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ED and Telstra partnership gains momentum

ED and Telstra partnership gains momentum

Distributor claims over 200 partners have signed up to sell Telstra services so far

Express Data has added about 200 resellers under its Telstra partnership and is in the process of signing on hundreds more.

The distributor teamed up with Telstra in July last year to help drive the telco's connectivity products into the SMB market.

Telstra Business general manager of indirect sales, Wendy Carruthers, said the partnership gave it access to markets that it had not traditionally been able to tap into.

"It's a strong partnership between the two companies and we seem to be making traction in the market," she said. "ED provides us with access to a new area in the market - being the IT side. It's still early days but it's been a good start.

"We've still got a fair way to go in terms of activating resellers and making sure they are totally geared up to sell the solutions."

Express Data sales manager, Mal Shaw, said SMB resellers signing up tended to have capabilities around network and systems integration, particularly with skills around equipment that could be attached to carriage services, such as LAN, WAN, servers, applications or security.

Shaw said one of the challenges was communicating the cross-selling opportunities that SMB resellers could reap from working with ED and Telstra.

"SMB resellers can extend the relationship with users by involving themselves in carriage services as well as the supply of hardware and software services," he said. "Other opportunities are around the increased infrastructure that SMBs can access, such as business broadband or NextG, which opens up new applications that those customers may have not considered before."

Systems integrator, Computer Response Centre, has been working with ED for many years.

Business manager, Ken Welsh, said most of its Telstra-related business was through existing customers looking for improved services.

"Telstra is available to us 24/7, which is important because there are not many Internet service providers out there offering that type of service and we've got direct contact through dealer support lines," he said.

IQT Systems managing director, Michael Herlihy, said becoming an ED and Telstra partner had also helped simplify its accounting and auditing processes.

"Services within the ED and business broadband scenario are some of the additional services we offer such as Internet access, virus protection, spam filtering and performance monitoring," Herlihy said. "Every organisation needs Internet access and what we need to provide when we come to the table is a good quality product."


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