IPL Communications has struck a distribution agreement with UK vendor, New Media Software. The deal is part of the distributor's long-term plan to bring on complementary products around its core Avaya, Siemens and Alcatel telephony offerings.
The New Media Software Adaptive software suite integrates phone and computer systems to improve efficiency and extend functionality across the contact centre. It is available as a standalone tool or an integrated offering.
"We've got a consulting services division that attaches to this product: We go in and install and configure the solution for our channel partners who make the sell and lack those capabilities themselves," he said.
Scanlan claimed the increased level of sophistication required around communication solutions that did more than handle call traffic was opening up many services opportunities.
New Media Software managing director, Phill McGowan, said the vendor had not had a presence in Australia previously.
"We were introduced to IPL by Avaya. We are Avaya Dev Connect Partners and both IPL and Avaya had identified a need for our products in the Australian market. Our research also identified that IPL is much respected by the reseller community and has a high level of both sales and technical support," he said.
Scanlan said IPL's platinum partners would be the first point of attack for taking the Adaptive suite to market. He expected up to 60 of the distributor's 200 resellers would take on the software initially.
Scanlan said another vendor partnership would be announced within a month.
"There are lots more in the pipeline beyond that - we plan on bringing on what we can handle technically and physically. They're not high volume products as such, but they make up for that by giving us the ability to add value," he said.
Scanlan was appointed as general manager in April to ramp up its sales strategy. Since then IPL has increased its BDM numbers by 50 per cent to 11, he said. The distributor is expecting 20 and 30 per cent growth in the next financial year.
"We're very pleased with revenue lines at a tough time. Our channel is saying the market is tightening, but we've got an aggressive marketing strategy so hopefully everything falls into place for us," Scanlan said.