Voice Resellers Struggle with Price say Titan

Titan Technology is, despite the weather, set to complete a successful summer season of hosted VoIP solutions with their channel partner, Wireless Events, at a series of music festivals including Glastonbury, Isle of Wight, Leeds and V.

The service has been provided via the Broadsoft platform that Titan operates has been such a success that the contracts have been renewed for 2008.
Rob Murdoch, Director of Titan says, “Historically these events have been supplied by BT. Typically, for each installation, we provide 8 BT lines which are in turn used to provide 8 broadband circuits from either Griffin Internet or Murphx and up to 250 extensions. There’s a lot of companies involved in the installations. We recommend either Linksys or Polycom IP phones as they interoperate with Broadsoft platform so well.”

Murdock adds that currently he is signing up smaller resellers with turnovers up to around £5 million a year.

“The majority of these new resellers are IP centric and don’t have problems selling at £17.00 per user per month. Voice resellers on the other hand always seem to struggle with that and believe hosted IP services are price driven. They can’t sell the value proposition and only want a better price. Having said that we are bringing some voice resellers on board but again, there is a big technical gap between the two types of reseller – especially with resellers that today only focus on minutes sales.”

Murdock concludes that hosted IP services still represent a huge education issue for the channel but nethertheless he urges all resellers to evaluate the possibilities with Titan.