INDUSTRY NEWS COMMENT: WHOLESALE LINES Colin Annette
BT WHOLESALE has launched further enhancements to its EFM portfolio and completed a software updgrade programme across the entire UK network base of EFM equipment. EFM, or Ethernet in the First Mile, describes the Ethernet access option on BT Wholesale’s Wholesale Ethernet product, where Etherway Copper Access is delivered using bonded copper pairs and the latest managed
Hatteras CPE at both the end customer and BT exchange ends of the service. Last month BT Wholesale launched bandwidth increases on EFM with Etherflows of up to 35Mbit/s over EFM. Our Pricing Tool is already enhanced to support this improvement and you can run quotes at the new higher bandwidths. In addition we have improved our method of calculating the line length of copper pairs to a site. BT Wholesale will now utilise the additional parameters from Openreach data for EFM quotes, in order to more closely mimic OneSiebel calculations on pair requirements. This will enable the Pricing Tool to provide even more accurate correlation of EFM quotes to eCo order prices. As a result of this change, it may be advisable to re- produce any quotes you have recently requested, if you plan to place an order based on a quote. Following on from our launch of EFM 2 Pair Minimum in
October, we have now added this option to our Pricing Tool too. This new enhancement to EFM is designed to reduce the likelihood of service interruption, providing customers with additional security and resilience confidence. We have also improved the look and feel of the eCoPlus portal to enhance clarity when you are placing EFM orders. From now on you will only see the bandwidths supported by your line thereby minimising any confusion when placing an order.
Colin Annette, Director, BT Wholesale
Huawei aims at enterprise
HUAWEI’S European Channel Conference staged in London last month marked the firm’s official push into the enterprise space in Europe. Witnessed by 100 invited channel resellers the Chinese giant launched its European enterprise channel programme. Huawei plans to make sig- nificant investment and recruit local resources in Europe to grow the business to $15bn- $20bn over the next five years. The theme of the launch was ‘Forerunner’, recognising those channel partners who wanted to align and take early advantage of Huawei’s investment and launch plans.
At the conference, partners discussed how best to engage with Huawei’s sales model, which will include partners being supported by high touch sales teams aligned to verti- cal markets as well as telesales teams for lead generation. Channel programmes includ- ing demand generation, co-mar- keting, significant target based rebates and deal registration to protect partner investment were also introduced.
And plans were unveiled to recruit partners into an accredi- tation scheme which would
SHORT CALLS
A funding boost has put Siptel on the acquisition trail as the company embarks on a buy and build strategy. Steve Rasmussen, Director, commented: “Siptel now has the finance, management team and acquisition team in place. We are looking for a specific type of IT, networks, and voice organisation to help grow the business.”
Dominique Vanhamme
recognise their commitment and allow them to fast track. Service capability was also recognised where partners were given the option to sell either a branded or co-branded service, again with significant margin opportunity, claims the firm. Dominique Vanhamme, VP, Enterprise Channels for Western Europe, said: “Huawei’s launch into the European enterprise channel gives partners the opportunity to chose a manu- facturer with a full end-to-end product portfolio that provides sustained profitable growth.”
Sales of comms systems are hampered by leasing solutions that don’t meet customer needs, claims Steve Dexter, Director of Clear Asset Finance who reports growing success in helping reseller partners secure new business. “The market for finance is buoyant as end customers look to retain their cash reserves,” said Dexter.
Adtran plans to acquire through an asset sale and purchase agreement the Nokia Siemens Networks fixed line Broadband Access business and associated professional services and network management solutions. The acquisition would include the Broadband Access intellectual properties, technologies and the established customer base.
Our company repairs telecommunication equipment for a wide range of clients in the UK from independent business to local Government, the NHS and large corporate businesses.
We specialise in the repairing of Siemens ISDX and Realitis, Cisco, Nortel, Mitel and Ericsson terminals and system peripherals, our price includes all labour and electronics, new cordage for phone and handsets and unlike most telecom repair companies we only charge for fully repaired units.
Call 01992 892323 email
sales@selectservice.co.uk web
www.thetelephonerepaircentre.co.uk
Select Service is neither a partner of nor an affi liate of Siemens, Nortel, Cisco, or Ericsson communications. A division of Select Service Telecommunications Ltd. Unit 4 Millbrook Business Park, Hoe Lane, Nazeing, Essex. EN9 2RJ
8 COMMS DEALER JANUARY 2012
www.comms-dealer.com
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