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.
Michael J Thornton, Sales & Marketing Director of Frontier Voice and Data Ltd said, “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 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%.”