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20 Jul 2006
The distribution sector attracted more attention last week, as yet another distributor was launched, this time in the voice over IP (VoIP) space.
Surrey-based Datafonix, which has billed itself as a specialist distributor focused on IP communications, has bullishly claimed it will add more value than rivals. Its launch follows the recent formation of VADition (CRN, 10 July), and the move by Irish distribution giant Horizon to increase its UK presence (CRN, 17 July).
Datafonix claimed its resellers will be given a dedicated account manager to provide support, training, discounts and sales lead referrals.
Alex Waterman, managing director of Datafonix, told CRN: “We are targeting a number of organisations, such as ISPs that have the network background, but not the voice skills.”
Waterman said Datafonix already has vendor partnerships with Innovaphone, Zultys and CosmoCom, and will look to sign more vendors.
“We had the idea of doing something different and helping firms who have an interest in VoIP,” he said. “On the data side there are a lot of VARs that want to move into VoIP. There is also huge potential for hosted solutions, especially in the SME market.”
Waterman claimed that Datafonix wants to compete against other voice distributors that are just interested in “shifting tin”.
Jess Thompson-Hughes, managing director of wireless distributor React Technologies, said: “I would not want to be in the voice market, because it is so saturated. We do offer voice, but it is not our core business.
“It will be good for the channel to have a bit more competition, and Datafonix will compete with the likes of equIP and Computerlinks.”
trevor_treharne@vnu.co.uk
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