Distributor Westcoast has formed a partnership with Lease Telecom to give its resellers access to mobile leasing solutions.
Speaking to CRN Darren Seward, head of mobility at Westcoast, said that a shift in end-user demands was a key factor when initiating the deal.
"If you look at the trends in the mobile market you've got vendors wanting people to upgrade more often and businesses holding onto their devices for a lot longer," he said
"As a result you're seeing a decoupling of airtime and the device, because what people used to do is take out a phone on a 24-month contract and pay for that over the two years.
"What people are doing now is trying to get the best deal on the airtime and sorting out the devices separately."
Seward claimed the partnership will give resellers better support when it comes to leasing solutions and open up opportunities for larger deals.
"I wouldn't say that we are necessarily experts in finance - that's not our core strength - but it is part of the sale and we need to offer that to our customers," Seward said.
"If the reseller is unsure of the benefits of leasing, the process, or how to sell it to the customer they will hold the hand of the reseller and do training where necessary.
"It allows the reseller to facilitate a bigger deal and it gives them a root in at the end of the deal to say ‘let's take back your old devices and provide you with a whole new fleet of devices.'"
The portal created by Lease Telecom eradicates some of the biggest problems associated with leasing, according to Lease Telecom director Simon Fabb.
"We've made it really simple," he said. "Finance has a certain stigma to it.
"If you talk to different suppliers, you'll hear different experiences. Some of them say it's a long, drawn out, convoluted process.
"Slow payments [have been an issue] and even getting a deal quoted historically has been quite cumbersome, especially in this industry where everyone wants everything within an hour."
Lease Telecom has addressed these issues, he claims, by creating a portal that allows resellers to submit applications in two minutes, and get a decision in 15 minutes - taking mass communcations with a finance broker out of the equation.
Westcoast is the first "pure IT" distributor that Lease Telecom has partnered with, Fabb explained.
The firm currently works with EE-owned mobile distributor Mainline Digital Communications, but will not be partnering with a distributor in the same space as Westcoast in the near future.
"It was about getting access to a partner channel that does the whole breadth - that's what we're very pleased about," Fabb said.
"Getting on board with another distributor would just muddy the water at the moment because a lot of distributors have the same partners they sell to, so we're very much at the moment focusing on Westcoast."
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