About Griffin
A specialist in the supply of voice-ready managed broadband, Griffin Internet is the UK’s leading supplier of white label managed broadband and has provided internet services to UK business since 1994. Griffin owns and manages its own national MPLS IP network, used solely for business.
What Griffin is doing about voice?
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."
How Griffin adds value?
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.
Measurable Results
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.
How does Griffin add value?
- 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
Reseller Opportunities
- 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
Top 10 Tips
- 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