Tetbury-based Synaxon member, Jireh Solutions, has formed what it expects to be a productive partnership with Wavenet Solutions through the channel services group.
Jireh Solutions serves the needs of mainly SMBs in the south Cotswolds, Bristol, Wiltshire and Thames Valley areas. It takes a consultative approach and looks to work as a trusted advisor to its customers, acting both as a VAR and MSP to its clients.
When Andy Platts, Managing Director of Jireh Solutions, heard about the potential to offer Wavenet’s leased line services through Synaxon, he was immediately keen to find out more.
‘We view Synaxon as a strategic supplier partner and it works in two ways for us. They act as a filter of all the noise out there and we know that their selection process for the people they put in front of us has generally been very good and we know that they will have done a lot of work up-front, which means we tend to be speaking to sensible people who are good to do business with. They will also negotiate a deal that makes it all the more of an attractive proposition.’
Both of these benefits certainly came to fruition with Wavenet and as Andy explains, the potential to partner with the company came at just the right time.
‘From our point of view, it was very timely. It also tied-in with other things we were doing with Synaxon and other vendors. We are in the process of becoming a Sage Live partner and one of the natural correlations is that the kind of companies we’re going to be dealing with are more likely to be a little larger than our average customer size right now. So, a leased line is going to be more appropriate, particularly if you are putting their primary business system into the cloud.’
Jireh Solutions had, up to now, partnered with other suppliers where customers needed connectivity. Being in a rural area in which the ADSL and broadband services can be of variable quality, it made sense to leave this in the hands of a specialist.
However, with the guaranteed bandwidth, excellent SLAs and competitive pricing on offer through Synaxon, it made sense to start partnering with Wavenet. ‘It adds value to our customer relationships without generating a lot of ‘noise’ [i.e. support issues] and gives another revenue stream.’
An opportunity to sell a leased line soon arose and Andy was impressed with Wavenet and from the outset. ‘Jonathan at Wavenet is very responsive – even on his days off he gets back to me. The relationship with them and the personal service we’ve been given has been fantastic.’
They have recently sold their first leased line and was able to offer the customer a price that was significantly lower than that offered by the main connectivity competitor and still leave Jireh Solutions with a decent margin. Happily, they have also discovered that there is fibre on-site already and the installation is likely to happen inside a month of the order being placed, instead of the more usual 90 days, and with no excess construction charges.
Wavenet has been equally impressed and enthusiastic about the way the partnership has developed through Synaxon. ‘Andy and the team from Jireh Solutions have been enthusiastic from the start and we expect this to become a very good partnership’ said Jon Harris, Channel Manager at Wavenet. Synaxon did a great job in recognising that it was an opportunity both for us and them and bringing us together. Jireh Solutions are exactly the kind of partner we are looking for – the sort of partner we can really help.’
Andy has already contacted Wavenet about a further opportunity and is confident others will emerge. ‘Once this first customer has gone live, we will be using it as a story to tell other people out there’, he said.
There may be other opportunities to develop business with Wavenet as well. In addition to Ethernet leased lines and connectivity, the company is also a leading provider of voice and data solutions and unified communications. It has also developed a special partner portal that gives resellers an easy way to get instant quotes, and to provision services and provide support for their customers.
While Jireh Solutions is now working directly with Wavenet, the partnership through Synaxon is also vital to success. ‘It gives us access to a higher tier and therefore, lower pricing than we’d otherwise get with the volume of sales we are likely to generate, and that opens up opportunities at price points we’d just never see otherwise.’
Derek Jones Managing Director of Synaxon UK, said that the partnership is a great example of how Synaxon can bring benefits to members and suppliers by brokering new business relationships.
‘We’re delighted that this partnership is working so well and delivering immediate benefits to Jireh Solutions in terms of meeting customer needs and driving increased revenue and profit, and for Wavenet, creating additional business and growth potential. It is a perfect illustration of how partnering with Synaxon can work for everyone.’