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O2’s Distribution Partner of the Year – Meet Digital Wholesale Solutions

O2 recently announced the winners of our annual Partner of the Year Awards – recognising organisations who provide consistently outstanding, world-class customer support and service as well a high level of digital knowledge and expertise.

This year we awarded Distribution Partner of the Year to Digital Wholesale Solutions for the second year running. Digital Wholesale Solutions deliver an extensive portfolio of infrastructure solutions, including connectivity, mobility, voice, IP communications, cloud and product supply.

Although DWS is a fairly new entity, launching just over a year ago when Daisy Group combined their channel-facing divisions to form one partner-focused powerhouse, we’ve been working with Daisy for more than 30 years, in a partnership that began back in the 1980s.

Following the announcement of their award win, we caught up with Jamie Macrae, the company’s Director of Distribution.

Firstly, tell us a little about Digital Wholesale Solutions.

During last year’s reorganisation of the Daisy Group, we created four new businesses. This included Digital Wholesale Solutions which was formed with an exclusive focus on partnerships, so although we are only a year old ourselves, the group has been working with O2 since the 1980s.

The rationale for Digital Wholesale Solutions was to bring together all the areas of the Daisy Group business that deal directly with partners, including our wholesale, distribution and our worldwide business. We are purely a channel business entirely focused on partnerships.


What’s the best thing about working at Digital Wholesale Solutions?

Without a doubt, it’s the enthusiasm that sits all the way through our business. When we initially set-up, we were in the very fortunate position of being able to identify and design the values and culture that we wanted to establish. It meant that we could work simultaneously on elements like our logo and colour palette, just like a start-up would.

Even our strap line ‘Power in Partnership’ feels very motivational and is something that the whole team believe in. It relates both ways, because we have around 2,300 partners who work with us, in addition to our suppliers, of which O2 is key. The result is that everyone here is dedicated to supporting our partners, whether they are our suppliers or our own customers.


What does it mean for Digital Wholesale Solutions to be part of the O2 Partner network?

It’s fantastic. We work with O2 on both the wholesale and distribution sides of the business, and in both areas we’ve seen record-breaking growth.

When we set up Digital Wholesale Solutions, we wanted to change fundamentally the way we worked with partners from a sales perspective, and O2 were incredibly helpful and supportive in making this happen. They worked with us to set up specific incentives and schemes for many of our own partners, and this has helped to increase our run rate business significantly.

Both Simon Cockcroft, O2’s Head of Distribution, and Tracy Greenall, our Channel Business Manager, have taken the time to really understand our various business structures, what the business does and what we want to achieve. It has been instrumental in us working together to establish our key performance metrics.


How does it feel to be crowned O2’s Distribution Partner of the Year 2020?

It’s great because it’s a testament to the hard work that all our staff put in to drive O2 performance. We’ve got a lot of staff here whose role is almost entirely focused on O2 – whether it’s from a sales, delivery, or marketing perspective. It’s great for them to see their hard work being rewarded by a supplier like O2.

For these teams, it’s the ultimate award. When you receive the award of Distribution Partner of the Year from one of your suppliers – well, it doesn’t get any better than that. Industry awards are always great to receive, of course, but the recognition from one of your principal supplier partners really demonstrates that you’re doing something right.


What are you most excited about that the future will bring?

I’m really looking forward to continuing the growth that we’ve seen over the last 18 months. The support from O2 throughout the pandemic has been fantastic and I’m confident that we can harness it to enable our own partners to continue their business growth through the challenging times ahead.

Partnership is more important than ever, and it will take both the delivery and sales teams here, as well as O2, to continue to provide the great partner service for our dealers that they have come to expect.

I’m also excited about the Insight Portal that O2 have given us access to over this last year. It has given us real-time access to the sort of customer data that enables our own partners to work more effectively for their end-user customers.


If you’d like to find out more about our partners, or are interested in becoming one, speak to Sean Vijars, Business Development Manager at O2.


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