The IP telephony reseller channel has to grow in competency to meet changing industry trends or face extinction, according to networks management software vendor Concord.
Talking exclusively to vnunet.com's sister publication Computer Reseller News this week, Concord chief executive Jack Blaeser said that a quick return on investment had to be the core focus when talking to customers.
"This is a transitional period for both vendors and resellers of IP technology," he said. "A lot of resellers like to talk to the network manager, as they are accustomed to, because the network manager understands the technology and the issues.
"But increasingly, sales teams are finding that it's the chief financial officer they're faced with, not the network manager."
Blaeser added that resellers would have to adjust to this trend and use cost savings over technology as the key selling point. Some 95 per cent of Concord's global sales are generated through the channel.
"There's a huge opportunity for resellers of IP technology here," he said. "They can make a 40 per cent margin on software, which is more than they can make on hardware, as companies seek to maximise the infrastructure which they have already purchased. Added to this, resellers can offer support services."
Simon Boyle, marketing manager for systems integrator Dimension Data, agreed that increasingly the role of the network manager had diminished.
"More than ever, we're finding ourselves talking to financial people, especially about service level agreements," he explained. "You have to work closely with your customers to work out together where benefits can be found and build the business case for networks management."
Blaeser added that Concord was looking to expand its reseller operations in the UK.
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