Vodafone Platinum Partner Excalibur is delivering record OneNet sales with more customers taking the service in the first quarter of this year than in the whole of 2013.
Excalibur CEO, James Phipps, said Vodafone OneNet sales, which currently account for 10% of the company’s business, are expected to increase to 25% by the end of the year on current performance.
The Swindon-based company sells unified comms products to more than 6,000 SME customers predominantly in the southwest of England.
‘We had our best ever month for Vodafone OneNet products in March and our best ever quarter. We have smashed all previous records, selling more Vodafone OneNet products than in the previous 12 months and every one of the customers we have signed up this year is taking five year contracts compared to the usual two or three year deals.’
Phipps said the surge in sales was due to Excalibur’s strategy of offering a complete suite of services. ‘They are taking multiple products from us, including Microsoft Office 365 and other IT services, and they are coming to Excalibur because so few companies do what we do – that includes the level of support we give. If you offer unified comms then the customer wants unified support. That is not often the case with our competitors.’
Excalibur is also continuing its push into the southwest of England with plans to open two more offices following the launch of two new offices in Bristol and Cardiff this year.
‘We are looking to open more offices in the M4/M5 region. We are really focusing on that area because we know there are a vast number of customers in that region within a one-hour drive from our offices.’
He added: ‘We have a hit list of over 100,000 companies in the region. There are 30,000 SMEs in Swindon and Wiltshire area alone, so we don’t need to go to Scotland or the North of England and anyway customers don’t want to deal with someone from outside their region. It is no good buying up companies and closing down local offices, as some of our competitors are doing. It is counter-productive. If you are in Bristol you want to deal with someone from Bristol who knows the area, not someone in Essex.’
Phipps said Excalibur will continue to fight shy of the current acquisition trend among Platinum Partners.
‘We would rather put our cash into sales and marketing and into opening new offices than into acquisitions,’ Phipps said, adding that the company has doubled its marketing team to six and its new business team to 12 staff and boosted its services team by half, taking the current head count to 60.