WorldCom looks for more partners

Three-tier programme launches today

Networking firm and internet service provider WorldCom will launch its new partner programme today in an effort to attract new convergence partners.

The scheme is an amalgamation of the previous programmes at WorldCom and UUNet, said Mark Dixon, regional director channel sales for UK and Ireland.

It will have three tiers: Solution Provider, which is intended to sell select products for specialist smallo to medium sized enterprise resellers; Premiere Solution Provider, larger resellers with greater turnover able to sell the whole range of products; and Agents.

The company currently has about 50 resellers in the UK, but would like to have about 65, said Nixon. "But we want them to be able to maintain the same pieces of market pie each," he explained.

Although the firm also operates a direct route to market, Nixon maintained that rules of engagement have been set out.

"Our direct sales [staff] and resellers will work together to create demand for our products, which will then be fulfilled by the resellers. Having both routes to market isn't a problem if you have these rules of engagement. They stop the two competing, and instead allow both routes to complement each other," said Nixon.

Roberto Verga, managing director of reseller and consultancy ITC Network Group, said that in his experience he had not found direct sales to be obstructive to his company.

"The direct sales guy is just trying to get his commission and, as long as resellers don't threaten that, we don't have to battle with direct. Providing resellers are given the option to include some services or value-add onto a deal it will work," he said.

Resellers will be offered marketing tools, training and support from WorldCom. "Our resellers will be able to sell whatever they want, wherever they want," said Nixon.