channel strides
wholesaler and keeping the shelves stacked with a strategy for each product.”
Atterwell aims to increase the frequency of product innovation and deploy something new every six months or so. To prove the point, the pipeline is already in operation with cloud-based performance management applications due for launch later this year.
Edward Winfield: “The vendor-led model of the 20th century is over.”
deploy in real-time,” added Winfield. “This offers agility and innovation to resellers with tool sets for monitoring and reporting. We are scaling out the platform all of the time and believe it’s the largest of its kind, designed to help partners create value for themselves through consultancy, taking the customer relationship to a deeper level.”
CWW has adopted a two- pronged multi-channel go- to-market approach, allowing partners to distribute NGWare to their own reseller base while also recruiting resellers directly to the CWW programme. “Resellers can manage all of these services in real-time through intuitive interfaces,” explained Winfield. “We want resellers to harness the power of this platform, innovate to create and configure new services that build lucrative annuity revenues while creating their own intellectual property. NGWare is access agnostic, meaning that partners can buy access from other providers. The cost of entry for such a rich seam of services and market opportunity is low, and it’s
possible to start using and benefiting from NGWare in a matter of days.”
Wholesale credentials From a wholesale perspective CWW’s UK business produces approximately £500 million in revenue. And according to Simon Atterwell, CWW’s Managing Director for UK Wholesale, being a good wholesaler is a key part of the overall company strategy. “The wholesale business is an essential component of maintaining and improving CWW’s UK network economics,” he explained. “The investment in new capabilities is already considerable. We follow a strict policy of being a good
Commenting on the predictable debates over CWW’s role in the channel, Atterwell reaffirmed that the company has, in fact, never been out of the channel. “It’s about degrees of activity contingent on drivers such as the macro economic landscape, where we are in our business cycle and the evolution of the wholesale market,” he explained.
“We were there at deregulation and the advent of Carrier Pre-Select, and now we’re evolving into a new proposition to boost resale for our indirect partner channel. We are symbiotically linked to those partners who come on the journey with us. Their success becomes our success, and that is why we are committed to developing and growing the channel. We are here to stay.”
n
Simon Atterwell: “We are committed to developing and growing the channel.”
To advertise in
contact The Sales Team on 01895 454411
www.comms-dealer.com
COMMS DEALER AUGUST 2012 19
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