NEWS
www.comms-dealer.com
IN THE CHANNEL
ICON to give
‘SUPER RESELLER’ CROWNED BY KC
free solution
Ex-Avant boss
sales training
in new mission
ICON is offering free solution sell-
ing training sessions to its Wave IP FORMER Avant Corporation boss
Channel Partners. Marc Thompson has returned to
The course, developed from a the channel with a mission to help
global programme run by Vertical fixed line telecoms resellers get into
Communications to strengthen the the lucrative recurring revenue
Wave IP PBX channel solution sell- mobile market.
ing skills, teaches techniques that Thompson, who set up and
can be applied to any of the new sold Leeds-based Avant after suc-
convergence and unified solutions cessfully developing the company
Diva Telecom’s Erica Lewis
being sold today. as a mobile solutions specialist, said
Mark Shane, Sales Manager at “Resellers who choose not to add
YORKSHIRE reseller Diva Telecom has been singled out the St Albans-based distributor, mobile contracts to their portfolio
by its telecoms provider, Kingston Communications commented: “Most convergence risk missing out on a massive busi-
(KC), having achieved record sales after just three and unified products launched into ness opportunity their competitors
years in business. With a turnover of £1.1m in its the market are sophisticated and will almost certainly take. But the
second year and a predicted £1.8m for 2009, Diva solution-based. Selling these needs issue most fixed resellers have is the
Telecom has been proclaimed a Super Reseller by a new approach. ICON wants to creation of the complex packages
KC, part of the KCOM Group. “Diva is an example
Marc Thompson
make sure that resellers who do not that could make it all happen, and
of proficient growth and professional delivery,” have the resources to run their own the accurate management and bill- “The beauty of our mobile
explains KC’s Value Added Reseller Manager Mike in-house sales training skills course ing of mobile minutes.” package is its simplicity,” added
Wilkinson. “Despite the downturn, Diva has continued don’t lose out when selling and tak- Thompson’s new company, Thompson. “While using our
its service provision and business support resulting ing on the new technologies. William Rhodes Associates, has expertise to research, create, pro-
in sales which average at around £1m annually.” “Our aim is to make it easy for created a consultancy package mote and administer tailor-made
the Channel Partner to take on this designed specifically for resellers proposals geared towards each
Based in Leeds, West Yorkshire, Diva was established exciting product and start to win that he says will enable them to end user’s specific needs, resellers
by telecoms guru Erica Lewis after 25 years in the sales from day one,” added Shane. enter the lucrative mobile phone will enjoy ongoing revenue from
industry. In 2006 she launched Diva with the aim of Shane and Northern Account market quickly, easily and with a three-way combination of call
creating a ‘new approach’ to telecoms provision. Manager Richard Salvage attended absolute confidence. billing, line rental and upfront con-
Diva has launched three new services in recent a four-day course in Munich run by The package includes line nection bonuses.
months, including Diva Conferencing, Divatxt and Vertical Communications. rental, billing management and “Resellers also have the oppor-
Hosted IP Telephony. “The key to our success is the “This was a very demanding competitive wholesale tariffs, intro- tunity to generate extra income
ability to see the bigger picture from the needs of and intensive course. Richard and ductions into the mobile channel, from additional services offered
our customers to the way we operate internally and I now need to distil what we learnt right through to product and sales further down the line.”
externally,” explains Lewis, who believes turnover into a hands-on practical learning training, marketing support and
Got a news story? email:
will grow to £2.5m in 2010. “Anybody can sell an 08 experience for our UK Wave IP contract documentation, according
sgilroy@bpl-business.com
number, but not everybody understands its power, channel partners,” said Shane. to Thompson.
so our knowledge and understanding of inbound
numbering and strict account management is key.”
Gamma aids resellers in effort to
Diva Telecom has been a Kingston Communications
reseller since 2007 selling Intelligent Network Services,
clamp down on telephony fraud
CPS, Wholesale Line Rental, Myriad (Tailored Solutions)
and SIP services. Choosing environmentally friendly GAMMA Telecom is helping PBX PBX suppliers. It is all very well
offices and providing largely voice services to its resellers combat growing telephony reducing rates of calls for your
customers, green ethics have been a core part of fraud with alerts when custom- customers, but fraudulent calls can
Diva’s growth strategy, says Lewis. “While our biggest ers’ calls exceed pre-set limits, or potentially cost thousands in lost
revenue stream is providing inbound 08 numbers, we there are unexpected premium rate, revenues, and our push alerts help
have focused on providing greener ways of working mobile or international calls. combat this.”
for ourselves and our customers,” she stated. “From These alerts are available John Massey, MD of reseller
basics like our internal recycling policies to introducing as either push reports or on the Actimax, is an early adopter of
travel free meetings through our new conferencing Gamma Telecom portal, and will Gamma’s new service.
facility, we are bringing responsible communications to ensure that resellers can prevent He said: “The push reports are
businesses who are more conscious than ever of their lost revenues for themselves and of major benefit to us. We can set
cutting costs and reducing their carbon footprint.” also their customers.
Tim Dulley
limits to the number of calls made
Tim Dulley, Revenue Assurance make a large number of calls to and to which numbers, and be
Wilkinson added: “Diva has become one of KC’s and Fraud Manager, Gamma mobiles or international and pre- alerted by text message or email if
fastest growing channel partners over just 18 Telecom, commented: “With the mium rate numbers. these are exceeded so that we can
months, demonstrating considerable energy and recession there has been an inevi- “This means lost revenues for quickly respond to minimise any
entrepreneurial spirit.” table rise in telephony fraud, where customers, and also for reseller theft. We can even be alerted if calls
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hackers attempt to use PBXs to partners that act as franchisees for go over a set length of time.”
Wholesale solutions designed for you...
Call: 0800 021 4432
email: wholesale@chesstelecom.com
6 COMMS DEALER SEPTEMBER 2009 www.comms-dealer.com
PG 6_News.indd 1 28/8/09 14:01:29
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