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Siemens Enterprise Communications has migrated to a pure two-tier model, claiming it is confident that resellers can take on board its portfolio without the need for direct touch with the vendor.
The IP PBX vendor previously sold direct to 18 UK resellers, but believes distribution partners Computerlinks, MTV Telecom, Nimans and Rocom can provide them with a better service.
Dave Dyer, SME marketing manager for the vendor said: “Whenever there is change there is always cause for concern. But Siemens is confident that its distributors can take on its portfolio with ease.”
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However, Enda Kenneally, UK sales director at rival Mitel, claimed the vendor’s SME business had boomed 40 per cent since it moved to a one-tier model last year.
“There is not one mainline vendor that does not feel like it should have some kind of direct touch with resellers. Siemens is putting all its money into distribution and hoping its resellers do not mind,” she said.
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