LightPointe designs and manufactures high-speed optical wireless products based on free-space optics (FSO) technology for cost-effective "last mile" connectivity in enterprise and carrier networks. LightPointe products are customer deployed in more than 60 countries and the company is recognized worldwide for the highest standards of quality and service. Roger Baskerville LightPointe, VP of Regional Sales for EMEA describes how the company will expand and strengthen its European operations.
Q: What is your route to market?
A: LightPointe sells all its products exclusively through the LightPointe Partner Network (LPN) reseller base, so all end-users purchase from this channel.
To date, we have been supplying our partners directly from our manufacturing facility. However, the level of business we are now achieving in the UK is such that it makes sense to look at appointing a distributor here in the near future.
Q: Why do you think partners and customers choose Lightpointe? And, why should new partners choose to work with Lightpointe?
A: You would be amazed at how many opportunities there are for secure high bandwidth wireless optical links. Most resellers can think of at least one of their customers who requires a data link between campus buildings, or who want to cross a public highway.
We are also increasingly being approached by resellers specialising in RF technologies who have customers needing more bandwidth than RF can reliably provide.
In addition, our partners retain high double-digit margins on what is incremental business to them, and gives them an opportunity to sell their professional services. Each link requires 1 to 2 days to perform site survey, network planning and the installation itself.
Customers buy our systems because it saves them money. Linking different buildings using telecommunication circuits is hugely expensive and LightPointe can eliminate these costs. The ROI on LightPointe links can be just a few months. Add easy installation and very low maintenance and it represents a great proposition for our customers.
Q: How do you support your channel?
A: We have several ways. LightPointe has a UK sales director, John Clarke, to support the UK LightPointe Partner Network from an account management perspective. We also have system engineers who can assist resellers on pre and post sales support issues as well as a marketing team.
Q: What benefits and incentives do you offer to your existing partners/new partners?
A: Besides providing double-digit margins, leads and joint marketing, we also provide free certification and training, Marketing Development Funds (MDF), event and exhibition cooperation and quarterly incentive programs that enable our resellers to earn additional premiums and perks.
Q: Do you want new partners now?
A: Yes, we would be delighted to discuss new partnerships and opportunities with the channel.
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