The Perfect Host
Posted on June 29, 2012
More and more resellers are ‘dipping their toe’ into the hosted telephony market with Nimans, by embracing a forward-thinking business strategy to develop new revenue opportunities.
The distributor says it’s not about replacing traditional communication methods with new ones – but catering for all tastes and requirements, now and in the future.
Nimans joined forces with SIPCOM last year, one of Microsoft’s key service providers acrossNorth Americaand EMEA to offer resellers a full ‘enterprise level’ PBX hosted solution. Customers can also take advantage of hosted unified communications through Microsoft Lync to complement and ‘layer in’ additional services such as presence and instant messaging.
Nimans’ customers can give businesses access to the latest communication solutions without the need to invest in any potentially expensive infrastructure, says Head of Networks, Mark Curtis-Wood.
“This alliance with SIPCOM is another vital piece in the jigsaw as we reinforce our position as a complete converged communication supplier. Ultimately it’s about helping our resellers be better positioned to capture new revenue streams.”
He continued: “I think hosted in general is a bit of a slow burner across the industry. But more resellers are realising they need to join the party and ensure hosted becomes a key strategy going forward. Many are adopting a longer term view.”
The sub 20 market is where Nimans is seeing the most progress, said Mark who added: “A lot of our customers see this as a bit of a sweet-spot whilst a lot of other core business sits above that.”
He emphasised: “We recognise that it’s still a steep learning curve for some who prefer just to continue doing what they know. That’s why we place great emphasis on training and provide customers will all the support they need as it can initially seem a bit daunting. Confidence is an important factor so we provide resellers with a couple of trial handsets to use in their offices to get familiar with the technology before they go out to market.
“Resellers incorporate hosted into their portfolio with everything else they are doing. No one is saying they have to replace it and only sell hosted. But it is something they should have in their kit bag.
“The good thing is that hosted can target virtually any sector. There are no industries that are alienated so resellers won’t feel restricted. It’s just a case of understanding certain requirements for certain markets and how they can be met. With the expertise of Nimans and SIPCOM behind them, it’s a pain free process.”
Mark concluded: “In many ways the full picture is still to emerge. But the key is for resellers not to get left behind. It could be too late then.”