Toshiba Business Communications Division (BCD) has extended its channel coverage with the signing of distributor MTV Telecom.
Previously, West Sussex-based SOS Communications was Toshiba BCD’s main UK distributor, but the vendor said it has signed MTV to push its Strata CIX200 platform.
The Strata CIX200 is an IP platform that Toshiba BCD has claimed offers a contact centre, IP networking, voice over IP, unified messaging and multi-site connectivity.
Tim Webb, general manager at Toshiba BCD, told CRN: “MTV will have a focus on the CIX platform, but it will also have access to our full range.
“Toshiba is committed to developing an IP offering, and MTV has a high level of expertise in IP.”
Webb added that Toshiba BCD has been working with SOS for the past three years. The firm has 15 resellers through SOS.
“Our recruitment process is strategic: we don’t want to over-distribute our product,” he said. “That is not to say we will not eventually do something, but we will concentrate on the MTV relationship at the moment.”
Webb added that resellers will be provided with account managers to support them directly with marketing and training.
Colin Hepher, managing director of SOS Communications, was unconcerned by MTV’s appointment.
“We are the grandfather of the Toshiba product,” he claimed. “We have been working with it for five years. The MTV signing will mean competition, which we welcome because competition breeds business.”
Hepher claimed that SOS is different to a standard distributor, because it is a trading and logistics company that can offer better VAR support.
“MTV are taking on the CIX200 product, but we stock all of Toshiba’s latest products, including legacy systems,” he said.
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