Hugh Symons has launched a new business unit to help VARs tap into the mobile data and airtime sector.
The unit, Hugh Symons Telecom (HST), has been running on a trial basis for several months and will aim eventually to recruit up to 150 IT resellers.
The distributor, which manages Hewlett-Packard's (HP) Everywhere mobile offering and Fujitsu Siemens's laptop and mobile data bundle for SMEs, hopes to sign 75 resellers now, split between the three account directors assigned to HST.
Hugh Roper, managing director of Hugh Symons, said: "The time is right to offer this to IT resellers. 3G has arrived, there's a plethora of devices and a clean return on investment model, but there's no way for the channel to get everything together."
Operators identified business users as early adopters of 3G four years ago, but avoided the IT channel, preferring to use their established high-street retailers and direct sales to reach potential customers.
Resellers trying to get provisioning from distributors often found that discounts and device subsidies were not offered.
Hugh Symons will offer device subsidies, and has signed an agreement with Orange. However, last month, Orange told CRN that it wanted to sign a data distributor to work alongside Hugh Symons. The distributor also offers O2, Vodafone and T-Mobile.
Dean Murphy, head of mobility at VAR Satsuma Solutions, said: "Hugh Symons has the credibility and brand position in the market to do well.
"A lot of mobile service providers are consumer-centric, but businesses don't want to be sold the latest shiny phone and Bluetooth handset. They want to know about group pricing, cost centres and billing."
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