Ahead of the Convergence Summit at Esher this October we are talking to a number of exhibitors about their plans for the show. Here we ask Terry O’Brien, Managing Director of Daisy
Wholesale, what we can expect to see from the company at Sandown Park.
Comms Business Magazine (CBM): Why have you chosen to book a stand at the Convergence Summit?
Terry O’Brien (TB) We have continued to expand our portfolio of products and services to support an ever converging channel. This is a great event for us to continue to keep channel partners abreast of our progress and our plans. We have taken the VIP area again this year because it provides us with a much larger and more flexible working area to have real quality conversations and demonstrations with partners.
CBM: How important are channel resellers to your business?
TB: We are a channel only business; resellers are everything to our business. We have a very clear mission, which is to be our partner’s favourite supplier.
CBM: Have you attended the summit before as an exhibitor and or visitor?
TB: Yes, we exhibit every year and are proud to sponsor the VIP Zone for the second year running.
CBM: How can you work with us to ensure we get the right resellers visiting your stand?
TB: Creating an awareness of the broad portfolio of products and services offered by Daisy Wholesale leading up to the event, should help us build up enough interest among partners for them to come and visit us in the VIP zone.
CBM: Will you be launching or announcing any new products, applications and services at the Summit?
TB: This year we will be showcasing our full portfolio of fully-integrated solutions. This includes voice, data, mobile, cloud and partner services. Our newest addition to the portfolio – Daisy Partner Services – will play a big part in our presentation at the show. This is our white-labelled maintenance and professional services division providing our resellers with the opportunity to offer their customers a complete end-to-end telecoms solution. We will also be launching our cloud desktop service and continuing to demonstrate how we are being innovative in evolving our existing portfolio.
CBM: What will be the benefits to resellers of partnering with your company?
TB: Our strategy is to help resellers take the opportunity that the converging market offers. We look to do that with our integrated portfolio of services and our passion for keeping things as simple as possible. We want to be our partner’s favourite supplier by providing them great choice, great value and great support.
CBM: Can you provide resellers with any tips on how to sell products such as your own?
TB: Don’t ignore the direction that the channel is taking. Convergence offers a great opportunity to all types of resellers to cross sell and up sell. With the lines blurring between voice, data and mobile, it no longer matters what a reseller’s speciality was historically. However to remain competitive and continue to grow, they should really be considering how to extend their product offering for their customers, whilst keeping it as simple as possible.
Although, as well as the right set of services, resellers need to ensure that they have the right provisioning, billing and support services to successfully deliver them.
CBM: Why are end users buying your products and are there any particular market sectors where your success stands out?
TB: As a rule, we only add solutions to our portfolio that are easy for our resellers to provision and to sell. Our mobile proposition is a great example of how we have delivered this recently. The One and Only is a unique selling model for mobile, there literally is nothing like it available in the current market. Because of this, we have seen our mobile reseller numbers quadruple over the last 12 months.
CBM: In a nutshell, why should resellers partner with your company?
TB: We are obsessed with helping the channel grow. Using our scale we aim to bring great choice for our partners, whether that be simple access to all the major networks and carriers or the very broad range of products and services that support a converging market. We aim to bring great value, ensuring we create very competitive propositions that help our partners win and retain customers at good margins. And, we always aim to provide great support, ensuring we have the resources, knowledge, skills and systems to deliver our promises to our partners. I truly think we are good people to do business with and work hard to do business with integrity, professionalism and fun.
CBM: How you see the state of the market overall today and what is your outlook for the future?
TB: I believe that we have reached a pivotal time in the telecoms market. The opportunities that are now available for resellers to cross sell are just fab. I’ve always believed that the channel should own the SME market place as they are best placed to support small businesses with agility and intimacy. If I ran a small business I would definitely prefer to work with someone who understood my needs, my pressures and who I felt I knew personally and could rely on. So, in a market where products are converging and small businesses want help to make sense of what this can mean for them in terms of efficiency, productivity and simplicity – who better to do this than the reseller community. What a great opportunity to grow and make a real difference for small business customers.
We look forward to helping our partners realise this opportunity.