Ericsson has appointed former Telstra Business Systems staffer, Kylie Savage, as its first national channel manager. She is tasked with building up existing channels, as well as finding new partners, for the vendor's wireless terminal products.
Ericsson enterprise unit director, John Kelly, said the new role was about dedicating more resources and support to its burgeoning wireless broadband product category and flagship product, the W25 fixed wireless terminal. The unit works as a 3G gateway and provides users with mobile, Ethernet, virtual LAN access and USB ports in the one box.
The hardware is shipped to the retail community via long-standing partner, PowerTec, and was distributed through Telstra for the first time this year.
"During 2007, we have seen significant growth in the sales of fixed wireless terminals. We think wireless broadband is a strong, growing market in 2008 and beyond, so we want to ensure our channel presence is in place to address that customer growth as well as find new channels which help us grow even faster," Kelly said.
To date, Ericsson had adopted a broad market strategy, Kelly said. However, he cited telecom operators as one key opportunity.
Kelly pointed out Telstra's Next G network had triggered a rise in wireless broadband communications over the past year.
"Other operators [besides Telstra] are moving down the same path and looking to broaden the take-up of wireless broadband. They're hoping to drive additional value to the RPUs [revenues per user] they achieve with these customers," he said.
"We are seeing the W25 deployed in disaster recovery situations or as an out-of-office solution for those out in the field. This product suits anyone who requires office communications at a location without fixed infrastructure or that's in a temporary environment."
The vendor has also experienced success selling its units in the marine industry.
Kelly said Savage's focus would be on developing further industry-specific applications which it can target at specific customer markets.
As well as working at Telstra, Savage worked for Ericsson for 10 years until 2002.