The news that BT Indirect Channel has reduced their reseller base significantly has been welcomed by distributor Crane Telecommunications who have themselves launched a new Converged Emerging Technologies Division (CET)
Speaking to Comms Business Magazine Crane Director Will Morey said:
“As a BT distributor we had their new strategy outlines to us last week. In their direct relationships it makes sense that BT is going to focus on those resellers that can deliver them the long terms growth in the product areas they are seeking – ICT products and convergence. BT will give those resellers the focus and resources they need to achieve success.”
“For Crane this means a significant opportunity as we will be getting increased support from BT. BT like the fact that we are a convergence distributor rather than just having focus on the minutes side of their business and can provide a support service for their resellers.”
Morey has also confirmed that Crane is finalizing plans for the launch of a new operational division targeting the convergence market.
“We have a strong distribution business with Nortel, Mitel, Avaya and LG – powerful platforms where we have 50% of the market share. If we are providing the platforms for IPT then we are in a unique position to provide the other technology that surrounds convergence – VoIP, wireless, infrastructure networks, WAN – the idea is to offer a full IPT solution to a reseller.
Comms Business Magazine understands that Crane is set to announce a number of new vendor agreements for CET in the near future.