Techex Communications will open an office in Melbourne as it looks to grow its business nationally.
The decision follows the launch of the communications reseller's first subsidiary branch in Brisbane in June.
Techex managing director, Chris Collinge, said the company had made moves to expand into both Queensland and Victoria after high demand from resellers and customers in those areas.
In particular, there was a call for more support for resellers in South Australia, he said.
"Some of our best resellers, offering high-end quality Internet solutions, are working in South Australia," Collinge said. With an office located in Melbourne, Techex would be able to better support these resellers, he said.
Techex is a telecommunications and Internet services company which resells virtual private network (VPN), broadband and wireless connectivity.
Originally a direct reseller for Request Broadband, the company now offers products from several vendors, including Optus, Nextep and PowerTel, to both direct customers and its reseller partners.
While Techex continued to maintain a government-accredited direct sales force to deal with its public customers, Collinge said it had spent the last 18 months steadily shifting its sales focus to its partner base.
The company had now amassed 130 partners nationally.
"More than half our sales are now going through the channel," he said. "The golden rule for us is to always defer to the channel partners." Collinge said its current focus was on building the Techex Evolve Partner Program. Part of this had been to introduce a channel offering based on the recently launched iBurst wireless broadband service.
The demanding entry commitments required by direct resellers of the iBurst product cut smaller systems integrators and resellers out of the loop, he said.
"We are at the size where we can wear the initial set-up costs," he said.
Collinge said the scalability of the iBurst product made it possible to increase profits as unit sales rose.
"At about 500 connections it starts becoming a lot less per unit to deliver," he said.
Techex divides its partners across all of its products into two types: referral partners and resellers.
Referral partners received a commission based on the customer spend, he said. In contrast, resellers were able to buy bandwidth at a flat rate, as well as data usage, regardless of the amount used by customers.
In return, Techex provides the billing and invoicing, as well as 24-hour helpdesk support.
"We also get our vendor partners to provide the channel with formal training," he said.