Integrator Telindus is building a formalised channel programme as it hunts partners to resell packaged services.
The comms and networking specialist has created a range of services packages including break-fix and remote monitoring offerings. The firm already has an indirect sales operation on some of its services, but intends to launch a more structured scheme this month.
Gary McCullough, services proposition manager at Telindus, said: "We have experience of running a channel business, but we want to provide more structure and more direction. We will have a proper partner programme, and will manage them as partners. We will have a full-featured partner engagement model, including opportunity registration, tiering and partner management."
As well as working with major service provider partners such as Virgin Media and EE, Telindus wants to recruit product-focused resellers eager to branch into services, but who may currently lack the necessary skills and business model to do so. McCullough added that Telindus' assault on the services market "is not just constrained to Cisco and Juniper" skills. Head of channel Stephen MacPhearson will lead the channel charge.
"We have a 24/7 network operations centre; our skills are deep rather than broad – we have a lot of skills and capability around core communications and networking," he said MacPhearson. "Our background has traditionally been in selling direct to end users. We decided that there is now an opportunity to package those [services] and sell through an indirect channel. We anticipate that we will get quite a lot of interest in it, and are getting great support from our vendor partners."
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