Advanced Mobile Communications (AMC) is set to ink a major deal with an electronics company to provide mobile airtime, field services and hardware on EE’s 4G.
As a division of Advanced Computer Software Group (ACS), which specialises in providing IT solutions to the healthcare sector, Advanced Mobile is targeting ACS’s 20,000 customers in an aggressive cross selling strategy.
Chris Griffin (pictured), director at AMC, said the deal with the electronics company will provide 1,000 connections, and came from a lead within the group.
‘It’s been a superb example of inter-division cross selling in all senses,’ Griffin said, adding that the strategy has been carefully planned.
Advanced Mobile was set up by ACS in 2011 as a one-stop shop selling airtime to users of its mobile application solutions iNurse and iConnect, which are widely used by NHS Trusts. In 2012 it launched its cross selling drive into the corporate market and now has around 450 customers taking an average of 140 to 150 mobiles.
Griffin said: ‘As a company with 20,000 customers we knew there were huge cross selling opportunities but we did not take a scatter-gun approach. We did not want to be busy fools. So we sat down with our sister divisions and planned this out and we have been very successful in the corporate sector.’
Griffin pointed to Advanced Mobile’s recent deal with Care UK, its biggest corporate deal to date, as an example.
The five-year deal sees AMC provide mobile airtime to Care UK’s 4,000 employees via EE’s 4G network. The company will provide a comprehensive delivery and support platform and manage Care UK’s mobile, assets and bills.
Advanced Mobile connects its customers to EE, Vodafone and O2, with the bulk of its connections with EE. The company was one of a handful of companies selected by EE last year to sell 4G b2b tariffs, adding muscle to its drive into the corporate sector.
The company’s main competitors for corporate deals are large unified comms companies such as Olive Communications, Alternative Networks and Azzurri as well as the networks, ‘but we are much more agile than they are,’ Griffin says.
The mobile application side is still central to the business, Griffin said. It was recently boosted by a major deal with Oxford Health NHS Foundation Trust which will see AMC provide a new mobile solution, Advanced Community, to 3,500 clinical users.
The company predicts a significant pipeline of further deals, with over 68 contracts in the NHS community and mental health sector up for renewal over the next two years.
In the meantime Griffin wants to build the corporate element of the business to the same scale as the mobile applications side. Griffin said the balance of revenue generated between the two was already shifting, with mobile application and corporate sales shifting from 95:5 to 80:20 since 2012.
Looking to the future he said: ‘Next year I would like that balance to be more like 60:40.’