Telecoms expense management specialist IntelligentComms has launched its indirect Veropath arm and is aiming to give voice VARs a cost-saving differentiator in the shrinking PBX market.

Veropath’s web-based platform aims to help IT directors make savings and free up budget. Resellers will be divided into three categories.

David Pitts, sales director for partner channels at Veropath said he was hoping to recruit about 40 business partners and more than 10 consulting and outsourcing partners.

He indicated VARs could benefit from margins of up to 40 per cent. “Resellers can create budget to sell IT kit,” he said. “Nowadays, VARs have to come in with a different story than selling a new system. It is about working with the customer to deliver added value to their business.”

Recent research from analyst MZA indicated the UK PBX market declined five per cent year on year during the third quarter of 2008.

The top three players ­ Nortel, Avaya and Cisco ­ all registered weaker sales during the quarter.

Research analyst Duncan Clark said: “Now is the time to diversify and engage with some exciting propositions being promoted in the market and this includes applications and other wrap-around services.”