“The impression I get talking to voice based resellers, especially those in the LCR and minutes market, is that they see the threat coming from VoIP but are not sure what to do about it. We don’t see the skills issue as a barrier to entering the market because as a value added distributor we can plug any skills gap.
My message to the channel is to work with partners to provide solutions. Find partners who have turnkey skill sets that can transfer to customers but at the same time deliver traditional value add.”
Dobson’s product range include VegaStream for legacy system IP integration and under the Pandora brand, a hosted IP telephony application working on a WorkSmart platform that is hosted in the data centre next door to VComm.
“Hosted is not just about voice,” says Dobson, “It’s about applications too. We have IM, call centre and collaborative tools; we have found the sweet spot to be around the 25 seat position and in essence, we are Pandora UK.”
Other products in the VComm portfolio for distribution include Wireless VoIP Access points and Red Box call recording. There are also set to sign an agreement with Funkwerk.