Increasing opportunities in the indirect channel
11 March 2013 | David James
An oft neglected opportunity for wholesale services is the indirect channel. Many small to medium-sized enterprises (SMEs) buy telecoms, IT and other office services from local resellers that have greater knowledge and understanding of their needs than larger service providers do. In most cases, large carriers cannot afford to sell to directly these SMEs, due to their diversity as well as their requirements for on-going support, maintenance, and education. Instead, wholesalers should do what they can to support the resellers and aggregators that serve SMEs to capture revenues they would otherwise miss.
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