|
|
|
16 Feb 2007
Carrier Colt Telecom has put a call out to the UK channel to aid its transformation from a direct to an indirect player in the mid-market.
Having already migrated 500 of its mid-market customers to comms distributor Rocom (CRN, 22 September), the vendor has identified 3,000 further small-spending customers it wants to migrate to its channel model in 2007.
The vendor’s channel U-turn is designed to improve the ratio of sales people to customers and boost sales of its data portfolio, including IP PBX, VPN and hosted email solutions.
Mark Ryder, director of midsize business at Colt, said: “Partners must be able to provide the same level of customer services as Colt, grow revenue within those accounts and sell data products to predominantly voice customers. In return for this commitment, they get an extra revenue stream and a set of customers that has good support from Colt.”
Lee Williams, director of the network services division at Rocom, said: “Where other carriers have continued with the direct model, Colt has gone the opposite way and said ‘let’s give the channel customer ownership’.”
Williams added that Rocom has already assumed billing, support and response functions for the 500 mid-market customers – which have an average spend of £10,000 a year – and is now looking to divide them out between its resellers.
“Colt won’t have too many problems finding other partners and we will have made the process easier by paving the way for them,” he said.
Colt, whose UK turnover hit £230m in 2005, will continue to engage directly with its 350 to 400 major accounts.
Related articles
In this video find out about the fast-growing Chinese vendor's plans for market domination and how the channel is its route of choice
Find out what gifts Acer has in store for partners for 2012 in this exclusive roundup of its recent conference
CRN's premier networking event is back on 17 May at the Ricoh Arena
Date: Thu 17 May 2012
Channel fighters preparing to square up once more on 24 May
Date: Thu 24 May 2012
The proliferation of endpoint devices within the enterprise has highlighted the shortcomings of one of the traditional approaches to data security
This Forrester report compares the costs and benefits of legacy email and productivity software with Google Apps
Dave discovers that rozzers are seemingly living in the technology dark ages
Mark Needham, founder of distributor Widget, argues that John Browett leaves for Apple with Dixons in better shape than when he arrived
|
|
|
Do you agree?
Have your say