IP telephony vendor Swyx wants to drive a quarter of its overall revenue through the UK by the end of the year.
Guenter Junk, chief executive of Swyx, told CRN: “The channel is working for us. We started to become serious about the UK a year ago, so I am pleased that it is already 20 per cent of our overall revenue. I expect one-quarter of our overall business to come from the UK by the end of the year.”
Junk added that half of Swyx’s revenue will come from its home country of Germany, but he said the UK is the leading geography in Europe because it is “the most innovative and competitive market”.
“We have good coverage on both the voice and the data distribution sides, and I don’t expect we will sign another distributor,” Junk said. “We have 200 UK resellers and we want more on the IT side. We have no specific recruitment targets, but we need to make sure we do not become over-distributed.”
Junk added that Swyx and its channel partners’ biggest challenge is to successfully demonstrate the advantages of their technology to end-users.
“You need to listen to customers first and know what they are looking for,” he said. “Resellers can spend half a day looking at how customers’ communication works and then explain how they can improve it.”
Junk said he is confident that as soon as VARs demonstrate the Swyx offering, end-users will be interested.
Russell Lux, managing director of Swyx VAR LuxTech, said: “A quarter of Swyx’s business through the UK is a realistic target. It has a great product and it is all about educating customers on the benefits of the product.”
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