AYC Telecom is planning to woo more partners with new products and channel programmes.

The telecoms provider’s distribution channel was trimmed down last year (CRN, 3 October 2005), when it ended its agreements with Vcomm, Telappliant and Spot Distribution. AYC continues to work with Hugh Symons as its sole distribution partner.

Paul Howard, chief executive of AYC Telecom, said: “We are actively growing our channel across all regions, and want new UK resellers.

“Hugh Symons is talking to a substantial number of VARs. We have 80 to 90 active resellers. There are also some VARs that we court directly and pass to Hugh Symons.”

He added that both AYC Telecom and Hugh Symons are feeding leads to the channel, and Hugh Symons is running a telemarketing scheme on resellers’ behalf.

“We are offering a global self-certification training programme, where resellers can train themselves online, take a test and get accredited,” Howard said.

Marios Ktisti, strategic product manager at Hugh Symons, said: “We are focusing on AYC Telecom’s product set, and we are making it easier for resellers to sell into the SME market.”

Ktisti added that Hugh Symons is also providing a specific bundle for construction companies, and is looking to train more resellers in AYC Telecom products.

Scott Dobson, managing director of Vcomm, which still sources AYC Telecom’s products through Hugh Symons, said: “We were AYC’s first distributor in the UK, and when we heard the AYC pitch we thought it was a no-brainer.

“The AYC product is at the low-end for costs, and you need low-end devices to keep costs down. However, to use the product properly you need a Polycom phone, which can push the cost to the higher end.”

trevor_treharne@vnu.co.uk