Communications distributor, Wavelink, wants to develop new channels on the back of partnerships formed with vendors, Digium and Meru last year.
“We currently have about 250 partners, and while we’re not necessarily looking to grow that in numbers, we are looking to branch further into IT&T, systems integrators and telephony carrier resellers with the new product portfolio,” Wavelink director, Jonathan Ordman, said.
“We expect 30-50 per cent of our current partner base will, now or eventually, branch out to take up our newer products. This means we need to develop new channels.”
Wavelink has lost some of its partners in the past year, including Commander, and Ordman said he expected further consolidation in the industry.
“There’s been a shift in the channel. Traditional telephony resellers and integrators need to evolve or they’ll find there won’t be a business for them in the near future,” he said.
Ordman claimed the distributor was in a solid position despite the economic climate with growth targets set at 70 per cent and a new account manager appointed in Melbourne with another to come in Sydney.
“If we see opportunities in the slowing economy to make acquisitions of organisations in weaker positions then we’ll consider them as a way to further growth,” Ordman said.