United Wireless has announced its authorised network reseller program to tap into marketing and technical expertise in the Australian channel.
The company, formerly known as Bell South Mobile Data, is a specialist network services provider and owns the Mobitex wireless data communications network in Australia.
Joseph Gatto, CEO of United Wireless, said that the scope and com- plexity of the company's various product and service offerings has forced it to abandon the direct sales and support model operating for the last five years.
United Wireless covers a wide variety of data applications including automated meter reading technologies for government utilities, security panel and fire alarm panel monitoring, stock monitoring for vending machines, and wireless eftpos and point-of-sale terminals.
"The cost of resources required to sustain our presence in these growing areas made a direct sales strategy infeasible," Gatto said.
But the sudden transmission to a channel-based business model won't be without its own pitfalls, Gatto admits.
"The main risk of relying too heavily on the channel is losing touch with sales and support issues," he told.
However, he added that the company expects to boost its market reach and exposure enormously.
Currently 12 companies have signed up for the program while United Wireless is negotiating with an additional 10Ð15 groups, Gatto said.
"We are hoping to have 25-30 companies representing us in various market segments throughout Australia," Gatto said.