VoSKY woos ‘scared’ channel

Vendor VoSKY Technologies is hoping to win over a sceptical channel after signing Rocom as exclusive UK distributor for its new range of PBX-to-Skype gateways.

Ian Robin, European general manager at the vendor, said its VoSKY Exchange device would help VARs tap into the UK’s base of five million registered Skype users.

“Our device allows businesses to accept incoming Skype calls and bridge them into the phone system. It’s the only one that is Skype certified and is also co-branded by Skype.”

Robin said Rocom has already recruited and trained 10 ‘preferred’ partners, which gain access to leads, discounts and marketing funds.

He admitted many resellers were “scared” of Skype, but urged the channel to embrace the free PC-to-PC voice software.

“VARs may not like what they see, but ignore Skype at your peril,” he said. “The forward-thinking telephony resellers that have worked in IP telephony are generally more receptive to us.”

Richard Carter, managing director of Rocom, said: “The growth of voice over IP phone systems has been slower than many predicted and the introduction of Skype to the business market will give it a welcome kick.”

Carter conceded that there is disincentive for resellers to push Skype against calls taken over the network.

“But the quick win for them is to sell VoSky into inbound call centres,” he explained. “They can then use that as a lever to take control of the phone system itself.”

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