NV3 picks up phone deal with Panasonic
Vendor aims to extend voice over IP reach in SME sector
Panasonic has expanded its business telephone distribution base by signing up Northamber subsidiary NV3.
Under the agreement, NV3 will distribute Panasonic's core range of business telephone systems to the SME market. By late summer, this will consist of users with up to 1,000 connections, according to the vendor.
NV3 also holds a distribution contract with rival vendor Avaya.
"Demand for converged telephony systems is growing, and we are maintaining our existing relationship with Avaya because telephony is an area of significant expansion," said David Hennell, commercial manager at NV3.
Roger James, general manager of business telephone systems at Panasonic, said: "The appointment of NV3 was a strategic move to take our converged VoIP [voice over IP] services into the data reseller channel. NV3 fits with us because it also works with the SME market."
"The traditional voice PBX market is fairly static and mature, but VoIP is an area'that's growing rapidly, and this trend will continue. The technology ability to deliver fairly immediate cost savings is helping to fuel uptake."
However, James refuted claims that Panasonic allocates stock levels to individual distributors to increase sales and market penetration.
"Stock levels are for our distributors to decide. We only advise them in terms of product mix. It's up to them how much they hold over the weeks, months and years," he said.
The distributor and Panasonic will provide training courses, workshops and seminars for NV3 channel partners.
Hennell claimed the firm will provide good support for Panasonic's products.
"There's a clear distinction in the market between the data space and the telephony space. We are faster on our feet and easier to deal with because of our IT distribution background," he said.
NV3 will also stock Panasonic's new hybrid IP-PBX product, which the vendor has claimed bridges the gap between current telecom requirements and future integrated applications.
"It's early days for stock levels. They are decided in conjunction with Panasonic. It's not a confrontational partnership, but we will be concentrating more on the new product range," Hennell said.