Cable & Wireless (C&W) has admitted to a lack of consistency and commitment to channel relationships but has insisted it is now looking to drive more sales through its partners.
The telco has restructured its channel organisation three times in the past five years and was rumoured to have cut back its channel staff just four months ago.
At the time, Steve Brazier, chief executive of analyst Canalys, said: "C&W has been through so much change in the past 18 months, its partners don't know whether it is coming or going."
However, the telco said it now wants to boost revenues through its UK partners from six per cent to 20 per cent in the next three years.
Gareth James, managing director of UK corporate markets at C&W, said a new team focusing on partners would address concerns about channel commitment.
"Historically it would have been fair to say C&W wasn't committed to the channel. There was a lack of consistency in the way relationships were managed.
"But what we're putting in place will address these issues," James said. "The advantage for partners is speed of decision-making and accountability."
The company has already whittled down its partner base from more than 300 to its top 50 most lucrative partnerships.
"We want to build on the relationships we have and bring on new partners selectively," James said.
But Manny Pinon, sales and marketing director at BT distributor Norwood Adam, warned that channel scepticism could be a stumbling block for C&W.
"Tier-one partners that have worked with C&W through its woes are genuinely looking forward to the changes in the pipeline.
"But if you're new to the game, be prepared to bang your head against a wall."
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