The company has already backed some of its partners at local functions and seen positive results. John Carter, Managing Director of DMSL, said: “Small businesses prefer to have an IT and comms services provider to be local, so they can call on them for help and advice at any time. We’ve already supported partners at local business club events and generated a good number of enquires and actual sales. It’s very effective and helps the reseller identify and open discussions with more local firms.”
One of the firms that DMSL has supported at a local commerce event is Mike Luxford, Managing Director of Cambridge-based MLCS. “DMSL has supported us at two local Chamber of Commerce events recently, and they both went really well. They produced a marketing hand-out and pop-up banners and sent some of their people along as well. It was so valuable to have that extra support and expertise on-hand to engage with the attendees. We picked up several new customers and we’re still talking to a number of other companies we met on those days.”
DMSL is offering to send staff and resources to support resellers at local events, such as business clubs and Chamber of Commerce meetings. Pop-up stand displays and leaflets can be provided as well. At events attended so far, hosted voice services have attracted the most interest, said Carter.
“VoIP is something most small businesses have heard about but don’t completely understand. Having our team there means we can answer all the questions and explain the different options and services available on the spot. They are often surprised at the choice and quality of what’s on offer. We can help them select the right service for their needs.”
DMSL then works with the local reseller to provide quotations, manage orders and provision services. Interest in hosted voice often prompts a discussion about broadband and others services, he added. “Depending on the size of the installation, more bandwidth may be needed. In many cases, customers also want to look at other cloud or hosted services they can run, so it’s a great starting point for resellers who are looking to move in that direction.”