PSINet is aiming to increase its channel partners by up to 25 per cent this year in a bid to target vertical markets.
UK managing director Meri Braziel told MicroScope the self-styled “global Internet super-carrier” is implementing a new strategy aimed at acquiring partners with customers in media, finance, IT, manufacturing and retail. The first such partnership, with financial survice specialist CWB, was announced last week.
PSINet intends to partner with systems integrators and hardware and software companies, but Braziel stressed it was looking for more than “just a sales channel.”
“We’re looking for partners with experience in certain verticals, who understand IT, networking and infrastructure.”
It is a sensible strategy for companies offering ASP services to focus on building vertical markets, according to Ovum senior analyst and consultant, Katy Ring. This would allow systems to be tailored to the vertical market while minimising the amount of customisation required by the individual customers, she said.
Braziel dismissed suggestions that PSINet is moving away from Internet connectivity into the more lucrative services market, insisting that the company wanted, to achieve “a balance of fifty-fifty Internet connectivity and hosting services”, she added: “Even on the connectivity side, you can offer additional services, like our private VPN service.”
The new partnership with CWB will see PSINet offer e-commerce and Internet hosting services to financial institutions. The pair will also design and manage delivery systems for financial activities such as trading, brokering and regulatory reporting.
The deal would allow PSINet into the lucrative financial sector, while providing CWB with the infrastructure for hosting offerings, according to Braziel. CWB’s clients include Deutsche Bank, HSBC and Merrill Lynch.