Eclipse Wholesale Group MD James Drake established the business 20 years ago with a partner centric approach that continues to underpin his strategy and ambition to become the top channel aggregator for small to medium sized partners.
Eclipse Wholesale (originally known as Eclipse Telecom Networks) was established in 2004 by Drake after he took a sabbatical to explore career options. “I was considering a career in law when a former retail client reached out for help with a communications project that had gone wrong,” he explained. “Realising that we could deliver the services they needed better than the incumbent provider I decided to set up the business. Navigating the challenges of owning and managing a telecoms company is demanding, but the satisfaction of solving partners’ business issues is what motivates me to come into the office every day.”
A name change to Eclipse Wholesale Group was introduced in 2023 along with expansion into Scotland, offering resellers a new FTTP proposition which Drake says has been a ‘great success’ with 70 per cent of the guests invited to the launch now onboarded as partners. The company’s headcount has also grown substantially over the last 12 months (by 33 per cent) with the sales and customer service teams doubling in numbers. This growth trend is reflected in Eclipse’s last financial year which saw a 26 per cent revenue boost while partner onboarding increased by 48 per cent.
Navigating the challenges of owning and managing a telecoms company is demanding, but the satisfaction of solving partners’ business issues is what motivates me to come into the office every day
Ultimately, Drake wants Eclipse Wholesale to be known as the number one channel aggregator for small to medium partners. He hopes to get there by consistently growing the channel partner base, onboarding the latest technology and building strong relationships with vendors. “Our biggest opportunity lies in connectivity and communications,” stated Drake. “Other factors in our planning include the rapid evolution of mobile and UC, the shift towards cloud-based solutions and the ongoing digital transformation across industries. These trends guide how we will steer Eclipse Wholesale’s future direction.”
Driving value
Drake believes that the key to long-term success is ensuring that Eclipse’s wholesale model remains adaptable and value-driven for partners. “We are always assessing gaps in our portfolio to help partners achieve their goals,” he added. “For example, we recently onboarded a new mobile network enabling Eclipse Wholesale to offer all major networks. We’ve also seen significant success with our 8x8 partnership, selling 439 licences since Q2. Additionally, 90 per cent of our resellers are now actively using our ESS portal which has been instrumental in our growth.”
Developing the partner programme has also proven to be key, along with a strong emphasis on the self-service portal. These factors underpin Drake’s immediate priority which is to ensure a smooth transition for partners and their customers from analogue lines as part of the nationwide switch off. Although the deadline has been extended Eclipse Wholesale is still working towards a 2025 switch-off with its own project.
“This initiative is critical to our partners’ success and we’re committed to making it as seamless as possible,” added Drake. “Long-term, we’re focused on continuing the growth of our mobile offerings which have been our fastest growing product for two years. We recently onboarded a mobile specialist and added all major networks to our portfolio. UC and voice is another key growth area that we will continue to develop after a successful first year with 8x8.”
Pivotal moves
For Eclipse Wholesale Group the last five years have been pivotal, shifting to a channel-only approach, expanding into Scotland and exploring new areas across the UK with its growing sales team. “We identified that the channel was under serviced and knew our expertise could add substantial value,” stated Drake. “Our greatest successes continue to be in mobile, UC, voice and connectivity – these areas will drive our growth in the future. Our channel-only approach, full partner programme and self-service portals are also major factors driving our evolution.”
Just a minute with James Drake...
Role model:
Roger Federer, a supremely talented individual who was at the top of his chosen field for two decades and remained incredibly humble.
Tell us something about yourself we don’t know:
My left foot is half a shoe size smaller than my right foot.
If you weren’t in ICT what would you be doing?
I would love to be involved in TV, film or theatre.
What do you fear most?
Spiders.
Two ideal dinner guests:
I recently lost my Mum (Sheila), a great and entertaining dinner guest; and Tom Jones to give us a little number.
Your main strength and what could you work on?
I’m reliable, determined, resilient and have a strong work ethic, but I can be unpunctual, moody and messy.
If I could, I would...
Transform the industry’s approach to customer service, ensuring that all companies prioritise transparent communication and proactive support.
How did you get into the comms industry?
I began my career as an apprentice technician with Kingston Communications having struck a deal with my parents that enabled me to drop out of A levels if I found a job with a reputable company.
In hindsight:
I might have embraced the channel-only approach earlier or invested more in certain technologies sooner.
Your biggest career achievement?
My longevity in the industry. Over 30 years later, I’m still passionate about making an impact in the channel. Establishing Eclipse Wholesale in 2004 and having the company still thriving and breaking its own records year after year is something I’m proud of.
How do you relax?
I ski, cycle and run a little. And I love to spend time with Eclipse Wholesale’s Welfare Officer, Maple the Goldie.
Top tip for resellers:
Don’t bank on future contractual revenue.