Connectivity
Infonet Thailand case study
Our partnership with Infonet Thailand shows how an indirect channel strategy can help organisations to successfully scale internationally.
November 14, 2022
2 minutes
Connectivity
Infonet Thailand case study
Our partnership with Infonet Thailand shows how an indirect channel strategy can help organisations to successfully scale internationally.
November 14, 2022
2 minutes
Infonet Thailand needed to support their growth with comprehensive end-to-end solutions for customers, anywhere in the world.
Infonet Thailand would partner with a reputable global partner like BT to provide the competitive edge to attract new customers.
A 17-year strong relationship that has seen Infonet Thailand transition from local connectivity options to a single global solution, with local support.
Overview
A large part of our business comes from partnering with other telcos, systems integrators and Communications Platform as a Service (CPaaS) providers, who want to deliver our solutions and capabilities as a part of their customer offerings. We welcome these indirect channel partnerships as a mutually beneficial way to connect more people for good.
Infonet Thailand is a prime example of how we can support our channel partners to grow their business by breaking into new markets.
Introducing Infonet Thailand
Infonet Thailand is one of the leading providers of telecommunications services in Thailand. They were established in 1994 with the collaboration of Infonet Services Corporation in California, USA.
In their early years, Infonet Thailand supported local customer branches, gradually expanding their remit to cover IT needs, with local teams covering all IT and telecommunications solutions – from legacy networks to equipment, systems and even satellite solutions for offshore oil and gas customers.
The challenge
To continue their business growth, Infonet Thailand’s goal was simple – providing comprehensive end-to-end solutions to their customers, no matter where they were in the world.
This meant deploying high-quality solutions internationally, while offering market-leading local support that embraced the Thai language and local business customs. It was clear that Infonet Thailand needed a global partner to support their ambitious plans.
The foundation of BT has helped us to gain the trust of our customers very easily.
This partnership offered the best of both worlds – with Infonet Thailand retaining control over business management, while bringing in the resources and strengths of a partner as if these were their own. What’s more, they needed a partner with worldwide reach and a leading international reputation that could help them create a team ready to build, deliver, sell and support a global telecommunications solution to their customers.
The solution
Why BT was the partner of choice
Infonet Thailand partnered with us because of our reputation and global presence. Our ‘right first time’ approach was especially important, giving Infonet Thailand a competitive edge when approaching new customers, particularly those looking to go international.
Impressed by our market-leading solutions, Infonet Thailand saw potential in our ability to scale and adapt solutions for their customer base, and in our commitment to meet global standards consistently. The company also felt our global reputation would give their customers confidence that their business infrastructure would be safe and up to date.
And as customers’ needs change rapidly in response to various opportunities and threats, Infonet Thailand wanted to offer telecommunications solutions that could keep pace. Our constant development of a catalogue of proven solutions – from digital collaboration tools to cyber security, was therefore crucial for business growth.
The steps to a strong, successful relationship
To ensure our partnership was successful, we deployed a dedicated, indirect channel partner management team, which helped Infonet Thailand to understand the products, solutions, and support structures in place.
With a firm grip on the capabilities of our global teams, Infonet Thailand was able to confidently share these solutions with their customers, helping them transition smoothly from local connectivity options to a single, global solution with local support.
The result
Our partnership outcomes
Today, Infonet Thailand handles service assurance for our customers in Thailand, as well as sales from our product portfolio. Engineers are specialised in network systems, security and cloud – providing a one-stop-shop for customers anywhere in the world.
Our effective partnership has spanned 17 years, with global teams backing local support providers to ensure customers enjoy 24/7, 365 support in local languages. Customers enjoy best-in-class solutions, with an agnostic local service provider to support their business needs as these develop and change. Infonet Thailand’s dedication and speed of local service delivery have also resulted in them being short-listed against the incumbent local provider – that’s ten times larger.
What does the future look like?
Infonet Thailand’s business is steadily growing and now includes many leading Thai financial institutions. They expect significant growth across their security roadmap and cyber security maturity areas of the business as demand for these solutions increases globally.
Our ongoing partnership will usher in new security, cloud, contact centre, and telecommunications innovations – as we continuously strive to develop new technologies to meet the evolving needs of our customers.
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