By the same token Logicalis needed a solution that was easy to implement and manage where sites could be added without complicated configurations and expensive routers. Griffin’s MPLS VPN offering met all of these requirements.
Logicalis is an international provider of integrated ICT solutions, delivering secure, converged computing and communications infrastructure and services. They provide the architecture, deployment, integration and management of networks and systems to deliver leading edge solutions that create value for their clients. Logicalis in partnership with Griffin recently won a £74 million, seven year contract to build and operate a country wide public sector broadband network.
The new Public Sector Broadband Aggregation (PSBA) network will allow organisations and agencies ranging from hospitals, universities, further education colleges, local government offices, GP surgeries, schools and libraries to achieve better value for money in their use of broadband communications, as well as increasing the services available to Welsh Public Sector organisations.
With the overriding aim of improving the efficient delivery of a whole range of services to millions of people across Wales, the new network expects to support 5500 public sites across Wales.
Demand in the market is high and there are super-profits to be made particularly when the reseller is up against one of the telcos pitching an expensive MPLS solution. Gross margins of 50-60% are not uncommon and a 200 site VPN can be worth around £200,000 a year.
Griffin provide a white label solution. If the customer only ever sees your brand you will build not only loyalty but the value of your company overall. When you come to realise some capital from your labours you will find that potential acquirers attach very little value to commissions paid by third parties where the end customer is ‘owned’ by them, not you. In fact some will discount the value of a potential acquisition because, in these changing times, they see a third-party supplier as a potential competitor.
A specialist resource to qualify and close opportunities is expensive and resellers often cannot justify speculatively recruiting the sales consultants and technical pre-sales engineers needed for VPN opportunities.
Griffin is strictly channel-only but all their Partner Managers have experience working on big ticket deals and they get involved with training sales people and helping to identify and close opportunities with Partners. Furthermore the white label ethos extends to Griffin’s pre-sales engineers who are happy to act as your ‘Virtual Expert’ and join your bid team in front of the customer.
"The strategic choice of Griffin as an ADSL partner was key to us being able to deliver differentiated services across the whole of Wales. The bespoke solution for the PSBA network closely met the end-user requirements."
Tim Wadey, Director of Operations for PSBA at Logicalis