SpectraLink combines channel team with Kirk Telecom
Vendor reveals ‘limitless' partner recruitment plans after overhauling its indirect operations
Wireless voice vendor SpectraLink has integrated its channel with the indirect operations of Kirk Telecom, which it acquired earlier this year.
US-based SpectraLink acquired Danish-based wireless communications vendor Kirk Telecom for $62m in January, and now plans to recruit partners after unifying the firms’ European channel operations.
Mike McDaid, sales director for EMEA at SpectraLink, said: “Both ourselves and Kirk sell mobility. However, our channels are different. We have already integrated as organisations, but have now integrated our channels and need to up-skill all channel partners and recruit new ones.”
McDaid said Kirk was previously distributed in the UK through Hertfordshire-based Icon, and Westcon Group, while SpectraLink also used Westcon Group alongside Crane Telecommunications and Anixter.
“We will not drop any of either firms’ distributors. Kirk has only a few UK VARs, while we engage with about 20 partners,” he said. “We plan to increase our channel significantly and are after a limitless number of partners.
“We need the additional partners on board to push the massive opportunity in Wi-Fi. We will recruit a converged channel, with firms wanting to get into both voice and data.”
McDaid said Kirk’s VARs will not automatically become SpectraLink partners, but will have “an easier route into SpectraLink”, once they have been trained and provided they operate in the right areas for the vendor.
“It is difficult to pick a unified brand between a European-known firm such as Kirk and a new kid on the block such as SpectraLink,” he added. “Currently we are operating as a Kirk SpectraLink company. It will continue like this for a while.”
Ian Taylor, convergence solutions manager at Westcon Group, said: “We have been working with Spectralink and Kirk closely. Both firms can leverage each other’s expertise, with Kirk being strong in Europe and SpectraLink strong in the US.”
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