Nimans Lifts The Lid
Posted on 09/08/2012
Distributor Nimans has been synonymous as a leading player in the voice arena for more than 30 years. But how many of you realise the company has developed a flourishing network services division that encompasses everything from broadband and SIP trunking to wholesale mobile solutions, tablets and handsets?
As one of the fastest growing voice and data aggregators in the UK, Nimans has become a key market player, helping resellers develop their business models to maximise recurring revenue streams – based on a single point of contact. Today Nimans has evolved into a managed service provider.
“Applications, hardware and software all rely on some form of connectivity, so its importance cannot be underestimated,” says Head of Networks, Mark Curtis-Wood. “It should always be the first consideration. What bandwidth do you need? How many users and how many sites? What are your future expansion plans and what applications do you use? These are the key questions resellers should be asking to spot data opportunities early.”
Mark continued: “Next generation networks provide the ability for users to take advantage of some of today’s bandwidth hungry applications. The challenge for resellers is to ensure they have the capability and capacity to deliver everything their customers require. Often resellers do not have the resource or knowledge to sell the complete range of solutions.
“We recognise the potential pitfalls some resellers face and offer stability in terms of working with high calibre supplier partners. We are continually investing in infrastructure, training and team resource to support our growth markets. We continually review suppliers - not just on price but on the customer experience we are able to offer to help our resellers win more business.”
Mark highlighted: “The Network Services team welcomes feedback as part of an evolving commitment to offer the highest levels of service. For example we recently conducted a customer survey, aimed at getting resellers to open up and be honest about what we’re good at and what we need to work on. This is proving invaluable in identifying priorities and where we need to further enhance our operation.”
As well as high levels of connectivity expertise Nimans has also developed a flourishing wholesale mobile proposition with O2. Mark added: “Today 65% of all workers carry a smart device. Communication on the go has become a part of daily life; most of us are completely reliant on it. There’s been a social media explosion where mobility has helped people break the shackles of their desk.
“The applications market is set to be worth over £23 billion by 2015. This inevitably relies on data which increases revenue and sales opportunities. Some people continue to bury their head in the sand and pretend it’s not happening. They prefer to wait and see. But changes are happening right now.
“Albert Einstein says the definition of insanity is to keep doing the same thing over and over again and expecting something to change. Some resellers are still doing the same things they did five years ago and hoping to get a different result. They use the same sales methods and business solutions and hope for a different outcome. Unfortunately it won’t happen, something has got to change.
“For me the only true way to shift customer ownership is through a genuine wholesale mobile model, like the one available from Nimans and O2. Recurring revenue puts more value into your own business. More importantly it allows you to cut out the competition. It’s the missing part of the jigsaw. Your customer wants to deal with one point of contact, a trusted advocate, you the reseller.
“To address these concerns you have to change your mindset and that of your customers. There’s a lot of talk about the consumerisation of IP and mobile space. When decision makers start making choices about consumer phones, this feeds through to what is happening in the business market. Resellers need to ask questions in a different way and look at business in a different way. Many of our resellers are using funding options to capture more revenue. It’s about making sure that mobile hardware isn’t just a purchasing decision about a shiny handset. You need to look at everything going on within a business and take an overall view about how they engage with their staff. Do sales people need tablets? Do engineers need a particular type of device?
Another area of focus is protecting resellers from the threat of other suppliers, as Mark stated: “The reality for resellers is that many of the mobile networks are moving into other arenas such as fixed line, broadband and data. Potentially a reseller risks customer erosion and losing margins.
“Wholesale gives them complete control so that they can bill under their own name and retain client ownership. In most cases a traditional mobile deal runs for around two years so a reseller may not even become aware of any problems until further down the line, when all of a sudden a customer drifts away.
“Right now in terms of the convergence of network technology, mobile is becoming a dominant force. Resellers need to accept this and understand the potential erosion risks of their base. The only way to prevent it is to take total ownership of your base. Wholesale answers this criteria. It’s about becoming a truly converged provider – going on the front foot and being proactive rather than running the risk of customer revenue going elsewhere.”