Voice over IP (VoIP) distributor Norwood Adam is to recruit resellers to launch a sales campaign to bring integrated IP services to the SME market.
The Quescom brand is new to the UK but has a massive user base in France, where its PBXs are sold under a France Telecom badge.
Norwood Adam is importing the technology to enable its resellers to offer price competition in a bid to make VoIP affordable to SMEs.
"It's not a branded product, so that gives resellers the chance to get creative," said Manny Pinon, sales director for Norwod Adam. "The beauty of selling it that you make margin. Order takers get bugger all."
According to Pinon, Quescom's IP PBX is particularly suited to organisations of 40 to 80 employees.
Typically they will have a phone system based on a Legacy PBX and will be looking to migrate to IP services, but are put off by the technical hurdles.
"Stick this in front of a Siemens or Ericsson box and you have a gateway into IP, and can start treating voice calls as an application to go over the data network," he said. "This will help comms and networking resellers make the IP business case more convincing."
Pinon argued that the telecoms market had not followed the logic of IT, where branding dictates most buying decisions.
"Cisco admitted they've still got a lot to learn about telecoms. But the good thing is its marketing muscle has done a lot to raise awareness."
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