Impromp2u urges VARs to deliver more support
Imago's managed service division claims resellers can benefit from increasing their services business
Impromp2u, the managed services division of distributor Imago, is encouraging its VARs to sell enhanced support packages for Polycom videoconferencing (VC) systems at the point of sale.
The plea is in response to changes made by Polycom to its service policy, which is now a one-year return-to-base hardware cover and 90 days’ software cover. It also no longer includes any upgrades.
Andy Wright, director at Impromp2u, said: “Most Polycom VC customers use their system for several years. They are aware of the advantages of purchasing long-term support packages. A three-year package from Impromp2u at £799 plus VAT will save a customer more than 28 per cent when you compare it with the cost of a Polycom one-year £370-plus-VAT package.”
He added that software updates and upgrades are free for the duration of the contract. Unlimited hardware coverage and telephone technical support are also offered.
“There are long-term advantages to resellers if they are able to increase their services business,” Wright said. “Customers are becoming more used to buying support and budgets are available for it. More three-year support packages could be sold because they are the most economical way of buying future software upgrades, but VARs need to offer it at point of sale, not 12 months down the line.”
Tony Heyworth, Polycom’s director of marketing for EMEA, said: “We have enhanced our service policy to provide more flexibility for resellers to match the right service product to meet the customer’s specific need.”
John Cooper, director of VAR JKC, which sells rival maintenance and support packages from Review Video, said support contracts should include other offerings.
“We promote [distributor] Review Video’s Gold Seal maintenance programme, which gives customers a 24-hour swap if a VC unit breaks down, full telephone support and unlimited online training,” he said.