Plantronics: Startup market next big VAR opportunity

Vendor launches channel scheme to get incubator firms using its kit

Plantronics has said its new scheme designed to help startups keep in touch with their investors and customers via its technology will be the next big opportunity for its channel.

Last month, the vendor piloted a scheme to help startups and incubator firms grow through use of its technology with the help of six of its reseller partners. It claims the project was so successful that it is now available to all its partners.

The scheme provides special pricing to up-and-coming companies and offers them free trials of Plantronics kit with the hope of giving them access to technology they may otherwise be unable to afford.

Paul Dunne, Plantronics' head of UK and Ireland channel sales, said working with fledgling firms could be a good long-term growth opportunity for the channel.

"One of the things we recognised is that startup companies have pretty tight cashflow," he said. "They are often fragmented around the country – or in some cases around the world – so for some organisations, sometimes communication costs can be significant.

"We're looking to introduce our products into those organisations and that is going pretty well."

He added that the nature of startup businesses can mean they don't necessarily have any fixed bases, so communication technology is even more important.

"Being available to investors and customers is really important so many of these are trying to stay in touch while working in small offices or in coffee shops – they are always on the move," he said.

Headset rival Jabra has been vocal about the duo's competition in the market – last year it launched an incentive scheme to lure Plantronics partners and last week said it wanted to disrupt the latter's important fourth quarter over the coming weeks.

Dunne declined to comment directly on Plantronics' rival's claims but insisted his firm was doing well.

"I can't comment on anything Jabra is doing," he said. "We continue to have a long-term play in the marketplace and continue to invest and work with our partners. Business is booming."