Greater Education Drives PBX Sales

Resellers are reaping the rewards of greater knowledge and confidence to drive sales in the 25-50 user PBX market – as they push the boundaries beyond traditional telephone functionality. Ian Brindle, Head of Dealer Sales at Nimans says resellers are better educated and much more comfortable in embracing IP technologies and the different applications on offer – thanks to the support services and training provided by the distributor.

“Typically what is happening is much greater impetus with IP. It’s been a slow uptake but it’s gaining momentum all the time. More and more businesses in this arena are utilising the wrap-around applications, such as voice recording and mobile integration, which can be useful management tools.”

He continued: “These trends are increasing month on month as part of a steady progression. A lot of this can be attributed to better educated resellers. They are far more tuned-in to proposing these solutions; thinking much more strategically than just standard phone systems.

“They have built up skill bases both from a sales and technical perspective so they are more confident and comfortable in this market. They realise that if they don’t embrace new technologies there is a danger they will get left behind.”

Nimans has a broad portfolio ideally suited to this sector, from Panasonic, NEC, Siemens, Avaya and now Swyx, according to Ian who added: “There’s been a careful thought process here to offer our customers a wide range of different ways to maximise their revenue in this sector. Swyx, the pure IP PBX software-based solution is a great example of this ethos. All brands have all been carefully selected to address evolving market