Networking and security distributor, ChannelWorx, has been signed up to expand the market presence of VoIP vendor, Zultys. It will carry a full range of the vendor's systems, handsets and peripherals.
"Zultys has been in Australia for some time now and is starting to get some traction," ChannelWorx managing director, Scott Lidgett, said.
"It has focused on the voice side of the market to date but, by definition, VoIP involves people building data networks. Our resellers are typically high-end data and security specialists."
While some of these partners expressed concerns about getting into VoIP with little or no understanding of voice, Lidgett said a free training program would be rolled out next month to allay those fears.
Although the VoIP market has its fair share of heavy hitters, Lidgett insisted there was plenty of room for a successful SMB play.
"The sweet spot for us is 20-1000 users and Zultys is well geared for that part of the market," he said. "Resellers in that space have historically been engaged as trusted providers and that will be a key driver."
Zultys first entered the local market two years ago but worked directly with resellers before appointing a first distribution partner, Anixter, back in December.
Anixter managing director, Wayne Bogart, said he was not concerned by the addition of ChannelWorx.
"We haven't really come across them in the past," he said. "But appointing another distributor was always part of the plan and it should give the products more market coverage."