Siemens Channel Model Gets Resellers’ Vote

Siemens Enterprise Communications has announced sharply improved satisfaction levels, notably for supply and logistics, among its UK resellers, since it changed to a two tier distributor-reseller model in September last year.

The endorsement of Siemens channel strategy comes in a survey of 38 resellers conducted by the unified communications specialist in March this year. The research’s key findings were that:

– Most resellers are absolutely satisfied or satisfied with Siemens

– Increased satisfaction with Siemens for the key metrics of – satisfaction, pre-sales support, support, billing, product portfolio and logistics

– A majority of resellers see more or a lot more value in the relationship with Siemens than other unified communications providers

Siemens adopted the new channel structure based around value added distributors, DataSharp, MTV Telecom (ScanSource Europe), Nimans and Rocom to specifically enhance the way stock levels and supply chain logistics were managed. This change has enabled Siemens to concentrate more closely on design and development of market-leading unified communications product offerings as well as building its GoForward! Channel support programme.

As well as dual-branded websites and Virtual Marketplace sales enquiry tools for resellers, the GoForward! Partner Programme is also now providing partners with a CashBack programme until September to encourage customers to upgrade their legacy systems to HiPath Open Office or HiPath 3000 converged communications products as well as buyback of old telephone handsets. Depending on the solution sold, resellers can be eligible for up to £1000 Cashback which can be used to offset lease costs, to provide a customer with additional discount or to improve retained margins.

Leon Mangan, director, indirect channel, Siemens Enterprise Communications, comments: “Our reseller survey vindicates our decision to change to a distributor-focused channel last year to enhance supply chain support. We’re pleased that reseller satisfaction levels on the key indicators were substantially up on levels seen last autumn.

“This is enabling us to not only innovate in unified communications product offerings but also in supporting partners’ business modes, whether by setting up revised credit streams or joint new business development tools. Our latest channel innovation, the £1000 CashBack incentive, has the potential to kick start end user buying decisions, even in the current trading conditions.”