Key channel play for 2015?
Creating awareness in the unified communications market, solutions and how to position yourself as a solution partner rather than just a product reseller.
Key technology trends?
Democratisation of technology, mobility and the war for talent. We realise that people are mobile and they leave jobs and organisations need to think of strategies to keep people more productive and engaged.
Key message for the channel?
We can help position our partners as trusted advisers for their customers with healthy margins and cease the opportunity with unified communications.
Key warnings for the channel?
Look for solutions. The mindset has to shift from taking distinct products to the customer, because they’re no longer looking for that. Instead they’re saying ‘I have a business problem, how can you solve this for me?’ A lot of partners have been in the box pushing mode for a very long time, but they need to move away from that and take up selling solutions.
Key to Jabra’s success this year?
We need to make people aware about how they can be productive by using using a good professional audio end point. It’s important to know the difference between a professional grade UC headset versus something you can pick up online.
- 5 for 15: Colin Garro, Red Hat, director channel and sales development
- 5 for 15: Ashley Wearne, Sophos A/NZ general manager
- 5 for 15: Saurabh Singhal, Jabra head of marketing and alliances Asia Pacific
- 5 for 15: David Bennett, Webroot vice-president worldwide sales
- 5 for 15: Tony Heywood, AGC Networks Australia country manager
- IN PICTURES: ShoreTel’s Asia-Pacific Sales Kick Off 2015