www.comms-dealer.com
BUSINESS INTERVIEW
THE CHANNEL
BONDED
strategy, in no particular team and plan to launch “Resellers should review
order, are the economic an updated version.” capital-intensive fixed cost
climate, increasing investments done upfront
BROADBAND
competition, change in He believes that VARs in favour of a variable cost
FROM THE
market dynamics through will also be interested model matching variable
M&A activity, the need for in BT’s Marketing Grant revenues, up or down.
ISP OF THE YEAR
IP-centric propositions, the programme, designed Managed network services
demand for pay-as-you- to help them grow their let resellers benefit from
grow service bundling, the business while offering economies of scale so are
rise of managed services the opportunity to double worth exploring further.
and the growth of Ethernet their marketing spend. “In Finally, keep focusing on
services. “In terms of a nutshell, resellers can your people. Even if you
attracting new customers request a marketing fund have to let some people
we are promoting our entry which they must match go, put time and effort
32mbit
level products – Wholesale or exceed, and with the into those that remain, to
Calls, IP build their sense of DOWNLOAD
Exchange
and
We have invested
engagement and
commitment.”
Managed
heavily in reducing 3.5mbit
Broadband,”
said Annette.
the TCO for our channel
Annette has held
a range of roles in
UPLOAD
*
“These BT since the initial
products are available joint funding they can then injection of fresh blood back
with minimal capital implement an integrated in 2003. Before then he was
outlay, therefore offering marketing campaign to a consultant for PCCW
£52.99+VAT
growth opportunities into promote our products and (Hong Kong) and Orascom
new markets. I’m also services,” said Annette. Telecom (Belgium). Prior to
happy with our dedicated that he was the Director
account management He observes that service of European network
and marketing support that providers are moving away planning at what was then
new customers receive.” from directly managing MCI WorldCom, and also
70mbit
their networks’ day-to-day worked at Cable & Wireless,
Annette noted that VoIP operations, and resellers NYNEX CableComms,
DOWNLOAD
is ‘making an impact must consider this as they and NTT Europe.
now’, and urged resellers offer new services. “Cost
to install SIP trunking for and asset optimisation “I began my career as a
5mbit
their customer base and pressures mean service systems analyst at British
install a soft switch or providers are increasingly Airways – you could say
take a hosted VoIP or IP seeking support from third it took off from there,” he
UPLOAD
*
Exchange service. “We are parties, not only to operate, said. And looking back
going to see a transition maintain, or optimise their across his career, the single
away from traditional legacy networks, but also biggest achievement was
call minutes towards VoIP to plan, design, and build winning BT Wholesale’s
£114.99+VAT
and broadband. It is a their next generation then-largest-ever single
trend resellers should take networks,” he stated. contract, for a managed
advantage of sooner rather
than later,” he added. Colin’
service for the Post Office in
s the summer of 2007. “It was
*Speeds are dependant on distance from the local exchange
as well as the quality of the phone line
“Our Ethernet services
are also proving popular.
vital stats
a huge achievement for BT
Wholesale. It was certainly
The latest developments
Role model
the most exciting thing I
with our Ethernet services have achieved in work.”
Andrew Fleming – now n
include a provision portal at Verizon Business.
which simplifies the ordering Best films Next month Colin Annette
process. We’re currently
The Maltese Falcon &
will be starting a regular
trialling a hosted VoIP
The Incredibles.
column focusing on the
INNOVATIVE SOLUTIONS
service called IP Voice
Favourite book
key issues facing the
Services. The trial is going
A Prayer for Owen
channel. He wants to hear
Meany, by John Irving
well and we’re getting your thoughts, so don’t
making connectivity easy
good feedback. We’re
Best holiday
hesitate to engage Colin
Two year round the world
feeding this back into our with your questions. Email
tour from 2001-2003. 0808 178 4555
product development
sgilroy@bpl-business.com
www.murphx.com
To advertise in
contact The Sales Team on 01895 454425
www.comms-dealer.com COMMS DEALER SEPTEMBER 2009 21
20-21 BTW.indd 2 27/8/09 3:09:03 pm
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