Chargifi Needs MSPs for Wireless Charging Boom
… materials, the latest battle cards, case studies [and so on]. Because the industry is quite new, we find that we get the most success when Chargifi leads quite a number of the deals and then we use managed service providers for deal opportunities using their network. We source the deals and then we come in and help support the deals all the way through, because being a new market, there’s a high level of education that has to get done.
As time goes on, we expect to be able to leave our partners to do a good number of those new opportunities. At the same time, we’re getting large opportunities coming directly through our website. We mature those opportunities and hand them over to our channel partners to fulfill.
This is pretty new for us as we only set up distribution in the U.S. about six months ago.
We’re currently hiring sales talent in the U.S. to source and mature deals; then, we hand them over to the channel … that’s by geography or vertical market sector.
CP: What types of partners are you talking about — and let’s focus on North America. Do you sell in Canada?
DB: We’re setting up Canada right now and expect to have that done by the end of the quarter. We work with distribution in the U.S. and Latin America with Ingram Micro, and we started working with some managed service providers. In the U.S., for example, we’re working with PCM, one of our MSPs, and another MSP in Vegas called BCT, and we’re continually on the lookout for MSPs so they can offer wireless charging as a service for recurring revenue alongside other products that they’re selling to their existing customers.
We’re starting to bring in deals with pretty large hotels; one hotel client just saw a significant increase in revenue when they deployed Chargifi at the bar.
The MSPs are seeing that Chargifi can open new doors leveraging solution sales. Accounts that they were able to get into because they were selling access points or network switches are now leading the conversation with Chargifi.
When you deploy Chargifi, it sits on the existing network, whether that’s Wi-Fi, or we can bring a Bluetooth network into the existing location. That makes the customer much stickier for the MSP because it’s another IoT device on the network that they’re running. That makes it harder to remove that MSP from that opportunity because of the volume of devices that are managed on that network.
CF: Talk more specifically about the richer, IoT managed service opportunity for partners?
DB: If you take one of our big hotel customers in the U.S., they have 600,000 hotel rooms [across the brand] with wireless charging in the rooms, the bars, restaurants, the lobby, meeting rooms [and so on], so you’re talking 2.5-3 million wireless charging transmitters — without Chargifi software there’s no way to manage, monitor or …