The telecoms provider previously operated a primarily direct model, but it has performed a strategic U-turn and earmarked the channel as a means of expanding its UK reach.
Mark Ryder, director of mid-size business at Colt, told CRN: “Rocom is our first distributor and we are now investing heavily in the channel.
“We are going to look at another distribution deal. This distributor will be data-focused and we hope to sign it within three months.”
Ryder added that Colt had previously operated with a direct salesforce and agency partners, who referred customers and received a commission.
“The partners we had were quite voice-centric, but working with distributors allows us to operate more in the IP voice and data world,” he said.
“Our strategy is to extend our channel partnerships and look at this route to market to get the reach with mid-sized customers. Distribution gives us that network reach.”
Ryder added that he does not expect channel conflict between Colt’s direct and channel sales.
“Rocom has the reach, the understanding of convergence products and the mid-market coverage,” he said.
Lee Williams, network services director at Rocom, said: “Colt’s channel strategy is clear and this is refreshing from a carrier. Colt is 100 per cent behind a channel strategy and it has long-term plans for resellers.
“The Colt portfolio is a great starting point for voice and data VARs.”
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