7 April 2008
Fixed-wireless access provider On-Communications has unveiled a partner programme for its guaranteed bandwidth, symmetrical broadband service.
The scheme has three levels for wholesale providers, resellers and referral partners and marks the firm’s first foray into the channel. CEO Ian Roberts hoped to take 50 to 60 per cent of the business indirect in the next year or so.
"We haven’t had any formal channel process in place before now. There were elements we felt we had to have in place before we were capable of fully supporting it," Roberts explained.
On-Communications hoped a fast installation time, performance advantages and cost savings on leased lines would offer an easier sale to end-users. Roberts added that the "biggest issue" for his channel would be the lucrative midmarket gap between DSL and large fibre connections.
One competitor remarked that while the firm had a good product set its niche market meant it would have to tread carefully.
"Effectively it targets people that need high bandwidth but are outside BT’s footprint, so it would need to be pretty well targeted to succeed," he said.
