COMMS VISION 10-12 NOVEMBER GLENEAGLES PREVIEW
www.commsvision.com TAKING A FRESH APPROACH
Comms Vision sponsor Entanet’s USP is the flexibility it offers when matching solutions to the particular needs to customers. Just as telling is the company’s strength and ability to make a real difference to customers and how they operate their business, according to Head of Marketing, Darren Farnden.
E
ntanet boasts a significant stand- out factor, claims Farnden, pointing
to the company’s pedigree as a pioneering voice and data comms provider with a resilient carrier class national network. Aside from this impressive heritage, another notable quality Farnden cites is the firm’s straightforward no-nonsense approach to the channel, meaning that doing business with a supplier of Entanet’s scale is uncommonly easy. “Customers do not have to jump through hoops when partnering with Entanet,” comments Farnden. “We’re entirely focused on serving our channel customers, not just by providing standard services but adding specific value through our innovation. As you’d expect of a CP, we offer an impressive portfolio – ADSL/2+ and FTTC broadband, Ethernet, IP VPNs, IP voice, SIP trunking, colocation and more.”
In the simplest terms, notes Farnden, it’s Entanet’s responsibility to make life as easy as possible for its wholesale and reseller customers to help them build successful businesses. “Our greatest strength lies not in the depth and breadth of our services, nor in the extent of our UK coverage or how we deliver service, but in our approach to meeting customers’ needs,” adds Farnden. “We’ve
structured our business to be flexible in how we address their requirements. While like any CP we have standard options on our voice and data services, we’re able to adapt our offering to accommodate what a customer is looking to achieve. Being independent means we’re far less restricted in our engagement with customers. On the other hand our pioneering spirit has demonstrated that we’re big enough to influence market developments and also provide favourable terms to the channel.”
Three years ago Entanet took the strategic decision to transform its UK infrastructure and align itself confidently with BT’s 21st Century Network programme. “As a result, by 2009 we’d created our own resilient national MPLS network and adopted BT’s Wholesale Broadband Connect product at every one of the 20 nodes that form 21CN,” comments Farnden. “We’d also fully adopted IPStream Connect and moved entirely from an outgoing IPStream Central supply infrastructure. Until this point we’d worked proactively with BT to help shape the development and rollout of its network and products, a move that still today gives us an earlier insight into emerging technologies, the latest being FTTC and FTTP. We’re still the only non-BT
Gleneagles Hotel
10th, 11th & 12th November 2010
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70 COMMS DEALER NOVEMBER 2010
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company to have fully adopted both WBC and IPSC and our development programme will see 10Gbps capacity across most of our network within a month.”
Operationally, Entanet has invested in its provisioning, customer services and technical support teams to accommodate the demands of an expanding customer base. For example, response times are well below the industry average among CPs. Meanwhile, Entanet’s systems engineering team has successfully implemented systems that allow it to effectively manage traffic priority across the network, and the firm has improved the interfaces through which customers interact with its ordering, provisioning and management platforms.
“We’ve brought compelling propositions to both the wholesale and reseller channel, whether for broadband, Ethernet or IP voice,” observes Farnden. “For example, in terms of wholesale broadband our EWCS proposition radically reduces or negates the requirement for capex investment, adopts a fairer 95th percentile approach to billing and provides that all important ability to meet a customer’s specific needs. In Ethernet we’ve launched a marketing programme to support customers in identifying and nurturing single or IP
Darren Farnden
The time is right for Comms Vision delegates to understand Entanet’s position as a serious provider
VPN Ethernet opportunities through shared leads and pre-sales assistance. And we’re introducing parallel fixed and mobile broadband propositions to guarantee 100 per cent connectivity service delivery to customers for whom constant availability is critical.”
Entanet has made the Sunday Times Techtrack 100 for three years, the Techmedia Invest 100 for the last two, and also the Deloitte Technology Fast 50 and EMEA 500, all based on its organic growth. “We’ve been around for 16 years but we’re not resting on
Silver Sponsor
our laurels and continue to reinvest for profitable growth,” confirms Farnden. “Our customers are central to this and we’ll continue to do everything possible to make that difference in their businesses.”
The last few years have been a time of significant development for Entanet’s business and its channel offering. Farnden added: “We’re sponsoring Comms Vision because we believe the time is right to help CVC delegates fully understand Entanet’s position as a serious
provider in the UK wholesale voice and data market.” n
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