Distie newcomer Incanix signs second ally

Alcatel-Lucent distributor signs up to carry call-recording vendor ASC Telecom

Distribution newcomer Incanix claims it broke even in its first year of business as it signed its second vendor.

The Malvern-based firm began trading just over a year ago after winning a tender to become Alcatel-Lucent's second UK distributor. It claims to have since amassed about 50 UK VARs, including five that are net new to the vendor.

Incanix has now signed a partnership with call-recording vendor ASC Telecom and sales director Wendy Askew admitted its first year had been "tough".

"When we launched it was the bottom of the recession," she said.

"It has been a learning curve. The Alcatel-Lucent reseller base is very close knit and we have been welcomed with open arms by a lot of them. We are just about ready to launch with another partner as we wanted to get it right with our first one."

Askew said ASC had never used distribution before in any country but stressed that Incanix's role would be to find new resellers rather than cannibalise ASC's existing channel.

The duo launched an official reseller recruitment campaign on 1 March.

"Its call-recording product applies to any vendor – Cisco, Avaya, Siemens," said Askew. "It opens up channels to us. We already have an installation going ahead with a government body in the Republic of Ireland."

Askew acknowledged it was a tough climate for distribution start-ups but said she was satisfied with the firm's progress.

"We are pleased with how it has gone in our first year. We broke even and we are going to move into larger premises," she said.