C&W to offer VAR incentives
Firm aims to increase UK channel sales
Networking giant Cable & Wireless (C&W) is offering its VARs sweeteners in the form of extra commission and incentives to help it increase channel sales in the UK.
C&W, which earlier this year admitted that the vast majority of its sales were direct, has said it is looking to recruit more resellers in order to drive its IP VPN activities and achieve double-digit growth in the coming year.
To this end, partners are being offered commission worth up to 10 per cent of their total monthly C&W turnover, and will continue to receive that discount on future deals.
Reseller partners will also be signed onto an incentive scheme based on a structured points system, allowing them to compete for the top prize of a VIP trip to Iceland.
The vendor has appointed a new UK channel director, Marek Lowther, who will work with Gareth James, C&W's UK and Ireland managing director, to push the firm's channel mantra.
James said: "We have enjoyed a great deal of success working with our channel partners over the past year. They have made a considerable contribution to our business.
"I am really pleased to have Marek on board as we seek to substantially grow our reseller business and support resellers in helping mid-sized firms to reap the dividends from migrating to IP."
Stuart Smitherman, managing director of IPN Consultants, said he believes C&W is committed to the channel.
"It really does want to get back into the channel and is launching new products that make it easier for the channel to sell," he said.
"I think it is a very positive message that C&W is putting across and I think that the firm realises it needs to build its channel to be as strong and powerful as some of the other telecoms operators out there."