12/23/2008 5:33:00 PM
What is in store for indirect in 2009?
Peter Butler, head of indirect sales at 3:
The relationship we have with our dealer and distributor channel naturally evolves with our business. In 2006 and 2007 we worked hard to increase the quality of the partners we worked with and now we’re in a place where we are very comfortable with the standard of our independent channel.
3VIP is a small but important group of our top performing dealers which we will encourage to make the best of their businesses. Moving forwards we are going to offer them exclusive offers on stock, tariffs and promotions and we are going to work on helping them protect their upgrade base. Our rules of engagement offer business dealers protection on business connections – we won’t actively move to upgrade customers you have connected.
Our aim is to get the best out of our key players, whoever they are. At a time when other networks are moving to a deferred commission model we pay our connections up front in the month of connection.
We’re a communications company which is passionate about mobilising the internet.
Over the past 18 months we’ve found that some of the dealer channel has been slow to realise the opportunity in mobile broadband, but it’s an incremental sale and for most people, an entirely new product.
We will be doing our best to encourage dealers to make the most of new offers and have actively been promoting mobile broadband. We’re also pushing for the dealer channel to educate customers more about the benefits of using 3 including Skype, free instant messenger and unlimited mobile email. In difficult financial times, these are can really help in terms of differentiating 3 from its competitors and building customer loyalty.
As you would expect the dealer market is becoming tighter as there is less money to spend but 2009 still brings plenty of opportunity. 3 Business – which officially launched in June of this year – has been independently verified by pricing Analyst Pure Pricing as being the best value for money in the space.
There is a massive opportunity for our dealers to address the small business market, with offers that are geared to companies looking for a clear value offer.