Voice, Data and Mobile Distribution MARKET REPORT
“Such services liberate customers to focus more on what drives value into their business and less on
cost-absorbing administration and avoidance of potentially damaging downtime. ”
John Nolan, UK&I Sales Director at Westcon
© Julien Eichinger-stock.adobe.com
It is now increasingly common
for partners to use distributors
to deliver white label services,
POCs, demonstrations and
adoption training. is comes
from trust, something that
is earned by having account
managers that understand where
a partner is going and how
to work together for mutual
bene t.”
Darren Garland Managing
Director of ProVu. ProVu strives
to be the Channel’s one-stop
shop for all VoIP hardware.
By simplifying the delivery of
customer premise equipment, we
empower our partners to focus
on their core business, therefore
giving them the time to improve
their customer excellence.
Whilst the products we
supply are the foundation of our
company, it’s the services we
provide which really enhance
our resellers’ productivity and
customer service excellence.
One service we o er which
we are beginning to see an
upsurge in demand for is our
personalised shipping and
packaging. is could include
inserting marketing items
such as yers and promotional
goodies into packages or using
unique packaging which has
been designed and printed
speci cally for one of our
partners. By packaging orders
exactly how our partners request
with their own personalised
inserts or box wrapping, we
help them to build their brand
and maintain their customer
experience through every step
of the customers’ journey, all
while signi cantly reducing their
order turnaround time. Not only
do our services help resellers
to provide an excellent level
of customer service, they also
enhance business productivity by
signi cantly lowering the total
cost of deployment.”
Jason Beeson, Sales Director
for Enterprise at Exertis,
“Distributors have long since
moved from simply delivering
product to a more value-add
approach which provides
resellers with the opportunities
to provide business solutions and
add complementary services.
at re ects how the channel
continues to evolve.
At Exertis, we have a
professional services team that
an increasing number of our
resellers use either in full as their
outsourced partner or as a means
to complement and strengthen
their own service, providing
knowledge, skills and support
according to their needs and
without the need for expensive
investment. Often deployment
of new technology can reveal
gaps in in-house skills and
resources.
Exertis can plug that gap
until the reseller has had the
time to gain that expertise
internally but not delay the
deployment of their solution.
Of course, they can also
decide to defer that investment
altogether, in which case Exertis
can continue to help them to
maintain the technology.”
DO DISTRIBUTORS HAVE THE SKILL SETS
THEMSELVES TO HELP CHANNEL PARTNERS
PUT SOLUTIONS TOGETHER FOR USERS?
John Nolan at Westcon’s answer
is ‘undoubtedly yes!’
“Without these skills,
distributors would be o ering
basic ful lment and no value
– a race to the bottom. Our
investments in skills, knowledge
and experience has long proven
essential in forging solutionled
partnerships and retaining
business. Partners look for an
incredible depth and breadth of
consultative services to get them
beyond the RFP.
Our TechXpert community
and Westcon Academy are
our vehicles for sharing of
knowledge, expertise and bestpractice
for vendor-integrated
solutions and speci c vendor
technologies.”
Equally enthusiastically
a rmative is Richard Carter,
Director of Channel Sales,
Nimans.
“Absolutely, distributors
have the skill sets to help
channel partners put solutions
together. For example, we have
Darren Garland,
Ma naging Director at ProVu >
EXPERIENCE SIP Phones from SOS
01403 224450
www.soscommunications.co.uk
EXPERIENCE
COMMUNICATIONS
The VAR’s Preferred Distributor
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