market growth
far deeper than in the past,” added Thorpe. “We’ll look to deliver the right commercial incentives to our CPs to move their customers to the latest product generations and make it easy to upgrade bandwidths. We’ve recently simplified our portfolio by closing for new supply our older legacy products and will focus on developments on our EAD platform, adding features and making it simple to buy and manage.”
Openreach is launching its new B2B platform, Ethernet Systems Transformation, which will allow CPs to order more easily and enables a number of new features on the product including Auto- negotiate, better options for managing existing circuits and improved monitoring and error reporting. To help resellers navigate the learning curve Openreach is also introducing a series of Ethernet webinars.
Ethernet is the underlying fabric of Exponential-e’s services, its VPLS networks, single-site PowerNGNplus product and converged services. “Last year we enjoyed around 30 per cent growth underpinned by Ethernet,” said Dave Joplin, Head of Channel. “Already in 2011 we have had our best sales month and best quarter. We are therefore expecting another great year.”
The way Exponential-e delivers Ethernet allows partners to bring in their chosen best of breed providers for converged services such as DR, virtualisation and cloud- based services for both multi-site WANs and single site connectivity. Ethernet is therefore the building
block of everything it does. “Ethernet will continue to be fundamental to the delivery of market-driving products, services and solutions because it is protocol agnostic,” added Joplin. “This simplifies the delivery and makes selling services much easier for our partners. This also gives partners more opportunity for customer lock-in and up- selling because one single protocol agnostic connection can deliver all services, while the high bandwidth and low latency associated with Ethernet mean the delivery of new services is in effect, future-proofed.”
Key technology Ethernet is not new, but it is fundamental to the delivery of cloud-based services because it does not discriminate, is scalable and easy to work with. “The potentially painful transition from IPv4 to IPv6 will be alleviated by the fact that Ethernet is agnostic to all protocols,” added Joplin. “This makes Ethernet even more attractive for our channel partners for the delivery of their specialist services and
applications while future- proofing their margins.”
Exponential-e has been selling Ethernet in the channel since 2006. “We have ironed out all the educational challenges and difficulties posed by delivering multiple services,” noted Joplin.
Demand for Ethernet in the SME market has ‘gone crazy’, says Cherie Everett, Head of Marketing at Griffin Information Systems, who reports that Ethernet sales have shot up by 500 per cent over the past year, and she expects similar growth over the next 12 months.
The good news doesn’t stop there. “Companies buying Ethernet today are becoming MPLS customers in around 12 months time,” said Everett. “Once customers see the speed and reliability of Ethernet they start to think about consolidating functions and applications by linking up other sites and remote workers. Taking into account security, space and power issues, the only practical solution is often to place the servers off-site in a secure MPLS cloud and convert the Internet-facing connectivity to a private network.”
Cherie Everett To advertise in
contact The Sales Team on 01895 454411
www.comms-dealer.com
COMMS DEALER JULY 2011 59
More than half of Griffin’s ‘ISP in a Box’ Partners are selling Ethernet compared to a handful a year ago. “As end users upgrade to Ethernet from broadband the reseller makes more recurring margin and experiences less churn,” added Everett. “As a strategy resellers should look at upgrading their DSL base to Ethernet, MPLS and the cloud to protect their customer base from potential competitors and future-proof their business.”
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