At your service!

At your service!

Phil Adams of Micro-P
Phil Adams of Micro-P

Since entering Telecoms Distribution, the last 12 months has seen Micro-P achieve considerable sales growth and investment in their communications division. Phil Adams, who has a strong heritage in telecoms and distribution, joined Micro-P last April to head up this side of the business so Comms Business Magazine asked him about the year just gone and the year coming.

Comms Business (CB): What has happened at Micro-P in the last 12 months in terms of changes that will benefit resellers?

Phil Adams (PA): 2011 saw considerable sales growth and investment in Micro-P’s telecoms distribution arm and one of the planks upon which we have built solid foundations for the year ahead has been the quality of the staff we recruited to the team that supports our resellers.

Philippa Parrish joined as Head of Communications Sales, James Burns as Category Manager for Peripheral Products, Andy Clarke and Kelly Maynard, NEC & Samsung Business Managers, plus Matt Teer also joined as Telecoms Dealer Sales Manager. All these people are key acquisitions to our business

and bring with them a wealth of expertise, industry and market knowledge. Further investment has been made in technical support, both in head count, integration test equipment and training as Micro-P drives towards offering the highest levels of technical support to channel partners. In line with increased activity and sales growth the telecoms dealer sales team has been augmented and expanded with additional sales heads to maintain service levels.

(CB) How significant today is the need for a complete service and support package for resellers?

(PA) It’s vital – and becoming more so as time passes. Technologies are changing fast and experience tells us that resellers are no longer just looking to a distributor for product availability and price, they are also insisting on the highest level of pre- and post sales technical support together with a full portfolio of value add-services. Last year we launched our own in-house Leasing Desk, offering the most competitive rates in the market, our Professional Engineering Services, offering Nationwide Installation, Maintenance and Project Management, a Network Services offering delivering all the resellers’ needs with regards to SIP trunks ISDN, MPLS networks etc. Additionally, our Education Team whose expertise is focussed on assisting resellers operating in the education sector, offering a full tender response service, Prince 2 project management, design, consultancy and technical AV accreditations.

Resellers have become more demanding as the complexity of the solutions they are selling increases – unified communications and fully integrated desktops, servers and applications all need new skill sets and for many resellers it is becoming harder and harder to keep up to speed. This is where we can truly add value for our partners as our wealth and well of expertise is both wide and deep and available for resellers. They need to know that at 4.00pm on a Friday afternoon when they are finding it hard to bring a solution in to service that we have people here that can help them through any difficulty.

(CB) How can Micro-P help resellers enter new markets and win more business?

(PA) By having the right products and services available at the right time. Our product portfolio is constantly being evaluated to make sure we can enable resellers to address existing and emerging markets with the right solutions and then have the right services portfolio to support those sales.

As I said earlier, the launch of our inhouse Leasing Desk and Professional Services, supports resellers in everything from a single standalone installation to the roll out of a multi-site large branch network. The launch of our Hosted Services offering, delivering hosted PBX, Contact Centre and FMC solutions with self-provisioning end-points, the recent signing with Aastra as a distributor of their SIP handset range, including their Microsoft certified SIP handsets, plus the recently announced Nokia distribution agreement. All of this complements our overall UC offering.

We are taking our resellers into new business areas and new markets, with new products and technologies; we are supporting them in larger deals with finance, engineering and tender support services. We are altogether a ‘joined up’ distributor.

(CB) What is your key message to resellers for 2012?

(PA) Good customer service never seems to go out of fashion and in 2012 providing service excellence and value for money will be key to customer retention. This is why we have invested not only in providing great support to our resellers but also in the support services they in turn need to provide their customers. I believe it is a vital and unique ingredient in the mix for a successful year ahead.

There’s more to come from Micro-P, much more and much faster. We are shortly set to announce the signing of major new telecoms agreements, with world-class suppliers, all of whom see the value of working with Micro-P; They’ve seen our growth, they’ve seen our direction, they’ve tested our service levels and they want to be part of it, watch this space!

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