Arc gets ready for Cisco VAR recruitment drive
Vendor seeks channel partners to bolster market presence of latest Cisco-compatible applications
Application vendor Arc Solutions is looking to recruit Cisco VARs keen to retain further margin and differentiate themselves.
Arc develops applications that run alongside Cisco products, such as the networking giant’s Unified CallManager and CallManager Express.
The vendor claimed it is looking to recruit accredited IP Telephony (IPT) Cisco VARs, who will benefit from a more profitable end-user offering.
Richard Pitt, sales director at Arc, said: “We deal with the top 20-30 Cisco partners in the UK. We are exclusively Cisco-focused and exclusively channel. Resellers can go to end-users and sell the Cisco kit, and bring us in to sell the application.”
Pitt said Arc wants to deal with as many Cisco partners as possible as it is offering a genuine add-on opportunity for all of the networking giant’s IPT VARs.
“We typically deal with Cisco’s Gold and Silver partners, but there are other partners such as the SME Select Partners who are also providing CallManager,” he said.
Pitt said supplying Arc’s portfolio will enable Cisco resellers to differentiate from the competition and the Cisco resellers who do not offer Arc.
“Resellers need to fight competition on the application level,” Pitt added. “Arc VARs are selling more value to the end-user and can retain more margin in deals.
“We do not compete with our partners. We also do not develop products that compete with Cisco, who see us as someone who can help it sell more systems.”
John Pepper, managing director of Cisco reseller Minx, said: “The Arc offering is a great idea and a strong product. It can add value to the so lutions that Cisco VARs are offering.”
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