ADVERTORIAL
DEDICATED INTERNET ACCESS When it’s important to be online, all the time
Non-contended bandwidth, reliability, improved business continuity, a flexible platform for business growth, and cost advantages over traditional connections - WHO CAN SAY NO TO Dedicated Internet Access?
Dedicated Internet Access is an easy sell. It is almost impossible to find any rational objection to it. Kcom Partner Manager, Paula Hayes, and Simon Jones, Head of New Business for business communication specialists, Tpad, outline the benefits it offers to communications providers as well as end users.
Permanent, secure, robust Kcom and Tpad have been working together for twelve years, building a growing account base that benefits both parties. Continued success lies in helping end user businesses to understand how advances in network technology can boost growth opportunities, drive cost reductions and make the organisation more efficient. An enormous range of business benefits can be gained from Dedicated Internet Access (DIA), yet many businesses have still not adopted it. Tpad’s Simon Jones explains why: “It’s about education. We need to make customers aware of the very fact that it exists and then take them through the benefits in such a way that the story aligns with their business needs.; perhaps also addressing the occasional problems they may experience with current internet connections. That’s not to say that it’s a negative sell, quite the opposite - it offers a platform for customers to provide their own server-based services, such as email and web content; and they can be confident at all times that their network connection will not let them
down when they need it most. With ordinary broadband, customers could find that they are sharing internet bandwidth with lots of other businesses. That means periods of high demand might create problems, that scalability might not be as quick as required, and that basically they are not in overall control of the service or experience that customers have of their organisation. If a company is serious about internet usage then it will appreciate the critical role of dedicated access.”
Impeccable network reliability For communications providers to be confident that the solution they take to market will genuinely fulfil all the promises, the network has to be as good as it gets. As a Tier 1 carrier, Kcom offers the largest network infrastructure in the UK, backed up by guaranteed SLAs. Paula Hayes continues the story: “Good bandwidth is essential for DIA. We enable our partners to take advantage of access speeds of up to 155 megabits per second, with easy capacity upgrades. We back this up with a 24-hour monitoring and fault detection service, 365 days a year, so our partners know we’re there
for them and their customers. DIA is a great revenue-earner for channel partners – providing a monthly recurring income source – and is a platform for ongoing and growing relationships with customers. We provide the service as a white label proposition so that our partners can present it under their own name and identity. In the end user market - particularly if you think about the Small to Medium Enterprise sector - basing a company’s communication system on a flexible platform saves money, time and hassle. With DIA, the system doesn’t require an upgrade or fresh configuration every time the company faces increased traffic passing across its network. The fact that it is secure also means it offers enormous reassurance from a business continuity perspective.”
Everything’s possible “It puts you in the driving seat,” says Tpad’s Simon Jones, “allowing total control from the end user perspective. Customers can access centrally held documents, data and applications, from anywhere on their network - PCs or via laptops or mobile phones. In addition
to domain name registration or transfer they get their own IP address and email services. DIA is the intelligent option. It opens up new ways of working, supporting Next Generation capabilities ranging from video conferencing to presence; integrating voice and data and also integrating home workers into the core network. This is the connectivity option that’s really going to deliver the benefits of the Cloud.”
Chemistry sells technology Kcom supports its channel partners through dedicated Partner Managers who work closely with the partner to develop opportunities. Paula Hayes, for example, spends one day a week at Tpad’s offices helping to identify and maximise sales opportunities and making sure that Tpad gets the support it requires. Kcom takes time to understand the needs of its channel partners, building good working relationships based on personal chemistry, and ensuring a high degree of fit between what they need and the solutions Kcom provides. According to Simon Jones, it’s an approach that works: “Kcom always gets the job done,” says Simon.
To learn more about Dedicated Internet Access, contact Kcom on 0800 915 5163, or visit
www.kcom.com/partners
www.comms-dealer.com COMMS DEALER | OCTOBER 2010 | 39
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