Despite announcing further job cuts and a reduction in its sales forecast, Alcatel is pushing its voice over IP (VoIP) convergence technology through the channel. The company has announced that TTML will become its latest reseller partner.
TTML is to join the programme at its highest level to become an Alcatel Business Partner, and will sell the vendor's IP-enabled 4400 PBX Enterprise convergence product.
Sara Alexander, marketing director at the reseller, said: "The range is very sellable and has a competitive price. It is what we need to expand our convergence business."
The reseller will buy through Alcatel second-tier distributor Norwood Adam. Manny Pinon, sales and marketing director at the distributor, said he was impressed by the vendor's indirect channel strategy.
"Alcatel has integrated its direct sales team into the channel, which is part of the reason for the redundancies," he said. "The company has said that it will take its VoIP products through the channel. It has stuck to its guns."
He added that the firm is taking the channel into the corporate space, where it has traditionally sold direct.
"It has a good direct touch sales team that contacts corporates. This team is run by a channel manager, and all of the sales are pushed through the indirect route," Pinon said.
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