Aggregators

Resellers looking for network services solutions for their customers can rarely find a one size fits all solution from a single carrier and a new breed of supplier is taking advantage of that situation by supplying solutions from a wider selection of carriers and interconnects.

We examine the advantages of dealing with these companies and how they manage to construct their solutions for the channel.

Using an aggregator means service consolidation and a stream lining of costs. Some companies also see a benefit in offering services from their own network. Doing this enables suppliers to offer a cost efficient solution as they are a carrier of voice, broadband and data services. Elizabeth Sparrow, Sales & Marketing Director of O-bit Telecom, explains what advantages this offers resellers.

“Aggregators such as O-bit offers customers choice in terms of network and quality as we have a good relationship with multiple carriers and only deal with tier 1 suppliers. This enables us to get the best network coverage for our client’s customers so wherever they’re based in the country they can receive network data connectivity. When it comes to IP VPN O-bit is able to consolidate those different networks on our own core. For example should an end user have a WAN of 4 offices, 2 are on network with Virgin Media and 2 with BT Wholesale, they would simply have all their customers on O-bit’s Surfwise broadband as we are able to manage all of these services on one core network. Most suppliers wouldn’t be able to manage this if they only aggregate with one carrier or didn’t have their own network.”

Having a broad product portfolio helps resellers with their competitive edge. A ‘one-stop-shop’ service that includes customer billing and a streamlined customer service offers key advantages to resellers. Sparrow believes “The key point here is no reseller should ever be in a position where they have to turn down business. O-bit has a diverse product portfolio and they’re all complimentary solutions - products that can be easily added to either current or future solutions. The services can always be re-visited and adapted to suit almost any requirement.”

Sparrow adds “What O-bit aims to do as a supplier is concentrate on long term contracts, high gross profit and high margins in terms of the solutions to ensure that the reseller remains cash rich and is able to continue to grow. This ensures that they’re able to go to their client and deal with what they need for example what’s their communications need? Or how can we build a package to cater for them? Whether it’s an IP centric route, sticking with traditional telephony or just purely a data requirement for leased lines or Point to Point on WAN, all of these can be provided by O-bit.”

Sparrow comments “For smaller resellers, where their core skill is selling, it enables them to focus on exactly that. They can come to O-bit and will have a readymade product portfolio tried and tested into the SME market. The reseller doesn’t need to worry about the billing side of things either as they can outsource this to O-bit. O-bit even provides reseller product training days and provides collateral for the reseller to white label with their logos and provide everything they need so they can just focus on the sales. Ultimately that’s what gets a new starter reseller off the ground and grow quickly. This comes back to the point of developing a product and giving resellers their competitive edge by focusing on long term contracts and the profit margin they get can be put back into their business to continue their growth.”