iiNet launches business channel program

iiNet launches business channel program

ISP enlists resellers to target organisations with up to 50 staff

Western Australia-based ISP, iiNet, has launched a new reseller program to assist its push into the small business market.

iiNet previously focused on the consumer space but has spent the past year building up a new division to target the SoHO and small business segment, business general manager, Andy McIntyre, said. Its focus is on companies with up to 50 staff.

"This is an under serviced and ignored part of the market," he claimed. "While the products can be similar to consumer, our main focus is on service delivery and ensuring we can service these businesses properly."

iiNet's business division now had 15 staff dedicated to servicing this customer market, as well as six people looking at product development and processes, McIntyre said. In recent months, the ISP has also introduced a range of business-specific services including ADSL2+ broadband plans with multi-line support and VoIP services. Soon-to-be launched offerings include managed VPN and SIP trunking solutions.

The next step was bringing resellers on-board, McIntyre said.

"We had a reseller program some time ago, but it faltered. I don't think we had enough of a story to take to partners then," he said. "Since then we have cleaned up our back-end operations and services and we're ready to really support resellers."

The ISP has launched a new commission structure allowing partners to opt for either an upfront payment or 10 per cent trailing commission over 24 months. It has also overhauled its Web portal to provide agents with the ability to sign up to its reseller program and log customers online. Other features include the ability to monitor commission payments and access product and marketing material.

McIntyre was looking to have up to 500 resellers nationally under the program. He highlighted systems integrators as well as business-oriented retailers as ideal partners.

"We want to work with these guys in partnership," he said.

iiNet was constantly looking to improve its business services offerings and also wanted feedback from partners, McIntyre said.

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