“Working with Multitone will be a very different experience,” commented Peter Lomax, Key Account Manager at Multitone. “We are planning more for the longer term than other suppliers and are committed to develop close relationships with channel partners without pressurising them to achieve targets or invest in minimum stock levels.”
Multitone is looking to build up a small network of up to twenty specialist partners rather than try to copy other manufacturers, which have tried to saturate the market and resulted in reduced margins for all. Already, six resellers have signed up to this new programme including Key Solutions and Technicom Solutions.
According to Colin Hill of Key Solutions: “After experiencing the indifferent approach exhibited by other suppliers, we have been very impressed by the enthusiasm shown by Multitone towards working with channel partners. The whole organisation has taken the time to really understand how we work and the high levels of commercial and technical support provided have already helped us to make major inroads into some new and significant markets.”
A key attraction of the Multitone range of wireless and IP-enabled telecoms, messaging and personal security systems, is that they complement existing product portfolios enabling resellers to sell far wider reaching solutions. All Multitone systems integrate with existing PABX and IP infrastructures to deliver reliable, high value mobility solutions to users.
High levels of support are delivered by Multitone’s channel team lead by a dedicated account manager with the expertise to help resellers develop key vertical market applications. In the UK for example, over 65% of all hospitals and 85% of all fire brigades use Multitone systems.
Multitone will assist with initial customer calls and product demonstrations through to system design, commissioning, installations, training and ongoing support. Multitone also actively supports partners with joint marketing programmes and other co-op funded activities as well as providing ongoing telemarketing campaigns to generate quality sales leads. Partners also have access to their own website where they can access important information such as product documentation, manuals, training information, etc.
“We are taking a pragmatic, practical approach to build a channel partner network that will deliver long-term success. It will put partners in a stronger position by giving them the ammunition to deliver a complete range of value added solutions and eliminate the competitive, price driven tendering process that afflicts all resellers supplying ‘me-too’ products,” concluded Peter Lomax.