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20 Feb 2006
Voice over IP (VoIP) provider Inclarity is targeting larger VARs with the capabilities to support VoIP projects.
Last year the vendor realigned its channel strategy (CRN, 15 August) and cut back on ties with smaller resellers to focus on larger VAR partnerships. It has claimed that now is the time to sign new partners as the VoIP market gathers pace in 2006.
Paul Beaumont, chief operating officer at Inclarity, said the vendor is looking for six new resellers.
“We are looking for partners with voice experience, and larger VARs that can support a VoIP project. We want partners to help educate the market as to the benefits of VoIP,” he said.
Beaumont added that the benefits of lower cost of ownership and flexible working options with VoIP can give VARs opportunity to generate new business and recurring revenues.
“Our current resellers are doing well, but the larger VARs are the one gap we have left to fill,” he said.
Inclarity allows VAR Affiniti to handle its channel of smaller resellers, while Inclarity has a small number of direct resellers that the vendor wishes to increase.
Fausto Amoroso, vice-president for marketing at Affiniti, said larger VARs are taking to VoIP with more ease than smaller players.
“With VoIP the skills you need are a strategic background in voice and IP, so the larger resellers have been able to train engineers to deliver these services,” he said.
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