Partners tend to see such a cost difference between fiber and coax, and that is what cements their ideas about what to sell. But the difference exists for a reason…several, in fact. And those reasons are the key selling points for partners who should be bringing their customers onto fiber for their own success and the success of those businesses.
Security: Fiber is more secure than coax. Fiber is like getting your own highway to the internet, and no matter how much traffic is on the road, you never have a compromised connection. Your connection is much harder to tap into or access compared to coax’s, and intruders cannot steal data as easily as they can across coax connections.
SLAs: Service level agreements for fiber customers give them a solid insurance policy against downtime. If a fiber connection is felled or slowing down, then the provider has a certain amount of time to bring the connection back online. With coax, users are given a “first come first serve” level of attention.
Additionally, fiber providers have to provide credits to the user if they are unable to repair or bring the connection back online within the contracted terms.
Optimal for applications: More and more businesses are using cloud applications, and more devices are connecting to the internet. With a solution like fiber, your path to the internet needed for all of this traffic is much more open than it is with coax. Any businesses with critical applications cannot rely on coax.
Coax’s connections are notoriously slow when compared to fiber. In this digital era, it’s unacceptable to have sluggish upload or download times. Fiber ensures the continuity of your customers’ connections so they can operate like modern businesses should.
Scalable: There is no comparison between fiber and coax when it comes to scalability. With coax, you reach a max of how you can expand, where you can go, and how much you can ask of the connection. There is a cap on scalability. You have limited growth for your business.
With fiber, the sky is the limit. Additionally, fiber is more symmetrical — meaning, upload and download speeds tend to be similar to each other. With a business that’s scaling, having symmetrical speeds is crucial.
Redundancy: If a company needs true redundancy, using a Comcast fiber circuit and a CenturyLink fiber circuit gives that customer almost 100% reliability. Fiber available from multiple carriers enables customers to have true carrier redundancy and circuit redundancy.
Partners can also opt for selling coax as a great backup to customers’ primary fiber connections — a pairing that works especially well with SD-WAN.
These five points are easy to describe, but getting a customer to recognize the real-life value of them is not as easy. We’ve found that businesses often realize the tangible value of fiber once they’ve already made the mistake of trying other solutions.
We had a four-site, small Medical Care Center in Colorado that was using a coax connection and a backup DSL connection. The doctors were starting to complain that every morning between 8-10am, and afternoon between 3-5pm, the internet began to really drag. Uploading patients’ records to their servers and downloading them were taking longer and longer. This meant they saw fewer patients, and they were hearing more complaints about how long people were waiting to be seen.
We saw that a couple of sites were near schools and neighborhoods where people were utilizing the internet personally which grabbed bandwidth from the clinics. This made their bandwidth slower because there was not enough bandwidth to share.
They also wanted to be able to share documents over their own network so patients could go to any clinic and the doctors would be able to see their medical records and history.
Once we pointed out how useful and secure fiber would be to their clinics, they decided to implement 20MGs of internet at each location, and to link them together with fiber private lines like an MPLS. They also decided to keep their coax as a backup circuit and Wi-Fi use for their patients.
Although this solution was more expensive, it gave the doctors more time to see patients and kept the wait time to a minimum. Over the course of a year, they saw their patient list grow — almost doubling — and the complaints were nearly erased. The fiber solution has not been below the agreed-upon bandwidth and has never gone down.
Get in touch with Innovative today to learn more about how you can elevate your customers’ businesses with fiber.