Spitfire lines up data VARs in its cross hairs
Hybrid VAR and ISP to expand its Authorised Partner Services division to attract resellers into voice market
Hybrid telecoms reseller and ISP Spitfire Technology is looking for data resellers to bolster its partner ranks.
Spitfire plans to expand the Authorised Partner Services division of its business, which operates as an ISP for Spitfire’s VAR partners. The firm has claimed that demand from potential partners has made Spitfire apply more focus to the division.
Spitfire said its partner services programme offers round-the-clock repair services on Asymmetric Digital Subscriber Line and Symmetric Digital Subscriber Line connections, four-hour managed router replacement, onsite support from Microsoft- and Cisco-skilled engineers, and anti-virus and spam services.
Nick Goodenough, authorised partner services manager at Spitfire, told CRN: “We have been working on our partner programme for the past two years or so. Before it was not our main direction, but we have found companies approaching us, so we have now broadened our footprint.
“We have 80 partners and are strong in London and the south-east, but we want to push the programme nationwide. Our aim is to get 250 partners signed up in the next 12 months.”
Goodenough said the rise of voice over IP is driving demand from data resellers across the country.
“We are looking for IT VARs and talking to them about the ISP side so they can get into voice,” he said. “Data companies know they need to move into voice, but many have not found the right partner yet.”
Goodenough insisted that Spitfire has successfully positioned itself as both a traditional telecoms company and an ISP, so its channel will see no conflict.
Robert Kemp, managing director of ISP KeConnect Internet, said: “We have signed a lot of data resellers and it is important [for ISPs] to form VAR partnerships.
“It is not enough for ISPs to compete on price. You have to provide VARs with a service, and ensure that the product is consistent.”