NEWS INTERVIEW
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
MTV Telecom evolves
MTV Telecom is ramping
up its evolution as a
distributor in a comms
environment that has
assumed a very different
complexion since its
acquisition by US giant
ScanSource last April.
S
canSource’ European
Managing Director, Xavier
Cartiaux, said that after
leaving the new UK arm
alone for a few months to refine
its back office operation and Xavier Cartiaux
bed down as a launchpad for
European expansion, it is now help to achieve this. The distributor’s be very different and that means help us grow the business with
time to accelerate MTV Telecom’s website is being reviewed to we’ll have to help resellers finance our long list of leading brands.”
integration with the ScanSource make it easier to navigate and opportunities,” he continued.
‘style’ of distribution. This process incorporate more tips and tools “This will done through new Cartiaux said the realigned MTV
includes a major reassessment of to help channel partners find the services and sales tools but also Telecom management team has
the distributor’s interaction with relevant information. Cartiaux through increased credit limits and ScanSource’s ‘full trust’. Temporary
its UK resellers under a realigned also wants to see more regular leasing solutions that will help our resources will be brought in from
management team, following the communications with resellers, resellers aspire to bigger solutions the US to augment the team as
departure of Executive Chairman helping them to find opportunities that they can afford today.” it moves into this new phase of
Martin Hatcher and Managing and reduce the cost of doing development. “The UK team has
Director Natalie Foers in February. business. “We also needs to work Vendor partnerships will also come a great reputation in the market
on our long-term convergence under the MTV Telecom microscope in terms of sales, finance and
“This is not about saying MTV strategy, giving resellers access to in the next weeks and months. technical support,” he said. “It
Telecom’s style of distribution is bad, complete solutions. Our current “Vendors want to use the channel is more a question of tweaking
but the world changed in 2008 and vendors like Avaya, Siemens, a lot more and we need to show some of the things they have done
we have to rethink what the role of Shoretel, Panasonic and Swyx them what we can do for them, in the past. Today, everything
a distributor is in that world,” said remain extremely important but we by getting closer to them and you do needs to be magnified.
Cartiaux. That means focusing on need to add and promote better demonstrating clear joint business ScanSource is financially sound,
three key elements – credit, product peripheral vendors and that means and marketing plans that will and we think the market condition
ranges and access to training and we’ll be looking at our US portfolio help them grow their business,” is really an opportunity for us to
education. We think resellers have for the best matches,” he stated. said Cartiaux. “At the moment stand out and say to vendors,
certain expectations so we want to most of our agreements are for ‘We’ll support you and your
invest more in our growth potential, Cartiaux said MTV Telecom must the UK but we are working with customers, we won’t let you down’.
give them access to a broader become a central point of contact the vendors to build up a plan It’s always in these times that you
inventory – not necessarily in terms for resellers, allowing them to find for expansion into Europe. But we can grow new opportunities.
of vendors – and look at our role a complete solution in one place have to concentrate on building
in being able to relieve orders by – and this will drive the integration the UK business to begin with. We “It’s time to let the channel know
giving credit terms to customers.” of new inventory. “Beyond that, have great employees here and that we’re thinking ahead so that
we think that business is going to every confidence that they can when the economy picks up, they
Cartiaux said the distributor’s role as will be ahead of their competitors.
a support framework for resellers has The comms market is the right
to develop. Sales support, perhaps
The world changed in 2008.
industry for them to be in. It’s easier
reinforced by some ‘refreshed’
We have to rethink the role
for them to show their customers
vendor certification, and a a good RoI on the hardware and
reinforced technical support team of the distributor in that world to use the technology to improve
at MTV Telecom’s Egham office will their own productivity.”
�
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22 COMMS DEALER MARCH 2009 www.comms-dealer.com
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