networks ICT
A We have a continuous roadmap for innovation and development. We are one of a very small number of service providers continuing to
invest in the future – extending our network, adding new technology and capability and developing new services. Right now our most important focus is to help British Business take the first step to use next-generation networks and host services to begin the transformation of their ICT services. We foresee a gradual migration of ICT from “on-premise” to “on-net” and we will be supporting this migration all the way. We’ve already deployed our first virtualised platforms and I expect this to be a major area for growth.
QCloud is the buzz topic – what is the TalkTalk Business approach to this opportunity?
A First you have to define what you mean. A friend of mine said ‘when people don’t know what it is, they call it “cloud”; when they do,
they talk about “hosted services” ’. So, our first approach is to be specific – we talk about the three elements of a hosted solution – the connection to the service; the data centre or platform on which the service is built and the service itself. Secondly, we have a range of solutions for each of these 3 components of a network-host solution. This allows businesses and channel partners to create bespoke solutions but from standard and supported building blocks. The reach, cost effectiveness and reliability of our NGN creates our first major differentiator; secondly we are deploying a growing portfolio of hosted solutions– from UC to our NG data centre.
QConvergence is another issue for end users right now (both voice and data, and Ethernet/Fibre Channel protocols etc.), how
can TalkTalk Business help its customers deal with the challenges it presents?
A Convergence relies on standards and open-networks. Our core network is all-IP and this is the key feature that facilitates convergence
and cost-effectiveness. On this core capability we build a range of services that work together, from VoIP to Ethernet – delivering contact centre SIP connectivity, mobile extensions to PBX solutions or high performance data centre connections – the key and the core is the next-generation all-IP network that allows and supports the convergence and connection of technologies.
QDo you see any issues for end users around the move from IPv4 to IPv6? If so, how does TalkTalk Business help end users deal
with these?
A No! Not in our network anyway. But this is rapidly becoming a key issue in the ICT industry. The world is running out of IPv4
addresses very quickly and many IT and communications systems are still not ready for IPv6 addressing. We’ve already made considerable investment in IP V6 capability but our network uses IP addresses very efficiently so we don’t see an issue for ourselves. We have considerable experience working with customers and channel partners to help them resolve network-level issues such as IP addressing and address management. We can re-design networks to make effective use of resources and leverage the power of our network and experience.
QHow does TalkTalk Business engage with The Channel as a route to market, as compared to direct sales?
A Working with and through channel partners is one of our key routes-to-market and we remain very committed to working with
partners. TTB have been in channel for years and this will be always central to our sales strategy. We work with over 350 partners from
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simple voice resellers to systems integrators and major network providers. The channel helps us with volume, reduced time to market and with specific industry, sector or customer knowledge. Many of our partners are specialist suppliers or expert systems integrators. They appreciate the quality, value and support we provide and we appreciate their specialist and customer knowledge.
QAnd do you see this changing over time?
A Well, I do see the channel continue to evolve. The evolution of technology transforms not just the service being provided but also the supply chain and channel structure. The channel will remain at the core of our routes-to-market and we will continue to work with our channel partners to create new services for them, new ways of doing business and better solutions for the end-customer.
QRight now, the Cloud space has attracted a whole variety of companies – pure telecoms, pure IT, pure networking, pure
service providers, hybrids, start-ups…do you have any thoughts on who’s best placed to give end users what they need?!
A So the emergence of the cloud signals the next phase of convergence. We’ve seen voice and data convergence, we’re starting
to see fixed and mobile convergence and the introduction of cloud solutions signals the convergence of telecoms and IT. As such, this new phase of convergence throws more providers into competition with each other and creates opportunities for new players.
None of us have a god-given right to succeed and we must all be critically aware of the advantages and differentiators of the competition. I think the key is to be honest about your true differentiators and understand how they meet what the customer actually wants. So the people who truly understand what the end-customer wants start with an advantage. But they can exploit this advantage only if they can match the customer’s needs to a solution which is differentiated and unique. That’s why we like to work with channel partners who understand the end-customer. Our combination of customer insight and solution-fit make for a very powerful combination.
QAnd, therefore, how do you see TalkTalk Business evolving to remain relevant in the constantly changing data centre market?
A Three years on I can see that the “Migrate, Converge, Transform” strategy that I set out is still correct and remains the source of our
continued success. Some businesses channel partners are moving along this curve quicker than others and for these we are already providing them with a range of hosted and network solutions. Many businesses though are evolving their IT in a more measured way and we are still helping them take the first few tentative steps.
We will continue to invest in the future and we will continue to look for ways to make things better for British Business and to challenge convention. So long as we do these things and so long as we continue to provide great service and support at a great price we will stay relevant to the market and dangerous to our competitors.
QAny other comments?
A Enjoy what you’re doing. We do! We have a passion for challenging convention, doing what’s right for the customer and delivering great products and services for fantastic value. This is what gets us out of bed in a morning and keeps us fresh. When you stop enjoying it it’s time to move on.
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