Vodafone has united its channel resources under one roof and overhauled its partner programme as it seeks to swell its indirect business.
The mobile operator currently generates a quarter of its UK enterprise revenue from the channel, but is looking to grow that aggressively as a percentage.
It claims to have taken extensive feedback from VARs on the shape of the new Vodafone Partner Programme, which divides its 400 UK partners into Platinum, Gold and Silver tiers.
Peter Kelly, enterprise director at Vodafone UK, said partners had voiced concerns over the “consistency of the planning horizon”. In response, Vodafone will give partners three-year contracts and business plans around revenue growth and portfolio expansion.
Kelly also admitted that navigating the Vodafone organisation had been “tougher than it should have been” for partners.
To remedy this, Vodafone has formed a 250-strong dedicated channel organisation called Vodafone Partner Services, which uses 2006 acquisition Yes Telecom as its nucleus.
The programme is also designed to put partners on an even footing with Vodafone’s direct sales force when it comes to new technology. “Previously, innovation had been led through our direct team,” Kelly said. “We now want to treat our partners as absolute equals or even have them leading in some cases.”
Kelly said all partners would be given access to its iPhone packages and its new fixed and mobile communications service One Net.
“We expect half of One Net business to come through indirect in the coming quarters and years and will be doing lead generation activities to bring One Net opportunities to partners,” he explained.
Some 25 partners have been assigned to the highest Platinum tier, with 75 in the Gold tier and the remainder classified as Silver. These allocations are based on performance and investment in areas such as UC.
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