NEWS
COMMENT
If we get it right
for the end customer, the rest will take care of itself
COLIN ANNETTE, DIRECTOR, BT WHOLESALE
Most of us are in this game to make a profit. That is no easy feat, particularly when service providers and their end customers can’t easily understand their costs. More than ever, tight cost control is essential. This is why end customers and service providers are increasingly focused on thoroughly understanding their Total Cost of Ownership (TCO). More than just the headline price, this involves detailed modelling of all those tiny charges that add up unexpectedly. It includes the costs that are driven by suppliers’ variable service and performance levels; and it gets behind the contractual clauses that catch customers out when they want to make changes. TCO is about the full end-to-end cost of using a service and it can reveal some shocking truths.
One of the most common discussions I have with customers is the ‘build vs. buy’ debate, whether it is more efficient to build their own network capabilities, or to buy a managed service. Of course, both options have their merits and their difficulties, but with the right commercial and service package, a managed service or outsource deal can have huge benefits. With a completely transparent TCO, high levels of scalability, pay-as-you- grow commercials and little or no capital investment, we have seen managed services take centre-stage with the largest UK communications companies. They are using this to push further into SME markets.
By offering greater cost control and transparency to the service providers, managed wholesale services can also bring tangible and direct benefits to end customers. Scalable solutions and costs that vary with volume mean that service providers don’t need to back off risk to their end customers and the entire supply chain can benefit from scale economies at the wholesale level. But the biggest benefits flow from improved service and customer experience, for all involved.
So, if it’s that compelling, why isn’t everybody doing it? Well, for a start, it isn’t easy to understand what your TCO actually is. Then there’s nervousness about handing over prized assets to a potential competitor and possibly losing the option to differentiate at will. These issues can be overcome, though. And the benefits for end customers can be as dramatic as for their service providers. Businesses are left free to focus their energies on building profits and stimulating differentiation in the marketplace through their brand and customer experience. And if we get it right for the end customer, the rest will take care of itself.
Annex-M to boost FDW
FD WHOLESALE is offering channel partners a SDSL alterna- tive using Annex-M. According to Carl Thomas, Wholesale Manager at Fluidata, using Annex-M presents new opportunities for the channel to reduce the cost base of their estate. He stated: “Already we have
partners using this technology to replace costly 2 Mb/s copper leased lines and legacy SDSL services; and as many businesses migrate to a cloud environment, providing services that can underpin business critical systems is proving of para- mount importance.” Daniel Cunliffe, BE Channel
Manager, added: “By adding the SDSL product over Annex-M to our portfolio, we believe that it allows our partners to deliver ser- vices that are best in class for voice, video and SaaS at an affordable price point.”
Trump card
TBP Electronics Belgium and Alcatel-Lucent marked the delivery of Alcatel-Lucent’s 200 millionth DSL line with a special golden board, presented to Jürgen Lison, VP of Alcatel-Lucent’s fixed access activities. “Alcatel-Lucent’s innovation in broadband access is inspiring. We are proud to mark this milestone,” said Anton Hermus, COO of Tbp Electronics Belgium.
www.comms-dealer.com
Telindus hires mobile whizz
A HIGH profile exec’ from the mobile industry has joined network integration specialist Telindus as Client Director of Mobile. Mike Bowerman, who has 30
years in the mobile industry under his belt, brings proven experience in successfully launching challenger offerings in the mobile sector, including the launch of the first mobile lifestyle brand, Orange. He also created O2’s first pre-pay
service as a major outsource contract while at Brite Voice Systems; and as Business Development Director at ROK he came up with the concept of extending the Virgin brand into the mobile sector. At Telindus he will head the launch of the Telindus Mobile Broadband Framework (MBF), and will be responsible for leveraging the technical expertise in the fixed line mobile environment within Telindus UK and integrating it with the mobile field experience of Belgacom, which includes one of
Mike Bowerman
the largest 3G roaming networks in the world. Mark Hutchinson, UK MD,
Telindus, said: “Mike has a deep understanding of mobile business and we are confident that his insight and experience will ensure the success of Telindus Mobile Broadband Framework.” Bowerman added: “The massive
growth of the mobile broadband in recent years means this is a fantastic opportunity to introduce a serious challenger to the UK mobile industry.”
KCOM has gained the Master Managed Services Certification from Cisco. Paul Renucci, Director of Kcom, said: “This achievement reinforces our commitment to providing a positive customer experi- ence, which is underpinned by proactively seeking to understand our customers’ businesses.” Edison Peres, Senior VP of the worldwide chan- nels go-to-market group at Cisco, added: “Kcom’s investment in the certification ranks it among an elite group of channel partners.”
Avaya expands partnership with Polycom in joint solution initiative
AVAYA and Polycom have expand- ed their relationship with a joint venture to develop and market integrated video, voice and col- laboration solutions.
The companies plan to deliv- er fully integrated, end-to-end UC solutions that use the Avaya Aura SIP-based platform and the Polycom Open Collaboration Net- work strategy.
The planned joint solutions
n
will provide Polycom’s full range of voice and video systems integrated with Avaya Aura, delivering real- time collaboration to customers. Roopam Jain, Principal Analyst at Frost & Sullivan, noted: “As
Alan Baratz
more and more companies flesh out and execute on their UC strate- gies, interoperability and standards such as SIP are critical. Because
every UC deployment has unique requirements, standards-based solutions are key.” Alan Baratz, Senior
Vice
President and President, Global Communications Solutions, Avaya, commented: “The Avaya Aura platform enables our customers to integrate, manage and use commu- nications in new ways to improve business performance. “Together we’ll offer customers a choice of collaboration solutions with the flexibility and functional- ity they require.”
sgilroy@bpl-business.com
6 COMMS DEALER APRIL 2010
www.comms-dealer.com
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