Exclusive: Robertson Hails Single Vendor Benefits

Comms Business Magazine spoke exclusively with Jim Robertson, recently appointed Business Development Director at Capstan Communications and asked him, “What were the driving factors in your decision to move to Capstan and why do you believe they are the right choice for the channel?

“This is an easy one to answer. Capstan Communications is in the enviable position of being able to focus on products from one vendor as Capstan are the exclusive importer and distributor of LG Ericsson products in the UK. Capstan appreciate that focus on one vendor brings many advantages to the reseller. In particular, the ability to be able to offer a complete solution to the reseller with the addition of LG Ericsson switches and wireless solutions show that we are really focused on the needs of the reseller.

Sales, technical, marketing and logistics are all geared to providing for the needs of the reseller. Resellers know that when they pick up the phone and talk to a member of staff from Capstan they will be getting the level of service that they should expect from their distributor.

Having worked in this industry for many years, I have always believed that providing a level of service to the reseller that at the very least meets their expectations is a formula for success. We should not lose sight of the fact that it is the reseller that is on the ‘coal face’ and will look to its distributor for support and assistance with Business Development, a fact that, in my opinion, too many distributors ignore.

I was very impressed to see that Capstan Communications does not hide behind voice mail or e-mail, which is often a real frustration for channel partners. The philosophy is very much based around picking up the phone and talking. If you want to know how a distributor is doing, then speak to the resellers. I have done just that and I received tremendous feedback. No wonder Capstan has so many loyal resellers. After all, communications is our business.

In today’s market it can be very expensive to ‘on board’ a reseller, however the team at Capstan have a very different approach. Capstan offer all their sales and technical training courses free of charge and this is coupled with a Business Development team that will assist the reseller with demonstrations’, configurations, sales training, seminars, and assistance with the execution of marketing plans. In addition to this, there is an extensive website and customer portal with on-demand virtual training.

Over the years I have been involved with many different products and vendors and having seen the IPECS MFIM- 50, 100 & 300 I would recommend that any SME reseller come along and see what the products can do for your business. The IPECS-50 is a state of the art fully dispersed pure IP telephone system and is currently a contender for telephony system of the year. It is an exceptionally highly featured PBX that more than competes in a competitive market space.

Another contributing factor is seeing first-hand how good the relationship is between Capstan and LG Ericsson. Capstan and LG Ericsson both appreciate that it is the channel and not the vendor that drives business.

There are really exciting things happening here with complementing products being added to the portfolio and I firmly believe this will all be great news for the reseller channel and I am very pleased to be part of the team at Capstan Communications.”

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