Reseller News

Opportunity knocks for Chillisoft in telco space

Chillisoft’s partnership with Slingshot could be one of many such potential revenue streams for the security distributor, according to director Geoff Cossey.

The deal has meant Chilisoft’s antivirus software Eset Nod32 is offered to Slingshot’s retail customers. Slingshot customers click a link to obtain their licence and then download the software.

Cossey is not ruling out partnerships with more telco providers in the future.

“Even though we have grown well for the past six years that we’ve been involved with the [Eset] Nod32 product, we still see opportunities in certain sectors of the market for growth. There are a number of opportunities that we’re already in conversation with companies about.”

He adds that banks around the world are recommending security software to their customers as part of the business relationship between them. “There is a safety aspect and for telcos there is a revenue opportunity as well.”

As this is Chillisoft’s first relationship with a telco provider, Cossey says a different approach was needed.

“The nature of the relationship they have with their customers is different. Our traditional reseller is an IT services provider who is providing software and services. But we’ve seen a couple of telcos go into that business. Telecom in particular has been aggressive at the high end, and they’ve started to launch some services at the lower end.”

He adds that Slingshot was keen for their own staff to have an insight into how the product works.

“They didn’t just say ‘we want to flog a product and can we have your support number’, because they value the relationship with their customers. They wanted to be the first point of contact, so we conducted some training sessions for their team.”

Cossey says Slinsgshot has so far not had any customer support calls with regards to the software. However, if more complex troubleshooting is required the calls can be referred to Chillisoft’s Auckland-based technical support staff.

“That’s something we’ve said with all our resellers right from day one and that is the reseller or customer is very welcome to call us directly. We have tech call centre staff in New Zealand, so they don’t go into a call queue system where they have to wait 20 minutes,” says Cossey.