Alcatel has launched a new direct touch sales team to generate sales leads for its partners.
The telephony company has made the move in a bid to boost sales annually by 20%, particularly in the government and corporate space for its customisible PCX voice offering.
The direct touch sales team is an Australasian initiative and will not affect the company’s 100% channel effort on either side of the Tasman.
The French phone company has appointed Liam Denton as a direct touch account manager to run the New Zealand program. Denton joins the company’s two pre-sales support team and national channel manager Richard Briggs in Auckland.
While Alcatel’s Australian operations include two value-added distributors and five Premium partners, in New Zealand the company operates through just two premium partners- GDC and Commspec.
Denton, who has nearly 20 years sales and marketing industry experience, says the Kiwi market is so small that Alcatel can supply these partners direct, who then on-sell and implement to their customers.
“I’m a resource to create leads for the channel,” he says, explaining his role.
“There is a lot of activity in the IP telephony scene. The clients like to talk to us direct as a vendor, while still having a relationship with the partner,” Denton continues.
Alcatel says the scheme follows calls from partners wanting the vendor to be more active and increase brand-awareness to end-users.
It will work by Denton and two other Australian appointments using the company’s database and networks to generate the leads. However, each transaction and fulfilment of the contract will be done through its partners.
Direct Touch is the latest initiative to be launched by Alcatel since dumping its in-house enterprise sales division over two years ago.
The telecoms vendor also maintains a business partner program, as well as a cooperative funding scheme providing partners with financial initiatives based on how much they sell.