CeBIT - Siemens brings SMB UC to channel

Communications vendor, Siemens Enterprise Communications, has launched an SMB solution which it plans to push through its value partner network.

The HiPath Open Office is an entry-level unified communications system tailored for SMBs with 20-150 employees. Siemens Enterprise Communications A/NZ general manager, Eric Hampel, said the product was easy to install and maintain.

"We've been working with our distributor (IPL) for a year to prepare support services," he said. "Resellers should be able to make good margins through maintenance contracts."

Siemens Enterprise Communications shifted from a direct-focused organisation to adopting a two-tier distribution model in 2007. Hempel, who was responsible for the shift, said it was in response to increasing market demand for value partners.

"The industry is very much focused on providing solutions indirectly, with customers wanting to build relationships and leverage the value channels that can add solutions. If a customer wants a direct contact we'll work with them, but we don't see it as necessary," he said.

Hempel said the goal for Siemens Enterprise Communications over the next 6-12 months was to grow the SME business by 50 per cent using UC as a driver and achieve a market share of 15 per cent.

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