BUSINESS INTERVIEW
www.comms-dealer.com
A MAN FOCUSED ON T
EXCLUSIVE INTERVIEW
Comms Dealer introduces the
new man responsible for BT
Wholesale’s channel business
serving hundreds of reseller
customers – Colin Annette,
Client Director, Communication
Service Provider Group (CSPG).
A
nnette was channel, enthuses Annette,
originally citing rapid growth in the
recruited into customer base. “There’s
BT Wholesale six more to do, but I reckon
years ago to bring fresh resellers now have
blood into an organisation opportunities to grow their
that was on the verge business in ways that were
transformational change. only for the big boys a few
“Since then, I have been years ago,” stated Annette.
lucky enough to work in
several roles that have all “Absolutely the first
been about changing how challenge is to set that
we work with our customers position in concrete, as
and driving new directions a solid foundation for the
for growth in our business,” next phase of our growth.
he said. “I have been From that solid foundation,
tasked with consolidating we are building deeper
the rapid growth of the customer relationships
past two years, under and new products to
Karen Murray’s leadership, tap into the immense
and building the next communications and IT
generation of growth.” market with SMEs. We
have barely scratched the
According to Annette surface of this market and
the newly created client it’s tremendously exciting
Colin Annette
director positions are as we reorient ourselves
more than sales roles. around a market that is commented. “We have lifetime service and Broadband Connect
“I am accountable for substantially broader than invested heavily in reducing operational costs, with ADSL2+ services and our
all aspects of a business lines, calls and broadband.” the overall Total Cost of reduced customer churn.” Ethernet services, especially
unit that will have a Ownership for our channel, the Ethernet-in-the-first-mile
turnover in the hundreds of Annette reiterated his not simply reducing the All the new product EFM services,” said Annette.
millions,” he said. “I bring sharpened focus on BT price of our products at opportunities are IP- “These technologies both
a breadth and depth of Wholesale’s product the point of sale. Ongoing based and these run best allow SMEs to punch above
commercial, operational portfolio, noting an ongoing operational and service over a next generation their weight in terms of
and strategic skills that conveyer belt of new management costs can network. BT Wholesale’s networking capability
will be needed to lead products and the advent weigh heavily on profits 21CN broadband services and bandwidth, which
this substantial business to of BT’s next generation and we have dedicated support good quality voice means that resellers can
growth, in turbulent times.” network 21CN. “Primarily, substantial resource to services, and fibre access expand voice and data
we are focusing on the building a robust and (pilots underway) will services as never before.”
BT Wholesale has had set of products that the cost-effective end-to-end improve that even further.
a ‘fantastic’ couple of channel can sell effectively customer experience. “Today there’s a lot of The key influencing factors
years working with the to a SME end market,” he We aim to drive reduced interest in our Wholesale shaping BT’s UK channel
Aastra 800 launch events - to register call your Account Manager
20 COMMS DEALER SEPTEMBER 2009
www.comms-dealer.com
20-21 BTW.indd 1 28/8/09 14:16:13
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