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Orange eyes up IT dealers

Alex Scroxton
Steve Heald - Director of Partner Channels.jpg
Orange has lifted the wraps off a new channel partner programme designed to position it closer to IT and data resellers that are increasingly dabbling in the mobile world.

The mobility specialist, which is currently working through its UK merger with competitor T-Mobile, is keen to take advantage of the growing convergence between the historically separate channels.

"The programme is four years old, but is too focused on the traditional mobile space," UK director of partner channels Steve Heald ( pictured) told MicroScope. "Lots of IT resellers seem to be interested in mobility but need the right levels of support from networks and distributors."

The new programme, which conforms to a fairly standard three-tier model, includes enhanced marketing, sales and service support and tools to improve reporting and performance-tracking.

Orange committed to rolling out more of its product range to the channel, with resellers gaining access to its managed VPN product line and remote working tools.

The firm will also move its monthly price book to a quarterly set-up in response to lengthier sales cycles, and is upping levels of revenue sharing to give successful partners higher rewards.

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