NEWS REPORT
www.comms-dealer.com
Big deals for Chess resellers
C
hess has made a strategic looking at a one-stop-shop for their line dealers who simply sell fixed
move to give dealers a communications needs,” noted line. We would certainly like to
leg-up into big-time deal Pryer. “Clearly in this environment, remove any obstacles in the way
territory. The telco is to incorporate having access to a range of of them expanding their portfolios
fixed lines, broadband and data products is a good idea. We are into other areas,” said Pryer.
networks into its BIG Deals Team also seeing that more and more
mobile service, and according suppliers are adding more products He revealed that a key plank of
to Sales Director Warren Pryer to their portfolios, so dealers Chess’ near to mid-term strategy is
the new-look BIG Deals Team that have a long relationship to deliver products and packages
will help dealers secure larger with a particular customer are that make it easy for dealers to
contracts. “Bigger customers need increasingly finding themselves profit from their customers, whether
to be assured that dealers fully competing with another selling mobile, fixed line, data or
understand their needs and have incumbent supplier the next time applications. “We are looking at
the strength in depth to support services come up for review.” our products to simplify them, and
them throughout the sales process, developing training programs to
and afterwards once we have won Some dealers find it challenging increase knowledge internally
the business,” said Pryer. “Chess to take on new products and
Warren Pryer
and within the dealer channel.
will work with the dealer, bring expand into bigger markets. Often Support teams within the business
customers into the head office and this expansion means recruiting Pryer observed that many of will make this happen. This is an
give them access to our internal new staff, training people and Chess’ dealers are smaller firms, but ongoing process,” stated Pryer.
teams. Presentations can be investing in new internal systems despite their size they still have a “We also feel that aggregators
arranged with all relevant staff and and processes. “The BIG Deals number of good relationships with like Chess will have a pivotal role
access given to external suppliers. Team exists to make things as larger customers. Chess hopes that for smaller dealers as networks
Corporate hospitality can also be easy as possible,” said Pryer. its expanded Big Deals Team will reduce the size of their dealer
arranged with sufficient notice.” “They will work with the dealer help to bridge the gap, enabling base and continue to focus on
on all phases of a project from smaller players to succeed against direct sales and revenue-based
Pryer also highlighted that the initial discussions, through to competition from the networks’ models. We acknowledge the
BIG Deals Team can help dealers sales visits, creating proposals, direct sales teams or larger benefits that customer focused
expand their product portfolios. negotiating with carriers, helping dealers. “We have mobile dealers dealers bring to our industry and
“Customers are increasingly them through the sales process.” who simply sell mobile, and fixed will continue to support them.”
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Comms Provider 09 update
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omms Provider is the October at Simmons & Simmons with the keynote presentation
annual flagship event for in Moorgate, central London. on the theme ‘Rise of the
telephony members of the Reseller’ by James Palmer of
Federation of Communication Following a welcome and Nine Telecom. Chairman of the
Services. These include operators, Introduction from the CEO of FCS, Office of the Telecommunications
service providers and resellers of Jacqui Brookes, the day will offer Adjudicator, Rod Smith, will then
COMMS DEALER
Official media sponsor
telephony services including fixed, three themed sessions. The opening talk about the work of the OTA
mobile, broadband and IP based session, National Developments & and specifically about the key the fixed market. In addition, Mark
services and products. The event Mobile, is chaired by Itret Latif of issue of migrations. Dadds will Logan, General Manager of Next
brings together stakeholders in the Scottish & Southern Energy. Sam look to the future and pose the Generation Portfolio Products in
competitive telecoms sector and Sharps of BIS will provide an update question, ‘Where is the competition Openreach will offer an insight
provides communications providers on the implementation of the Digital coming from?’ The session closes into the current investment in NGA
with an opportunity to host and Britain project, while David Stewart with a presentation by Neal services and the opportunities for
hear from the senior figures and of Ofcom will speak on the theme Hawkley of IDRS who will talk CPs in the next few years. The
decision makers who are shaping ‘Totally Mobile’, drawing together about CISAS Plus, a new dispute afternoon session will also include
the industry, and to pose their own the threads of Ofcom activity in resolution scheme specifically for a panel session looking at barriers
questions direct to the speakers. an area of growing importance the communications industry. and drivers to WLR3 transition.
to all communications providers.
This year’s event, Comms Provider A response on behalf of mobile The afternoon programme, The event will run between
09, sees key presentations from new entrants will be provided by chaired by Ash Potter of Ashleigh 10.00 and 15.30 and lunch will
Ofcom, the Department for Magnus Kelly of Mundio Mobile. Potter Consulting, is dedicated be provided for all attendees.
Business, Innovation and Skills (BIS), to fixed telephony; and Amy Attendance at Comms
Openreach (plus others), and will Following a short break, the second Chalfen, Managing Director of Provider 09 is free of charge
enable communications providers session, chaired by Dave Dadds Commercial Portfolio and Policy to FCS members with a small
to answer the question, what of DRD Communications, will at Openreach, will offer an outline charge for non-members.
does it all mean for the reseller? address current issues affecting of Openreach’s strategic thinking For more info visit www.fcs.org.uk or
The event takes place on 15th competition. The session opens and its commitment to WLR and email events@fcs.org.uk.
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16 COMMS DEALER OCTOBER 2009 www.comms-dealer.com
16 Chess new.indd 1 6/10/09 11:56:31
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