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Scanlan heads up IPL's renewed sales push

Scanlan heads up IPL's renewed sales push

Appointment was part of a transition within the distributor to add value at every stage of the product sales cycle

Telephony distributor, IPL Communications, has appointed Paul Scanlan as general manager in a bid to ramp up its sales strategy.

Scanlan has been with IPL for six months and was previously a general manager within its products portfolio. He said the new appointment was part of a transition within the distributor to add value at every stage of the product sales cycle - from pre-sales to installation, upgrades and services.

"We're looking to increase our focus on the sales area and my role is to drive that," Scanlan said.

One area IPL plans to add value is by identifying markets for resellers to go into, he 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 will select new technologies on the basis of what they added to its core solutions, Scanlan said. IPL's existing vendor partners include Siemens, Avaya and Alcatel.

IPL is also on the lookout for new market areas to enter. "There's a push at the moment to take voice into the data space, with an increased interest in switching," Scanlan said. "We're building up our integration skills so we can make a new service offering around this to our channel."

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


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