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Fonality launches tiered reseller program

Fonality launches tiered reseller program

IP-PBX vendor searching for partners to target the SMB market

IP telephony vendor, Fonality, has launched a channel partner program around its SMB-friendly IP-PBX trixbox solution.

Fonality Australia general manager, Marc Englaro, said that as the brand was relatively new to Australia, the focus to date had been on developing its presence and preparing a channel.

"We've got about a dozen Affiliate [entry-level] partners as early adopters so far," he said. "With the channel program we're looking for quality rather than quantity. There's room for plenty of resellers in the space, but we want to work with people committed to new generation IP-PBX systems."

There are three levels in the trixbox partner program: Affiliate, Authorised Reseller and Premium Partner. Affiliate partners can access Fonality's internal integration team to assist with support.

Once a reseller is more familiar with the technology, Fonality runs a three-day training course which at least one technical representative is required to take.

Englaro said resellers moved from Authorised Reseller into Premium Partner level based on volume of sales.

Under the program, Affiliate Partners will receive an 11 per cent commission on the sale of fully configured sets. Authorised Resellers are able to source certified hardware from other vendors and integrate with the software platform in-house, while Premium Partners get better margins on the trixbox software.

Englaro said the vendor did a lot of web-based communication as part of its go to market strategy.

"We also work with individual partners for sales and marketing support, though we rely on the reseller's knowledge of its customers to make those sales," he said.

Fonality will be running a seminar on July 16 and a webinar on July 18 for resellers to promote the channel program and demonstrate how to market trixbox solutions.


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