www.comms-dealer.com
MOBILE IN FOCUS – BUSINESS PROFILE
NE NET AT SME
network the business model Alex Windle, Vodafone’s room for dealers who
can be flexible. Customers Head of Marketing specialise in fixed line
can continue to use all their for Indirect Partners, is communications and
60% Off RRP
existing mobile handsets currently building the those who concentrate
or deploy new equipment channel programs and on mobile solutions, but
as they see fit. More says that local resellers will the convergence market
on the
sophisticated applications, be essential to building is where the biggest
like mobile presence, confidence in the service. opportunities lie for
Microsoft Exchange and Vodafone will be attending partners. “For our existing
OCS support, will be added the Comms Vision event at partners, as they move
KX-TVM50
over the next 12 months. Gleneagles in November into the UC space this
to talk to potential new is going to allow them
“You have a single partners. “Particularly to grow new revenue
. B L F T V S F Z P V H F U U I F N F T T B H F
geographic number and for the SME market it’s streams and become more
can take calls on your a mixture of the power relevant to their customer
mobile or fixed phone,” of the Vodafone brand base,” he explains. “If
said Kelly. “You can have and the expertise of you can sell fixed, mobile
it started on your fixed the local reseller who’s and applications you
phone and transferred already entwined with can build a long-term
to your mobile. You can that customer base, relationship with your
have a specific SLA and and already deploys customer, as opposed to
a simplified commercial fixed or IT solutions,” says the current mobile model
package that means Windle. “The combination where there’s a significant
your in company calls are of the two elements is amount of churn and a
always free. And in terms of incredibly powerful when level of commoditisation.”
outside of the organisation you talk to customers.”
they can be priced at a flat The next couple of
rate for fixed or mobile.” Details are yet to be years will be particularly
confirmed, but there will important for the market,
Even with the Vodafone be various options for Kelly believes, as kit bought
brand behind it and revenue sharing as well as to deal with Y2K issues in
network FMC, the indirect more mobile dealer friendly many SMEs nears end of
KX-TVM50
channel will be play a commission schemes. life. Kelly commented:
vital role in establishing “Coming from the PBX “For the fixed resellers,
6 O J G J F E W P J D F N F T T B H J O H T Z T U F N
Vodafone One Net in the world where all my business they might have a bit of
X J U I G F B U V S F T J O D M V E J O H
market. “We’ve been went through indirect maintenance, but the
working on our business partners, I feel strongly that benefit of moving with
t 3 F D P S E
T F O E B O E S F U S J F W F N F T T B H F T
model for the last 18 this is a very big opportunity Vodafone into a UC space
t % F M F U F
T U P S F B O E G P S X B S E W P J D F N B J M T
months,” says Kelly. “And for Vodafone to expand where we add the mobile
t 6 Q U P N B J M C P Y F T
we believe that as much as its business through capability means there’s
t . B Y J N V N I P V S T S F D P S E J O H U J N F
60 per cent of our business partners,” says Kelly. “Not ways of offering them an
t $ P N Q B U J C M F X J U I B M M 1 B O B T P O J D T Z T U F N T
will come through indirect just through short-term annuity revenue stream.
. J O J N V N 1 B O B T P O J D T Z T U F N P S E F S W B M V F
partners. That’s something
b F Y 7 " 5 8 I J M F T U P D L T M B T U P S C F G P S F b F Y 7 " 5 8 I J M F T U P D L T M B T U P S C F G P S F
We’ve they’re very
U I 0 D U P C F S 0 S E F S N V T U J O D M V E F $ $ 6 U I 0 D U P C F S 0 S E F S N V T U J O D M V E F $ $ 6
already
This is a very big
excited about.
been out
opportunity for
talking to “What we’re
0 S E F S O P X G P S O F Y U E B Z E F M J W F S Z
*
our mobile trying to provide Vodafone to expand its
partners, the is added value to
dealers and
business through partners
our customers. So
*Next day delivery applies to products in stock and ordered before
6.30pm Mon-Thurs. Images are for illustration purposes only. Subject to availability.
distributors they understand
All information is correct at time of going to press. †Calls charged at local BT rate
however other networks and mobile providers may vary.
that we already have and plans with our dealers, but that telecoms is not a
there’s a huge amount to build out longer-term commodity, it’s not a cost,
of interest to move their committed investment it’s an investment in a
dealersales@nimans.net
business from mobile into programs. That’s very productivity capability for
fixed. We’re also now much what we see in this their business. In that sense
screening and prioritising market for both Vodafone there’s an opportunity for
which IT resellers and fixed and the partners.” Vodafone and our partners
†
Calls charged at local rate
integrators would have to protect and grow our
an appetite to come into Looking ahead, Kelly says businesses in the medium to
this converged space.” that there will always be long-term.”
„
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www.comms-dealer.com COMMS DEALER OCTOBER 2009 23
22 -23 VF.indd 2 6/10/09 11:39:41
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