NEWS
Panasonic hails PSU link up as a Win Win
EXCLUSIVE
A PARTNERSHIP between Pan- asonic and PSU Group has come to fruition with the launch of a revolutionary new web-based lead generation scheme that has been hailed as a ‘Win Win Win’ for the vendor and its partners. Cheltenham-based PSU Group’s big idea is based on the web search term ‘telephone systems’, which is popular among prospective custom- ers wanting to buy new comms kit. Research among Panasonic’s
reseller base revealed that the term ‘telephone system’ was used by over 85% of end users searching for a new system. In a masterstroke PSU Group
purchased the domain name www.
telephonesystems.co.uk, at some considerable cost, and registered it along with the names of the 50 most populated areas of the UK. For example,
www.telephone-sys-
tems-birmingham.co.uk. Apart from an eye for an oppor-
tunity, PSU Group also boasts a team of talented web designers who are adept at website optimisation. These web experts have pro-
duced a Panasonic systems-based website to sit behind each of those 50 sites. The company is now look- ing for reseller partners to benefit
lar updates on sales enquiries that go directly to the resellers. Gerrard added: “For Panasonic, this means that our smaller resell- ers, typically those that buy their systems via distributors, can have a professionally designed website that is dynamically updated with all of the latest product informa- tion at no cost to themselves, and capture all the local sales enquiries that would otherwise not have been coming their way.” In return for the sales leads, the
Roy McKnight
from the sales leads generated by high search engine rankings. PSU Group approached Pan- asonic because of the sheer number of Panasonic systems and installers in the field. Steve Gerrard, Country Mark-
eting Manager for Panasonic Systems Networks, stated: “It was clear that PSU Group had come up with a great idea, and the fact they wanted to offer it exclusively to Panasonic and our channel made it a compelling proposition.” PSU Group, a provider of lines, calls and other services to the chan- nel, has already signed up new business despite the program only just getting off the ground. The firm provides Panasonic with regu-
murphx to work with BT on Annex M trials
MURPHX has been accepted by BT to work on the FTTP and Annex M trials. BT’s new FTTP technology, initially offering up to 40Mb speeds and up to 10Mb upstream potential, has the capability to deliver speeds of more than 100Mb. According to BT, by mid-2012 at least 25% of all homes and businesses will be using the technology. murphx Director, Carl Chur- chill, stated: “BT is making a sig- nificant commitment to delivering faster broadband provision across the UK. Our participation in these trials demonstrates the strength of our ongoing relationship with BT
Carl Churhill
and our shared commitment to quality and innovation.” BT’s Annex M project is the next generation of ADSL broad- band services delivering connec- tivity via 21CN. It is due to be launched later this summer follow- ing successful results, with FTTP hot on the heels later in the year.
only requirement is for resellers to commit to providing new custom- ers with PSU lines and calls. Roy McKnight, Director at
PSU Group, commented: “It’s a compelling proposition for the reseller looking to take their sales to the next level without making a considerable investment in their own marketing resource. The web- sites will also generate maintenance contracts and upgrade opportuni- ties – the bread and butter of most comms resellers. “It’s fantastic that we have a
major vendor like Panasonic as a partner. And while it is still early days for all concerned, the fact that business is being won by the ten or so resellers signed up to the program is encouraging, and surely a sign of great things to come.”
www.comms-dealer.com
Tempest gets new business
TEMPEST Technology Managing Director Rob Sims has reported a big increase in business since Daisy Communications acquired the Kent-based billing company 17 months ago. “It’s been a challenging time
but extremely positive for everyone at Tempest, with a 22% increase in billing customers and a big increase in staff,” said Sims. “We had 29 people working for us last year, now we have 68 and our improved focus on sales and product develop- ment is paying dividends.” Sims claims any fears that
Tempest’s channel integrity would be undermined by Daisy’s owner- ship have been unfounded. He added: “Being bought by a customer and a competitor meant we had to work hard to reassure the channel of the distance between Tempest and Daisy. “We confirmed our indepen- dence and underlined our posi- tion as a wholesaler’s wholesaler effectively in competition with its parent company. “The policy of being upfront and honest worked and we have not lost a single channel customer since the takeover.” According to Sims, Tempest
is now focused on offering a sophisticated range of Unified
Rob Sims
Communications products, billing and managed services solutions to all aspects of the resale commu- nity, and has solutions for deal- ers looking to become resellers, resellers looking for a more feature rich billing platform and partners looking to offer a wider Unified Communications portfolio. “A key success for us has been our ability to offer a full range of products and services enabling partners to drive their businesses forward in the most cost-effective and efficient manner,” added Sims.
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sgilroy@bpl-business.com
TeleWare restructures to meet new demand for SaaS solutions
TELEWARE has undergone an organisational restructure in a bid to sharpen its focus on customer service and support. The realignment brings greater accountability and aims to speed the delivery of hosted services in the wake of increased demand for SaaS solutions. Paul Millar takes the role of
Technical and Services Director, responsible for all help desk, train- ing and infrastructure and integra- tion aspects of the services. He joined the Board of Tele-
Ware as Development Director in 2001 and has been instrumental in the implementation of devel-
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Two new senior management
roles have also been created based on internal promotions. Alan Lait takes over as Director
of Development, while Ged Cooney moves from Legal Advisor to the newly created position of Director of Legal & Commercial. Steve Haworth, CEO, com-
Steve Haworth
opment processes and procedures, resulting in the company achieving the TickIT element of the ISO 9000:2000 standard. Millar will also focus on the
resolution of issues and the deploy- ment of new services.
mented: “These changes reflect the increasing importance of the host- ed IP Centrex and Private Mobile Networks aspects of our product range, and we believe they will have a positive impact on the sup- port and service we are able to offer both our channel partners and our customer base.”
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