built for business confident that as your
grasp the opportunities offered by opportunity to pull through new customers. Immunity from residential customer’s businesses
data connectivity, especially DSL, revenue streams and customers. network congestion is affordable grow and demand
to supplement and drive growth and delivers real improvements more, you can keep
up from the traditional bases of The simple question to ask end to your customers’ services. those customers with
line rental and call revenue. customers is: “What are you using you on that journey.
your broadband for?” Is it being Our message to the channel is simple:
There is a vast amount of expensive used for email? How about a hosted you no longer need to take the risk Want to know more?
legacy connectivity that is ripe exchange service with push email of providing a sub standard solution
for replacement, combined with to blackberry and windows mobile, for DSL. Life is full of compromises Contact us on:
customers who haven’t yet been told all for a low monthly cost? Running - with Cable&Wireless the quality Tel - 0800 072 4110
there is a better way. The market is a remote office? How about online of the broadband you sell doesn’t
Email - anewway@
currently dominated by an incumbent backup and IPT to keep financial have to be one of them.
cw.com
www.comms-dealer.com COMMS DEALER MAY 2009 27
26-27 Cable & Wireless.indd 2 27/4/09 12:14:44
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