Olive Communications has taken on four new account managers as part of a major retentions drive. It follows a year of rapid growth which has seen the company double its base, adding around 12,000 new connections and clinching deals with larger companies.
Sales director Owen Keenan-Lindsey, who joined the company last year with a brief to grow the existing business and win new business among larger, high-spending companies in the service sectors, said: ‘We had a really successful year last year. We doubled our base, adding between 10,000 and 12,000 connections. We trebled our new business numbers and brought on eight accounts with over 400-plus connections.
‘However we are realigning our focus this year. New connections will probably drop off slightly in 2012, coming in at just under the same levels as we achieved last year. It is all about retaining our customers now and that is where we are putting the bulk of our resources.’
The retentions strategy sees Olive Communications ramp up its customer service with each account designated a client director, an account manager, a named contact in the customer service team and a project manager for the larger customers.
The company will also focus on increasing the products and services it sells to existing customers.
Keenan-Lindsey said: ‘I would like to see IT and fixed-line products billing around 20% of our total turnover by the end of the year.
He added: ‘It is a matter of resources – you can only sign up so many connections – we want to ensure we retain the accounts we have by concentrating on providing a good customer service and by offering more products and services.’
He said the bulk of new business has been generated by Olive’s partnerships with four major IT distributors. He said: ‘With the rise of converged solutions, IT distributors are increasingly being asked for mobility-related products, so this has been a major source of business for us.’