2023年6月20日

2023年6月20日,电信也旨在提高物联网的范围(物联网)业务通过通道进行。英国通信服务提供商沃达丰试图开车超过一半的收入在北美通过合作伙伴。跨国电信已经在美国自2015年以来,但沃达丰北美9个月共同推动更多依赖渠道在美国具体来说,沃达丰正在增加其足迹与技术服务分销商(tsd),增值经销商(var)和系统集成商(SIs)。提供者通过间接销售目前产生大约20%的收入在美国和目标是在即将到来的年这一数字增长到50%。“这是超过1亿美元,我们希望做的,”David Joosten说主任美洲市场和合作伙伴。沃达丰(Vodafone)曾与B2B市场提供者AppDirect自2015年以来在欧洲的数字平台。然而,他们的关系将扩大沃达丰AppDirect的线卡,允许AppDirect的技术顾问参考供应商客户剩余的佣金。沃达丰还与先锋派的签署了一项协议,目前正着眼于其他TSD的伙伴关系。沃达丰的大卫Joosten Joosten领导沃达丰业务在美国,加拿大,拉丁美洲,供应商说之前使用直接销售为主要营销运动。通道只能接触多一点100年美国账户,他说。 Now Vodafone is tapping into a larger range of customers as a result, he said. The channel expansion comes at a time when telcos are figuring out how they want to resource their go-to-market efforts. For Vodafone, which is shedding 11,000 employees globally over the next few years, the channel can help scale their expansion in younger territories like North America. That’s especially so in a competitive hiring market like the U.S. “Finding different indirect go-to-market channels for us is economically much more interesting and gives us much more scale than through a direct sales force,” Joosten told Channel Futures. However, turning to the channel requires a shift in the types of deals a company like Vodafone would normally pursue. Moreover, the company had to pivot to more quickly onboard and process those expanded use cases, he said. “Typically as an enterprise business entity that we are, we do big projects. And now we are starting to get smaller types of activity in, like one to five circuits. A bit more things that we in the past wouldn’t have signed on to. So we had to change our processes and our delivery engine to be a bit more agile than it used to be,” he said. Fixed Opportunities and IoT Opportunities Joosten said Vodafone doesn’t desire to play in the same swim lane as domestic ILECs like AT&T and Verizon, who are going after large connectivity contracts within the U.S. Vodafone instead is building its value proposition on connecting multinational U.S. customers to parts of its global network backbone or giving them mobile and IoT connectivity in different European countries. Joosten said much of the opportunities coming through Vodafone’s channel pipeline so far stem from the fixed side. That includes both circuits and several SD-WAN deals, he said. He said that in the future, however, Vodafone hopes to drive more on the IoT side. Joosten said Vodafone is currently activating approximately 10 million SIMs per month, with strong presence in automotive, manufacturing and health care. However, more channel leads are coming in to Vodafone for fixed network, he said. That’s not to say the demand doesn’t exist. One prospective TSD partner, for example, recently told Joosten that they’re seeing a sizeable number of IoT leads. However, that TSD and its partners had to turn down those customers. Joosten said the technology advisors (agents) that leverage TSD contracts will benefit from increased simplicity. To that end, Vodafone is working on bringing a bundled offering to the channel. In addition, Joosten said some partners need more education on how to position IoT solutions. It may come down to getting trained on buying personas. Those buyers typically come from the lines of business, rather than the IT department, he said. “I think it’s up to us to simplify the offering and probably do a little more training on how they can activate it and who the people are that they need to go for,” Joosten said. Channel Futures has been examining trends in the connectivity channel. Vodafone joins a growing number of non-U.S. telcos who are turning to the TSD community to grow in North America. Hear from a group of partners and suppliers about the trends they see in the channel. https://t.co/kYeHX1HFSe pic.twitter.com/N6wsOYQMmE