Enterprise Technology Solutions (ETS) has been appointed as a sales agent by AT&T and will sell its services into the SME market.
Part of the Business Alliance program announced by AT&T earlier this year, ETS has been awarded master agency status and will be asked to appoint resellers to target the 10,000 SME organisations across Australia.
AT&T will continue to provide all service delivery, customer care and support for customers signed up through the partnership.
Director of sales and marketing for AT&T Australia, Brett Barningham, said he had been impressed by the level of focus ETS had on the SME space and was prepared to give AT&T.
“We looked around in the market for an organisation focused on SME but we also wanted one that could deploy rapidly,” he said. “ETS understand the SME space much better than we do because we are used to dealing with multinational corporations.
“It was also important for us to find a partner that would provide 100 per cent focus on AT&T rather than having us as one of many organisations they represented.”
AT&T and ETS have no history of working together but have spent time modelling product offerings and SME market strategies before announcing the partnership.
“We have been working together in the background to mould the global AT&T portfolio to suit SME requirements,” Barningham said.
“We needed a pricing structure to suit local organisations rather than regional or global ones. We have had to redefine the value in the services — because value means very different things to multinational and SME customers — and some product localisation was also necessary.”
ETS director, Tony Parkin, said the master agency agreement with AT&T would provide a good opportunity for ETS to grow its business through association with a solid brand.
The AT&T portfolio includes dial-up Internet, managed IP virtual private networks, managed security and hosting, network connectivity and complete network outsourcing.
Barningham said the partnership with ETS would initially focus on selling dial and Internet services.