Vodafone B2B dealer plans broad-ranging dealer scheme for unified communications sales
Dealer 21C Telecom is aiming to add 20 partners to a new ‘converged communications partner’ programme by the end of the year, offering training, provisioning, sales support, engineering, maintenance, surveys and bespoke billing solutions on a number of converged services.
These include PBX and IP PBX installation, ADSL and ethernet, IT support, website development and hosting, email hosting, BlackBerry Enterprise Server (BES) installation and support, hosted IT services, SIP line provisioning, non-geographic number provisioning, hosted telephony and full mobile phone portfolio.
The programme is being backed by Gamma Telecom and Romex. 21C Telecom is also in talks with its network partner Vodafone to back it.
Partners will be selected from a range of mobile, fixed line and IT service companies but will be required to demonstrate ability to take these products to market. 21C Telecom is providing full sales support so partners deliver necessary expertise.
Selected partners will pay a registration fee to 21C Telecom to be a ‘converged partner’, which the firm says will be doubled and returned to partners as they attain requisite skills and achieve a certain number of customer orders.
Customer revenues and ownership will be shared with partners. 21C Telecom is to run regular partner meetings and encourage sharing of resources among its partners. It said it will offer full clarity of its ‘buy rates’ from network partners, with a full disclosure clause in partner agreements to ensure it is recognised as “open and honest”.
As buy rates decrease it will communicate these with its partners thereby increasing revenues throughout the partnership.
The three-tier partner model will be dependent on skill sets. Partners will be able to move between tiers as they develop skills and resources across the range of products 21C Telecom wishes to offer.
Each tier will receive different levels of support from 21C Telecom, reflected in the share of revenue partners take.
21C Telecom managing director Richard Hunt (pictured) said: “Our partners will be encouraged to deliver their key products to the end users as normal. 21C will simply support them to win other parts of the solution to bring value that otherwise would have been missed.
“We may bring fixed line expertise and value to our IT partners who already provide connectivity, IP PBX and IT services. For our fixed line partners we can bring value in the mobile arena, connectivity and IP products.
“For the mobile partners with vision there is so much value that can be brought to them providing they are willing to invest in the partnership.
After all this is not a one visit, sign the documents, collect the cash proposition. For the mobile partners this will present a whole new culture, some of whom will not be able to invest their time in. I believe however that those mobile partners that join our programme will eventually reap the largest rewards.”