Alcatel attracts new SMB resellers

Alcatel attracts new SMB resellers

Alcatel is expanding its reseller base to capitalise on strong growth in the SMB Internet protocol (IP) telephony market.

In the last quarter, 20 new recruits were added to its existing 80 certified resellers.

Alcatel national channel manager, Vaughan Webster, attributed the partner boost to strong interest from regional areas as SMB IP telephony adoption increased.

He said the vendor would continue towards its declared goal of boosting numbers to penetrate new geographical and vertical markets.

"We are interested in companies that already have some experience in telephony and can do system integration in the SMB space," Webster said.

Recruitment criteria included entry into a three tier certification program that began with the base level Alcatel Qualified Field Professional (AQFP) qualification.

Resellers were expected to work their way up the program as experience grew, towards the two upper levels of Alcatel Certified Field Expert (ACFE) and Alcatel Certified System Expert (ACSE).

Alcatel regional resellers that have recorded significant growth include telephony specialist, Tekace Communications, which services the medium-sized hospitality and transport markets.

"The IP telephony market is getting bigger and bigger down here [in Mildura]," Tekace sales manager, Ross Witte, said.

Customers were increasingly demanding integration of voicemail, PC telephony and VoIP into a single system, he said.

"The majority of our market is the 50-100 users for the Alcatel Omni PCX Office," he said.

Alcatel distributes to certified resellers via its two distributors, Inter Pacific Communications and Vexpress. However, the company has now modified its Premium partner program to allow high-end resellers to order its Genesys contact centre solution directly from its partner website portal.

Webster said the decision was designed to entice Premium partners away from competing solutions and towards its contact centre product.

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