Telecoms carrier Orange plans to double its channel sales and make half of its data business indirect.
Orange, which has a number of routes to market, has claimed the channel will play a key role in sales at the lower end of the market.
Sam Sandercock, head of channel sales at Orange, told CRN: “The channel accounts for 20 to 25 per cent of our data connections, and I want to take this to 50 per cent. Orange will change a lot over the next six to eight months, and the channel will play a big part in this. Convergence will be where we see growth.”
Sandercock insisted that Orange is always looking for more high-quality resellers to improve the firm’s coverage at the low end.
“We are after tier-two resellers because it is easier to train technical staff quickly, and we are also growing into larger VARs,” he said. “We want resellers to take us into the under-150-seats market. We have very few direct sales in the lower end.”
Sandercock added that the top 20 per cent of Orange’s resellers are working well, and the carrier wants to work more closely with these partners. He claimed that Orange is approached three or four times a week by different resellers that are keen to join its partner programme.
Mark Cope, director at BlackBerry VAR and Orange partner Jem Telecom, said: “The value that resellers bring to Orange’s products is of mutual benefit to both parties. I can see Orange hitting its target figure of channel business.
“Our account manager and support from Orange is well covered, which is why Orange gets the lion’s share of our business.”
Cope added that new resellers will see competition “hot up”, but also that the market is still maturing.
“Any organisation with sales people, engineers, executive teams and middle management are taking on the product. Basically, any time-pressured people will benefit from mobile email,” he said.
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