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16 Mar 2007
Inclarity’s new boss is overhauling the vendor’s UK channel programme after admitting that its previous approach lacked focus.
Adrian Hughes, who joined Inclarity as chief executive in December from Verint, said the firm was recruiting its first channel sales team and would consult resellers on the character of the new programme.
He told CRN: “Our channel programme has been weak, both from an accreditation point of view and in terms of the levels of education and awareness.
“We are talking to partners to help us construct the new programme and we hope to have the majority of it completed by June.”
Hughes admitted that every aspect of the programme was up for discussion, including whether or not to stick with a single-tier model and continue working with both resellers and referral partners.
Inclarity draws just 20 per cent of its sales from the channel, but Hughes said he hoped to boost that figure to 80 per cent.
“We will consider any channel partner that wants to add hosted telephony to its portfolio,” he said.
Iain Shearman, sales director for partner services at Inclarity partner Kingston, said: “Inclarity has built up two-and-a-half years of direct selling experience and now needs to share that with the channel in a structured manner.”
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