Wick Hill’s search for the ideal convergence vendor has resulted in the addition of Panasonic.
The Woking-based VAD will work alongside incumbent distribution partners Nimans, ScanSource Communications, Trust Distribution and Electromaster.
Steve Gerrard, marketing manager for Panasonic’s network communications group, said Wick Hill brings something new to the table.
“We needed a partner that understood infrastructure,” he said. “We have only had traditional comms routes to market and had not approached the convergence market from an IP infrastructure standpoint.”
Gerrard said it would be naive to suggest there is no overlap between Wick Hill and Panasonic’s distributors, but stressed the addition would allow the PBX vendor to address new markets.
The latest addition has long been a dominant force in the small business market. Wick Hill chairman Ian Kilpatrick said VARs should enter the convergence space while SME adoption of technologies such as unified communications (UC) is low.
“It is an enormous market – if we were to recruit 1,000 resellers to sell this, we still would not be touching the sides of the SME market,” he said. “Resellers that get on board early will own those customers for the rest of their convergence and UC lives.”
Security firm set to become part of acquisitive Shearwater Group
Distributor merges three northern sites into one new hub in Warrington
Activist investor puts forward five director candidates as turmoil continues at security giant
Nima Green asks what is driving public cloud uptake in Germany