Convergence Summit Supplement – Daisy Wholesale
Convergence Summit Supplement – Daisy Wholesale
Carl Churchill, Managing Director of Daisy Wholesale, said:
“As the channel develops, now has never been a better time for resellers to embrace the change and maximise their opportunities.
“The Convergence Summit presents the ideal forum to listen first hand to the organisations driving that change - not only in the market, but in resellers’ attitude.
“To maintain customers and achieve growth, it is now imperative that resellers evolve their business to suit changes in the industry, replacing traditional products with new applications that customers are already embracing.
“Resellers that focus on CPS are in most instances starting to see a decrease in both use of their services by the end user and the market price of those services, resulting in a decline in revenues and margin.
“That’s why it is incredibly important for resellers to look at the opportunity in managed data services, start thinking about software as a service and investigate VoIP and VPN opportunities in particular.
“Resellers seriously need to think about beginning to embrace new services to secure business, making the relationship more sticky, which will ultimately grow revenue and margin.
“They now need to be having those multifaceted discussions with their customers - not just about traditional business calls and lines, but about their data network and software applications. It’s by embracing the next generation services proposition which should change the scope of the discussion with an end user and hopefully reduce churn.
“It’s imperative that the reseller has the support of a strong aggregator, with investment and resource capabilities, providing them with the right tools to succeed in the new market. As we start to see a change into next generation services, it’s about aggregators offering new products and services to the wholesale channel, such as the SIP Trunking service being launched by Daisy Wholesale at the Convergence Summit.
“We are definitely seeing a shift in reseller mentality as people acknowledge that the market is changing. Many are now commonly accepting that maintaining a strategy that has been good for them in the past ten years may not necessarily be good for them in the next ten years. To retain customers and continue to upsell new products and services, resellers must embrace new services that ultimately should be delivering more margin that their traditional lines of business. This will not only increase revenues but increase the margin opportunity and reduce churn.
“I believe there is a genuine risk to those who choose not to believe the industry is changing and resellers who don’t embrace the change will ultimately lose out to those who do. While some organisations are happy to make the investment in implementing the internal infrastructure to capitalise on new opportunities, it is understandable that those who have only ever sold traditional calls and lines will feel it is a bridge too far to start making a considerable investment in services they don’t necessarily have the same level of knowledge of. However, our key message is that money is not the main factor in being able to deliver these services and support them. The support is there from the aggregator, who can identify opportunities to guide and deliver those new services and help grow a resellers business.
“Ultimately the bridge and segmentation between communications and the IT channel are becoming thinner and thinner, so it’s about embracing those services to be able to deliver value and choice to your customers.
“A full package of new services will ultimately make the customer more sticky and loyal to the reseller. It’s about getting to a position where you not only provide the end user with one voice product, but their data services, their network, their remotely hosted software applications and their disaster recovery hosting.
“For Daisy Wholesale, we’re making strategic acquisitions which give our customers access a greater choice of different services from a single solution, allowing them to streamline their business relationships. Rather than removing choice from the channel, we want our partners to have a greater choice from the same company backed up by leading support and great margin earning opportunities.