Source: Comms Business April 2008
Griffin has recently invested hundreds of
thousands of pounds in sophisticated network management equipment to
ensure that their network is never congested and voice-friendly. Griffin
invested in an advanced routing platform that allows Partners the
ability to prioritise up to six different applications,
bi-directionally, on the same broadband line. Sometimes referred to as
QoS (Quality of Service) this has previously only been offered at a
premium via a few hundred BT exchanges however through Engineered
Broadband® Griffin can provide QoS at an affordable price in every
single BT exchange that can offer ADSL.
Through this
revolutionary and innovative approach Griffin can guarantee bandwidth
and allow latency-intolerant applications like voice and video to
co-exist on the same broadband circuit with web traffic, email, FTP etc.
Griffin does not offer
IPCentrex or minutes because they are channel focused and to do so would
put them in direct competition with some of their Partners. Instead
Griffin has invested in IP-PSTN gateways to move minutes off their
network to a number of different carriers with whom Partners can
continue to work directly.
Griffin are about to
launch the next in the Engineered Broadband® range which allows Partners
to reserve a portion of bandwidth for a particular application on their
broadband line. Latency, packet loss and jitter on the Griffin core
network are all guaranteed giving better levels of service quality using
ADSL.
Steve Haworth, CEO at Teleware commented;
"Griffin is already recognised as the ISP of choice in the voice market.
They operate an uncongested voice-ready network and can set wholesalers
up selling own-branded broadband in five working days. By connecting
TeleWare's hosted applications directly with Griffin TeleWare Partners
can avoid the public Internet all together, giving them more control
over quality of service and the ability to prioritise voice."
Griffin's ethos is to give Resellers the
tools they need to be able to sell managed services such as broadband,
broadband networks and hosting services. Griffin are the earliest
evangelists of the white-label 'ISP in a box' and firmly believes in
building your own brand up to increase the value of your own company
rather than that of future competitors. They have been commended for
their in-house technical training sessions and external educational
seminars. Griffin Partners can become Certified Partners by passing free
courses in Provisioning, Diagnostics, Fault Booking, Field Sales and
Telesales. They also offer a portal containing marketing templates,
giving Partners the tools they need to sell and market their own
services.
Griffin Partners are all provided with
Partner Managers, Account Managers and Pre-sales Engineers to help them
win large deals with high recurring revenues. Partners passing the
courses are encouraged to practice their new skills by being involved in
sales rallies to kick start broadband campaigns. Sales are monitored on
a monthly basis and successful Partners are rewarded with vouchers for
every broadband line sold in the month. In addition Partners can win
virtual poker chips, which can be used to play in Griffin's annual poker
tournament staged at their Partner Day, the night before Convergence
Summit South at Sandown Park in October.
Partners that have
attended Griffin technical courses report a halving of call durations on
technical support significantly reducing their own costs.
"I attended the MOPS
Technical Training session in Pride Park, Derby and found the session to
be excellent. Me and my company both benefited from the session. I feel
my colleague's calls to [Griffin's 2nd Line] technical support have
decreased by around 70% following the session. I thought the training
session provided by Griffin was exemplary," commented Mark Donne from
Index ebusiness.
"We ran a broadband rally and
the event was a huge success. At the end of the day we finished with an
impressive 45 appointments from 878 calls, giving a conversion rate of 1
appointment for every 19 calls made. Along with the actual appointments
we also managed to uncover a significant number of short to medium and
long term opportunities. Griffin seems to go that extra mile with its
resellers by not just providing excellent products on a high quality
network, but also investing time assisting with training and development
of resellers to achieve maximum success," added Simon Ryan, from STL
Communications Ltd.
- They allow partners to be set up as ISPs within
5 days
- They do the hard work so Partners can sell voice-ready broadband
under their own brand
- They create systems to ensure provisioning is simple and additional
staff are not required
- They offer services which give Partners regular, recurring revenue
- They ensure Partners own the IP link so that when true voice and
data convergence arrives, business is not lost to competitors
- They offer intensive technical, sales and marketing training
- They offer educational seminars to the market place to educate
Partners about additional recurring revenue opportunities
- They don't just 'hand over the keys' to a provisioning system, they
help Partners make IP a successful part of your business model
- 21CN - ISDN removal in financial services
sector - sell IP lines to retailers, who have a need for IP and a time
frame to do it in
- Sell to multi-site businesses, connect with IP and bid for converged
communications with IPVPN at the heart
- Pick a business-only ISP
- Pick a channel-focussed ISP
- Pick a voice-ready ISP
- Pick an ISP that offers white label products
- Pick an ISP that offers full sales, marketing and technical training
- Pick an ISP that offers pre-bid support
- Pick an ISP with experience of successful lead generation and close
rates
- Pick an ISP that can demonstrate that they have run successful sales
and marketing campaigns with their Partners
- Pick an ISP that can help you uncover and win large bids
- Pick an ISP you can trust