IPL Communications ramps up sales strategy

IPL Communications ramps up sales strategy

Newly appointed GM will assist the distributor to add more value to its sales process

Paul Scanlan has been appointed general manager of IPL Communications as the distributor ramps up its sales push.

Scanlan has been with the IPL group for six months. He was previously the general manager of a section of its products portfolio.

Scanlan said the new appointment was part of a transition within the distributor to add value at every stage of the product cycle - from pre-sales to installation, upgrades and services.

"We're looking to increase our focus on the sales area now, which is unusual for a distributor, and my role is to drive that," he said.

As resellers were often fighting for time management, one area IPL would add value in this way is to identify markets for resellers to go into, Scanlan said.

"We've also brought on two new vendors [Addcom and Verint] that add to a complete PBX solution we can offer to our resellers," he said.

Despite the new vendor partnerships, IPL was not planning to become a broad-based distributor and vendors were carefully selected on the basis of what they can add to its core solutions, Scanlan said. Existing IPL vendor partners include Siemens, Avaya and Alcatel.

"We've pencilled in a few opportunities for strategic picking of products in 2008 and 2009," Scanlan said.

IPL is also on the lookout for good people to add to its 85 total staff.

Prior to joining IPL, Scanlan held several senior sales and marketing positions with companies such as Ingram Micro and Target, covering enterprise sales through to SMBs.

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