Hosted voice over IP (VoIP) vendor Inclarity has claimed it is still on target to direct 90 per cent of its business through the channel by the end of 2010.
Operations director Dave Millett told CRN that when he joined the firm in May last year, 10 per cent of revenue came indirectly. Millett now claims the figure stands at about 35 per cent. Seventy-five per cent of October orders came through VARs.
“We are now moving into the next phase and want to follow the Cisco high-touch model,” he said. “Staff numbers are still going up, but we are having a shift in direction, which means headcount in different places.”
Millett claimed his company was committing more resources to offering the channel technical and pre-sales support and financially backing partners’ events. “We are making partners more self-sufficient,” he said.
“The marketing mix is changing dramatically and we are doing less direct marketing. It is about getting the right partners in certain sectors to make sure we have good coverage.”
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