Colt fortifies its channel proposition
Carrier announces changes to partner programme
Colt is strengthening its channel offering after hiring three seasoned executives.
Terry McKeever, who joined the carrier from Cable & Wireless last year, has become director of UK channel sales, Jenni Sach will lead channel development efforts in the UK, and Julia Upton has been hired as partner development and acquisition manager.
"The people (behind Colt's channel operation) are different, and that makes an immediate difference," claimed McKeever.
"The changes will continue; partners are valued by Colt from the top of the organisation down. However, this is not so much a new channel offering. We're not doing a rebuild. We are going to strengthen the channel that Colt has had for seven or eight years."
McKeever said part of the work will involve adding an "EU piece" to the channel organisation, more flexible commission schemes for both voice and data products and dedicated account managers for resellers.
Greg Carlow, managing director of reseller Repton, said he will look carefully at Colt's offerings.
"We already have agreements with Tiscali and BT, and I think most providers out there are no better or worse than others," he said.
"That said, Colt will have a sweet spot, such as point-to-point broadband. It will need to put together a programme to make selling Colt worthwhile for our sales guys, and a training programme that is worth sending our sales people on."
Carlow claimed Colt and other providers are looking forward to the point at which convergence enters the mainstream.
He said: "I can see the logic in Colt getting itself positioned, as many smart telcos are, because voice and data integration is not working at the moment, but will do in about five years' time."