www.comms-dealer.com
MOBILE IN FOCUS – BUSINESS PROFILE
D ON MOBILE
differently,” he added. Thanks to programs like this, So far, Plumb has signed
“I look after all the new says Plumb, resellers can up 35 new partners from a
channels within the resale quickly add the mobility data background through
area, whether that’s new solutions they need for the RTP, and he’s seeking
partners, direct sales, online rolling out applications new partners through a
sales, telesales and so on. to a workforce, but don’t combination of direct
Because the teams have have to get bogged down sales, roadshows and
the same goals, a reseller in the minutiae of rapidly through other O2 partner
can serve the customer evolving handsets and programs, like the Apple
but our direct sales team tariffs. That way, they can Premium Reseller program.
and managers will sit next focus on what they do
to them and try to get best and concentrate on O2, of course, is Apple’s
An 11-point support infrastructure
the sales together. We developing their strengths exclusive UK partner for for resellers.
try not to be in conflict in new areas without the iPhone, and although
with our resellers, we missing out on margins in Blackberry remains the
have a commercial minutes and voice. The more popular device for
model that enables opportunity for resellers is to businesses, there’s no
them to work with us.” concentrate on creating doubting that the iPhone
unique propositions in has raised awareness of
Much of this is driven the applications space, just how much is possible
?
through the Regional building on the unification on a handset. There’s one
Technology Partner of desktop and mobile. other benefit to a modern
SysSyysttemsems PPeeripherp alsals TTeechnicalchnical
Supply SupplSupplyy
Program, launched a year smartphone which is often
SupportSupport
ago for resellers who need “Many people are seeing overlooked, though.
to adopt mobile solutions mobile as an opportunity
in order to “One of the
meet their things that’s been
customers’
Many people are
really interesting
needs. is that the higher
seeing mobile
“Through the specification
VirtualVirtual Own DelivOwwn Deliveeryry
NetwNetwork
the Regional
Warehouseehousses && & Br Brandinandingngn
ServicS esas an opportunity
and the nicer the
Technology phone you give to
SSupportupport
Partner
to add more value
people, the more
Program (RTP), they look after it,”
to the customer,
resellers can Plumb concludes.
work with
and applications
“It may sound
our direct obvious, but if you
are a chance to
sales force give someone a
so we can
E-TE-Trraadingding LeasingLeasing MarkMar eting &
really differentiate good handset and
reward them tell them they can
SeServicrviceses Design AgencyDesi
financially,” explains Plumb. to add more value to use it for taking photos and
“But more importantly, the customer,” says so on as well as business, it
our direct sales teams Plumb. “And applications doesn’t tend to get broken
can do all the selling, are a chance to really and lost.”
„
implementation and differentiate. What
service, because on the you’re saying is... ‘let
Plumb’

s
Trainingg Lead
whole resellers don’t me understand what’s
want to do all that. important to your business, vital stats
Academyy Generation
how the information flows
Best book
“Our program brings them and where people need
Don’t fire them, fire them
together so they can work access to information. Then up, by Frank Pacetta.
in complementary ways let’s give them access to it Best film
both commercially and on all the mobile devices
Top Gun
from a service perspective. and touchpoints’. You can Favourite holiday
It also gives local resellers differentiate there, and it’s
South Africa
a chance to use our something that requires
Tough decision
brand as technology both IT and telecoms
Leaving the fixed line
To sign up to any (or all) of Rocom’s
partners, which can give knowledge. There aren’t
industry to work in IT.
11 pillars of Total Distribution,
them more credibility many people who have
Plumb tip
Get up earlier than
call 01937 847 800
when giving advice on that yet, and I see that
the competition.
or email dealer@rocom.co.uk
mobile solutions.” as an emerging area.”
Rocom Limited Thorp Arch Wetherby West Yorkshire LS23 7RR
t 01937 847 777 f 01937 847 788
To advertise in
e enquiries9rocom.co.uk w www.rocom.co.uk
contact The Sales Team on 01895 454425
www.comms-dealer.com COMMS DEALER OCTOBER 2009 25
24-25 Plumb.indd 2 6/10/09 11:33:09
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