Please explain the opportunities you have for resellers.
NP: We operate three channel programs designed for the small end of the IT market. Most of our resellers are small retail computer stores and IT businesses. We refer to our resellers as partners as we aim to work alongside them in providing Highway 1 solutions to their customers. Our channel offerings differ from our competitors because in most cases, there are no upfront minimum commitments required to join the specific program. This enables resellers to receive additional revenue streams without adding cost to their business.
Our three programs are:
a) Accelerator – This program is designed for the retail computer store and small onsite computer consulting business. We provide a reoccurring monthly margin for broadband DSL, SHDSL and co-location products. Partners can manage their customer’s account using the Highway 1 Partner Portal. This enables partners to view all upcoming and past payments, update bank details and order sales material. With proper customer consent, partners can also manage the customer’s connection (traffic statistics, passwords, authentication history). Partners can also choose to have their own co-branded signup page by uploading their logo to the site.
b) VISP – The Virtual Internet Service Provider program is designed for businesses that wish to sell Internet services using their own brand but do not want to own or operate any network infrastructure. This enables the VISP to offer Internet services without high start-up costs or experienced network personnel. Highway 1 provides an end-to-end service where we assist the partner in developing plans (DSL1, DSL2+, Naked DSL) and provide them with access to our online portal tools to manage and grow their customer base. What's best is that it is all delivered as the Partner’s own brand.
c) Wholesale - Highway 1's Wholesale Access Network (WNA) program is designed for service providers who wish to deliver their own Internet services and manage their network infrastructure and capacity. As a wholesaler, they have access to a range of last-mile connectivity options including dial-up, broadband (ADSL, ADSL2+, Naked and Phone Bundles), SHDSL, Metro Ethernet and 3G wireless. Wholesalers also have complete control over the solutions and the service levels they deliver to their end customers.
What additional opportunities do you see for resellers who want to use your products?
NP: The opportunity is huge, especially with the development of online tools to manage and track sales, ongoing revenue and support, should they want to take advantage of it.
What are some of the challenges they should be aware of?
NP: It is a tough market to get new customers. Begin by selling into their existing customer base as they are a great source.
What are some of the key focuses for your company over the next year? Our key focuses will be:
- Cloud hosting and on-demand computing;
- Our new CityEthernet, MetroEthernet and MPLS product lines;
- Expanding our Channel, VISP and wholesale partners.