Aastra UK chief eyes data VARs
Alan Reeve looks in Microsoft and HP channels to find new recruits
Alan Reeve: we need to expand into the data applications world
Aastra’s new UK chief is banking on relationships with Microsoft and HP Networking to help the Canadian vendor deepen its reach into the data channel.
Alan Reeve recently arrived from Panasonic as UK and Ireland managing director. Aastra currently has about 60 UK VARs, with about a third of those occupying the upper levels of the four-tiered channel scheme.
“We need to expand into the data applications world,” he said. “I also want to look at existing channels and widen the portfolio they are selling.”
Potential partners are being enticed with a start-up package offering sales and technical training, demo product and pre-sales support, all free of charge. Aastra’s relationships with Microsoft and HP Networking could help the vendor, claimed Reeve.
“We have the green light from those to go into their channels,” he said. “Across Europe, Aastra is number one in the SME market – but not in the UK. The objective is to grow our market share.”
Analyst MZA’s most recent figures on the UK PBX market showed Mitel, Avaya and Cisco still dominate, holding half of the market between them. Globally, the first-quarter figures suggest the whole market could face a tough 2010.
“The road to recovery has developed a pothole and a bumpy ride may still be ahead this year,” said MZA.