Orange puts juice into reseller programme
Mobile operator hopes to entice 100 resellers and system integrators
Orange has unveiled its first dedicated UK IT reseller programme as it looks to boost mobile data sales.
The operator said it aims to recruit 100 resellers and integrators to sell wireless connectivity, email, field force automation and telemetry products.
Speaking at its inaugural partner forum, Orange claimed it would offer IT resellers easier access to its products and services, as well provide training, product and marketing support.
Orange has made the move after conceding that many companies want to deal with a single, long-standing IT partner.
"In the past 12 months we have seen a dramatic upswing in customers saying they want to do this," said Sam Sandercock, head of channel sales at Orange.
Adrian Tatum, mobile solutions director at Computacenter, said the mobile operator's decision would bring benefits to both Orange and the channel.
"Mobile operators are specialists in building networks and advanced billing solutions, not complex systems configuration. This is where systems integrators can fulfil a need," he said.
"Just as I'm not going to create a 3G network, I would not expect them to provide complex enterprise solutions. It's a totally different market."
But Orange warned that its direct sales force might sometimes come up against resellers.
Alastair MacCleod, Orange business solutions customer development director, said: "There will be times when we have an end-to-end solution that we want to offer at the same time as a reseller."
Orange will select resellers according financial stability, customer base, technical support skills and a focus on wireless and mobility. It is also looking for specialised telemetry resellers.
Products and applications made available include mobile email, business text messaging, field force enabling and vehicle tracking. Resellers will also have early access to new devices and technologies, including 3G.