[AusNOG] How do we win over the Telstra 50/50 for $850 "Special"?

[paul+ausnog at oxygennetworks.com.au]

Hi Cameron, I hear you, something we have discussed in depth with our account manager at TW, they really don’t care TBH, it’s possible to match it most of the time with basically zero margin, so of course it’s not worth doing IMHO.
 
You really need to convince the customer that they should be dealing with you.
 
With the 100M one it’s a little more possible to compete and make a couple of bucks, but it still doesn’t work well.
 
The other things are that the Telstra connections can’t do vlans, can’t have different COS levels, can’t do anything special except deliver internet really, they are very basic, but unfortunately that suits many companies.
 
Regards
Paul
 
From: AusNOG [mailto:ausnog-bounces at lists.ausnog.net] On Behalf Of Cameron Murray
Sent: Wednesday, 15 March 2017 12:49 PM
To: ausnog at lists.ausnog.net
Subject: [AusNOG] How do we win over the Telstra 50/50 for $850 "Special"?
 
Guys,
 
Over the past 24 months many of us have lost connections to the Telstra "Special" that well; never looks like it's going to end.
 
We are trying to compose a list of why chose us over the big T.
 
Ourselves, I would put the number of lost contracts at around 50 which may not seem many to some but for us it is a big deal.
 
Our Key Differences:
 
* Local Support Staff
* End to End QoS
* Onsite Technical Assistance
* You can come to our office and speak to our technical staff who run the network.
* Uncontested Service
* Supporting Local Jobs
 
>From what we have put together about the Telstra offering:
 
* Standard CoS
* Contention up to 25:1 in some areas
* Cheaper than Wholesale access + Transit combined
 
Your experience and comments appreciated!
 
Regards
 
Cameron
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