Trust Distribution has teamed up with Konftel to encourage resellers to grab a “bigger slice” of the lucrative endpoint market.
The two companies have developed enhanced levels of support to encourage more resellers to seize all opportunities around conferencing technology.
“With Britain set to bounce back from the Covid pandemic, now is the perfect time for conferencing,” stated Simon Hughes, Konftel Brand Manager at Trust.
“We want to encourage more resellers to capitalise on additional revenue opportunities. I think there’s a danger some can be stuck too much in their comfort zone.
“Clearly creating an attractive price point is crucial when resellers are putting deals together, but if they don’t offer the complete solution, it can be counterproductive. They should always look at the bigger picture.”
Conferencing and endpoints have traditionally been viewed as an afterthought to be added to a sale further down the line, Hughes said, adding that as the business world becomes more agile and flexible, resellers neglecting the opportunities around conferencing risk being left behind.
“Don’t cut corners, offer all the ingredients, and sell the full solution. We are aware of resellers losing their customers to a rival who come in at a later stage, providing additional endpoints and services,” he advised.
“It’s hard to offer everything upfront but they need to be thinking about endpoints more than ever because in an increasingly cloud-based world it’s easy to see on a call who is using a good quality camera compared to inferior options. A poor experience undermines the whole customer investment. Be braver and more forward thinking”
Trust is developing market solutions around three key areas in the new hybrid working world: dedicated home working jits, huddle rooms and traditional board room packages.
