NEWS
BCH boss in high profi le charity role
Platform aids partner quest
SCANSOURCE Europe has
introduced a platform upon which channel companies affiliated with the distributor can network and find new partnering opportunities. The international online
Andrea Wilson-Brown
BCH Digital’s MD, Andrea Wil- son-Brown, is flying the flag for charity Forever Manchester which raises money locally and invests in grants to support the city’s esti- mated 200,000 people who live in disadvantaged circumstances. Operating as its new Ambassa-
dor Wilson-Brown aims to support Forever Manchester with its public message and campaigns. She will also help to identify
opportunities for the charity in terms of maximising technological and business advantage. Wilson-Brown stated: “Forever
Manchester does great work for communities from all over the Greater Manchester area, sup- porting the people that actually get out there and help their local neighbourhood, such as the Special Olympics in Bury or Urban Ride in Trafford. I had no hesitation on accepting the role of Ambassador.” BCH Digital in profile – page 38
networking community, called SUMO, enables VARs, hardware vendors and ISVs to extend their reach by finding partners in other technologies and geographies. Using a Google search tool, SUMO allows members to find potential partners based on search criteria, identifying companies with specific technology or vertical market expertise, for example. ISVs looking for advice on ways
to market their software solutions can identify potential VAR part- ners; while hardware vendors are able to locate VARs with specific skillsets in a particular geography to help close deals. Bobby McLain, VP of Mark- eting, ScanSource, noted: “We are seeing more and more members of our channel explore partnerships as a means to extend their sales and
Bobby McLain
support reach, and be competitive in more deals and opportunities. “SUMO allows
VARs to
explore and broker new relation- ships that can enhance their offer- ing, in essence taking the network- ing opportunities typically afforded only at conferences and trade shows and putting it at their fingertips.” The networking tool has
received a stamp of approval from Hili Shrem, Director of Business Development at Visual Retail Plus. “We are looking to grow the number of resellers offering our POS software, and SUMO has allowed us to speak to management level representatives of companies that we would not have otherwise learned about,” he commented.
AASTRA has bolstered its presence in south-west England by signing up IT services company Cobalt Communication Solutions. Cobalt’s move into voice services positions it as a total solutions supplier and the expansion of the business has prompted a relocation to larger premises at the end of 2010. Jim Taylor, Director at Cobalt Communication Solutions, said: “We were attracted to Aastra because of its open sys- tems architecture, which for us as IT service providers gives complete flexibility for integrated unified communication solutions.”
www.comms-dealer.com
TalkSwitch set for Irish move
ICON’s relationship with Talk- Switch has entered a new phase with the distributor being award- ed sole rights for distribution of TalkSwitch in Ireland. ICON took over the UK distri-
bution of TalkSwitch in 2009 and has built up a strong presence in the channel after driving significant growth in sales. Mark Shane, Sales Manager at ICON, commented: “This is a win-win for TalkSwitch, ICON and channel partners in Ireland. “Our goal is to further build the
market for the TalkSwitch solution and grow sales for everyone. We will also be looking to recruit new channel partners. “This will not be a remote and hands-off support exercise. ICON’s
Mark Shane
network of regional account man- agers already provide hands on support for a number of ICON partners in Ireland.” Jan Scheeren, President and
CEO, TalkSwitch, added: “ICON has shown expert skills in introduc- ing TalkSwitch into the UK, build- ing a loyal customer base combined with strong revenue growth.”
STAFF from distributor Computerlinks have joined forces with colleagues from Metadigm and Check Point to raise money for Action for Children by sleeping rough in Cambridge for Byte Night on October 8th. Alexandra Kennedy, Deputy Account Manager at Computerlinks, said: “We are proud to be part of an industry wide collaboration to support such a worthwhile cause.” Pictured: Computerlinks’ Alexandra Kennedy and Barry Mullins, BT Business Analyst.
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10 COMMS DEALER OCTOBER 2010
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