INDUSTRY NEWS
Distie offers free training
SCANSOURCE Communica- tions Europe has introduced vendor agnostic tailor-made training courses scheduled on- demand by individual resellers. The courses are free of charge and presented under the head- ings ‘Introduction to Telecom- munications’ and ‘Introduction to Data Communications’. They have already been voted a success by Don Moore at reseller Telecom Resource, who told Comms Dealer maga- zine: “Having now attended, I would say it’s a shame I did not go through this course earlier. “The training was exactly what I needed and the method of delivery was excellent. “We are now looking for- ward to reigniting our Avaya IP Office business.”
Both courses are designed for reseller partners’ new sales recruits and ‘refreshers’ for more experienced sales professionals. Resellers can work together with the ScanSource team to design and develop courses on a case-by-case basis.
“The key aim with these courses is to offer resellers an easy and convenient way to get new recruits up-to-speed with what they need to know to sell to end customers,” said
Kim Jennings, Sales Manager. “We put in context the jargon, technologies and terminology involved in today’s sales con- versations, while transferring the same expertise to resellers’ sales teams.”
The courses will be organ- ised under the umbrella of ScanSource University, comple- menting the distributor’s exist- ing vendor product and solu- tion sales training programmes, which have proved highly suc- cessful among the reseller com- munity since their launch earlier this year. “Training and education is at the heart of our value added offering,” commented Gregory Genart, Merchandising Director, ScanSource. “It’s the key to making a
vendor’s product portfolio more accessible to resellers of any size; and indeed, as in the case of many vendors, it’s critical that resellers get the accredita- tions they need to be authorised to sell the products. “With ScanSource Univers-
ity, we offer a range of courses that help resellers to not just take orders for the products in question, but understand how to guide end customers through the buying process.”
Entanet set for bumper FTTC sales
ENTANET has reported that higher than expected demand for its FTTC services from busi- nesses is driving strong new sales growth for its partners, despite Ofcom suggesting that uptake generally is poor. While the company has been encouraging resellers to drive upgrades, more than half (53%) of contracts for the new fibre- based options are being taken up by new customers. Stephen Barclay, Head of Sales at Entanet, said: “While we strongly advise partners to check connections that are eli- gible for a re-grade as their first line of potential for FTTC sales, the percentage of new customers taking the services has surprised us.”
Barclay puts this down to business customers being quick to recognise the added speed, convenience and RoI that fibre connections give them.
“Many firms are looking to make better use of remote work- ing, hosted voice and cloud- based apps now and FTTC connections will make it much simpler for them to do that,” said Barclay. “We expect a lot of businesses to look at their options again in the New Year, so Entanet partners should see even more new business.”
Incanix seals Nexans deal
CABLING firm Nexans has signed a distribution partnership with Incanix. Wendy Askew, Sales Director at Incanix, commented: “The addition of Nexans Cabling Solutions to our portfolio of Alcatel-Lucent converged net- working solutions means that our resellers are able to tar- get customers’ passive network infrastructure needs.
Wendy Askew
“As Nexans has an intel- ligent solution and a rack management offer, the new Alcatel-OmniSwitch 10K and
OmniSwitch 7000 series of products are an ideal fit for datacentre, co-location and car- rier operators. “We are looking to develop relationships with integrators of other networking products as well as the Alcatel-Lucent busi- ness partners as we are confident that they will be complementary and beneficial to end users.” Glynn Phillips, Business Development, Nexans, added: “Incanix is able to offer services and support for any integrator or reseller in this market area.”
DAVE Harrison of HighSpan Networks was presented with an iPad 2 by OAISYS in recognition of the firm’s consistent sales performance. Harrison attributed much of the sales success to Cliff Chandler, OAISYS Sales Manager UK and EMEA, who handed over the prize. “Having Cliff Chandler managing our account means we get a wealth of comms experience supporting the sale,” said Harrison.
Huawei recruits Amillan as fi rst reseller in the UK
HUAWEI has appointed com- munications solutions integrator Amillan as its first Authorised Reseller in the UK.
David Poskett, who is the Channel Director of UK busi- ness enterprise for Huawei, commented: “Amillan has a strong reputation not only for its depth of knowledge across a broad range of technologies but also in proven customer satis- faction and demonstrates excel- lent integration skills.
“Amillan is an innovative company with an impressive
portfolio of prestigious custom- ers and an ideal partner to take Huawei’s integrated range of products to market.”
Richard Reid, who is the Strategic Development Director at Amillan, also commented on the link up: “Huawei is a strong new entrant into the UK Enterprise space, and its broad range of technologies create a valuable addition to Amillan’s expanding portfolio.”
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Communicate Better bags Yorkshire telco
LANCS-based Communicate Better has acquired Yorkshire firm Green House Telecom. Wayne Cartwright, Comm- unicate Better’s CEO, said: “We acquired Green House Telecom to boost business across the north and enable us to offer a one-stop-shop solution of tech- nologies and a wider range of solutions, which is what cus- tomers ask for these days.” The corporate team at inde- pendent law firm Berg advised
Communicate Better on the acquisition. Keith Kennedy, Corporate Partner at Berg, said: “The telecoms sector is ideal for market consolidation, with a number of larger players eyeing up niche providers to gain a full service and product offering. “As the market becomes increasingly competitive and providers dip into acquisition war chests, we expect to see more M&A activity within the sector in 2012.”
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16 COMMS DEALER JANUARY 2012
www.comms-dealer.com
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