An IT reseller who does make the move into telecoms can expect to see better margins and more recurring revenues. To realise these opportunities, they should talk to their aggregator, as in reality, businesses don’t want to have to unnecessarily employ the expertise or invest in the systems/ processes or network infrastructure needed to deliver on these new objectives. It is the role of the aggregator to work closely with those IT channel vendors to look at their customer base, alongside their sales staff, to identify where there are potential opportunities to introduce telecoms services. This may involve conducting co-ordinated visits and delivering customer pitches together, so that the reseller feels fully supported. A good aggregator will assist the reseller in the creation, management and selling of those services. The inferior alternative to this is approaching major incumbent telecoms carriers or providers, who will provide the reseller with the product set, but leave them to go it alone.
The main challenge resellers face when attempting to adopt new services is the fear of the unknown. But, with a good aggregator behind them, they can overcome those concerns without the need to immediately understand everything in that market. Aside from this, IT resellers may initially be challenged by the established relationships which already exist within their customer base. However, if that reseller already has a strong relationship with its customers from an IT service perspective, it should be able to leverage that trust in order to sell them connectivity and communications services.
At Daisy Wholesale, we have seen some fantastic examples of IT resellers who have successfully made the move into telecoms. For many, the key is starting off in a small way and identifying some relatively quick win opportunities, before easing themselves into the bigger opportunities that can support hosted applications and virtualised environments. A good place to start would be delivering managed VPNs into customers with multi sites or delivering Ethernet services that will go hand in hand with the cloud-type value add.
IT resellers will not succeed in selling telecoms services by simply getting in touch with a carrier and putting a link on their website. They must be fully committed to it in the same way they are dedicated to their IT business.
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