Wildix UC&C Summit EVENTS
Ian Rowan with Joe Magee from Best4Business
because we want to ensure our
partners don’t get involved in
that race to the bottom. ere
is only one way that ends. We
are trying to give them all the
right tools in their arsenal.”
The UK Region
e UK arm of Wildix has
become the company’s fastest
growing territory which
now comprises of about 70
partners.
Ian Rowan, Sales Manager
at Wildix UK, said “We’ve
probably over stretched
ourselves, particularly at the
end of last year. We are going
to be doubling our team to
PRODUCT ANNOUNCEMENTS
• Wizyconf – With a new collaborative touch screen, the interactive
video conference solution comes with an upgraded wand (remote)
and can be confi gured and launching conferences in less than a
minute
• Kite – Allowing customers to chat with agents via audio, chat and
video call, desktop sharing and fi le transfer. Now it is mobile fi rst and
includes support for SMS and bots
• DuoLED – A new headset with LED status lights to show if someone is
one the phone
• Classound – Enables HD Audio Quality all over the world from the
cloud. It now comes with calls from 133 different countries all
bundled and end-to-end encryption
• Workforce – A new offi ce desk phone for daily activities. They now
give the customer the ability to use headsets without using an EHS
adapter
ensure we can support our
partners and give them the
service they expect from us.
We’ve got a great product;
we enable a lot of value
but a lot of it is down to
relationships. We like to
work with people that like
to work with us. Taurus
Clearer Communications,
for example, have brought
their whole team over here.
ey haven’t just bought
one guy over to ful l their
commitment.
We have a real network of
partners now and I think that is
where a lot of the success comes
from. It is partnership based,
rather than reseller based where
they might get a target and then
get sent on their way.”
On their SIP proposition
which launched last year
Rowan said “We have local
break-out in 188 countries.
e international bundle
you get around that is quite
compelling. It includes calls
to UK landline and mobile
but also Europe, USA, China
landline and mobile.
It does come with its
challenges because every
territory comes with its own
laws to get a number in that
country. In Germany you
have to produce a passport,
for example, before you can
get a number. Our partners
are starting to activate that
and take advantage of the
service. Along with the
security we provide, not
only the resiliency, it means
that no one can intrude on
that conversation, it’s fully
encrypted end-to-end.
ere is was a big outage in
the UK just last Friday where
a lot of vendors were a ected.
We weren’t because we build
it in a resilient way because
it has been designed like that
from the ground up rather
than buying someone else’s
product and bolting it into our
network.”
ED SAYS…
It’s hard not to like Wildix as a business. They take shots at those vendors who sell
directly, or those who try and switch up the business model on partners. They are
also invested in the long-term success of their partners network with advanced value
selling training for partners that come on board. Clearly, whatever they are doing it
is beginning to resonate in the UK market as more people look for alternatives to the
bigger brand names.
Value Selling
When it comes to value selling
Wildix is putting their money
where the mouth is. Not only
did they y the top analysts
over to the event they ew in
their specialist value selling
trainers to help their partners
grasp the tools necessary for
them to succeed.
Ian Rowan, UK Sales
Manager, said “It can’t just be
about our product. If it was
you could just go and buy it
from Amazon. We concentrate
delivering the value, or
recognising the value in a
sale. If you can’t deliver that
value then what is the point?
We have partnered with two
industry recognised people,
Kanban and Value Selling, to
deliver training as part of the
package to our partners. It’s
not just about our product,
it’s about how to recognise the
value and deliver it.
Value Selling is very
expensive training and we
y people in from the US.
We are funding that training
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