Managing change goes way beyond adapting to new technologies, says Richard Carter, Rocom’s Managing Director. “It means, just as importantly, redefining our business model to reflect the needs, concerns and ambitions of our core customers. 2006 has seen just such change at Rocom.”
Following its takeover by AT Communications in August Rocom has been repositioned so that it focuses solely on the reseller channel.
“There are no longer the distractions, or indeed the conflicts, of dealing directly with corporates – and that makes us unique in the distribution sector,” says Carter
“What also sets us apart is the extent of our product and services offering. You won’t find a wider system, peripheral, network and support services portfolio available from any other single UK source. The addition of Samsung to the range in January and Mitel this month are worth special mention. So, too, is our expanded network proposition that now includes Colt and our own hosted IP service, SiNET.”
The new look Rocom has increased its maintenance, installation and technical support resource dramatically. “With the addition of ATC’s resources we have been able to create distinct, stand alone companies with separate P&Ls that are each able to operate more effectively,” added Carter. “Apart from Rocom we have created a new maintenance and installation company which will shortly commence trading. At the takeover, we promised that no reseller would ever be disadvantaged by our association – and I can point to many instances to show that that promise has been kept.”
Central to the promise was the launch of the Rocom Dealer Support Programme, which pledges the channel ‘unsurpassed levels of dedicated account management’, lead referrals and white label technical support. It includes an incentive programme with a difference – those dealers who exceed targets by the greatest margin will enjoy a luxury four-night break to Dubai.
Carter concludes, “Rocom may look the same – but in 2007 you will find that it has undergone a fundamental change to devote itself solely to the interests of resellers.”