Inclarity has moved to defend its recent job cuts as part of a plan to realign its channel strategy, amid reseller claims that it could be turning its back on the channel indefinitely.
The hosted voice over IP provider has trimmed its workforce by 20 per cent from 88 to about 70, with sales and marketing at the core of the cull.
The company has also admitted that it is cutting back its channel.
Paul Beaumont, sales and marketing director at Inclarity, was still positive about the vendor’s fortunes, but said it needed to work with the right resellers to push sales.
“Previously we used large and small resellers, but we found that smaller resellers sapped a lot of support from us and we got little or no return from them,” he said.
“It may be that we did not choose the right resellers, but we have now changed our strategy to work with larger resellers.”
Beaumont added that Inclarity is hoping to appoint six new reseller partners by the end of the year.
However, one Inclarity reseller, who asked to remain anonymous, said: “Originally the company did not want to look after the end-user and was channel focused.
“Now it is having a complete change of direction and moving away from the channel.
“It has pulled the rug from under us, and I’m not convinced by what it is trying to do. At first it had no idea about working with customers and now it wants to go direct.”
Beaumont also confirmed that the company has a direct sales force of four people, but insisted that projects will be implemented through the channel.
Justine Cross, director of EMEA business development at rival Zultys, said: “Any vendor that wants to move to large resellers is cutting off its nose to spite its face. The channel needs to be respected and it is blaming the channel. We take care of our resellers regardless of size.”
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