2023年6月20日

2023年6月20日,電信也旨在提高物聯網的範圍(物聯網)業務通過通道進行。英國通信服務提供商沃達豐試圖開車超過一半的收入在北美通過合作夥伴。跨國電信已經在美國自2015年以來,但沃達豐北美9個月共同推動更多依賴渠道在美國具體來說,沃達豐正在增加其足跡與技術服務分銷商(tsd),增值經銷商(var)和係統集成商(SIs)。提供者通過間接銷售目前產生大約20%的收入在美國和目標是在即將到來的年這一數字增長到50%。“這是超過1億美元,我們希望做的,”David Joosten說主任美洲市場和合作夥伴。沃達豐(Vodafone)曾與B2B市場提供者AppDirect自2015年以來在歐洲的數字平台。然而,他們的關係將擴大沃達豐AppDirect的線卡,允許AppDirect的技術顧問參考供應商客戶剩餘的傭金。沃達豐還與先鋒派的簽署了一項協議,目前正著眼於其他TSD的夥伴關係。沃達豐的大衛Joosten Joosten領導沃達豐業務在美國,加拿大,拉丁美洲,供應商說之前使用直接銷售為主要營銷運動。通道隻能接觸多一點100年美國賬戶,他說。 Now Vodafone is tapping into a larger range of customers as a result, he said. The channel expansion comes at a time when telcos are figuring out how they want to resource their go-to-market efforts. For Vodafone, which is shedding 11,000 employees globally over the next few years, the channel can help scale their expansion in younger territories like North America. That’s especially so in a competitive hiring market like the U.S. “Finding different indirect go-to-market channels for us is economically much more interesting and gives us much more scale than through a direct sales force,” Joosten told Channel Futures. However, turning to the channel requires a shift in the types of deals a company like Vodafone would normally pursue. Moreover, the company had to pivot to more quickly onboard and process those expanded use cases, he said. “Typically as an enterprise business entity that we are, we do big projects. And now we are starting to get smaller types of activity in, like one to five circuits. A bit more things that we in the past wouldn’t have signed on to. So we had to change our processes and our delivery engine to be a bit more agile than it used to be,” he said. Fixed Opportunities and IoT Opportunities Joosten said Vodafone doesn’t desire to play in the same swim lane as domestic ILECs like AT&T and Verizon, who are going after large connectivity contracts within the U.S. Vodafone instead is building its value proposition on connecting multinational U.S. customers to parts of its global network backbone or giving them mobile and IoT connectivity in different European countries. Joosten said much of the opportunities coming through Vodafone’s channel pipeline so far stem from the fixed side. That includes both circuits and several SD-WAN deals, he said. He said that in the future, however, Vodafone hopes to drive more on the IoT side. Joosten said Vodafone is currently activating approximately 10 million SIMs per month, with strong presence in automotive, manufacturing and health care. However, more channel leads are coming in to Vodafone for fixed network, he said. That’s not to say the demand doesn’t exist. One prospective TSD partner, for example, recently told Joosten that they’re seeing a sizeable number of IoT leads. However, that TSD and its partners had to turn down those customers. Joosten said the technology advisors (agents) that leverage TSD contracts will benefit from increased simplicity. To that end, Vodafone is working on bringing a bundled offering to the channel. In addition, Joosten said some partners need more education on how to position IoT solutions. It may come down to getting trained on buying personas. Those buyers typically come from the lines of business, rather than the IT department, he said. “I think it’s up to us to simplify the offering and probably do a little more training on how they can activate it and who the people are that they need to go for,” Joosten said. Channel Futures has been examining trends in the connectivity channel. Vodafone joins a growing number of non-U.S. telcos who are turning to the TSD community to grow in North America. Hear from a group of partners and suppliers about the trends they see in the channel. https://t.co/kYeHX1HFSe pic.twitter.com/N6wsOYQMmE