11/12/2009 11:44:00 AM
HSC training for b2b convergence market
HSC has launched a training programme for its staff and dealers in a bid to
create a skilled convergence channel to grab market share for the emerging b2b convergence sector.
HSC head of sales Carlos Pestana said the move was in response to operators increasingly offering converged b2b propositions under schemes such as O2’s
Joined Up and Vodafone’s One Net.
Pestana (pictured) said HSC is talking to both operators and dealers in an effort to create a more efficient delivery model for this sector. He said: ‘We are trying to aggregate all the parties – we are trying to be the hub.’
To this end, the firm has set up a training programme in selling unified comms for both HSC staff and dealers. It involves in-house staff training seminars and training programmes for dealers.
In addition, HSC has set up a dedicated technical website for dealers to help them improve their product knowledge. The website includes links to relevant YouTube technical videos, information on OS platforms and live online advice.
Pestana said: ‘The problem is that there is a knowledge gap in the industry. Mobile channels are not skilled enough to sell converged deals. We want to create a convergence channel with dealers who are able to sell mobile broadband, home broadband and fixed line.
‘Operators are increasingly creating these propositions and we need to work with the right distributor.
‘We are working closely with O2 in creating that.’
HSC believes it is in the right position to drive this initiative. ‘We can use our scale and our leverage to buy things more competitively and roll out via a bigger community,’ he said.
Pestana said HSC has identified ‘about a dozen dealers’ so far that are adept at selling converged deals’. He added: ‘Eventually, we want to try and get everyone in that position.’