Throughout 2015, Stone Group is planning to double the amount of channel resellers it works with.
The UK-based ICT services provider intends to increase its market penetration in the education and public sector markets.
“2015 will see Stone put a larger emphasis on growing our channel relationships. We have long established relationships in place with a number of the biggest Managed Service Providers in the UK who have compelling reasons for working with us on major bids,” commented, Steve Norman, Stone Group’s business development director.
“Firstly, we offer a different approach to most vendors out there in the space, as each partner – regardless of size – is personally account managed rather than by a PRM portal or e-commerce site.
“Secondly, we have strict boundaries between our direct and channel teams that means if we are working with a partner on a specific opportunity our internal team cannot touch it.
“Thirdly, because we have a 100,000 sq. ft. configuration facility, our customised hardware is often more cost effective than that of the less flexible systems integrators. You can get customised off-the-shelf technology with the big vendors, but it will cost you and add significantly lead times to your project. This makes the reseller margin opportunity greater with Stone deals and help meet more aggressive project timescales, contributing to customer delight.
“Lastly, in terms of routes to market, the addition of the new CCS RM1054 Technology Products contract to our vast array of existing public sector and education frameworks will enable us to drive this through the channel from a specialist position, opening up compliant procurement routes for other resellers. It truly is a win-win situation for all.”
Interested parties can choose non-competing products or services from Stone’s portfolio, which spans AV, end-user hardware, infrastructure technologies and managed services to complement their own offerings.
At this year’s BETT show, Stone unveiled its first pocket-sized PC.
The ‘PC on a stick’ measures 125mm x 37.6mm and can convert any monitor with an HDMI port into a fully functioning desktop.