C&W keen to woo VARs with DSL offering

Ian Thomas: We now have an understanding of who we want to work with

Carrier Cable&Wireless (C&W) is aiming to get resellers onside with business-grade DSL products, help with billing and clear rules of channel engagement.

C&W has had a chequered channel history, having struggled to decide whether to pursue an indirect strategy for some years. The carrier re-entered the channel in April 2008, and director of partner services Ian Thomas conceded his company had bridges to build.

“Previously, we just kept pace with the market and operated quite reactively,” he said.

“We now have an understanding of who we want to work with and can engage them in processes upfront to develop the products and services they want. The business-grade DSL product set will be key.”

Thomas also revealed C&W is set to launch a free billing service for VARs next quarter.

C&W now works with about 170 UK resellers, including some which came on board through its acquisition of rival Thus last year. Some smaller VARs will be managed through bigger partners, such as Daisy or Star.

As yet there is no tiered reseller structure, but Thomas claimed this was being considered.

“We have been reluctant because we wanted to talk to everybody, but a natural order is emerging,” he said.

The carrier intends to service the SME and local government markets indirectly and Thomas indicated he was on the lookout for resellers.

He said: “We do not have a direct route into this market, ­unlike Opal, BT, Verizon or Global Crossing.”

John Carter, managing director of BT and Opal distributor DMSL, claimed C &W had work to do but could win the channel over.

“C&W has been in and out, and people lose trust,” he said. “Most resellers will forgive them if it makes commercial sense. But the carriers that succeed are totally committed.”