Revenue Unbound

Part of a two-session track dedicated to wireless service opportunities, “Wi-Fi Wow” is designed to show agents precisely how and where to mine revenue opportunities for high-speed wireless Internet. Countless business opportunities exist along the broadband wireless service delivery chain, and agents can profit from the growing demand for enterprise-class wireless LAN and public hotspots.

The discussion won’t stop at the network edge but will zero in on customer touch points — from revenue-sharing deals with premise owners to installation, maintenance and monitoring of CPE to billing, roaming and customer care.

“There’s no way an agent can ignore this opportunity,” says Jay Lewis, panelist, master agent and co-founder of Wi-Fi Guys LLC.

According to a survey of 600 Americans conducted by research firm InsightExpress, Wi-Fi adoption is blossoming, with 10 percent of respondents wirelessly connected. The study revealed that more than three in five (or 61 percent) of home Wi-Fi users say that they are more productive since they started using the technology, while almost two in five (38 percent) say they actually work more since they’ve unwired.

Additionally, 40 percent of Wi-Fi users have accessed a hot spot outside their home, and half say they’re more likely to patronize a business that offers Wi-Fi. More than half of those hot spotters would choose an ISP with hot spot access over one without.

The panelists will bring their unique perspectives on how partners can cash in with this rapidly growing technology. Joining Lewis on the session are Eric DaVersa, director of sales at SkyRiver Communications Inc. and Audian Paxson, director of strategic sales at Strix Systems Inc.

Wi-Fi Guys deploys Wi-Fi in hotels and offers agents commission on its Wi-Fi service and upfront payments on equipment. “We provide the Internet connection that ties the system together – the WLAN is hooked up to the Internet,” says Tom Sullivan, co-founder of Wi-Fi Guys. The company also offers Wi-Fi as a redundant Internet connection from its hotel system to local businesses. “Now whenever we put in one of our locations, you can go to the local business areas and see if they want to buy a discount back-up Internet connection,” says Sullivan. “It gives agents products and services to sell they wouldn’t otherwise have access to.”

SkyRiver offers complete WLANs for the hospitality and multi-tenant office/residential markets. Its agent program pays partners a one-time percentage of the hardware sale and installation fees, and the agent can bring his or her own broadband service to the deal. SkyRiver master agents, including World Telecom Group and Ontario, Calif.-based Allcom, offer other revenue opportunities.

Meanwhile, Strix offers “Access/One” wireless network systems for enterprises that include the management and security businesses currently have in a wired network. Aggressively recruiting VARs in North America, the company has 30+ sales recruiters out looking for a few good partners interested in making good margins.

The three participants are planning to take as many questions from the audience as they can via a moderator, providing the makings of an interactive, dynamic session with relevance to partner needs, says Lewis.


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