11/4/2009 11:05:00 AM
Vodafone Enterprise names One Net lead partners
Vodafone Enterprise has selected Excalibur Communications and Datasharp as its lead partners for the roll out of its One Net converged fixed, mobile and IT services offering for SMEs.
Excalibur is Vodafone’s first mobile partner for One Net, while Datasharp is its leading fixed and PBX reseller.
Vodafone’s head of indirect marketing, Alex Windle, told Mobile: ‘We are ironing out procedures with them – refining and tweaking the service at the moment – but there is a significant ramping up coming as we take on more partners.’
One Net was launched last month and the company is looking for 60% of revenue to come from indirect channels.
Windle said that Vodafone was moving away from relying on direct channels for a number of reasons, but had received feedback from indirect partners saying the network needed to change some of its core areas.
‘They want us to speed up payment of commissions, give them more support on marketing the services we are offering through them and help them sell more services to their existing customer base,’ he said.
As a result, Vodafone has begun two marketing campaigns. One is Total Business – a core tariff campaign aimed at driving business to indirect partners rather than taking them on direct.
The second focuses on getting more out of the existing customer base,
for example, by offering a flat £8.50 daily rate for roaming abroad to indirect partners’ clients.
Windle added that Vodafone was being very selective over which partners it chose. ‘We have to be confident of their commitment and know that they are prepared to invest.’
One Net presents a new challenge for Vodafone as it needs different types of partners: mobile, fixed line and PBX; and IT resellers.
Windle said: ‘At the moment there is a battle for the middle ground. ‘All have relationships with businesses, but before, the business had to do deals with them individually.’