Compass hunting for resellers

Compass hunting for resellers

Company appoints dedicated reseller programme manager

Compass Business Communications is seeking to recruit resellers as its formalises its partner programme. “We’ve always had an informal reseller programme but now we have appointed a dedicated programme manager,” says company spokesman Dave Georgetti.

“Our objective is to achieve sales coverage in areas where our own business development managers operate – currently Auckland, Wellington and Christchurch, where Compass has offices,” he says. “We also have infrastructure in places like New Plymouth, Nelson and Dunedin.

“Compass has been in business since 1995 and is now New Zealand’s longest-serving independent communications provider, with annual group revenues approaching $200 million.”

Compass Business Communications is a division of Compass Group.

Georgetti says CBG will offer resellers training in telecommunications, including IP telephony, design for competitive proposals, provisioning, customer support, and invoicing.

“Compass owns a wireless network spanning the country and has invested in unbundling local exchanges in the main centres. In areas where we have infrastructure of our own, we can offer services and pricing with a real competitive advantage.”

He says likely resellers include IT integrators, installers and, possibly, electricians – those who are looking for add-on business. There will be no exclusivity clauses.

“We’re investing all over the country,” he says. “For example, where there is unbundling, we can connect people for around a third of the price of selling them a Telecom connection.”

Compass's first major investment was in Christchurch. “We took a huge knock because of the earthquakes,” Georgetti says. “It’s only this year that we have replaced our base, as measured by internal sales. In the month to May 15, we did half of the amount of business we did for all of the previous year.”

Georgetti says Compass had been “trying to be all things to all users” but today is completely focused on voice over IP. “We’re now offering a range of solutions on one architecture. It’s pretty much what it’s all about now in the business space.”

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