OneCom restructure delivers record unified comms growth

OneCom restructure delivers record unified comms growth

Vodafone Platinum Partner OneCom has seen new customer acquisition rates triple following a major restructuring aimed at accelerating its drive into unified comms.

The company has seen new customer numbers soar from around 80 in June to 235 in October this year. It is predicting those numbers will double by the second quarter of next year on current growth rates.

OneCom, which has headquarters in Fareham, Hampshire, offers mobile, fixed line, data, MPLS, broadband and fibre circuits, VOIP and SIP solutions and telephone systems. It recently won Vodafone Partner of the Year for the fourth successive year.

The company launched a major restructuring exercise in July this year, which saw its unified comms division OneCom Services integrated into OneCom and a new business strategy launched across the business. Dubbed One Plan, it aims to make unified comms the heart of the business.

The restructuring has also seen the solutions telesales team boosted from around 8 to 31 sales staff, the introduction of new commission structures aimed at rewarding solution sales, and the launch of a far broader telesales campaign.

Speaking to Mobile, OneCom solutions director James Bannister said integrating OneCom services was essential if OneCom was to become a truly unified comms business. He said: ‘OneCom used to be very mobile centric but now it is unified comms that defines the business. Under the new strategy we have massively ramped up our focus on the solutions business.’

Bannister said the company has seen significant growth since the restructuring, tripling new customer acquisitions. He said: ‘We sold 235 fixed line orders to new customers in October, which compares to around 80 sales in the month preceding the restructuring. On current rates we are on track to take on another 300 new customers this month.’

OneCom’s customer base has also seen rapid growth this year, up from 63,000 in March to nearly 80,000 this month. OneCom’s customers are mainly smaller SMEs, but the company is also increasingly targeting larger customers.

The company is also on a recruitment drive to support its strategy, increasing staff numbers from 275 to around 350 this year. It plans to take on more telesales staff in the coming months and is on the hunt for three experienced unified comms field sales managers as part of its plans to target larger businesses.

Looking to the future, Bannister predicts continued strong growth for OneCom. He said: ‘We are coming at this from all angles, both in terms of our existing base and new customers. Right now we are selling multi-services to around 15% of our base so we have everything to play for there. I also expect new customer acquisitions to double by the second quarter of next year on current growth rates. So I am confident we will continue to see strong sales growth in 2015.’

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