Cable & Wireless believes that with the channel it canmake serious gains in the SME market as customers facing the recession reviewtheir telecom strategies.
Speaking to MicroScope, Ian Thomas, managing director forpublic sector and partners at C&W Worldwide, said that as it clocked up ayear since its return to the channel the current market conditions wereproviding growth opportunities.
There were chances for resellers to challenge customer’s choicesof incumbent suppliers as well as to encourage companies to embrace voice andfaster ADSL speeds, argued Thomas.
“The recession will drive people to dive a little deeper andlook a bit harder and they will realise that they are spending too much money,”he said.
He viewed the increase in mobile working, with a chance tosell fixed mobile convergence, along with a desire for VoIP as two of thefactors that were influencing its product offerings to the small business market.
Thomas said that it left the SME space to the channel andwould not compete direct and it had managed to bring on board both voice anddata specialists, which is was encouraging to gain skills to sell a convergedsolution.
“We seriously re-entered the channel a year ago and therewas a lot of scepticism because we had been in and out for years but we arevery committed to developing products and programmes specifically for SMEs,” hesaid.