AUSTRALIAN communications software vendor System Solutions has revamped its partner programme to drive its move into the Voice over IP market.
General manager Michael Warnock says the company is in talks with three local tier-one systems integrators to take on its new VoIP-capable MessageManager software for medium to large companies.
“We are in final discussions with them at the moment and are confident that we will be able to announce who they are before Christmas,” he says.
The new partner programme is designed to attract a new set of partners to the range, which was previously centred on fax, telex, SMS and document delivery tools.
“Voice was a natural progression and with IP technology and convergence gathering momentum we wanted to catch that wave and target new partners that we historically probably would not have dealt with,” says Warnock.
Partners are now divided into three tiers: certified partner, partner and reseller, based on revenue and area of focus.
Certified partners have the highest revenue targets and need to have national reach with sales and technical staff trained in the company’s products, but also receive the highest pricing discounts on products, as well as access to a cooperative marketing fund, support and technical training and quarterly updates of the vendor’s products.
Warnock aims to appoint three to five certified partners in the next 12 months.
“We want to develop a partner base which is manageable so that we can establish true partnerships in which we spend time with partners and develop business with them. If you have 50 or 100 you cannot give them the support they need,” says Warnock.
Warnock says that many companies are undergoing a technology refresh at the moment and have VoIP on top of their minds. System Solutions’ VoIP offering is an XML-based server that complies with global standards, on top of which runs applications for unified communications such as voicemail, fax and SMS, he adds.
System Solutions is currently working with Microsoft and Intel to build a mobility offering that it plans to launch in February next year with a roadshow in Auckland and possibly Wellington.