Unified comms and cloud service provider Outsourcery aims to double its approved partner number to around 250 over the next 12 months.
The company, which recently sold its Vodafone base to Daisy Group, plans to grow its InPartnership channel programme after becoming a more channel-focused business.
The programme consists of three tiers; strategic, approved and general partners. It currently has two strategic partners and around 120 approved and 120 general partners. Now the company wants to more than double its approved partner numbers to 250.
Outsourcery is also poised to sign up two new strategic partners from the IT industry to join O2 and Nokia in the top tier. The company plans to have no more than ten partners in the top tier in order to spread resources efficiently.
Simon Howitt, Outsourcery’s channel business unit director, said the company wants to target the enterprise and corporate market as well as its traditional SME market.
‘That is why the channel is so important to us. Deals can range from small to complex, and our channel partners need to know their customers’ needs. So we want to attract a variety of partners to each area.’
Outsourcery recruits partners in fairly equal numbers from the mobile, fixed line and IT sectors.
Howitt said: ‘It is not so much the sector which gives resellers an advantage, it is whether the reseller has the right mindset.’
Howitt (pictured) believes demand for cloud-based services will grow significantly this year. He said: ‘We are still two years away from the tipping point with cloud services but we will see much more momentum this year.’
However, some resellers are lagging behind their customers in recognising the value of cloud services, Howitt said.
He warned: ‘Resellers need to get their strategies in place now and understand how the cloud will help their customers or they will get left behind.’
Outsourcery ‘hasn’t abandoned mobile’
Outsourcery has not abandoned mobile by selling off its Vodafone connections to Daisy Group, according to channel business unit director Simon Howitt.
Howitt said the £12m sale, sealed last week, was part of the company’s wider strategy.
‘We want to be increasingly channel-focused but a big part of our Vodafone base was made up of direct customers, so (the sale to Daisy) made a lot of sense,’ he explained.
Outsourcery’s relationship with O2 better fits the company’s channel-centric approach, Howitt said. ‘Our strategic partnership with O2 fits much better with our overall strategy.’
O2 joined Outsourcery’s InPartnership channel programme as a top tier strategic partner last year. Under the reciprocal partnership, O2 sells Outsourcery’s cloud services portfolio via its direct and indirect channels to its SME customer base, while Outsourcery sells O2’s broadband products to its own SME customers via its dealer channels.
Howitt said the deal with O2 could be extended. ‘We are in the first stages of exploring how to put a set of cloud services and products with a mobile proposition – the more success we have, the more opportunities that will create to take this service to a wider part of O2’s customer base.’