Camrivox chief highlights importance of channel in its VoIP future
Malcom Wood appointed to spearhead VoIP vendor's planned expansion
The channel will play a key role in the future of voice over IP (VoIP) vendor Camrivox, according to its new chief executive Malcolm Wood. The vendor has appointed Wood to drive its planned expansion.
Camrivox recently signed a UK distribution agreement with Vcomm (CRN, 31 July) to help it reach SME and residential user markets.
Wood told CRN: “I joined Camrivox for two reasons: its technology is in an excellent space with a clear differentiator over rivals, and the management team impressed me with their technical knowledge.
“I’m very sales orientated and the Camrivox product is a channel-based sale. The channel is very important and we are committed to supporting partners. We are not going to sell direct to users, because going through the channel is mandatory.”
Wood added that the simplicity of the Camrivox product will drive demand for products that are ready to use straight from the box.
“I would like to get one VAR in every country we are targeting and gradually build on that,” he said. “Vcomm addresses the system integrator market. We need to address the government and ISP channels.”
Wood added that Camrivox is attempting to position itself as an engineering partner, not just a box shifter.
“Our mantra is to make the user’s life easy,” he said. “We want the selling of network equipment to be an easy way to get IP telephony. Our rivals tend to have larger portfolios, but we have kept to a smaller product range. This allows us to give greater support to customers.”
Scott Dobson, managing director of Vcomm, said: “Wood is a good guy and joins with lots of experience. We are excited about how he is trying to bring the product to market. He also has some good retail contacts too.
“The Camrivox product has been well received in the market. It is a product that starts working after three mouse clicks.”
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