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Local telco software developer kickstarts channel program

Local telco software developer kickstarts channel program

NSC and 3D Networks first signings for Melbourne applications developer

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Melbourne telco software developer, AdvaTel, has enlisted 3D Networks and NSC Enterprise Solutions as its first official integration partners.

The vendor produces software solutions for the telco industry. These include call centre management applications, automatic dialling and call routing tools as well as the softphone product suite, PhoneEasy.

The company recently announced a new partner program to help foster its indirect sales channel. National account manager, Scott Tyson, who joined the company in January, said he had drawn on his US and UK experiences at wireless vendor, SpectraLink, to architect the initiative. AdvaTel had not previously offered a structured channel program.

"Although it was a lot of work, it was enjoyable to start with a blank slate and work from scratch," he said.

The new channel model consists of three-tiers: titanium, platinum and affiliate. 3D Networks has joined as its first titanium partner, while NSC is its first platinum partner. Top-level titanium partners can participate in beta testing, product development and training and must meet revenue targets. Both titanium and platinum resellers get access to sales and marketing collateral.

"We've been doing some projects along the way with AdvaTel and a few other companies, but AdvaTel really come through with the goods," NSC managing director, Craig Neil, said. "We're very pleased to be that bit more entrenched with them now."

Tyson expected a handful of national players to sit at that top-tier level. The platinum tier would ideally consist of up to 10 partners.

"Below that, an affiliate partner is basically a partner that would like to actively promote AdvaTel, but doesn't have the revenue levels to warrant platinum or titanium status," he said.

AdvaTel has traditionally sold its products direct. The past 6-12 months had seen a turnaround in the company's attitude to the channel, with more business going through integrators.

"Nirvana would be a 100 per cent channel model, but that's up to the board of directors," Tyson said. "Currently, we're looking to the channel wherever practical."


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