Channel Not Immune to Change says ICON

Mark Shane sales manager at distributor Icon is ebullient about the opportunities in the smaller PBX market.

Shane says, “Significant changes are taking place in the products and channel. End users are now much more aware of the capabilities of communications and the knowledge is no longer the preserve of the IT or communications specialist.

As a result users have greater expectations of their phone system. This consequence is that the market is being driven towards SME affordable solutions which are feature rich. Even in small businesses with only a few extensions users are expecting their telephone system to offer voice mail, recording, home working, and mobility and suppliers are responding by offering appropriate equipment.

Vertical Communications has always been able to offer a feature rich solution with its Televantage product but has now strengthened it position in this niche with the launch of Xcelerator IP, which address the lower end of the segment, and with Wave (due for release in the UK this year) which is suited to businesses requiring up to 24 extensions and beyond.

The channel is not immune to this change and to succeed needs to respond by becoming much more consultative in its approach by offering solutions rather than products.”

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