C&W looks to exploit user focus on telco costs

Cable & Wireless believes that with the channel it can make serious gains in the SME market as customers facing the recession review their telecom strategies.

Cable & Wireless believes that with the channel it can make serious gains in the SME market as customers facing the recession review their telecom strategies.

Speaking to MicroScope, Ian Thomas, managing director for public sector and partners at C&W Worldwide, said that as it clocked up a year since its return to the channel the current market conditions were providing growth opportunities.

There were chances for resellers to challenge customer’s choices of incumbent suppliers as well as to encourage companies to embrace voice and faster ADSL speeds, argued Thomas.

“The recession will drive people to dive a little deeper and look a bit harder and they will realise that they are spending too much money,”he said.

He viewed the increase in mobile working, with a chance to sell fixed mobile convergence, along with a desire for VoIP as two of the factors that were influencing its product offerings to the small business market.

Thomas said that it left the SME space to the channel and would not compete direct and it had managed to bring on board both voice and data specialists, which is was encouraging to gain skills to sell a converged solution.

“We seriously re-entered the channel a year ago and there was a lot of scepticism because we had been in and out for years but we are very committed to developing products and programmes specifically for SMEs,” he said.

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