NEWS
www.comms-dealer.com
S
Rakesh Bhasin
POTLIGHT
Intact business spun
The SME
market
faces specific
from Logicalis Group
challenges
INTACT Integrated Services ket positioning and significantly
has been transferred out of the broaden its addressable market.
Logicalis Group and will operate Montanana said: “Since its for-
as an independent subsidiary of mation in 2004 Intact Integrated
COLT REAPS REWARDS FROM NEW FOCUS ON SME
Datatec, the JSE/LSE international Services has developed a strong
One year after the launch of COLT’s dedicated ICT Group. brand and reputation. By establish-
SME division the telco has recruited over 100 new Datatec will assume a majority ing Intact as an independent sub-
partners, delivered a range of new dedicated SME share of the new Intact Holdings sidiary under the Datatec banner,
products and services, and established online tools, business which includes both Intact will have a strong platform
systems and accreditations designed to make doing Intact’s UK and German opera- for growth and will be able to
business with COLT easy. Behind COLT’s extended tions. Intact’s management team, fully capitalise on its position as
reach into SME space is the view that multinational headed by Managing Director Bob an independent channel focused
blue-chip companies are given lead priority by Dalton, will also become share- consultancy services business.”
carriers and that SMEs are often offered scaled down holders in the new business.
Jens Montanana
Bob Dalton, Intact’s Managing
versions of the products and services designed for Over the last five years Intact to Cisco partners, systems integra- Director, added: “Operating as an
larger organisations. As a result, in early 2008 COLT has become a prominent indepen- tors, telcos and service providers in independent business will open
challenged SMEs to ‘expect more from their suppliers’. dent provider of project, support the UK and internationally. up exciting new international
and managed services solutions to According to Jens Montanana, opportunities, both in partnership
Rakesh Bhasin, Chief Executive Officer, stated: “We the ICT industry, operating exclu- Datatec’s Chief Executive Officer, with other Datatec businesses and
recognised a gap in the SME market and put a new sively as a channel-focused organi- the new ownership structure will directly through our expanding
strategy in place to ensure we were giving this sector sation, providing lifecycle offerings reinforce Intact’s independent mar- INSpan global support capability.”
the attention it deserved. The SME market faces specific
challenges, quite unlike that of the multi-nationals, and
as such we created a dedicated SME division. Once
Intrinsic signs
Reseller wins race to raise
we had a specialist team in place we were able to
streamline our offering, make solid investments and
video partner most Million Makers cash
update our product portfolio to address the market.” TANDBERG has signed up con- EXETER-based South West Com- team-work, leadership and com-
verged IP-based communications munications Group has won the munication skills.
As part of its overhaul, COLT made a commitment to specialist, Intrinsic Technology as a race to raise the most money in its South West Communications
extend its distribution by recruiting 50 new European premier partner. region in the Million Makers push Group was targeting £20,000 but
partners in its first year. One year on it has exceeded Gregg Spooner, Strategic Dev- for the Prince’s Trust. raised £31,000, beating its nearest
expectations and recruited over 100 new European elopment Director at Intrinsic, Million Makers sees teams from rival by more than £10,000. Senior
partners, creating a greater data and managed said: “In a fast-moving market such across the UK compete against each Account Manager, Simon Dunstan,
services presence to complement its IP voice offering. as UC it has become increasingly other to raise the most money for said: “Our aim was to not only to
COLT has also put in place a stringent accreditation important for us to add video tech- the charity that helps young people support the Prince’s Trust but to
process, providing a tiered partner program. Partners nology to our range of services.” into work, while also enhancing also be the top fundraisers.”
have access to the new COLT Community partner
programme where they can access training and
business tools online and also receive discounts or Cash Accelerator to
Frontier gives
commissions. In addition, the top performing partners
have one-to-one access to COLT’s senior management
drive Daisy partners
website fresh
team and are recognised for their excellence at
focus on prog192 t
COLT’s annual European Partner of the Year awards. A NEW Cash Accelerator pro-
motion from Daisy aims to give FRONTIER is promoting its
In the year since COLT’s dedicated SME division partners the opportunity to receive policy of offering up to 75%
was launched, it has brought to market a range ‘generous’ up-front commissions, dealer margins via an all-new and
of dedicated SME products, including VoIP Access while still receiving their regular improved website. The revamped
for resellers and professional services for SMEs, residual commission payments. site has been designed to promote
encompassing network audits through to service Daisy’s Head of Retail Sales, Frontier’s channel proposition to
management. COLT also extended Ethernet offering, Chris Burney, said: “If partners potential resellers and dealers and
providing affordable, broader coverage in areas grow their business by more than links directly to the company’s
without fibre connections – an important offering in the £500 Daisy will match them CRM package.
lower reaches of the market. Carl Robertson, Director pound-for-pound.
Chris Burney
Peter Southgate, Frontier’s
of SME products and Marketing, commented: “Our “The offer is also is uncapped, in some promotions. He added: Managing Director, commented:
range of new products and services have made us an so the more our partners grow, the “Cash Accelerator doesn’t discrimi- “Frontier is moving on and we
attractive supplier, which is why so many new partners more money we will pay them.” nate against the size of company needed to reflect that in our pres-
have come on board. With a range of new propositions Burney highlighted how dif- and offers a reduced threshold for ence on the web. The improved site
in the pipeline we look forward to extending this ficult it is for smaller organisations partners to make a gain, really giv- focuses on our recession-busting
success into the months ahead.” to grow their businesses due to ing smaller businesses opportunity 75% margins offer, which is taking
n
the size of the figures involved to maximise revenue.” the channel by storm.”
16 COMMS DEALER APRIL 2009
www.comms-dealer.com
PG 16 News2.indd 1 26/3/09 1:07:32 pm
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