www.comms-dealer.com
COMPANY PROFILE
or new growth
aims to have two or three online billing portal that will the time over the previous
different suppliers to choose provide analysis of current few years to align ourselves
from. “No two customers and past billing periods. with the key data suppliers
are ever the same, so it can Eclipse Networks will also in the marketplace, and
be frustrating for us to see be looking to offer a plug have developed solid
some of our competitors and play hosted VoIP relationships with all to
advocating a ‘one solution solution this year for SME ensure that we can provide
fits all’ philosophy,” noted customers, while continuing a consultative approach,
Drake. “During every sales to offer customers and importantly, a pricing
process, be it direct or greater bandwidth. model that generates
in collaboration with a significant revenue for
dealer partner, we make a “The key influencing factor our dealer partners.”
point of starting out with a behind our decision to
completely objective view focus on data products in Drake has been involved in
on what can be achieved 2010 and beyond has been the telecoms industry since
within their budget, the requirement for greater completing his A Levels,
investigating all avoiding further
possible options education to
before presenting
We pride
fulfil his mother’s
the options in a
ourselves on
wish to get a
clear, concise ‘proper’ job.
and consultative open relationships “After spending
manner.” nearly seven
service levels on data years at KCOM, I decided
Another key differentiator connectivity,” said Drake. to return to education
claims Drake, is Eclipse “The ‘Best Endeavours’ and completed a degree
Networks’ consultative response time on standard in Law. I truly believe that
approach and Eclipse ADSL broadband faults is completing an under
Wholesale’s USP, which simply not good enough graduate course enabled
is to ensure partners are when the vast majority of me to fully understand
able to confidently and our customers see Internet some of the situations I had
professionally handle their access and site to site observed during my earlier
customer’s requirements. connectivity as business working life, and gave me a
“We pride ourselves on critical. At the moment the real appetite to succeed.
the open nature of the biggest obstacle we face is
relationships we develop educating clients that the “I spent the next few years
with our channel partners,” extra cost of private circuits post graduation gaining
said Drake. “At every stage is worth it, but as new the knowledge of running
of the sales process our buy products are developed a small business and filling
rates are made clear to our and prices come down, my diary with key contacts,
partners, and we are one of we are excited to already many of whom I still
the few wholesale providers be in a position to help network with to this day. My
who make payments on our dealer partners benefit experiences in and out of
a flat profit share rather from what we see as an the industry have taught me
than a complicated inevitable... the shift from to never take anything for
commission structure.” ADSL broadband to data granted, think about what
products for SMEs.” it is you’re trying to achieve
Eclipse Networks was and to always take every
one of the first telecoms The data channel is a available opportunity to
providers to be fully priority. “We have taken review your progress.”
n
compliant on Openreach’s
new WLR3 system. This year
Eclipse Networks will focus
Drake’s top tips
on developing its existing
Understand not only your customers, but also your
products rather than fully
suppliers. Review and revisit your product portfolio as
branching out into new
often as possible, as we have always found it far more
areas. Working with its TPI,
cost effective to sell a new product to an existing
Union Street, the firm will
customer rather than selling an existing product to
continue to update its
new customers. Have a clear strategy, and do not be
billing infrastructure and
afraid to shout about this strategy from the rooftops.
is poised to launch a new
To advertise in
contact The Sales Team on 01895 454425
www.comms-dealer.com COMMS DEALER MARCH 2010 19
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