Wireless telephony provider SpectraLink wants to recruit voice and data resellers to create a fully converged UK channel.
SpectraLink, which provides mobile voice and messaging applications, plans to expand its channel following the completion of its acquisition of wireless server and handset manufacturer Kirk Telecom in January.
Mike McDaid, EMEA sales director at SpectraLink, said: “Our route to market is a converged channel. We are on the lookout for resellers, and we need both voice and data partners.
“In the UK we have in the region of 40 to 45 resellers. I would like that figure to increase to about 150 over the next 18 months.”
McDaid added that SpectraLink has developed a strong presence in four key verticals: healthcare, hospitality, retail and manufacturing.
“Potential resellers need to have the voice skills, the wireless skills and an understanding of the LAN,” he said. “Anywhere there is a wireless LAN, resellers can sell voice. We are 100 per cent indirect, have a full wireless portfolio, a direct touch sales team and we offer resellers pre- and post-sales training.”
Tine Svane Hansen, vice-president of communications and marketing at Kirk Telecoms, said: “We have added [to SpectraLink] more sales channels and a new set of wireless products.
“We are also indirect and have maintained all our partners. We had OEM agreements and partners in common with SpectraLink, such as distributor Westcon.”
Guy Koster, director of product management at Westcon, said SpectraLink products have proven particularly popular with Westcon’s Cisco resellers.
“Our goal is to extend the number of partners we have for SpectraLink,” Koster said. “When it acquired Kirk Telecom, SpectraLink added another dimension to its business. We want to leverage that.”
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