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OBT wants all new channel partners

OBT wants all new channel partners

On a recruitment drive with launch of Hosted Lync

Private Cloud services provider, OBT, is looking for an entirely new set of partners to take on its Hosted Lync solution, according to managing director, Shane Muller.

Hosted Lync is a white label-ready solution that uses Microsoft Lync Server 2010 technology to combine an organisation’s communications into a single tool so staff, clients, and partners can collaborate. Users can conduct voice and video conferencing, send instant messages, and see where people are regardless of location.

Despite having 15-18 existing partners, OBT is adamant in making Hosted Lync available for a small group of partners (under 10) who are utilising a strategic approach and have substantial market reach.

Muller said that OBT is not after partners who just want a Cloud presence, and is therefore not targeting the small players. Rather, it is after those who are looking to drive the solution, and have a notable market opportunity – the major telcos, and large-scale distributors and integrators.

“We only want to recruit partners who view Lync as a strategic addition to their business and put everything behind it as opposed to those who want to just add in a Cloud or UC option,” he said.

Partners who qualify will be engaged in a three-phased deployment model: White Label Anywhere, activated immediately, and a low risk offering that is designed for quick market entry; Managed Anywhere, where OBT builds the hosted Lync solution for the partner in their local location on their infrastructure and continues to operate it on the partner’s behalf post-deployment; Independence Anywhere, where OBT builds and operates the solution, then hands everything to the partner.

As part of the recruitment drive, OBT is offering 12 to 24-month sales coaching which the partner must pay for. The training serves as a long-term commitment whereby partners and OBT meet at regular intervals to ensure the partner has the appropriate levels of knowledge and drive to successfully take Hosted Lync to market.


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