8/12/2009 11:08:00 AM
O2 plans collaboration across its membership programmes
O2 is planning collaborative relationships across its membership programmes as it looks to improve customer service in the b2b channel.
Head of indirect sales David Plumb is keen to implement working relationships between O2’s centres of excellence, data centres of excellence and the ‘Approved’ scheme.
The network has aggressively been targeting the b2b indirect channel with its new O2 Approved scheme, and is hoping to capitalise on the commitments made by the selected dealers to sell more solutions and products to customers.
Plumb (pictured) said: ‘Last quarter we acquired and retained 5,000 customers through collaboration. Customers have very unique needs, and working together, we can provide a much better service.’
More than 50 partners have joined the scheme via O2’s top five distribution partners – MoCo, HSC, Redstone, Avenir and Fone Logistics over the last month, and it has now reached capacity.
Top dealers have signed a two year deal with O2, giving them access to the iPhone and training events in exchange for a commitment of 80% of their business going to the network.
However, Plumb said the commitment of 80% is flexible and is about ‘quality business’. He said: ‘It’s not strict, if there is a good reason they
have only reached 70%, that’s not a problem.’
Development of the programme started just after Christmas, as Plumb and his team recognised ‘customers were demanding to know who was O2 Approved’.
The introduction of the revenue share model was also a factor behind the scheme. Plumb explained: ‘Some partners bring in more than £60 per user, per month and we wanted to do more business with them.’