Zircon makes convergence play
- 01 February, 2006 12:31
Sydney-based distributor, Zircon, has struck a partnership with Alcatel to provide resellers with a blended IP solution for the SMB market.
Zircon managing director, Gwen John, said it would carry Alcatel's OmniPCX Office hardware series. The IP-based converged communications products were designed for businesses with up to 300 users.
They would be a complementary fit with its Write Vision Evolution server hardware, she said.
The distributor was now bundling the products together as an integrated VoIP and IP data package.
This was achieved through Alcatel's TIP software tool, which allowed users to replicate contact information from a data server into the OmniPCX VoIP product to display across a single interface.
"We have two camps of resellers: those who cobble a VoIP package together and those who want to offer a professional complete service," John said.
"We want to make sure the data side of the world can offer a sound VoIP solution."
Zircon was also in talks with several tier-one telcos to bundle carriage services with the Alcatel product, giving resellers the ability to offer everything on a single bill.
"This sets up an ongoing revenue stream from the carrier through to resellers," she said. "It also means the reseller keeps the customer."
Zircon joins existing Alcatel distributors, VExpress and IPL. While both of these boasted a strong voice-based reseller base, Zircon would focus on data-oriented players looking to branch into VoIP, John said.
"We have a huge bank of existing resellers so we want to increase our activity with them," she said. "There's heaps of business to be done."
Partners could complete certification with Alcatel and Zircon, or outsource implementation and support to the distributor.
John said it had completed its first reseller information session and was hoping to run additional seminars every month.
Zircon had also put together an events kit for resellers looking to provide end-user information sessions. The packs include checklists, workflow charts and invite templates.