Voice vendor Envox has set high targets for gaining market share and is looking to paint a channel-friendly picture to aid shipments.
Envox told CRN that it hoped to expand coverage after a quiet couple of years, and is confident it can move forward, swell VAR ranks and gain profit in high-growth areas such as voice over IP and replacement of legacy interactive voice response.
“We currently have over 1,000 customers worldwide and our mission is to be the global leader in voice solutions,” said Nick Applegarth, managing director for EMEA at Envox.
“We are a two-tier channel company in the UK with 10 to 15 resellers, and we are in discussions to increase this figure.”
Applegarth claimed that channel relationships will form the foundation for Envox’s plans and resellers will have the opportunity to differentiate, add-value and provide additional support.
“Plans for 2006 and 2007 include looking to broaden coverage where geographically appropriate and we want to find the right channels for the right resources. We are looking to improve our channel and there is a significant opportunity out there,” Applegarth said.
Steve Patton, director of sales and marketing at distribution partner, Post CTI, is happy with the his Envox relationship and is confident the vendor can fulfil its aims.
“Envox is pro-active and has been helpful in terms of support and marketing. We have 10 Envox resellers and their business is going very well,” he said.
Patton said that Envox needs to ensure capable and competent resellers are recruited due to the “high touch technology” that requires experienced product integration.
But John Wood, sales and marketing manager at Envox rival C3, warned that Envox needed to find its feet after a couple of precarious years.
“We have replaced a lot of Envox kit as it often looks good, but turns out to be not up to standard,” he claimed.
“It has had a hard couple of years after working with Intel where it found it hard to find a market and customers,” he claimed.
Applegarth hit back at Wood, stating: “We are a profitable company and have never been financially unstable. It is a shame that some firms have to stoop to that level.”
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