Alcatel OneTouch’s UK & Ireland boss William Paterson (pictured) has told Mobile that the brand
has seen significant growth in the B2B channel in 2015. Speaking ahead of a number of significant product launches for the manufacturer, Paterson said that B2B had been an area that he had personally prioritised: ‘We’ve grown into the dealer channels in the past year, it’s an area that we’ve not been active in before. Historically our business has been through operators and traditional retail. But there was a bit of the market we weren’t in; the open market. If there’s a part of the market that you’re not in that always presents an opportunity for growth. We’ve decided to really have a go and we have appointed a sales person with the specific brief of going to this market.’
Paterson explained that the dealer channel had been critical in developing the brand’s presence in this space. From a firm that had not had a specific focus on b2b there has been a good deal of growth, Paterson continued: ‘We are now working with around 100 b2b dealers and we’ve grown into this space so that we can now offer specific b2b solutions. One example of this was a taxi firm for which we set up a solution with handsets and tablets for the company itself. We were able to do this thanks to increased operator customisation.
‘In the UK market the breadth of our product range presents an opportunity for a number of the dealer channels. Dealers that use Alcatel OneTouch can offer a diverse range of products, from the flagship through to the feature phone or tablets – we can offer all of it.
‘We’ve been to a number of the dealer days and we’re engaging with the channel. We are speaking directly to dealers and engaging with them on product. They are doing a difficult but important job. Personally I’ve done b2b selling in the past and appreciate the job those guys do.’
It’s been a busy year for Paterson, with Alcatel Onetouch doubling its number of open market distributors so that its smartphones and tablets are now in 12 new retailers, including Amazon and Staples. Paterson said that as a result of this growth, the brand’s devices are now available in 16,500 stores and online outlets – a 900% increase from 2013. The UK Alcatel team has also grown – from one person in 2006 to a current team of 14.
Paterson oversaw the UK launch of the brand’s POP S3 4G smartphone and has secured a number of significant sponsorship deals. The manufacturer is the headline sponsor of the Clothes Show Live and has agreed a second year as sponsor of the Rugby Super League.