KCOM Group-owned business ISP Eclipse Internet has set out plans to turn broadband services into a product that the channel actively wants to sell, and is betting that a series of changes to its pricing model will allow it to gain an edge over its rivals.
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Exeter-based Eclipse has now moved from list-based pricing to a wholesale model on ADSL kit, which channel sales head Henry West claimed offered resellers up to a 30% margin, compared to around 5% to 10% under the old system.
"Resellers had been telling us that they wanted margin on broadband products, but had been unwilling to sell it because it was a challenging sale," he explained. "Broadband is a delivery mechanism rather than a solution, and we want to flip that around."
The new changes to its pricing model are among a series of enhancements to its partner model, which include the launch of an in-house designed network monitoring platform called Sentinel, and a £250,000 investment in a partner portal website.
West said that the addition of the Sentinel platform, and the back-up provided by its parent's close relationship with BT, were both good talking points for new partners to bring up with their customers.
The firm is also banging the drum for bonded ADSL products, where it is seeing increasing uptake, particularly among rural-based businesses where Fibre to the Cabinet (FTTC) is either still a couple of years off, or may never happen.