Wildix doesn’t hold back with its ‘Walking Dead Vendors’
www.commsbusiness.co.uk
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TONGUE IN CHEEK?!
CTO Dimitri Osler apologised to the crowd for 15 mins of downtime over
the WHOLE of 2018! I couldn’t tell if there was a wry smile being held
back or he was serious. Either way, I wonder how many other vendors
can say that?!
the launches and new
features hit me and my fellow
journalists. Although the
company is developing webbased
software it still invests
in its hardware extensively.
Wildix are now pushing people
to using their own hardware for
two very good reasons. Firstly,
the software is designed to
work best on Wildix hardware,
the features are richer and the
setup is easier. Secondly, Wildix
offer a 5 year guarantee with
everything they sell but with
one caveat. If a customer leaves
the partner that sold them the
Wildix solution the warrantee
becomes invalid making that
customer far stickier for the
partner.
Possibly the most significant
launch for the Channel was the
announcement Wildix are now
providing local SIP breakout in
130+ countries. Yes, that is not
a misprint!
Ian Rowan, UK Channel
Manager commented, “The
local break out for SIP is huge
for us. I don’t know of any
other vendor that can provide
this in the UK right now. That
was driven by partners coming
to Wildix and asking if we
could do anything for those
customers with international
offices, we don’t want to be a
SIP provider as such. Now it is
easier than ever for a partner to
provide that additional service
to their customers. We will
include calls to US, Europe
and China too.”
On the transitioning
business model Rowan stated,
“Every extension a partner sells
today is a capital expense. In a
few years that could change to
an Opex expense, but it could
be someone else’s. If you sell it
as an Opex, and do it correctly,
that extension should never
leave you. If you sell it as a
capital expense there is always
that possibility it could move
away.”
VERDICT
Wildix currently have a brand
recognition problem which they
will only overcome in time.
However, they have developed
some products which drop the
jaw and are backing it up with
training to help partners make
sensible margins. One to watch
over the next few years.
/www.commsbusiness.co.uk
/snom.com
/partner.snom.com