hannel growth
channel regarding faster FTTC products, for which Daisy Wholesale has been announced as one of the trialists. With speeds of 80 Mb download and 20 Mb upload, this is set to be a game changer in the channel and a real opportunity to deliver Ethernet-type speeds over Next Generation Access.”
Compared to 2010 when the recession saw people focus on cost savings, there were many more opportunities for the channel in 2011. “In 2010, it was recognised across the channel that it was taking much longer to push larger deals through the door,” recalls Churchill. “Last year, although the economy remained shaky people were quicker in terms of their buying decisions. There is more focus on the future performance of end users’ businesses and less focus on jam today as there was at the peak of the recession. As an aggregator, we have therefore seen resellers become much braver with their decision-making in order to take advantage of the bigger sales opportunities.”
In terms of products and services, Daisy Wholesale has seen what Churchill describes as ‘monumental growth’ in Ethernet and Next Generation Access services. “This dramatic increase in demand is being driven by those people who want to explore beyond their standard Internet services and are looking to connect different company locations, utilising managed MPLS VPN solutions,” Churchill commented. “We have also seen SME businesses beginning to acknowledge the value and benefit in managed networks as they
become more affordable, and resellers acknowledging the opportunity to educate and deliver these types of solutions to their customers.”
Fresh opportunities Reductions in price have enabled resellers to take what was once considered corporate-style technology and allow smaller businesses to recognise the importance in their communications and the efficiency benefits to be gained. “We’ve been able to help resellers to find some genuinely fantastic managed network opportunities within their customer base, which has enable us to make feature-rich managed networks available to smaller businesses,” said Churchill. “I still firmly believe that there is at least one managed network opportunity within every resellers’ customer base, as there is with most of our new services. The key is supporting them in order to try and find them.”
The drive behind this growth, observes Churchill, is the fact managed networks provide numerous benefits including allowing a business to share applications, connect all sites, have centrally hosted resources in a secure data centre environment and an overall quality of services over connectivity.
Hosted voice is another area that is experiencing significant growth, observes Churchill. “There are enormous opportunities for those kinds of applications in the market but I still don’t think we, as a channel, have absolutely cracked the case yet,” he said. “While Daisy Wholesale has worked with its resellers to deliver connectivity for hosted voice platforms, I still don’t feel we
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are even close to the level of opportunity we genuinely have with these types of services especially as part of a collaboration proposition.”
While the telecoms channel remains Daisy Wholesale’s primary focus, the firm is increasingly spending time in other channels such as IT. “In 2012 we will continue to work hard and develop new wholesale channels to feed our products and services into,” said Churchill. “In terms of our product roadmap, we will be making sure that we continue to innovate ourselves, as well as encouraging our resellers to sell new services. Applications such as the cloud will be high on our agenda, but our strategy will also be very focused on us becoming more of an enabler.”
Just a minute with Carl Churchill...
What talent do you wish you had? The ability to predict the future.
How would you like to be remembered? As the plucky chap who came into the channel with a lot of ambition.
Name one thing you could not live without in your job? Without MI on our performance, our services and our ambition, I don’t think we would have as good a handle on our business.
What do you fear the most? That we will become too big for me to get involved in the major customer deals. I love the buzz of doing great business.
Name three ideal dinner guests. Richard Branson, Derren Brown and Nelson Mandela.
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COMMS DEALER JANUARY 2012 19
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