|
By Michael Garwood
EE is to ramp up its focus on B2B connections made through the indirect dealer channel , after the launch of its 4G network sparked a six-month high for sales .
This was the message from EE CEO Olaf Swantee , who was speaking to Mobile News following the release of the firm ’ s Q1 financial results last week ( see mobilenewscwp . co . uk for more details ).
Sources at EE claim the past six months have seen the highest number of B2B connections in recent years .
At the end of June , EE had more than 2,400 corporate accounts using 4G , with sales in B2B the highest , Mobile
News understands .
Swantee said around 50 per cent of all business connections have been on a 4GEE tariff in recent months , compared to one in four at the start of the year .
He added EE will look to
|
• Around 50 per cent of all new B2B connections now on 4G
• Scotland and East Anglia identified as growth areas
• 2,400 corporate accounts using 4G
Vautier reportedly apologised to dealers for revenue share issues
form closer relationships with existing indirect partners , as well as improve its marketing communications to ensure growth continues .
“ We recognise the importance of indirect partners in this area , particularly in SMB but also medium-sized accounts ,” Swantee said .
“ We want to work even closer with the indirect channel and strengthen our relationship to drive this forward .”
|
Support boost Swantee ’ s remarks echo those made by EE director of indirect sales Nathan Vautier and sales director Marc Allera at a quarterly dealer event held in London earlier this month ( July 18 ).
An audience of more than 60 dealers and EE airtime distributors heard the operator would be placing a greater focus on the indirect channel , the firm vowing to boost support levels for dealers , it was claimed .
|
EE is also looking to increase the number of key dealer partners it has after announcing five new top-tier ‘ principal partners ’ – BridgeOne Telecom , Abica , Advanced Mobile , Rainbow Communications and JHL Communications .
This followed an earlier announcement that it was to reduce this number by two-thirds to around 600 .
The operator has also identified Scotland and East Anglia as key areas for growth .
Three-year plan Sources close to EE also claim the firm has set a three-year target to “ capitalise ” on being the market leader for 4G and become the UK ’ s “ number one choice ” for business customers .
One source said : “ Partners have been out in the market talking about 4G since it was launched in October 2012 , and in recent months they ’ ve seen that hard work pay huge dividends as
|
business sales reach volumes in excess of anything they ’ ve seen on any one of its previous brands over the years .
“ Growing the team now is vital to meeting demand and delivering on its ambitions .”
Apology Vautier is also said to have apologised to dealers following the well-documented problems surrounding the firm ’ s ongoing revenue share model , which have resulted in some partners being owed “ hundreds of thousands of pounds ” in commissions since EE ’ s launch last October .
He revealed that a recent “ multimillion-pound ” upgrade of its ‘ SAP ’ system on July 1 has been completed and will see all revenue share for new business paid on a monthly basis starting from this month .
The backlog of payments due to dealers , however , may not be fully resolved until the beginning of next year , dealers claim .
|