3CX, the VoIP software vendor, is on a hunt to recruit 150 more resellers, and according to the man at the centre of the UK campaign, incoming Channel Manager Stephen Corrigan, his target does not fall on the optimistic end of projections.
The PBX market has had a torrid time this year: Industry analyst MZA says that the UK is now on course for its worst annual market performance since 1998 unless volumes dramatically improve in the next quarters. Prospecting for growth is not for the faint-hearted. But for 3CX, the creation of a new European reseller training centre in Kingston, Surrey, will foster new skills and stimulate even more sales of its hot selling pure IP platform.
Despite the credit crunch, Corrigan is upbeat about the task ahead: "We have a thriving reseller community and aggressive plans to grow the reseller base by 150 over the next 12 months. 3CX and its resellers are experiencing accelerating month-on-month growth of sales and revenues, even in the current climate."
According to Corrigan, the Microsoft Windows-based software 3CX IP Phone System offers ‘significant' margin opportunities for partners, and broadens the overall converged IT/telecoms product and services portfolio for resellers. "With over 30,000 downloads of the 3CX Phone System every month, it's a great time to win more business. It would seem that buyers are voting with their budgets and moving away from proprietary locked-in solutions that haven't changed since the 1970s," added Corrigan.
He believes that the economic climate is providing an opportunity for businesses to re-evaluate their telecom spend and identify whether they are receiving value from their existing suppliers. "It is all about making the smart investment decision, not just for today, but also with an eye to the future, and asking how well non-software systems will adapt and scale for our business in the future," said Corrigan. "The market has irrevocably changed, and this change is being driven by the market demanding more value, which only a software model can deliver. With the direction that voice is heading for businesses, the IP telephony market has come of age."
With over 30 years in the IT and communications industry, Corrigan has experienced a great deal of change management. "Identifying the right products and services to manage change is an area I have been involved in," he said. "Also, as a reseller and business owner of VoIP solutions, I understand the needs and requirements of both resellers and users. I can see the requirements and issues from all perspectives, which I would like to think puts me in a strong position to advise, educate and support our partners."
The 3CX Phone System is the subject of much development based on customer requirements and planning for future trends. The latest product update is v7.1 which introduces a number of new features, including CRM integration, Skype integration, Call Assistant and Call Reporting. 3CX claims to offer voice and data resellers a lift up onto pure IP software platforms. Corrigan noted: "We are seeing an accelerating trend in the market towards adopting pure software-based phone systems which deliver real value on costs, flexibility and continued innovation. Adding software based IP telephony means low risk, little-to-no investment in re-skilling staff, and access to a growing market."
The company has a solid foothold in the Netherlands and UK, and it hopes a sharper channel focus will provide a boost for the aggressive growth which is planned across Europe. According to Corrigan, the market demand for software IP PBXs is ‘huge' and one key challenge is to manage the opportunities. Another challenge, he notes, is increasing the number of resellers of the right calibre - from IT resellers to telecom dealers - supporting them and providing the right level of training and education. "3CX is, and always has been, 100 per cent channel focused," he stated. "We invest heavily in the channel by providing resellers with their own phone system, support, training, all at no cost."
He added that free one-day training sessions have been designed for reseller partners to quickly get up to speed, covering all aspects of implementing an enterprise phone system for customers. Partner support also includes a recently launched online training portal to augment the on-site training sessions, community forums, video training tutorials and blogs.