Launched alongside the opening of Pacific Internet's new office in Melbourne's Southbank was the Internet service provider's commitment to a channel model.
Pacific Internet is an ISP that grew out of the National University of Singapore's network in 1991, now Nasdaq listed with over 1000 staff. Its Australian operations began in 1999 with the acquisition of several ISPs, including ZipWorld, Hunterlink, Mira Networking, Zeta Internet and Hub Communications.
Although its services have been re-sold in the past, the ISP has decided to formalise its existing channel partner connections and invite more partners to the table. The ISP is keen to attract resellers interested in selling its ADSL products into the SME/SOHO market, and will progressively add new services to the reseller program, including Web hosting, co-location services and managed gateways. Matt Lovegrove, national sales manager for Pacific Internet, said partners will receive "generous margins" and access to a single account manager, as well as the necessary training and certification to skill up for the products.
Pacific Internet's strategy is divided into three categories, a reseller program, dealer program and referral program. The reseller program is for partners who wish to co-brand and resell Pacific Internet's services, managing the customer installation invoicing and support themselves. The reseller is also free to establish the pricepoint. The reseller would need to meet certain selection criteria and meet a minimum monthly revenue target.
The dealer program is for partners who sell Pacific Internet product under its existing branding, at Pacific Internet's pricepoint. Pacific Internet maintains the relationship with the customer, and pays its channel partner a monthly commission.
The referral program is for any company that refers business to Pacific Internet. They receive a referral award in the form of a once-off credit for their own account with Pacific Internet.
Lovegrove said choosing between the programs will depend on what infrastructure the channel partner has. Some will choose the reseller program to maintain closer bonds with their customers and set the pricepoint as they see fit - at times even at a loss to attract buyers to their other services. Others will choose the dealer program so that they do not have to invest in billing systems and the provision of support.