Swyx is looking to bolster its UK channel numbers to grab a share of the blooming IP telephony market.
The vendor, which earlier this year was forced to assuage partner fears following the launch of its hosted IP software (CRN, 5 April), is looking for a further 30 partners to push further into the market.
To back this up, it has launched Jump Start, a tailored programme for new Swyx partners that have traditionally specialised in TDM technology, but are looking to move into IP telephony. The programme offers a range of incentives, both technical and commercial, to help them overcome any hurdles when breaking into this relatively new market.
Ralf Ebbinghaus, vice president for worldwide sales and marketing at Swyx, told CRN: “We hope to sign up around 30 extra partners in the UK over the next three months. At present, we have more than 100, but the majority do not use our products regularly.”
He added: “Swyx is committed to the UK channel and I think the partner programme is a demonstration of this. We want to increase our presence in the channel and we are confident that gaining more partners will help us meet our targets.”
The move was not welcomed by all of its partners, however.
Russell Lux, managing director of Swyx reseller Luxtech, said: “It is great news for Swyx to be pushing its programme because it raises Swyx’s profile in the market. But it is not going to be easy for the programme to be a success.”
He added: “Resellers need to understand that it takes years to establish an understanding of the product and we have invested a lot of time in it. Any new partners are going to have to work hard to make this a success.
“It’s not particularly nice to learn that Swyx wants to introduce so many more resellers into the channel, but we are confident in our ability to sell the product and so we are not too concerned by the news.”
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