ASX-listed ISP, iiNet, is ramping up its efforts in the SMB market.
The ISP recently released its Bonded DSL product that provides small business customers with the ability to double the speed of their ADSL2+ network.
iiNet general business manager, Stephen Harley, said there was a requirement in the small business market for higher speed connections. The ISP defines the SMB market as companies with up to 50 seats.
“It’s become apparent in the last few months that we’ve got the technologies, staff and resources, and dedicated business support teams to be able to service this market,” Harley said. “When it comes to providing new technologies we spend a lot of time researching what’s happening internationally whether it’s for residential or business offerings.”
Bonded DSL will cost $100 per month on top of the customer's ADSL2+ plan.
The product offering will also be available through iiNet’s channel and system integrator base.
“Our channel equates to one fifth of our sales, it’s significant,” he said. “They’re our national sales force and we’ll assist them with providing quotations for customers and work like that.”
Before rolling out Bonded DSL, it ran a two week trial with 10 clients.
“They were pre-existing customers that were either on fibre or on a connection that we felt we could dramatically improve their connectivity,” he said. “This is a cheaper alternative to fibre. Obviously the NBN that can dramatically change the landscape, but it’s a couple of years out depending on certain areas.”
Harley said iiNet would be working on raising more awareness in its business offerings over the next few months.
“We’re well known for our residential products, but a lot of them don’t understand we have business products as well,” he said. “We have corporate, enterprise and education customers as well, but that hasn’t been the area we’ve actively chased.”
“Now we’ve got the product, the resources and it is time to let customers know that these solutions are available.”
Harley said about 20 per cent of iiNet’s total business sales are through system integrators.
“Eighty per cent of our business does come from direct B2B relationships, but we utilise our channel very well and they can sell into specific verticals and provider customers with other services like remote backup, reporting and so on.” “They’re usually better placed to work out what type of kit a customer needs.”