www.comms-dealer.com
MARKETWATCH
Snag free Ethernet sales
NEXT GEN CONNECTIVITY
Andy Hollingworth, Opal’s Director of Wholesale,
looks at the emergence of Next Generation Ethernet
in the wholesale market and the opportunity
this offers partners of all shapes and sizes.
thernet in itself is not a partners, operators, such as Opal
E
new technology but now have the ability to offer
it is important for the wholesale fibre-based Ethernet
channel to recognise services, operated across their
how its delivery has changed networks, offering a solution that
dramatically in the last 12 is a high-revenue, mass market
months, and the impact this replacement for leased line and
has had on carrier offerings. traditionally delivered Ethernet
Evolving market conditions services. For those larger partners
mean customers are looking for which have sufficient internal
greater efficiency, savings and technical capability and prefer to
performance, but delivering manage their own IP networking,
Ethernet across traditional fibre-based Wholesale Ethernet
legacy networks creates a will offer them a connectivity
complex, inefficient and relatively solution over which they can
expensive service, meaning it build their own VPNs to meet
may no longer measure up. their end customer needs.
Andy Hollingworth
Step forward Next Generation For other partners, the lower
Ethernet... the future of networking: prices created by an operator’s Next Generation Ethernet offers a Crucially, Next Generation
When you look at the propositions ability to provide a single fixed, scalable solution for the customers Wholesale Ethernet provides
on offer for the end user, the distance independent, charge of mid tier and specialist partners, increased bandwidth and
business case for NGN operators may prove to be the attraction increasing available bandwidth network connectivity at a time
to supply fibre-based Ethernet is in the current climate. For others, seamlessly as their end customer’s when market demand for
strong. It can include a Service additional added-value benefits business needs change. As a wires- higher bandwidths seems to be
Level Agreement to fix technical such as the enhanced fix times only service it offers resellers the growing exponentially. Unified
issues in less than six hours, within the Ethernet SLA and higher maximum opportunity to add value communications, continually
synchronous upstream and bandwidths make Next Generation and their customers the opportunity growing data applications and
downstream bandwidth which Ethernet an obvious choice for to take the widest range of network conferencing applications, such
can run at any rate from 10 Mb commercial sites that cannot based value added applications. as voice and video, are becoming
to 100Mb (and beyond), and re- tolerate long outages and have At the other end of the scale for more strategically important in
grades to bandwidth that can higher demands on bandwidth. the smaller partners low cost Next reducing business overheads,
follow an organisation’s changing Wholesale Ethernet over NGN is generation Ethernet will form a so partners need to ensure their
bandwidth requirements from SME particularly well suited to head key part of VPN services to smaller product sets are equipped
to a large corporate. Coupled with offices and larger offices with high businesses and will allow smaller to meet these demands.
a competitive cost structure made internet demands or the need to operators to compete effectively
possible due to the high density of communicate with multiple sites via with traditional players. For these Partners with existing leased lines,
communication provider unbundled a VPN. The technology is also ideal partners it finally provides a SDSL or traditionally delivered
exchanges, the case for partners to support HD videoconferencing solution to the perennial problem Ethernet products should be
to switch to fibre-based Ethernet and the demands of centrally of managing multiple suppliers by looking at their current business
over NGN to gain competitive hosted databases requiring allowing them to take all of their models and asking whether
edge becomes compelling. large, fast data transfers. data services from a single supplier. they can deliver much more
for the same price, or whether
A key selling point of Next there is opportunity to increase
Generation Ethernet is in its
A key selling point of Next
the margin available and gain
scalability and flexibility. It has
Generation Ethernet is in
that much needed competitive
something to offer every partner, edge. With the next generation of
regardless of their size or expertise. its scalability and flexibility Ethernet products, the answer is a
For large, technically proficient resounding ‘yes’.
n
SAVE 80% off recruitment agency fees!
“It’s Brilliant” “Great result” “It worked really well”
Call us on 01582 691414 and visit www.ttruk.com
38 COMMS DEALER NOVEMBER 2009 www.comms-dealer.com
PG38 Opal.indd 1 29/10/09 12:17:40
Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52