INDUSTRY NEWS EDITOR’S COMMENT: Stuart Gilroy
THE shortest distance between two points is the preferred option when wanting to get somewhere quickly and efficiently. Roman roads get straight to the point. The Romans knew the importance of clear and speedy communication lines and without them history may have read differently. Today, broadband provides the transport mechanism and the channel’s role in building and delivering a collaboration network to drive
this new world is as vital as the engineers who constructed the Roman routes and lines of communication across an empire. But to do this we must first put our house in order. Despite being in the business of communications we may not be the best communicators among ourselves and with the need for collaboration between channel companies now imperative to the future of our success, much clearer lines of communication are needed between supplier and partner to fully understand a partners’ business and their support requirements in terms of commercial and marketing back-up, and technical and process driven requirements, for example. Working in virtual isolation as a silo creates a strategic disconnect between partners and suppliers to the detriment of the channel. There is now a need to integrate back office systems and processes and jointly create go-to- market strategies. Avoid impersonal portals at all costs and get hands on with the job of building a symbiotic network of channel partners who together can unlock the full potential of the market for next generation comms technologies. Building a network between key hubs won’t happen overnight and perhaps should be driven by the suppliers. Then one day we may look back and ask, what did the Romans ever do for us?
Stuart Gilroy, Editor
Daisy opens mobile door
A NEW wholesale mobile proposition launched by Daisy Group will open the floodgates for resellers previously put off by the complexity, unfriendly commercial model and credit risk associated with bringing mobile into their portfolios. “There has been no real trac- tion in the channel for mobile from a reseller perspective from what I can see,” stated Daisy Wholesale MD Terry O’Brien. “Our resellers understand that there is a compelling need to sell mobile to prevent other providers selling to their cus- tomers and to realise new reve- nue streams, but the prohibitive factors such as complexity have deterred them from doing so. “This leaves the door open for their rivals to pick off cus- tomers from under their nose.” In what O’Brien describes as
a milestone launch, Daisy claims to have addressed all the reseller concerns with its ‘The One and Only’ wholesale mobile propo- sition designed specifically to unlock the channel’s potential for realising mobile revenue by removing the traditional barri- ers to market.
“The complexity of mobile
has been an issue,” said O’Brien. “The commercial model can be
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www.comms-dealer.com COMMS DEALER JULY 2013 3
difficult while the confusion often associated with tariffs is compounded by the risks of tak- ing out long-term contracts. “We have launched a simple wholesale proposition with one simple unlimited based tariff plus five straightforward bolt- ons based on a 30 day contract. “No more revenue share
models and bonus systems, just simple buy for £x and sell for £y, which is real wholesale. “This takes away the risk to resellers of their exposure to long-term contracts that are not fulfilled by their custom- ers, while allowing them to set their own margins and retain customer ownership.” ‘The One and Only’ proposi- tion is the brainchild of O’Brien who saw that of Daisy’s 1,000- plus partners only 20 were actively selling mobile. He also noted a general poor take-up of mobile across the channel so set about fixing the problem as a personal goal soon after joining the Group last year, and says that the number of his partners operating in the mobile space will grow to at least 100 by the end of the year. “I am optimistic and excited
that we have made mobile fit for the channel,” he added.
STAFF from Hove-based Cel- lular Solutions have completed a tough 225 km cycle ride from Paris to Orleans and are on course to raise £30,000 for a host of charities. The challenge, sponsored by
Vodafone, repeats the success it had last year when the firm also raised £30,000 with a cycle ride from Portslade to Paris. Damian Mottram, MD, said: “The dedication and commit- ment to the cause was second to none. The event has been even more successful than in 2011.”
ECLIPSE Internet celebrated its team’s achievements over the last year with an awards ceremony held at the Thistle Rougemont Hotel in Exeter. Winners included ‘Star of FY13’ Louis Ravensfield and ‘One to Watch FY14’ Tom Ward Scammell, pictured receiving his award from Sales and Marketing Director Pete Tomlinson.
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