Aiming to bolster its sales to the SMB market, Performance Solutions (IPFX) has introduced a new Business Solutions Providers Program for VARs. The VoIP and telecoms vendor has also announced an exclusive distribution deal with Lan Systems.
IPFX sales director, Cameron Harris, said the decision to restructure its channel was brought about by the increasing importance of SMB.
"We see the SMB market becoming the predominant segment for us," he said. "It's the biggest area of the market. At the moment, you can see many other networking companies - like Cisco for example - also trying to address the market below enterprise level."
Prior to the launch of its Business Solutions Providers program, IPFX's market focus was on larger enterprises, Harris said.
Channel partners included several major players in the IP telephony and voice space such as IBM/Logicalis, Dimension Data and NEC.
"We will now have duplicate channels," he said. "We'll still have our enterprise channel, but have created a new approach for the SMB market."
IPFX produces a range of VoIP applications and systems based on Cisco technology.
Lan Systems general manager, Wendy O'Keeffe, said the deal with IPFX would enhance the distributor's range of Cisco and related networking products.
IPFX products would fall under the company's Comstor division.
"IPFX is a natural extension to our existing network offerings," she said.
O'Keeffe said Lan Systems had worked with IPFX during its recent two-month national road show to recruit VARs for its partner program.
IPFX has signed up 30 partners including Touchbase and Commander as national enterprise partners.
The remaining 28 regional VARs would concentrate on the SMB space, Harris said.
IPFX had chosen to limit reseller numbers to ensure partners would complement one another rather than compete, he said.