Optus plans to launch MSP program following healthcare success

Optus is planning to launch an MSP program to help leverage systems integrators and channel providers in an effort to expand its mobile offering to more customers.

At a recent Optus roundtable, vice president of mid-market and enterprise Ben Vella told ARN that the telco should leverage diverse technologies to offer comprehensive solutions.

Vella said this approach provides its “channel partners with access to various technologies and solutions for their customers.”

“We don’t aim to do everything ourselves,” he said. “Instead, we are launching an MSP program to leverage the expertise of systems integrators and channel providers. This initiative aims to expand access to Optus Mobility, attracting more customers.”

The MSP program is currently in a pilot phase with one partner on-boarded so far, said Vella.

“We are onboarding the first providers and ensuring a positive experience for our MSPs,” he said. “After the pilot phase, we anticipate a broader launch within one to two months.

Vella highlighted the healthcare sector as a significant area where it can provide impactful technologies. Optus was part of a project with Samsung, using its mobility products during Catholic Healthcare’s continuing digital transformation phase.

“As a channel partner, our focus is on delivering better solutions for our customers,” said Vella. “One key initiative is the frontline worker technology bundle, which we’ve successfully implemented with Victoria Health and various South Australian health organisations.”

Catholic Healthcare is a not-for-profit organisation providing aged care services. It operates 41 residential aged care homes and 13 retirement villages and offers home care services to about 7,000 Australians.

“Our mission focuses on providing care for the elderly and supporting people with mental health issues, vulnerable communities, and the financially disadvantaged,” said Brett Reedman, Catholic Healthcare’s chief information officer.

According to Reedman, the healthcare provider chose Optus because it understood Catholic Healthcare and its services.

“We currently utilise a range of Optus services, including SMS-based services, mobile solutions, broadband services for our sites, and most recently, we’ve transitioned all our device management to Optus,” he said.

Reedman said Catholic Healthcare has a strong IT strategy that is well-aligned with its business strategy and is in the midst of a significant digital transformation program.

“I often tell my staff that next year will be easier, but each year seems to bring new challenges,” he said. “We are replacing several legacy systems, which will lay a strong foundation for our future.”

Although Samsung’s products were provided to Catholic Healthcare through Optus, Rob Taylor, director and head of the B2B division, understands the growing key area of frontline workers.

“Our Samsung rugged range has a strong presence and continues to grow in the healthcare sector due to its adaptability in various environments, including use with gloves,” he said.

Currently, Samsung operates as a 95 percent channel-driven business.

“We have close relationships with Optus and Telstra for our go-to-market strategy and through the open channel,” he said. We also have an exclusive partnership with Dicker Data. It distributes our devices throughout its reseller community, so everything we do in the Australian market within the open channel goes through them.”

According to Taylor, Samsung is focused on wearables, such as smartwatches, which are increasingly important in healthcare and will be introducing a new device set to impact the healthcare sector by being less intrusive and more efficient in collecting patient health data.

“For our channel partners, these advancements mean shifting from merely selling products to offering comprehensive solutions. It’s about selling a solution, not just a watch, which resonates more with end customers, particularly in healthcare,” he said.