Ingram Micro targets B2B airtime assault with white-label offering

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Distributor pairs with Manchester-based Compare52 to offer links with all operators to its 16,000 IT resellers

Ingram Micro has launched a new B2B proposition to help drive airtime connections through its 16,000 IT resellers.

The distributor has teamed up with Manchester-based airtime aggregator Compare52 to offer a white-label proposition offering SIM-only deals across all major operators and selected MVNOs.

Connections are processed online using the Compare52 portal, which can be white-label to the resellers requirements. More than 100 resellers have “shown interest” or signed up to the proposition this month.

“Airtime is a big opportunity for us and our customers,” said Ingram Micro UK VP and chief country executive Brent McCarty.

“It’s another example of a win we wouldn’t have had if we were focused exclusively on distribution and being all about price and availability.”

Eliminating complexities

Resellers will receive an upfront commission for all successful connections, with the operator then taking ownership for the duration of the contract. This, according to McCarty, is designed to help eliminate the complexity for any reseller “dipping their toes” in the market for the first time.

Resellers are charged £600 a year for use of the portal, with a minimum 12 month contract.

Additional products and services sold through Ingram Micro can also be purchased during the connection process, such as handsets, accessories and insurance through Supercover, of which they will receive an ongoing revenue.

Pricing for all hardware and additional service can be determined by the reseller.

McCarty was speaking during Ingram’s annual IMOne conference held in Milton Keynes earlier this month. Full coverage can be found in issue 600 of Mobile News

Hassle-free

Compare52 was set up in 2011 but officially went live at the beginning of October, and has already signed up over
100 reseller partners to its service.

Compare52’s software compares the cost of tariffs across all the major operators, plus some MVNOs such as Tesco Mobile, iD Mobile, and The People’s Operator.

Speaking exclusively to Mobile News, Compare52 founder and CEO Ashley Bailey said it offered IT resellers who have been reluctant to tackle mobility a “hassle free way” to offer airtime.
“There are no contracts for them to sell, so you don’t have to get a purchase order or a contract with the operator,” Bailey explained. “The customer signs up directly with the operator. It is a true web store which operates as a plug-in service for resellers.

“This won’t replace what distributors or resellers do, it is an additional service. It is for companies that want to sell mobile but don’t have the training or experience of the market, it is a great way of dipping their toes into mobile.”

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