Dicker Data launches new channel-centric telco advisory and services unit

In-house expertise and partnership with Vocus aims to break down high barriers to partners selling telco services.

Dicker Data has launched a new telco division, with Vocus on board as the launch vendor to provide telco solutions to Australian IT partners.

Combining its advisory know-how with telco offerings geared towards the channel, Dicker Data wants to simplify partner access to telco services and help them harness the growing opportunities in the local market for telecommunications.

Access to telco services has been complex and not as channel friendly as what partners wanted, according to Jason Hall, Dicker Data’s GM of telco services.

“We're on a journey to form distribution agreements with the telcos who are channel friendly and geared towards working with the channel,” Hall told CRN Australia.

With recent changes in the telco landscape and its appointment as a Vocus distributor, Dicker Data believes it’s now in a more channel centric position.

“It's no longer a case of the channel fitting the telco model anymore, we've set this up so the telco model fits the channel,” Hall said.

With this new business unit and additional partnerships that will follow, Dicker Data wants to make telco services more accessible and easier for partners to sell.

In a market where partners have traditionally faced high barriers such as exclusivity requirements, heavy contracts and technical complexity when selling telecommunications services, the goal is to improve growth and customer loyalty.

The new unit has technical experts on board and is able to offer designing, selling and commissioning solutions.

“This new division will result in partners being able to sell technology that was out of reach,” he said.

As more organisations and governments budgets align with telco needs, Dicker Data is eyeing the opportunity to help Australian partners to capture their share.

“We believe we can help partners grow their share of their wallet, and increase end-customer stickiness through this opportunity,” Hall ended.