Philip Lee, head of channel at ITS Technology Group, talks about scaling up full fibre, how the channel plays a vital part, and how it is helping its partners to sell more.
The targets to ensure a Gigabit capable UK are ambitious. How do you think they can be met?
Building networks in the right places is the key to a Gigabit-capable UK, and full fibre is the infrastructure that will underpin this. The altnet and incumbent providers have stepped up delivery over the last 18 or so months. As a business we have increased our network footprint significantly to cover areas across the UK where there is pent up demand from businesses.
Collaboration between providers is vital. However, barrier busting such as wayleaves, will also be important to overcome the rocks on the runway, making it easier and more straightforward for providers to get on with the job of building infrastructure.
The scale of the workforce needed to build these full fibre networks and the time it will take should not be underestimated either.
Our asset reuse, or ‘dig once’ approach has enabled us to build new networks quickly, providing access to Gigabit capable connectivity where it is needed most by working with our partners to identify end-user demand for reliable, high speed services.
While the rollout is about footprint, success is also reliant on quality of service, customer service and end-user experience.
How will the channel benefit?
Our mission is to provide wholesale open access connectivity. For our partner community this is all about the opportunity and converting orders into cash.
Many of our partners talk to us about how their customers have struggled with connectivity that simply hasn’t been up to the job – that hasn’t been capable of running cloud services over the top, resulting in end-user frustration, as well as stifling productivity gains. As the cornerstone of digital transformation, access to reliable, ultrafast connectivity is game changing. Our independent network is also attractive to partners with customers that need diverse connectivity for mission critical business processes.
Our Faster Britain programme is designed to help partners grow their business. Our support extends across building awareness around full fibre and educating end users on the benefits, whatever their sector, size, and budget.
How has ITS been helping its partners?
We launched our Faster Britain initiative in early 2020 as a vehicle to rollout full fibre. However, it isn’t just a delivery machine. Behind it is a raft of partner support – from marketing and communications, to flexible business terms, support packages, and product enhancements.
We actively listen to what our partners tell us, and what will help them close the sale. This extends to developing the products that their end customers need. For example, there was demand for an entry level SME full fibre broadband product and we responded with Fibre One. We are continually improving our partner portal and API, which is a quote, order, and comparison site with self-service roadmap, and we’ve also introduced compelling incentives.
Our mission is to make it easy for our partners to sell connectivity, and pride ourselves on being one of the quickest operators to install.