T-Mobile strikes first reseller deal

UK channel offered stake in £13.9bn market

Ian Williams, vnunet.com 02 Oct 2007

T-Mobile has launched its IT Channel Partner Programme enabling resellers to sell its mobile offerings for the first time.

The mobile operator hopes that the initiative will allow IT resellers to take a stake of the UK mobile voice and data market, estimated to be worth around £13.9bn by analyst group Ovum.

Pete Cunningham, a senior analyst at Canalys, told vnunet.com that T-Mobile's move is indicative of a slow change in the mobile industry.

"The bulk of mobile devices flow through retail but, with the increasing adoption and availability of smartphones, enterprises are gradually shifting from voice-centric to data-centric considerations," he said.

"The purchase of company mobile phones was up to the facilities manager, but the IT manager is becoming increasingly involved as these devices now need to be integrated into the company's IT system."

Over 450 resellers in the UK have signed up to the T-Mobile programme as part of the operator's pan-European channel initiative.

Adrian Williams, head of OEM and IT channel partners at T-Mobile UK, said: " This new programme will play a crucial part in helping us move beyond the traditional voice market.

"We have already seen a high level of interest as resellers look to get a slice of this lucrative new market opportunity."

The programme will operate on a three-tier system in which Partners, Preferred Partners and Premier Partners will receive a range of benefits including training, marketing support and product previews.

Preferred and Premium partners will also have regular meetings with T-Mobile account managers to help with sales development and marketing.

T-Mobile has also established relationships with global laptop vendors including HP, Fujitsu Siemens, Sony and Toshiba to offer SIM-embedded notebooks and mobile broadband bundles.

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