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Tennyson revises channel strategy

Tennyson revises channel strategy

After a tumultuous year that saw the shares of Australian-based Tennyson Networks halt trading for several months, company chairman Harvey Parker has pledged a come back, heralding a revised channel strategy and a renewed focus on its loyal Australian channel partners.

In March, Tennyson Networks stopped trading on the ASX voluntarily when its overseas expansion strategy fell victim to the dot-com disaster. The suspension of trading saw the company undergo significant changes - company reorganisation of operations, reduction of workforce by 30 per cent and the appointment of new board members - and a renewed focus on the Australian and New Zealand markets.

"Our channel has really stuck by the product during this time, and now that we are wholly focused on Australia, we are willing and able to dedicate technical and sales support to our resellers," Tennyson marketing manager David Turton told ARN in August, when the company resumed trading.

In a speech to shareholders, Tennyson chairman Harvey Parker said that "in addition to distributing SOX (phone system) through its reseller channel partners, the company has also embarked on a strategy of selling direct to end user customers by a combination of contracting with commission-only independent sales agents and entering into commission-based agreements with telecommunication marketing firms."

Tennyson has signed an agreement with telecommunication marketing company CMG which will manage a SOX-based call centre for lead generation and will sell SOX product on a commission-only basis.

Tennyson has also entered into commission-only agreements to sell SOX products with independent sales agents in Sydney and Brisbane.

Despite Tennyson's new direct-selling strategy, the vendor is continuing to appoint reseller channel partners from across the country. The company recently appointed resellers Solar City Communications, Budget Bits, Grande Technology Solutions, CTI Solutions, Enterprise Convergence Solutions, Communication Partners Australia and Millenium Systems


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