Menu
‘Engagement Wi-Fi’ is about opex value, not a cost centre: AirTight

‘Engagement Wi-Fi’ is about opex value, not a cost centre: AirTight

While the vendor’s tech can be sold on a capex basis, CEO David King said opex is key

AirTight CEO, David King.

AirTight CEO, David King.

Providing ‘engagement Wi-Fi’ for customers within a retail environment pays for itself within the first day of its implementation, according to AirTight chief executive officer (CEO), David King.

Engagement Wi-Fi, or more commonly ‘social Wi-Fi’, is Wi-Fi backed by customer engagement software, including the integration of loyalty programs, applications, coupons, and other promotions.

King claims that retail is not normally an early adopter of technologies, but resellers can overturn the hesitation towards uptake by presenting a business case rather than a cost centre to sway decision-makers.

Key to achieving this is getting customers to view engagement Wi-Fi as a guest amenity rather than a cost centre; it is a service the merchant needs to provide at its own cost in order to drive revenue by building brand and loyalty.

While AirTight resellers can onboard the technology to sell as part of a capital expenditure (capex) investment, King said the advantage is in rolling it into an operational expenditure (opex) model which includes a service or value-add component.

“Because it is all virtualised, it can be rebadged overnight and anybody can run their own service,” King said. “That makes it a perfect fit for managed services providers (MSPs) – from massive telco MSPs to small VARs.”

“MSPs can help customers manage their Wi-Fi experience by providing all the analytics, which is especially useful for customers that do not have IT staff, but still need the technologies and reporting.”

While AirTight’s security business is still a 50-50 split between channel and direct, the vendor claims 99 per cent of its Wi-Fi play goes through partners. The other one per cent is kept direct “because in some major deals there is really no room for a third party.”

Follow Us

Join the New Zealand Reseller News newsletter!

Error: Please check your email address.

Tags customer engagementvadMSPopexAirTightbig dataCAPEXanalyticsservicesDavid Kingretailengagement Wi-Fisecuritytechnology

Featured

Slideshows

Educating from the epicentre - Why distributors are the pulse checkers of the channel

Educating from the epicentre - Why distributors are the pulse checkers of the channel

​As the channel changes and industry voices deepen, the need for clarity and insight heightens. Market misconceptions talk of an “under pressure” distribution space, with competitors in that fateful “race for relevance” across New Zealand. Amidst the cliched assumptions however, distribution is once again showing its strength, as a force to be listened to, rather than questioned. Traditionally, the role was born out of a need for vendors and resellers to find one another, acting as a bridge between the testing lab and the marketplace. Yet despite new technologies and business approaches shaking the channel to its very core, distributors remain tied to the epicentre - providing the voice of reason amidst a seismic industry shift. In looking across both sides of the vendor and partner fences, the middle concept of the three-tier chain remains centrally placed to understand the metrics of two differing worlds, as the continual pulse checkers of the local channel. This exclusive Reseller News Roundtable, in association with Dicker Data and rhipe, examined the pivotal role of distribution in understanding the health of the channel, educating from the epicentre as the market transforms at a rapid rate.

Educating from the epicentre - Why distributors are the pulse checkers of the channel
Kiwi channel reunites as After Hours kicks off 2017

Kiwi channel reunites as After Hours kicks off 2017

After Hours made a welcome return to the channel social calendar last night, with a bumper crowd of distributors, vendors and resellers descending on The Jefferson in Auckland to kickstart 2017. Photos by Maria Stefina.

Kiwi channel reunites as After Hours kicks off 2017
Arrow exclusively introduces Tenable Network Security to A/NZ channel

Arrow exclusively introduces Tenable Network Security to A/NZ channel

Arrow Electronics introduced Tenable Network Security to local resellers in Sydney last week, officially launching the distributor's latest security partnership across Australia and New Zealand. Representing the first direct distribution agreement locally for Tenable specifically, the deal sees Arrow deliver security solutions directly to mid-market and enterprise channel partners on both sides of the Tasman.

Arrow exclusively introduces Tenable Network Security to A/NZ channel
Show Comments