Crane raises support stakes
Vendor bolsters reseller support with Networks First deal
Voice and data distributor Crane Telecommunications is bolstering its reseller support capabilities through a deal with support services provider Networks First.
The companies will combine their skills and resources to strengthen data know-how among Crane's voice-dominated reseller base.
Will Morey, marketing manager at Crane, said data-focused Networks First brings specialist expertise to the partnership.
"We want to deliver the best in class services, but we don't have to do them ourselves if we can receive a complementary service from a partner," he said. "Networks First has a good range of specialist skills and people."
He said Crane needed to offer a high level of data support alongside its traditional voice expertise.
The distributor is signing more resellers from voice as well as data backgrounds, and with new products it is important to increase support capacity, Morey added.
"We see resellers from both voice and data benefiting," he said.
The deal sees Networks First, which so far has only serviced end-users directly, dip a toe into the channel and voice sectors.
Andy Rolf, principal analyst at Gartner, said any company selling converged voice and data products should have a good understanding of both technologies.
But he added: "You have to have a good understanding of the market, and not just the technology. Customers buy voice and data for different reasons."