We’re standing on the edge of a technological revolution. There are less than two years to go until the PSTN switch off – or digital ‘switch on’ – and the September 2023 national stop-sell date has since passed. This means Openreach will no longer accept new Wholesale Line Rental (WLR) orders and broadband services that rely on the old copper network, such as ADSL and FTTC, and from December 2025, this legacy technology will begin to be decommission. Research shows that over the next 12 months, many businesses see the move to all-IP solutions as an immediate priority, however this should be accelerated to maximise rewards.
That’s where channel partners must come in. As a big Formula One fan, I like to think of the transition to all-IP like how a racing driver is only as good as his team, dependent on the counsel, technology and solutions they offer in the pit lane. Channel partners play a similarly critical role in supporting customers on the route to an all-IP future, especially when it comes to evolving from legacy lines. This could mean providing reliable fixed connectivity, educating customers on the benefits of making the switch, or taking advantage of 5G technologies because of its growing coverage and business-enabling capabilities.
Those who have adopted IP technology are already reaping the benefits, from faster, more reliable connectivity, to diversified portfolios and business growth. Those who haven’t are at risk of letting their competitors overtake them in the market. Which is why the time to act is now.
The all-IP countdown
The move to all-IP is a monumental step forwards for the nation’s infrastructure. The modernisation of the UK necessitates the phasing out of aging technologies and legacy protocols to ensure the future resilience of internet-based networks that connect individuals, businesses and public services.
As a channel partner, to put your head in the sand by not proactively supporting your customers’ move from analogue to digital puts you at a competitive risk. Change is inevitable, even with established legacy customers, if you aren’t actively discussing the transition to all-IP services, chances are a competitor is seizing that opportunity. Customers need a consultative ally who can educate them on the imperative task of future-proofing their infrastructure, and in turn support their growth.
For example, channel partners must assist customers to prepare for the extensive nature of this transition. Legacy networks connecting various devices like fax machines, lift alarms, and sensors will be affected, which is why customers must act now to minimise disruptions.
It’s also essential to inform customers about tailored migration support and services facilitating the prompt audit, design, development, and deployment of alternative connectivity solutions. Ultimately, supporting customers in their move can result in a door opening to coverage, connectivity, and even customers.
Unlock opportunities with 5G
The evolution of 5G technology is reshaping the connectivity landscape within the UK, which is aiming for full 5G standalone coverage by 2030. Meanwhile, Ofcom estimates that 5G currently reaches half of all outdoor premises in the UK. As a prominent player within the industry, EE has made 5G available to more than 68% of the UK population and is expanding into more rural populations. This signifies a huge opportunity for channel partners to present all-IP benefits and propositions to customers and support the move to modernise connectivity for everyone.
Crucially, statistics reveal 59% of UK business owners acknowledge their mobile phones as indispensable tools compared to laptops for running their companies, and 70% of end-users plan to invest in mobile. This underscores the importance of mobile connectivity and 5G within business communications.
The strategic integration of EE’s network directly in the channel, facilitated by Complete Mobile, aligns with this shift. It’s the first time EE Mobile SIMs have been available to enterprise resellers via a direct channel model, and itensures channel partners are well-positioned to cater to the evolving needs of businesses that prioritise mobile connectivity. The expanded 5G coverage not only translates to broader reach but also delivers tangible benefits such as lower latency, higher bandwidth and better connectivity, from virtually any use case – so it’s a winning solution for many businesses in an increasingly digital world.
Unlocking growth with all-IP
Clearly, channel partners have an exciting opportunity when it comes to connectivity. The unified nature of all-IP communications often leads to cost savings for both channel partners and their customers, by reducing the complexity of managing different networks, and resulting in more streamlined operations and lower maintenance costs.
What is key, is understanding customers’ unique needs. And this is where vendors’ in-depth knowledge can support channel partners to provide bespoke service offerings that not only improves customer satisfaction, but also diversifies portfolios. Via sales and marketing support, and online tools and training, partners can tap into a wealth of experience to sell-in their offerings with a comprehensive suite of solutions. This positions them as a one-stop shop for prospects via a broad range of services, appealing to a greater customer base. Ultimately helping partners strike up a strategic edge within the market.
The pathway to success lies in seizing the transformative opportunity presented by all-IP. Inspiring change now and igniting customers’ imaginations of the potential of all-IP and 5G connectivity will increase customer stickiness, slash costs, and generate more revenue. Ultimately, by embracing and supporting customers in their all-IP migration, channel partners can become architects of innovation, and stay competitive in a rapidly evolving and converged landscape.
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