Choosing the right connectivity solution for your customer is crucial. Here are 5 signs that a private wide area network (PWAN) is what’s required.Read More »
In the move to a transactional business model the art of the sales conversation is dying. It’s not surprising – why spend hours on a deal that’ll provide slim margins at best, when it could be placed within minutes using an online portal? But online isn’t always best. There are occasions – such as when you’re working on a complex PWAN solutions – that interacting with a real live human being is the route to the best possible solution for your customer, better margins for you and an improved relationship with your wholesale supplier.
Our latest free to download ebook ‘Why conversation is the key to successful PWANs’ details how the art of conversation, consultative selling and working in partnership with both your customer and your wholesale supplier will yield big returns for your business.Read More »
The communications industry has seen its fair share of disruption. There are the players who are in a race to the bottom, labelling an increasing number of services provided by ISPs as utilities to be provided at lower cost and lower margin. Then there are those who are disruptive in their own ways by driving their businesses and the channel forward by adopting technologies and digital platforms to improve operational efficiencies, grow revenues and provide a first-class customer-experience. At Entanet, our focus throughout the disruption has been on providing the best possible service and transforming ourselves to firmly place our customers at the heart of our business. While this has meant adopting new and emerging technologies, what we’ve learned throughout our journey is that there’s more to transformation than just the digital element.Read More »
Although the concept of digital transformation (aka digitisation, digitalisation or DX for short) has been around since as early as 2010, it’s really taken off in the last year, with Google searches for the term reaching a peak in November. It’s more than just a buzzword though; looking beyond the hype you can see the trend of businesses of all sizes “investing in new technology and business models with a specific focus on customer experience”. With this focus on providing the best possible customer experience (who, let’s be honest, vote with their feet) it’s obvious that businesses of all sizes must embrace DX in order to remain competitive. The good news is that, as a communications reseller, you’re in a great position to capitalise on the opportunities that businesses going through their DX journey bring because, quite simply, without connectivity DX is dead.Read More »
We’ve sung the praises of PWAN solutions many times on our opinion blog and while there are a great number of channel resellers who are tuned in to the opportunities that they provide, there are those who aren’t sure how to continue extracting value from them once the solution has gone live.
Our latest ebook, which is free to download, provides the information that you’ll need to provide an ongoing and proactive PWAN monitoring and maintenance service to your customers, ensuring that you don’t fall into the trap of playing messenger between your customer and supplier when problems occur. Providing such value-added services not only give you additional revenue-producing opportunities but will also build trust in your brand and keep your customers coming back to you for more.Read More »
For too long, the comms industry has followed, perhaps blindly, a product-led sales strategy to satiate the desire of business and residential customers alike wanting immediate access to the latest and greatest technologies that promise easier, quicker and simpler access to data. But the easy sale doesn’t always make for an appropriate solution to the user’s needs, after all there is no such thing as an off-the-shelf-one-size-fits-all solution.
Instead, resellers have an opportunity to set themselves apart from the pack by putting the basic business principle of ‘know your customer’ to work and looking first at the customer’s need rather than a product set with a particular commission level. More specifically, this means determining what a user intends to use their IP connection for, how reliant they’ll be on it, what their available budget is and how much peace of mind is needed in terms of business continuity.Read More »
The sun might be out at the moment, but with only 20 weeks left of 2016 we’ll very soon find ourselves in the midst of The Great British Winter and the onslaught of bad weather that this usually brings. For the business owner, this can be extremely costly and not just to the bottom line. Lower staff productivity, absenteeism and damage to infrastructure all have a disrupting impact on business continuity.
In fact, the Chartered Management Institute reported that 77% of organisations were adversely affected by the heavy snowfall experienced during the winter of 2012 when 63% of people were unable to go to work because of travel disruption; 46% of people had issues with school closures/childcare; 43% of external meetings and business trips were cancelled; 40% suffered loss of IT and 27% suffered loss of telecoms.Read More »
Sometimes it’s difficult for customers to know where to start when choosing a connectivity solution. Are they clear about why they need it? Are they a business or domestic customer? How much are they focusing on download speed? What about uploads? Are they worried about sharing bandwidth? Do they expect service to be guaranteed? How much budget is available? Where is their physical geographic location? All of these will have an impact on the solution that you propose, but it’d be great to have an ‘at a glance’ guide to help you navigate your way through this minefield. The good news is that our latest eBook, an update to our popular Guide to Connectivity, provides all of the information that you need about the technologies currently available from Entanet.Read More »
Effective communication is crucial to success and should be at the forefront of every business manager no matter what market they’re in. Over the past year Entanet has seen huge growth in IP VPN requests from its channel partners that support customers’ communication improvement. In fact, 2013 we saw our most hungry partners’ pipelines for high margin PWAN (Private Wide Area Network) solutions increase by over 50%. This rise in demand should encourage any reseller looking to expand their IT service product range to serve this highly flexible and profitable market.
Selling an IP VPN/PWAN solution requires a confident approach with a customer, based on a clear understanding of their business requirements, the key technical elements and a capability to put them together. In our experience this is where resellers often turn to their wholesale provider for help who, in our view, should have the resources to help scope, price, provision and support a solution that best meets the customer’s needs. While it’s true that some resellers have the knowledge and experience to sell and install sometimes complex PWAN solutions, we believe many more are wary of taking their first steps to developing long lasting and ‘sticky’ customer relationships. That needn’t be the case.Read More »