We have supported Summit South every year for the last five years because so many of our Partners make appointments to see us there. It is a great opportunity for resellers to see the latest high margin products and help available in lead generation, bid support, provisioning and churn reduction.
The 3 x 3 exhibition format works well as it is inclusive. Suppliers of all sizes come in the knowledge that they will not be dwarfed by a massive custom-build next door. The educational seminars are well attended and offer resellers the chance to learn about the latest opportunities in the channel and follow up with exhibitors at stands afterwards. The video interviews work well to encourage more resellers to attend next year giving them a flavour for what each exhibitor currently has on offer and in the pipeline.
We attend to highlight the demand in the SME market for MPLS networks. Multi-site SMEs are looking to connect sites and remote workers, run financial transactions and phone systems over IP and single site SMEs are looking to reduce IT spend by hosting services in the ‘cloud’. Access to applications over the public internet is not fast or secure enough for SMEs; therefore the demand for private MPLS networks has escalated. We run MPLS sales workshops for senior sales teams in the channel to demonstrate how, with our support, resellers can be winning not just the telephony contracts, but the network and hosting side of the deal too.
We have a lot of products in the pipeline to facilitate faster; more reliable, private access that companies can run managed applications over, hosted in the cloud.