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Kelly states Vodafone’s move to create a tiered indirect channel partner programme will smooth out any inconsistencies partners have found in Vodafone’s competitors’ approaches so far. He explains: “I don’t think our competitors are necessarily addressing all their partners through their Partner Programmes, but ours does. There have been inconsistencies in revenue and support for dealers. The investment our competitors have been making in partners is inconsistent; sometimes it’s there, sometimes it’s not. |
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Long term |
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“We are building a long term business here, with more dedicated commercial resources, better clarity around incentives and management information, and revenue share is also a big part of it, especially for our Platinum Partners, whom we’re helping to invest in customer acquisition,” he continues. Additionally, after accreditation, all VPP members will be able to sell on Vodafone One Net, a unified communications solution for the SME market, and the recently launched Vodafone One Net Express, aimed at companies with up to ten people. Vodafone One Net Express means all landline and mobile business calls go straight to one phone, giving businesses the flexibility to work in an office or on the move and never miss a call. Kelly notes: “We expect over 50% of our One Net business to come through the indirect channel. Accrediting our partners on One Net and One Net Express will put them in a unique position in the market.” |
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Boost to sales |
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Concluding, Kelly comments that he expects VPP to boost sales for Vodafone through the indirect channel. He remarks: “We expect VPP to increase indirect sales, and we’ll be pushing more CAPEX, OPEX and resources to focus on the indirect channel to grow revenue. I think out indirect partners are well placed to take advantage here; our dealers and actively grow their revenue and profitability ahead of market growth rates, and we can grow our marketshare, not only in mobile but also in One Net and One Net Express, all through the VPP. “Our Partner Programme is to be an ongoing journey of refinement, but the programme will have teeth; Silver Partners that achieve will go up to Gold, and those that don’t meet the requirements will move down. All our partners are now aligned to this programme, and it’s going to be good.” |
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