Mitel IP partner Penstone describes itself as a “technical-based” company that provides customised telecommunications implementations for customers in verticals including the education, healthcare, manufacturing and legal sectors.
Julian Robinson, managing director at Penstone Communications, said over the past three years it had been upgrading long-standing customers – some of which it had been working with for 18 years – to new IP telephony set-ups.
This opened up the possibility of cross-selling other IP-based systems that work with the updated infrastructure to improve the value-add – in this case Avanquest’s document management, fax over IP, speech processing and enterprise text messaging portfolio.
“Working with Avanquest ProcessFlows will enable us to help our customers build functionality on their existing telecoms infrastructure in a modular and cost effective way,” Robinson said.
The Avanquest deal could potentially enable the company to build on those relationships for another two decades, Robinson suggested.
Franca Cognata, channel partner manager at Avanquest ProcessFlows, said it aimed to be easy to do business with as a vendor, limiting the need for partners to invest in extensive training or sign-up fees.
“This gives a reseller’s existing sales force the ability to extend their offerings for their customers without diluting their focus,” Cognata said.
Avanquest will also help its partners with lead generation, Cognata said.
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