Vodafone makes connections
Mobile operator turns to IT channel to sell data cards and Blackberrys to business users
Vodafone dipped its toes into the IT channel last week by signing up distribution giants Ingram Micro and Tech Data to target business users through resellers.
The deal will see both distributors selling Vodafone's 3G/GPRS datacards and Blackberry range.
Bhavesh Patel, commercial director at Ingram, said: "This agreement is good for both of us. It will allow us to get into new markets, and allow IT resellers to get into the voice and data sector.
"Selling mobile data contracts is a new concept for IT resellers. It will be up to us and Vodafone to make the transaction as simple as possible."
Clive Hailstone, general manager of specialist business units at Computer 2000 (C2000), the UK arm of Tech Data, said: "This is our first venture into working with a mobile operator. The key is getting resellers on board and educating them about the technology."
Last month, Ingram signed a distribution deal with Orange to distribute the operator's range of mobile data products across the UK, France and Belgium.
Patel told CRN that Ingram is currently in discussions with several other mobile carriers, but could not yet reveal names.
C2000 appears to be more cautious about the market. Asked if it would consider signing up with other mobile operators, Hailstone replied "possibly".
Rob Bamforth, principal analyst at Quocirca, said: "Mobile operators have needed to get in with distributors for some time. There has been a real gap in the mid-market which distributors can help them fill.
"Everyone keeps talking about convergence between IT and telecoms. I call it collision. The resellers that can gel together the IT and the telecoms skills will be the ones to succeed."