BTW sent three separate speakers to cover
the 21CN roll-out, which illustrates just how much progress they have
made and how many products and opportunities this new technology is
creating for the channel.
Griffin's theme was 'harvesting the low hanging fruit' and the workshop
focussed on how to differentiate real MPLS networking deals from the
plethora of opportunities out there. Andrew Dickinson, Griffin's Sales
& Marketing Director spoke about which deals are easiest to win and
the best way of winning them.
One of the delegates, Michael J Thornton, Sales & Marketing Director
of Frontier Voice and Data Ltd commented, "It seems that BTW's NGN is
finally here and delivering value to the channel. I particularly liked
Griffin's practical approach to winning MPLS private networking deals.
Overall what struck me was how important it is for the development of
products and interoperability that ISPs work directly and closely with
BT Wholesale. Griffin has got this area of delivery and support nailed."
John Dawson, Griffin's Managing Director said,
"Every one of our Partners has at least one large MPLS IPVPN in their
base and our job is to help them identify, qualify and win them. High
margin, recurring revenue is key for most of our Partners and the deals
we help them to win often turn out to be their largest customers.
Griffin will be one of the first ISPs to roll-out 21CN with BTW and all
of these new products will be available as part of our MPLS IPVPN
product. It was great to see so many Partners and prospects turn up
again this year and the feedback after the event was really encouraging
with an overall approval rating of 97%."