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Resellers love products that sell themselves, particularly when they have the potential to more than quadruple the margin from an average broadband customer and give them another reason not to churn away. With companies like BT raising the awareness of online backup through TV advertising, the enterprise market has now started asking their suppliers for it.
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Resellers taking advantage of the current MPLS and Ethernet boom are finding that some sites require on-site installation. Most cannot afford a nationwide team of engineers but want to offer a consistent, affordable and reliable service in their own name. Griffin has provided a solution in the form of white label engineers.
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Selling MPLS WANs provides an opportunity for resellers to own the secure private IP network of existing customers, reducing churn and producing high margin revenues. In some cases Average Revenue per User (ARPU) has doubled from just one MPLS deal. If suppliers can really help with lead generation, pre-sales, bid support, installation and white-label help desks, it looks like resellers have everything to gain and nothing to lose.
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Griffin Internet, inventor of the 'ISP in a box' and white-label channel pioneer, won the Service Provider of the Year award at the CNA event held at the Park Lane Hilton last week.
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As the role of broadband and its applications grow and diversify, Andrew Dickinson of Griffin internet says owning the link becomes vital.
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