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RESEARCH
Study reveals
hidden potential
for IT resellers
There are over 2.75 million home
businesses in the UK today,
representing a 23 per cent increase
over the past decade, according to
the Heart of Home Business Britain
report. These businesses contribute
an estimated £94 billion gross value
added (GVA) to the economy, just
under six per cent of the total value
of British economic output.
DMSL, the specialist distributor and
aggregator of communications services,
says that the findings of this report into
the UK’s home businesses is evidence of
a massive and growing opportunity for
communications and IT resellers.
12 per cent of the businesses in
the survey operate within the IT and
telecommunications fields, more than any
other single industry. The report states that
while technology is enabling home business
success by lowering the barriers for start-
ups, it also notes that these businesses
need more mentoring and support.
According to DMSL, the Heart of Home
Business Britain report shows that the
growing population of smaller enterprises
need support to make the best use of
technology.
Huge potential
John Carter, Managing Director of DMSL,
which recently partnered with Vonage to
launch the company’s channel partner
programme in the UK, says that the report
reveals huge potential for local reseller
businesses that are focused on supporting
small and home-based businesses.
“The Heart of Home Business Britain
report shows us that there is absolutely no
shortage of opportunities for resellers who
can offer the quick, simple and effective
solutions and services that these small,
home-based businesses will be looking
for,” he said.
Carter argues that most home-based
firms will want the reassurance of knowing
that their IT and communications supplier is
local. “What this report shows is that there
is a massive hidden opportunity for B2B
resellers out there. Many of these home-
based businesses will be very dependent
on their IT and communications and when
things go wrong, they will need to get
problems sorted out straight away. They will
want their trusted IT supplier to be close
at hand.”
Benefit from the boom
He added: “They may be used to thinking
on their feet and learning new skills, but as
they get busier, they will also need to call
on more external help and expertise. Some
will grow to the point where they need
to move to dedicated business premises,
at which stage they will need even more
assistance. If locally-based resellers can
provide the right kind of services and
support, they will really benefit from the
boom in entrepreneurial activity and home-
based working.”
DMSL works with a nationwide network
of partners through which it offers a range
of broadband connectivity and cloud-based
or hosted voice services. It runs focused
marketing programmes that identify
business opportunities and then passes
these onto resellers to fulfil at a local level.
DMSL provides support during the sales
and provisioning process and can also give
resellers access to its own billing engine to
simplify customer management.
A new study commissioned by cloud computing company
Vonage, conducted by the Centre for Economics and Business
Research, incorporating primary research by YouGov, has
revealed that more than half (52 per cent) of the UK’s total
business population is made up of home businesses
John Carter, Managing Director, DMSL
