IP telephony vendor Zultys is poised to sign a pan-European distributor, following a month that has seen the firm hire a new UK and Ireland country manager and sign four new UK partners.
Zultys is currently recruiting resellers from the security market, rather than traditional voice or data networking channels.
"About 60 per cent of our resellers are from the security market now," said Justine Cross, EMEA business development manager at Zultys. "They are looking for high-margin sales rather than a 'me too' product."
It is understood that the new distributor will come from a security IT background, although Cross would not confirm this.
Since appointing Jackie Iddon as UK and Ireland country manager, Zultys has signed four resellers, including Sapphire Technologies, React Technologies and Computec.
The vendor faces stiff competition from both new and established companies offering telephone systems.
React Technologies is selling Zultys on the back of its core wireless LAN offering.
"We went for Zultys because it is a pure Session Initiation Protocol product. Also, people don't want to hear how great WLAN is; they want to do things with it, such as voice over IP," said managing director Jess Thompson-Hughes.
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