ASX-listed Integrated Research (IR) will have its new Prognosis IP telephony management suite distributed in the US by Ingram Micro.
The suite consists of the Prognosis IP Telephony Assessor, a network assessment tool, and Prognosis IP Telephony, a monitoring and managing tool.
IR had previously sold direct in the US, its vice-president of global marketing, Belinda York, said.
"We are seeing a significant broad market opportunity with the onset and momentum of IP telephony," she said.
"The big change for us is that the IP telephony market is one that systems integrators and resellers are implementing, and it is a much broader market than our current product set.
"Our new products are really for resellers to combine as part of their solution to help ensure successful IP implementations for their clients."
The decision to partner with Ingram Micro came down to reach and range, but the distributor's value-added offering was also important, York said.
"A lot of what Ingram is about, and what we have been involved in, is their marketing ability in things like boot camps and lunch-and-learn conferences," she said. "But the key area we will be gaining from is working with their technical support group, which resellers can call when they need help putting an IP telephony solution together."
As IR had been originally asked to develop the range by Cisco, the distributor's relationship with the vendor was also central, York said.
"Our new solutions are designed for the Cisco CallManager IP telephony environment," she said. "Cisco is 100 per cent indirect, so our job is also to model and support the Cisco channel."
To further capitalise on the US market, IR had also opened a Washington DC office to complement its headquarters in Denver and further focus on the government, education, banking and finance verticals, York said.
Locally, IR would look to grow its channel in both in numbers and design, thanks to the new product range, she said.
"It will be an interesting time for IP telephony in the next 12-18 months and we see a time when we could have a distribution tier," York said. "If this is a solution that the SMB market embraces, we would look at two tiers.
"We are currently nurturing some new systems integrators, but would also actively look for more who have a focus on IP telephony and a commitment to Cisco," she said.