Alcatel is pushing its voice over IP convergence offering to the channel with the appointment of ttml as its latest reseller partner, despite announcing more job cuts and a drop in its sales forecast [CRN, Nov 05].
ttml joins the Alcatel partner programme at its highest level and becomes an Alcatel Business Partner. It will sell the vendor's IP-enabled 4400 PBX Enterprise convergence product.
"The range is very sellable and price competitive, and is what we need to expand our convergence business," said Sara Alexander, marketing director at the reseller.
The reseller will be buying the product via second tier distributor Norwood Adam. Manny Pinon, sales and marketing director at the distributor, said he was impressed by Alcatel's indirect channel strategy.
"Alcatel has integrated its direct sales team into the channel, which is part of the reason for its redundancies. The company said it would take its voice over IP products through the channel and it has stuck to its guns," he said.
Pinon added that the French giant is taking the channel into the corporate spacethat it traditionally sold direct to.
"It has a good direct touch sales team that contacts corporates. This team is run by a channel manager and all sales are sold through the indirect route," he said.
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