Hutchison Telecoms has signed eXeed to distribute its 3 handsets and services, and the two are recruiting resellers to the telco’s accredited partner program.
The deal is the first in Hutchison’s program to recruit channel partners to support its business mobility offerings, which are due to be launched over the next few months.
eXeed managing director, Michael Bosnar, said eXeed had signed the deal with Hutchison at the end of July, and is now in the first phase of reseller training.
eXeed hoped to have 50 gold partners signed up by September, Bosnar said.
While some of the resellers signing up for the 3 certification were existing eXeed customers, “a majority aren’t even IT resellers,” he said.
Resellers were coming from both IT and telco backgrounds, as well as from consulting, Bosnar said.
The prospect of offering unified communications for business users was attracting resellers, he said.
“Our customers increasingly need to be able to link information from the IT backbone directly to wireless handsets which 3G technology has the potential to deliver,” Bosnar said.
“Using 3 we can give businesses the speed and flexibility that has been lacking in mobile data solutions in the past, with the added convenience of voice, video calling and multimedia messaging."
While initial reseller training was focusing on the 3 platform, products and basic services, Bosnar said the second phase of training would delve into more complex business services.
“We don’t just want to sell the handset – we’re selling an integrated solution offering," he said. "If resellers want to do the whole lot they can. They can also order support offerings from ourselves and Hutchinson.”
On top of the 3 network’s “basic functionality” – such as video conferencing, resellers will be able to offer services including VPNs and wireless connectivity.
“We’ll be selling a complete gateway service,” Bosnar said.
This can include the integration of the customer’s Microsoft Exchange or Domino platform with their handheld devices and voicemail.
eXeed plans to have its “complete service offering” available from next month, Bosnar said.
eXeed was in the process of drafting its service offerings, and consulting resellers and customers in order to tailor appropriate service offerings, he said.
The 3 offering will be the first from eXeed’s newly-created mobility and messaging solutions team. The team has four front-end and two back-end staff across Queensland, Victoria and NSW. SA and WA are currently handled out of Victoria.
The distributor plans to build the portfolio of vendors in its Mobility team.
Bosnar said the distributor was “looking at other IT and telco provider vendors” including notebook and handheld vendors.
The 3 network is currently available in Sydney, Melbourne, Perth, Adelaide, the Gold Coast and Brisbane.