ATC bullish in wake of BT SME contract victory
Communications firm claims hybrid reseller/distribution strategy has reaped dividends
AT Communications (ATC) has highlighted its victory to supply BT’s SME sales channels with Mitel products and services as evidence that its hybrid reseller/distributor model is a hit with the channel.
The deal, which will centre on Mitel’s 3300 ICP and SX-2000 products, will net ATC about £9m over the next three years.
While ATC’s Servassure unit will provide the installation and maintenance services, Rocom – its recently-acquired distribution arm – will also chip in by procuring the stock.
Richard Carter, managing director of Rocom, said: “This win is significant as it proves that the triple play of our three divisions, Rocom, Servassure and AT Solutions, is working very well.
“The wisdom of [our strategy] was questioned when we bought Rocom, but now it has proven itself to be an excellent structure. Having both supply and support capabilities allows us to offer BT a level of service that other companies can’t match.”
The victory comes two months after Mitel axed Rocom and its four other UK distributors after opting to move to a single-tier channel model.
Enda Kenneally, UK sales director at Mitel, said the vendor had supported ATC in winning the deal, but stressed it no longer has a distribution relationship with Rocom.
“We have in no way reneged on our announcement in May,” she said. “Rocom is essentially still procuring equipment from Mitel on behalf of ATC, but our distribution agreement with it has been terminated.
“Mitel has ensured, behind the scenes, that ATC will skill up and deliver whatever BT is asking for.”
Kenneally said the contract would see ATC, which is one of Mitel’s top-level Premier partners, provide BT’s Local Business partners and other SME sales teams with services around Mitel’s SME products.