tature increases
delivery as there are who prefer to use a private connection that does not go anywhere near the public Internet,” Joplin observed. “This further strengthens the message that the cloud model is a universally accepted natural progression for companies of all shapes and sizes. Our partners are of course maximising the cloud opportunity.”
Exponential-e’s solutions traditionally suited end customers with a minimum single site headcount of around 20. However, with the cost savings that can be realised by switching to the cloud model small businesses can also justify the higher cost of a next generation network connection to reliably deliver their cloud-based services, because the savings from switching to a cloud model far outweigh the cost of a next generation fibre connection, especially when compared with traditional DSL based technologies which are always going to struggle to deliver cloud- based services anyway. “This means that now more than ever, we are able to partner with very small IT providers as they move their sub-20 headcount customers to the cloud,” noted Joplin.
The other opportunity, explains Joplin, is with multi- site wide area networking. “Resellers who already have the multi-site customer profile on their books are also high on our list of priority target partners,” he noted. “We will continue to recruit such resellers this year through our frequent channel-only event programme. This we find to be the perfect way to attract new resellers because they get to hear
about our solutions from us, and then hear success stories from our partners.”
In addition to the expected continuation of single and multi-site opportunities, Exponential-e is working hard in the background on the imminent release of its channel white label PaaS offering. “We see this as a significant benefit to partners as they can use the platform to build and host whatever their customers need, from basic storage to hosted PBXs,” commented Joplin. “Giving partners the tools they need to be a total solutions provider is a very compelling proposition. We provide partners with regular technical and sales workshops ensuring they have everything they need to pitch, market, sell and support any of our services. We train the trainers and even help with all commercial elements as and when required. This is all part of our ethos of being easy to do business with.”
Solution delivery Using Exponential-e’s next generation network, partners can take full advantage of the ease of solution delivery that is associated with its layer 2 Ethernet characteristics. This makes for a significant differentiator for partners and allows them to deliver all services required by their customers, while choosing their own specialist partners for each service. “Our network is already demonstrating its future- proofing characteristics by successfully delivering single site and multi-site cloud based services to partners’ customers,” added Joplin.
However, budget constraints with end users continue to be a challenge and Joplin notes
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that a longer purchasing timeframe, particularly with larger solutions such as wide area networks, is another challenge facing many resellers. “These are tough times, and we all have to go the extra mile to maximise sales opportunities,” he said. “We believe that our new launches to come this year will certainly ease some of the burden from our partners. We will continue to concentrate on our own strengths. As a carrier, we are big enough to compete with the legacy carriers, yet small enough to care about every single opportunity that comes our way.”
In the Exponential-e pipeline for 2012...
• White label Platform as a Service offering will allow partners to build their own cloud spaces to host solutions for their customers.
• Core network backbone upgrade to 100 gigabytes.
• Exponential-e’s premium business Internet service PowerNGN, which is already available in increments of 25mb, 50mb and 100mb, will soon be available via partners with a Gigabyte of Internet connectivity
• PowerNGN will shortly be available with bundled services to channel at no extra cost. Partners will have the choice to add extras such as SIP connections, cloud storage or
application performance management when selling PowerNGN.
• A comprehensive
channel pricing tool that will enable partners to download instant pricing and solution documents.
n
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