Big opportunities in small business for PSL

Big opportunities in small business for PSL

IP communications com­pany, Performance Solutions (PSL), has seen a massive boom in overall revenues since the launched of its first SMB offering nine months ago.

The product, IPFX, is a combination of Cisco switches, routers and phones, IBM servers, session initiation protocol and applications from PSL's Vision Enterprise suite.

Through rapid mid-market uptake of the offering, the NZ-based company is claiming continuous quarter-on-quarter growth of 300 per cent.

"While we have been successful in the enterprise market for 10 years, we are now seeing a massive opportunity in SMB," PSL A/NZ sales director, Cameron Harris, said.

"The biggest chunk of the market sits below 200 users so there is huge potential market for VoIP, dialling systems and applications there."

While an ongoing recruitment drive for partners willing to offer IPFX to the mid-market had helped achieve the result, according to national channel manager, Rodney Anderson, effectively doubling the size of the channel in nine months had presented its own challenges.

"On the one side you have traditional data integrators who may not have much experience in voice, and on the other you have telephony integrators with not much experience in data," he said. "As IP communications is a converged space, training on both sides has been essential to achieving our result."

Despite rapidly boosting its SMB reseller base, the company remained conscious of developing a channel which built out geographic and vertical representation, Anderson said.

"We have regional partners in Sydney, Melbourne Brisbane and Perth and will soon have them in South Australia and Auckland," he said. "Professional services have been able to understand the value of our offering so partners having great success in verticals such as legal, accounting, insurance and finance."

While PSL had always been a channel-oriented company, Anderson said, the organisation had placed a particular emphasis on SMB partners in the last year.

"I was appointed in March last year as a dedicated resource for the channel," he said. "We also launched our Solutions Partners Program six months ago to focus on accreditation, marketing, training and support."

The company had also developed a dedicated partner website and would begin telemarketing activities to generate leads for the channel as the market matured, Anderson said.

Supported by serious local growth, PSL would shortly begin looking overseas for further opportunities, Harris said.

"We have international expansion planned and obviously the US is the biggest market," he said. "Cisco is strong there but in the international market I think our product will have a lot of appeal."

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