Express Data has set up a small telemarketing team that will spend a lot of its time working on behalf of resellers.
In addition to making sales calls, it will provide a range of services including follow-up calls for event invitations or direct mail outs, finding out what technologies a customer is interested in and updating database information.
"The traditional approach in distribution has been to use your telemarketing team to call resellers with promotions," ED managing director, Ross Cochrane, said.
"We will use ours for that purpose some of the time but are also making it available for resellers to generate interest in their business.
"Distributors have sent out flyers on behalf of resellers in the past, which is fine for point products, but a lot of the business we are trying to generate is around solutions and that needs something different.
"If you are selling a CRM or IP telephony solution, you might invite a small number of end-users to a seminar. In these circumstances, telemarketing is a more relevant approach."
Since its inception three months ago, an ED spokesperson estimated its telemarketing team spent 46 per cent of its time calling resellers on behalf of its vendor partners, 38 per cent on reseller campaigns and 16 per cent updating its own database information.
Cochrane said costing would be on a case-by-case business. Telemarketing could be a joint venture in conjunction with ED if there was a benefit for the distributor.