The reseller, which owns the PC World Business, Equanet and MacWarehouse brands, had previously sourced telecoms products from a range of distributors, but has now opted to outsource the technology to one partner.
Richard Carter, managing director at Rocom, told CRN: “This is another victory for our fast-growing retail division, which is now 25 per cent of what we do. Telecoms is peripheral to DSGi Business, so it is looking to us to advise on product range and provide inventory management, marketing support and training.”
David Gould, commercial director at DSGi Business, said: “Our telephony business has been relatively small, but we want to grow it at a fast rate. It was time to tender that business as a comprehensive proposition.”
It is believed that Nimans and Micro Peripherals were also in the running, although both distributors declined to comment. Gould said DSGi Business chose Rocom based on quality, cost and services.
Carter added that Rocom already has similar agreements in place with retailers such as Amazon and Staples.
Scott Dobson, managing director at IP telephony distributor VComm, said: “Rocom is becoming the Ingram Micro of the telephony space and seems to be positioning itself as the fulfilment distributor to tier-one resellers who want a cost plus single-digit margin partner.”
Manny Pinon, sales director at IT group Ampito, said: “This will also give PC World a play into the low-end broadband space as [Rocom parent] ATC has relationships with numerous carriers.”
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