Mobile operator O2 has signed an exclusive partnership agreement with leading UK wholesale distributor Westcoast, appointing Westcoast as its first distributor in the IT Market place. The new partnership enables O2 to extend its current sales strategy from the traditional telecoms channels to the IT market and allows O2 and Westcoast to jointly offer IT resellers a complete end-to-end mobility solution to meet all customer needs. The announcement forms part of O2's new corporate strategy which is designed to meet the challenge of UK's corporates' growing demand for data, coupled with services that are fit for purpose. The new approach will allow O2 to grow market share by taking a far more IT-consultative approach to corporate sales to give a better customer experience and help to establish a better way for companies to understand, acquire and deploy mobile technologies.

Westcoast will launch the new partnership to the Channel in two ways: VARs will be given the opportunity to undertake training to become Mobility Specialists, able to work as educated mobility consultants and with access to the full O2 voice and data tariffs. Resellers keen to capitalise on the opportunities afforded by the full solution sale will be invited to attend a Mobility Event this month hosted by Westcoast and O2, together with key mobility hardware vendors. A series of training sessions will follow, culminating in the accredited VARs being offered free Marketing Support from Westcoast in the form of the Mail Gun email rebranding tool, and the new Printstore service, offering rebranded hard-copy mailing pieces.

In addition to the specialist VAR sales, transaction-based product bundles will be offered to the entire channel, with solutions offered as packages designed for specific groups of people. This will enable a wider range of resellers to sell the mobility solution; albeit a smaller solution than the VAR group.

Through the new agreement with O2, the Westcoast portfolio now provides an end-to-end solution, scalable for small business and enterprise customers. This involves HP Servers, Microsoft Software, PDAs, Over-The-Air Security Software (from Touch Mobility) and now connectivity from O2. The relationship between the Reseller and O2 will be centrally managed by Westcoast, offering real value and support for dealers.
www.o2.com