VoIP provider sees Value in channel partners

VoIP provider sees Value in channel partners

New recruit charged with accelerating dealer numbers and market share

IP telephony outfit, ValueNet, has hired Adam Barnard as its first national channel manager as part of plans to build its reseller community.

General manager sales and marketing, David Healy, said his main responsibility would be to grow its presence with systems integrator and resellers.

"It's all about making sure we are talking to the appropriately qualified partners," he said. "They have got to have a business that fits with the ValueNet offer in terms of taking VoIP to the market and a focus around delivering managed services.

"We have got a fairly aggressive acquisition target and our business is very much at the point where we need to accelerate our partner community and market share."

Prior to joining ValueNet, Barnard was the national channel manager for IP Systems. He has also held sales management roles at Canon, Internet Sheriff and Zintel. Healy said his expertise would help the company achieve its growth target within the next 12 months.

"We have 15 partners at the moment and we're looking to significantly ramp that up," he said. "We're not an organisation that wants to go out and have hundreds of partners. We're very focused on making sure that we select the right partners and spend time understanding who they are and what they want to do with their business."

ValueNet recently launched an e-campus and online training portal for partners, which resellers can complete in their own time. Healy said he would also look to add a tiered accreditation program down the track.

"We need to cater for our partners in all facets of training and make sure they are the best equipped and have a very deep understanding of the value proposition of our solution," he said.

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