NEWS
Vodafone UK channel push
VODAFONE UK expects volume sales of its One Net unified com- munications suite for small busi- nesses to increase ten fold in the last half of 2010, and by the same amount in 2011. The Vodafone Partner Program
(VPP) for the indirect channel, unveiled last month, will be a criti- cal tool in achieving these ambi- tious growth targets, according to Vodafone’s Enterprise Director Peter Kelly. Indirect channels are a key component for winning business and driving the uptake of unified communication in the competitive SME arena, says Kelly, and the mobile operator is investing in new training and support capabilities to back up its partners. VPP will also give resellers access to parts of the operator’s portfolio previously restricted to direct partners and sales, at a much lower cost. As well as access to the One
Net suite, Vodafone is claiming to be the first UK network to certify resellers for iPhone sales without requiring them to submit to a full vetting from Apple. “The whole issue of Apple
accreditation is important,” com- mented Kelly. “Currently, we have 20 partners accredited, and now we’re expecting to accelerate that process through all of our Platinum and Gold partners over the next few months.” As part of the VPP, Kelly says
that Vodafone will improve its investment in customer acquisition and increase the amount of revenue share available for its top tiered Platinum partners. Vodafone will also be offering lead generation services to Gold and Platinum partners, as well access to demonstration suites at the company’s Newbury HQ and
Metronet to expand into Birmingham
FIRST established in Manchester, Metronet now boasts a strong presence in Liverpool, Leeds and Dublin, and has its sights set on Birmingham where the company has built a network capable of providing over 95% coverage inside the motorway ring formed by the M6/M42/M5, with coverage out- side also possible. Metronet has expanded more than 50% every year since its inception in 2004 and the firm says resellers will play a key role in its midlands advance. Elliott Mueller, the CEO at
Peter Kelly
hospitality services. For some lucky partners that will even include perks from Vodafone’s F1 sponsor- ship for their clients. In return, contract lengths for
partners will be extended to three years, and resellers achieving the highest rankings in the program will be expected to invest heavily in Vodafone technology. “I don’t like the word exclusiv-
ity,” Kelly added. “But the very nature of it drives a heavy depen- dence and loyalty.” Kelly insists that long contracts
allow partners to plan for growth. “Historically the contracts have been loose and inconsistent,” Kelly told Comms Dealer. “Now we’re building out three
year plans with our partners, look- ing at their objectives and the type of business they want to build, and building them a commercial infra- structure within a three year con- tract that gives assurity of invest- ment,” he added. The new program will be oper- ated out of the Yes Telecom HQ in Didsbury, which will be rebranded Vodafone Partner Services.
AASTRA now offers Welsh language support with its Mobile Client, a FMC solution for Nokia and Blackberry handsets. Debbie Hage, Head of UK Marketing for Aastra, commented: “With such a large proportion of the business community in Wales using Welsh as their first language it seemed only natural to offer our Mobile Client with the option for Welsh language. The response we’ve received from our customers, and in turn their customers, has been positive.”
Metronet, commented: “I pre- dict that there is sufficient market capacity for us to double our cus- tomer base through client acquisi- tion in Birmingham alone.”
THUS on WLR3
THUS has added to its channel services portfolio with the launch of WLR3. Stewart Smythe, MD, stated:
“Truly understanding our partners’ challenges and demands is of great importance in helping to shape the development of our new services. “Improvements to our services
now include greater controls, better provisioning capabilities and access to systems that report on when lines and features have gone live.”
www.comms-dealer.com
BT in trials for fi bre options
COMMS providers are now able to nominate specific exchanges for fibre enablement as part of a new trial introduced by Openreach. This industry first scheme runs
from September to December 2010, with participating CPs able to nominate up to six exchanges providing they agree to specific commercial commitments set out by Openreach. If an exchange is deemed to be viable for commercial deployment, the CP must guarantee that 10% of premises will be using its fibre broadband within a year. Failure to meet this target means that the CP will be liable for any costs incurred by Openreach in amend- ing its deployment plan. If an exchange is deemed to be
in an area that isn’t viable for com- mercial deployment the CP will be asked to fund any additional deployment charges. These charges vary from exchange to exchange and will only be provided following a detailed survey that will cost the CP £5,000 per exchange. David Campbell, MD of Next
Generation Access at Openreach, said: “We’ve always worked closely with industry to decide which parts of the country will benefit from fibre broadband enablement. Now we are going the extra mile for our
David Campbell
CP customers by giving them the opportunity to specify their top six exchanges for fibre. “Openreach will then include those locations for the next phase of fibre deployment if certain com- mercial commitments are given.” The nominated exchanges will be included in the seventh phase of Openreach’s roll out plan which is due to be revealed early next year, with exchanges being upgraded for fibre in late 2011/early 2012. The trial is only open to CPs that are already buying Openreach’s Generic Ethernet Access (GEA) product. A maximum of 24 exchanges can be added to the phase seven roll out as part of the trial. However, Openreach may reassess this if there is enough demand. If the trial is successful, the total number of exchanges included in the fibre nomination scheme may also be increased for future phases of the roll out.
4Com hits Bournemouth streets in raffl e ticket selling charity thrust
SALISBURY-based 4Com raised £2,500 for charities Help For Heroes and Variety Club in the lead up to the Bournemouth Air Show weekend.
The charity push saw 4Com
Group MD Daron Hutt and a dozen office-based staff hit Bournemouth’s streets to sell raffle tickets for a new Mazda 2 donated by the local Mazda dealership. Oak Telecom’s joint CEO James
Emm also joined the charity effort and according to Hutt his ticket selling tactics proved to be a big hit with the public. “James’ approach to the public was comical, often starting con-
town centre. The proceeds from ticket sales and the ball went to the two nominated charities. Hutt added: “Being out there selling raffle tickets for the two great charities really took me back to my roots of face-to-face sales. “I feel privileged to be involved.
Emm (left) & Hutt
versation off with jokes and puns. The public really warmed to him,” commented Hutt.
4Com also bought 100 tickets for its staff to attend the Festival Ball at The Pavilion in Bournemouth
Special thanks to James for joining me and the 4Com team during this fund raising event.” The event, including the char-
ity raffle at The Festival Ball, raised over £40,000 for the charities.
Got a news story you want to share? email:
sgilroy@bpl-business.com
16 COMMS DEALER OCTOBER 2010
www.comms-dealer.com
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