Viatel workshops maximise reseller revenue via the WAN

Viatel has announced that it will be holding workshops on Thursday 25 February and Thursday 11 March to help prospective partners looking to expand into converged networking and connectivity sales.

Both workshops will be held at Viatel’s headquarters in Egham and will include advice on how to get started generating high value recurring revenue from Viatel services. Guest speaker Chris McAuley, director of IP and managed services at CCE, an existing Viatel partner, will be on hand to share his experience.

“For IT resellers previously experienced at selling LAN services, WAN is a clear attraction, but while it can be lucrative, it’s a completely different proposition,” said Neil Watson, indirect sales director at Viatel. “The Viatel approach is designed specifically to help channel partners make the transition to WAN services and Next Generation Network technologies. Companies that find this approach most useful will include voice resellers that have not yet made the move to reselling data, IT providers yet to move into selling converged voice and data services and a host of other businesses looking to diversify their offering.”

Viatel say their MPLS IP VPN offering is a great option for channel partners as an increasing number of organisations look to upgrade their legacy systems and adopt IP VPN services. “Businesses today exist in a competitive environment with mounting pressure to reduce costs, focus on profits and invest in the right technology. It is increasingly important for companies to provide secure, cost-effective communication between company sites, remote workers and business partners over a shared network. With external factors like adverse weather and new regulation leading to a rise in remote working and an increase in businesses looking to upgrade their networks, partners of all sizes reselling Viatel IP VPN solutions can expect a strong demand for their services.”

“Partnering with Viatel, it is a quick and easy process to start selling converged solutions and benefitting from the associated increase in high value recurring revenue streams – key for the channel in the current economy,” said Chris McAuley, director of IP and managed services at CCE. “When we first started working with Viatel three years ago we didn’t provide these services at all and Viatel made the transition easy by initially providing a fully hosted service until we were able to develop our own in house capability. With more and more businesses now looking to upgrade to VPNs, having support from the Viatel team and insight into product development is really helping us make the most from selling higher-margin VPNs while also better meeting our customers’ needs.”

Viatel is running its partner workshops on Thursday 25 February and Thursday 11 March at its Egham headquarters – resellers of all sizes that are interested in learning more about how to make money from Next Generation Access and MPLS VPN services should attend. The agenda will include a full overview of all Viatel’s services, plus how to make money from MPLS VPN services and Chris McAuley discussing how CCE built a £2m recurring revenue stream in just three years.

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