engin to clean up its reseller channel
- 01 February, 2010 14:31
engin has flagged plans to clean up its indirect sales channel after amassing an extensive collection of resellers. The news coincides with the voice-over-IP (VoIP) provider’s first hosted telephony service aimed at SMBs.
“We have an extensive channel network and as the first commercially available large-scale VoIP provider, we have an awful lot of channel partners; probably too many,” engin’s head of business sales, Jack McKeon, said. “We will look to consolidate that down to high performing partners who want to make engin part of their business rather than just part of their product portfolio.”
McKeon conceded a smaller number of partners would be ideal but said there were no immediate plans to cull its reseller base. Instead, engin will be selective in bringing on new resellers and try to meet with every applicant to understand their strategy in working with the company.
“You’d be surprised at how many people phone up just to get a few posters or put something on their website without actively engaging in the product,” he said. “We’re really focused on bringing on partners that want to actively engage in the solution and savings we want to bring to small businesses.”
engin has boosted its SMB customer-base offerings with its new telephony-as-a-service solution, which delivers the capabilities of a standard PBX phone system under a hosting model. With the remote service, customers don’t need to purchase the PBX hardware, reducing maintenance expenditure. Users can also cut line rental cost in half and save money on phone calls, according to engin.
While the SMB market is typically more hesitant in adopting new technologies, McKeon was confident the hosted phone system would make an impact.
“What we are finding is a lot of small businesses are changing now, particularly with the year that we’ve had,” he said. “A lot of people are looking at ways they can save money without compromising on service or features, so we are seeing more interest from small businesses looking at IP telephony.”
Forty per cent of engin’s customers are SMBs and the company hopes to significantly bolster that number with the new product.
McKeon said it expects a sales revenue increase of 20-30 per cent within the next 12 months.