Getronics' recently launched Converged Communications division has made its first significant strategic partnership with Ethernet provider, Uecomm.
Under the arrangement, Getronics will deliver, deploy and maintain IP telephony services to the installed Uecomm customer base.
Practice manager, Rob McCabe, said Uecomm would give it an additional sales stream to sell its telephony integration services.
Getronics would also use the opportunity to expand sales with higher-end options, such as video services or applications integration, he said. Uecomm was trying to differentiate itself by providing additional value-added telephony services on top of high-speed network access, McCabe said. As was the case with its rivals, Telstra and Optus, this had not previously been a core focus of the business.
"Most telcos are partnering with organisations to provide these capabilities," he said. "They need or want to play in this space but don't have the integration skills. It would be a big investment for them."
Getronics' Converged Communications division was announced last month.
McCabe said it was in discussions with other telcos to form more relationships like that struck with Uecomm. The organisation also works with regional operator, SPT.
"We are in the early days of building our business," he said. "Having partnerships with telcos is extremely important.
"Our big plan for this year is to build the business quickly and get a strong footprint. The additional sales capability coming from Uecomm gives us greater ability to do this."