9/23/2009 12:33:00 PM
New strategy for 3’s return to b2b
Paul Foley, 3’s recently appointed head of business, is making a raft of changes in a bid to push into the b2b channel.
Dealers and distributors are preparing for an announcement that will be specifically tailored to the business side of the market.
Foley has attended a series of meetings with the network’s distribution partners over the last few weeks and has already reorganised 3’s b2b channel managers.
Distributors working with 3 said the network had indicated its focus on pushing forward in b2b and particularly on SOHO (small office, home office) connections of up to five handsets.
Distributor sources said they believed the changes would also include 3 putting together a package of mobile broadband and laptops on a business tariff for the first time.
3 denied the broadband plans, but said: ‘We are always looking for ways to help small businesses make the most of our network and would never rule out anything that helps us achieve this.’
A 3 spokesperson said: ‘3 Business has carried out market analysis and is using this to develop a strategy aimed at delivering a proposition focused solely on SMEs, which will also receive a desirable margin at an acceptable level of churn. This is all underpinned with 3’s internet capability and delivery.
‘We have added additional direct sales and channel staff in order to allow us to achieve improved sales coverage and to position us well for growth in 2010.
‘We have appointed channel managers who will work closely with key partners as the channel is obviously a big part of our drive to target small and medium sized UK businesses. The increased support provided by these additional staff will help improve relationships with this important audience.’