Partner Managed WANs Expand your customer networks
If you re looking to attract larger, more profitable opportunities, then getting comfortable with selling Managed WAN solutions is your answer. And what s more, providing your customers underlying network positions you perfectly to cross-sell the rest of your services over the top. With KCOM as your Managed WAN partner, we re with you every step of the way. Once the initial requirements have been identified and agreed, our technical experts will take care of the planning, delivery and maintenance, so you can concentrate on selling it and owning the customer relationship. With our simple, yet resilient solutions, we make networking easy. T 0345 122 4777 @KCOMBusiness E partner@kcom.com business.kcom.com 2 I Managed WANs Managed WANs I 3
Complete your network offering Already sell broadband or voice lines, maybe a few leased line contracts? Want to move into something bigger, work with larger businesses and increase your revenue? MPLS Managed WANs are the perfect way to start doing this by providing your customers complete underlying network connectivity. Our solution offers a range of access technologies, routed through the KCOM cloud, for networks of any size and budget. Incorporate additional sites and upgrade bandwidth with ease. You can even choose your price and set your own margins on an individual customer basis. By expanding your portfolio into profitable managed networks, you can start making the most of bigger customer opportunities right away. Leave the setup and maintenance to us Depending on the end customer s requirements, the provisioning and maintenance of a network can require a large amount of time and resources you may not have. From the moment an order is placed with us, we take care of the entire background provisioning process and project coordination until the network is up and running for your customer. We ll not directly contact your customers, unless you ask us to however. For customers that require larger, more complex network setups, we also offer a full project management service. This makes sure the right expertise and resources are placed on the project to guarantee an efficient delivery to your customer. Simply sell your networks Adding a Managed WAN option to your portfolio of services is one thing, however knowing how to market and sell them to your customers effectively can be a challenge. Sometimes it s hard to know where to begin, what to focus on, or even who you re targeting. We like to make it easy for our partners to sell, so we provide a range of fully white-labelled sales and marketing material to help you get started. From product brochures to eguides and training materials around the service, everything is accessible from our online Partner Portal. Need further help or just want to talk everything through? Our account management and pre-sales teams are on hand to assist you, whatever you require. How do our Managed WANs benefit your customers? Get the best technology, tailored to their business > > Multiple access technologies, from ADSL to Fibre Ethernet and 3G/4G failover > > Introduce and suggest new technologies as they become available > > Easily add complementary services Dedicated support whenever they need it > > Proactive fault management > > 24/7 UK-based technical support > > 100% SLA-backed service Fully managed, so they don t have to > > Pre-sales and project coordination support > > Full network management throughout their entire service > > Cisco, Microsoft and Fortinet Gold Partner in-house expertise Keep their communications live and secure Make the most of our technical expertise Moving from single connectivity solutions to providing a managed network can seem daunting. Do you have the level of knowledge around the product to be able to create thorough recommendations that will fulfil your customers needs? Following the initial discovery phase you have with your customer, our dedicated pre-sales support team will then be on hand to work with you on the planning. We can provide recommendations on ideal network configurations or even set up a meeting directly with your customer and one of our network engineers for more complex projects. 4 I Managed WANs Easily combine your existing services Connectivity is just one piece of the puzzle; cloud and voice solutions are also necessary to create an effective IT infrastructure for your customers. Do you have current voice products with Gamma for example? How about Azure or AWS-based cloud services? Hosted Centrex services from BT? Or does your customer have colo servers they want to integrate into their setup? Our Managed WANs come complete with direct interconnects into all of these services, making it a simple process to run them over the top. Want to streamline your business and product set even further? We provide Hybrid Cloud and hosted voice services that run perfectly over the top of our networks one bill, one partner, one point of contact. Have complete peace of mind When introducing a new service to your customers, you want to be certain that it won t cause them any issues or affect the relationship you have. Our managed networks are built on robust and resilient platform architecture, with multiple failover options in place, be that physical or carrier-based. On top of this, we also offer a full 100% availability SLA and proactively monitor every single connection to make sure your customers stay up and running. Finally, we all know that faults can and will occur no matter how many protection measures are put in place, so we have a full team of UK-based, unscripted technical support experts on hand 24/7 to sort things out, just in case. > > Closed VPNs with optional Internet breakout > > Cloud managed firewalls > > Robust and resilient architecture Complete peace-of-mind across their organisation > > Actively monitored network > > Automatic alerts and fault management > > Simple account management Cost effective connectivity for any budget > > Range of access technologies > > Networks designed to any size > > Multi-carrier price advantages Managed WANs I 5
Why choose to partner with us? There are a number of providers out there offering managed network products, but we have a few advantages that make partnering with us a more streamlined and profitable option. End-to-end service from a single provider Business networks support entire business operations from data hosting and security, productivity tools and communication. When resilience is one of the key elements of a service, an infrastructure involving many different component parts and providers can cause a world of problems if things don t quite go to plan. If no-one has full end-to-end visibility or responsibility, each provider involved can shift blame to the next. This can be a very frustrating experience for you and could also damage the relationships you have with your customers. We can provide not only the underlying connectivity network, but also all of the cloud hosting and voice services across the top of it. We proactively monitor every one of our services to ensure they re fully operational. Should you need to raise a technical issue about any of the services you have with us across your customer networks, all it takes is a single phone call and we ll take care of it as quickly and effectively as possible, meaning less impact to your customers. We know that happier customers are loyal customers, so we re here to help streamline your operations; the easier it is for you, the better the experience for them. Multi-carrier network benefits Partnering with a single carrier provider can be extremely limiting for a number of reasons. When you re tied into only using their network to provide yours, you ll only have one option available to you, restricting your geographic reach, technology type by area and getting the best cost per line. This could lead to you missing out on opportunities with potential customers, either because you can t provide the exact solution they want, or you don t meet their budget needs. We have long-standing relationships with all of the top tier carrier networks including BT Wholesale, Talk Talk Business and Virgin Media Business to give you the best option on each of your network lines. If one carrier doesn t service a particular area that your customer needs, simply switch to another. A certain carrier too expensive for your customer? Again, use a cheaper alternative from another instead. Another great benefit is adding multi-carrier resiliency to your services. If one carrier network is having technical issues, your customers will only be partially affected by this as the rest of their network will be carried by another. There is even the option of having a second line into certain sites on a different carrier network to the first to maximise failover resiliency. Multiple access technology Leased Line Ethernet EFM (Ethernet in the First Mile) EoFTTC (Ethernet over FTTC) Broadband Private FTTC Private Bonded DSL Private DSL Mobile 3G/4G failover The fastest fibre access technology available, offering speeds of up to 1Gb over a dedicated, uncontended and reliable connection through the Ethernet network. Our premier connectivity option, but also the most expensive. A fast, cost effective alternative to Ethernet, with speeds of up to 35Mb. Offers quicker lead times and the resilience of multiple copper pairs to businesses within 4.8km of the exchange. Fibre to the Cabinet routed through the Ethernet network, providing a fast and reliable connection of up to 80/20Mb with a much lower contention ratio than Private FTTC. Fibre to the Cabinet routed through the general Broadband network offering asymmetrical speeds of up to 80/20Mb. Combine up to 4 ADSL lines together for faster upload and download speeds. Creates a single, more resilient connection in areas where other technologies are not an option. ADSL/ADSL2+ connections through the Broadband network with asymmetrical speeds of up to 24/1Mb. Mobile network access offering speeds capable of file sharing, IP telephony, video conferencing and cloud/hosted applications. 6 I Managed WANs Managed WANs I 7
Configuring your customers networks We ll help you design your customer networks based on their needs. Typically we ll advise routing an any-to-any MPLS configuration through our cloud, however we understand that every customer has their own unique requirements. Any element of the network can be altered, based on a complete or partial hub and spoke design, to even using a customer site as the main focal point of the network rather than our cloud environment. Here s a summary of what each style of configuration can achieve: Any-to-any Site 4 Site 1 Site 2 EFM Fibre Access Network EoFTTC ADSL Site 3 In an any-to-any network, every site is connected to each other, with two-way data transfer and communication possible across the entire network. This is the most common network design as it offers the most flexibility across an organisation. The head office will usually have an Ethernet line running into it with smaller sites sitting on smaller leased line or fibre broadband connections. Hosted Firewall and Internet breakout All of our managed networks have the option to include safe, reliable and secure breakouts to the Internet if your customer needs it. We use an industry-leading, enterprise-grade unified threat management system from Fortinet a next generation of firewall that provides complete protection and control over network security. A complete centralisation of security needs no need to use anyth ng else. Here are some of the comprehensive benefits, provided as standard by our firewall service: > > Guaranteed resiliency we set up our service in a high availability configuration, meaning that in the unlikely event of one firewall going offline, a second will be there to keep your customers networks protected. We also use a combination of ARBOR servers and ARBOR cloud protection to prevent DDos attempts > > Dedicated or virtual firewalls we offer both options to cater for any type of security policy your customers may have. They can completely manage with a dedicated solution, or part manage with a virtual firewall > > Web filtering restrict certain parts of the Internet based on user authentication, either on a department or individual level not just based on IP address. Give your customers full control over blacklisting and whitelisting, down to specific times of the day > > Threat prevention dedicated firewall antivirus software will look at all files coming in to the network and shut up to 97% of harmful code before it can even get to users. Fortiguard also globally syncs all firewalls if a new virus appears, a dynamic update can be rolled out within 15 minutes to stop it. Once inside the network, a robust IPS system scans more in depth for malicious code, which can be blocked, filtered and assigned alerts to admin > > Reporting and logging full visibility of Internet activity to and from the network. Bandwidth utilisation, most popular websites, biggest files download etc. Reports can be fully customised we ll send one automatically every day or week as required. We also offer self-serve reporting to your customers through access to the raw data using Fortianalyser > > Fortinet Gold Partner we have eight fully certified engineers in-house. Anything your customers need to know or want to do, we can help Hub and spoke > > Secure VPN users outside of the main network can use an SSL/IPsec encrypted tunnel to the firewall from wherever they are, whatever device they re using Hub Access Network Spoke 1 Hub and spoke networks consist of a number of satellite sites that all have two-way data transfer and communication to the head office, but no connectivity between them. > > Single sign-on to the network and firewall. Only one round of authorisation makes it easy and convenient to access Spoke 3 Spoke 2 This style of setup is useful for franchise organisations for example that all need access to head office, but not necessarily the other franchisees. However, we can still put in direct connections between satellite sites where needed. Managed WANs I 9
Proactive monitoring Get instant visibility of your managed connectivity estate as standard with Sentinel, our advanced webbased monitoring tool. Proactively troubleshoot and manage performance across your network to keep your customers connected. A clear and concise online dashboard combined with interactive connection maps, each updated in real-time, gives you full transparency and control over all of your connections and puts an end to the problem of not knowing whether an issue is with the network or site specific. This instant diagnosis and a user-configurable alert system means that you ll be aware of any issues or line outages as they occur to minimise customer network disruption. Access to first line diagnostics also means that many issues can be resolved without the need to call our support team for help. However we ll always be available in case you need further assistance with anything. We re here to help, every step of the way Offering Managed WANs to your customers can seem like a big step up from single connectivity options with a whole host of added complexity to deal with. Customers in the market for a new WAN, or looking to migrate their existing one will have very bespoke circumstances which take a little more time to work through. Once this initial stage has been done however, you ll have a solution that will be perfectly suited to their unique needs. To help with this important fact finding stage, we ve put together our Spotting the Opportunity guide to help make your sales focus more effective. We ll guide you through four key steps that you ll need to take to successfully spot and win your next WAN: 1. Understand your customer 2. Know their challenges 3. Build the pitch 4. Close the deal Give us a call on 0345 122 4777 to find out more. Interactive maps Select individual connections and exchanges to easily identify line problems in real time. Have complete control and visibility over your network by geographical location. Automatic alerts Pre-configurable alerts via SMS or email in the event of an issue arising. You ll always be in control and the first to know about any line issues or outages before they cause problems. Guaranteed quality Fast and reliable monitoring performance, hosted on its own dedicated server and backed up by a 99.99% uptime SLA. 10 I Managed WANs Managed WANs I 11
T 0345 122 4777 E partner@kcom.com @KCOMBusiness business.kcom.com