NEWS
www.comms-dealer.com
Tim Brooks
NEWS Distributor in
reseller hunt
INDeX support
Many
resellers
after signing
panic abated
are embracing new vendor
FEARS over a lack of maintenance
the concept of
DISTRIBUTOR Corporate Tele- support for INDeX systems have
partnerships
communications has kicked off a been quelled by David Girling,
reseller hunt following a new part- owner of RBM Voice & Data
ner deal with telephone system Consultancy, who has reassured
vendor VOIspeed. dealers that ‘there is enough stock
Corporate Telecommunications in the marketplace to support exist-
WESTCON CONVERGENCE LAUNCHES ACCELERATE
will stock VOIspeed’s PRONTO ing systems for years to come’.
The new Accelerate reseller program launched by Lite and PRONTO Plus systems, RBM, a refurbisher of INDeX
Westcon Convergence is designed to fast track Avaya both off-the-shelf systems that can handsets, has registered ‘panic’ in
resellers into the lucrative 50-500 seat market for ICT be supplied with USB and IP tele- some quarters over Avaya’s May
David Girling
integration, and according to General Manager phones and Bluetooth headsets. 2009 cut-off when the vendor ceas- to support existing systems over
Tim Brooks there are ‘two big concepts’ behind the They offer between 4 and 15 exten- es to support the INDeX system. the long-term, and that the INDeX
scheme. He stated: “Firstly, we’re focusing on the sions on analogue and IP lines. “There is a fear that maintain- will be around for many years to
applications that we believe are going to deliver the Paul Baxter, General Manager ers will be unable to support their come. “INDeX could well do for
business benefits and the RoI. The second component of Corporate Telecommunications, customers,” stated Girling. “This the medium sized business what
is about absolute simplification. We’ve bundled commented on the agreement: mainly applies to existing users the ISDX has done for many col-
the applications as well as the core telephony “The VOIspeed brand is a good who are unable, or do not wish to leges and universities.
product, so we can deliver unified communications fit for us as it compliments our change their INDeX system.” “The ISDX was discontinued
at a simple and competitive per user price.” existing peripheral business and RBM Voice & Data Consultancy many years ago and is still going
vice-versa. It also enables our voice maintains that there is plenty stock strong,” noted Girling.
Westcon has worked closely with Avaya to draw up dealers to enter into the data arena
the Accelerate program. It’s an integral part of the and our data dealers into the tele-
vendor’s aim to achieve top position in enterprise phony arena.”
InTechnology introduces
sales while increasing the amount of business driven Giuseppe Venturini, Managing
through the channel from 57 per cent to 80 per cent Director of VOIspeed, added:
PBX Connect SIP Trunking
by 2011. That’s good news for the channel, but it’s “Corporate Telecommunications INTECHNOLOGY, a specialist be delivered to InTechnology cus-
an ambitious target, and can only be achieved by has an established reseller channel in data management, hosting, net- tomers across a single connection.
making it easy for resellers to skill up. “It’s a factor and an ethos that aligns well with work and IP telephony services, has Phil Dyson, Product Group
of the market that at the small end telecoms is very both our product portfolio and launched a SIP Trunking service Manager, said: “As the service is
much a commodity,” he explains. “The challenge for channel strategy.” called PBX Connect that enables delivered across our nationwide
everyone involved there is protecting your margin. To mark the addition of organisations with legacy PBX sys- network this removes the need for
There’s some fantastic capability in that channel and VOIspeed products to its range, tems to make and receive calls via two separate voice and data net-
we want to help some of our partners lift their sights Corporate Telecommunications is InTechnology’s MPLS network. works. This is true IP convergence
and go after slightly bigger opportunities. If you’re able running a number of reseller semi- This means that Internet, net- and can offer our customers signifi-
to go even from 30-60 users there’s more opportunity nars at its offices in Leigh. work, data and voice services can cant cost reductions.”
for integration which is where you can build margin.”
Accelerate allows resellers to invest in training for Uniworld boosts data
City Numbers
relevant parts of the higher end product lines, without
having to achieve complete accreditation. At the
connectivity portfolio
livens bumper
same time, Westcon is increasing its dealer support,
sized website
increasing access to its technical and telesales teams. SWITCHLESS reseller Uniworld
“Rather than go on four weeks training to pass all of the has boosted its data connectivity CITY Numbers has launched a
exams on all of the Enterprise products, resellers can offering following a strategic part- new website that boasts over 2200
go on a week’s training and learn how to install and nership with Virtual1. pages, perhaps making it one of the
maintain the mid-market portfolio,” explains Brooks. Virtual1 – one of the channel’s largest independent telecoms sites
top players in the provision of in the UK.
Westcon Convergence has promised to assist channel WAN and Internet solutions – will Craig Busst, MD, said: “The
partners involved in the new Accelerate program supply Uniworld’s customer base new website includes products such
with lead generation and creating partnerships for with MPLS and Internet solutions as virtual local phone numbers in
larger projects which span skillsets or territories. Brooks
Lambert (Left) & O’Hagan
in the UK and internationally. over 4,000 cities across the world.
commented: “Just as the more forward thinking Tom O’Hagan, MD at Virtual1, added: “Virtual1 is not obliged to “The current growth of City
vendors accept that they can’t be a one-stop-shop said: “As a Hybrid Virtual Network use any particular data network Numbers is mostly down to the
any more, many resellers are increasingly embracing Operator we offer competitive and and can therefore deliver a quality successful dealer and reseller chan-
the concept of partnerships. This was an alien concept dynamic solutions that meet the of service and commercial offering nel that we have developed. We are
a couple of years ago but now resellers are open to needs of the customer and compli- in a broad range of areas across the making efforts to deliver online
being part of a team that drives business and trust their ment Uniworld’s portfolio.” UK and abroad. This is perfect for benefits to our channel by creating
customers to be able to do that.” Matthew Lambert, Sales & the flexible requirements of our affiliate schemes and white label
n
Marketing Director of Uniworld, channel and customers.” access into our site.”
Hugh Symons Communications
providing total support, not just handsets...
- The Mobile Solution
call 0844 875 0000
12 COMMS DEALER APRIL 2009
www.comms-dealer.com
PG 12 News.indd 1 25/3/09 17:13:48
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56