TelstraSaturn is taking its new network downmarket and plans to target small to medium-sized companies with a one-bill multiservice offering. TelstraSaturn claims this will be the first time a company other than Telecom can offer the full suite of services.
“[Customers] will be able to get voice services, like 0800 numbers, mobile numbers that match their landlines in either pre- or post-paid formats, as well as data services like dial-up connections, frame relay, ISDN and where our network runs cable modem access,” says general manager for general business sales Lance Wickman. He says the company will be able to add to the list as it rolls out its network, adding services like Feature Link, a kind of virtual PBX product similar to Telecom’s Centrex.
Wickman says the telco is working with channel partners in the regional centres and will have a direct sales force in Auckland, Wellington and Christchurch. He says he is aware of how difficult it can be to manage a channel as well as a direct model, and says it is entirely up to the customer to decide how it will deal with TelstraSaturn.
“Most of the dealers we are partnering with can offer products like PBX systems that will complement our offering.”
The direct sales team will work mainly with the larger or more complex customers. “We will also use the knowledge we gain from this to make decisions on where our network should roll out next and at what speed."
TelstraSaturn is currently building its own fibre network in Auckland and Christchurch to compliment its Wellington offering. Hamilton, Dunedin, Tauranga and Rotorua will all have resellers offering TelstraSaturn services.
“We will be able to offer services to rural users as well but we will be focusing on the main centres.”
Wickman says without the wholesaling agreement signed last year with Telecom he wouldn’t have been able to offer this kind of package to the smaller centres.