One of Norton’s key hires has been Tim Nelson, ex BT, who came on board to head up the Marketing and Product Management teams. “Our proposition is that we really care and will ‘hand-hold’ channel partners through any challenges and hiccups.” Nelson explains. “The comms market is transitioning rapidly from customer premises equipment to hosted solutions. Comms providers have to learn new technologies and also new models for revenue generation. We are guiding them through these transitions, helping them win business and showing them how to generate ongoing commissions and income from hosted services.”
Channel Telecom offers two channel models. Dealers can sell Channel Telecom branded services in return for ongoing commission payments. Alternatively Channel Telecom authorised resellers sell white labelled services under their own brand and set their own tariffs and margins. “As you would expect we have more dealers than resellers, but we offer the same personal support and service to both groups,” says Nelson.
Norton claims a major strength of Channel Telecom’s service offering is the billing system it offers. “It’s provided free as a hosted resource to resellers. We can also administer billing for the reseller using our billing bureau service.” The importance Channel Telecom attaches to billing provision and service support generally is evidenced by Peter Cresswell joining the company recently to lead the Operations team. “One of Peter’s key responsibilities is ensuring that our channel partners know how to use the systems we provide, and supporting them with any technical issues they may have with service provision and billing,” Norton confirms.
Norton says Channel Telecom’s service portfolio covers all the bases. “For voice services we offer expertise in provisioning and supporting calls and lines via our WLR3 portal. We also offer hosted IP telephony and SIP trunks. Our DSL broadband offering is comprehensive including all the latest variants. We’ve just gone EAD established with Openreach so our partners can now offer their customers low cost, high performance 1Gb point-to-point data connectivity for MPLS networks and cloud computing apps.”
Summing up Norton says, “We can help our partners manage the change to hosted provision because we offer a personal ‘handholding’ style of service that distinguishes us from the bigger, impersonal corporate-style players. We’re putting money into our partners’ pockets, we’re providing a great service for their customers and we’re making a bit of money for ourselves. Plus we’re having a lot of fun doing it. What more can you ask for?”
A helping hand
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