TeleWare is offering an incentive for new resellers whereby they get a payback of call charges as marketing funds; it is designed to kick start new resellers and help them to increase profits during the initial introduction period of becoming a reseller.
New partners need to be fully accredited to join the payback scheme and TeleWare is offering a full training programme covering pre-sales, technical integration and support at offices in London and Thirsk in Yorkshire. The payback scheme runs for three months and funds can be used on a range of activities to help grow channel partner’s TeleWare-related sales, such as seminars, telemarketing or collateral creation.
TeleWare has a highly personalised approach to reseller recruitment aimed at helping partners to augment their existing portfolio to make sure that it is revenue enhancing and overcomes the commercial and technical issues of adding hosted services to an existing product portfolio.
TeleWare has four product sets, all based on its own in-house developed technology and aimed at companies with mobile and distributed workers. The new recruitment drive aims to add an additional 20 resellers, initially to specialise in the IP Centrex and SIP Trunking areas with the potential to extend into value added applications for call management, personal unified communications and fixed mobile convergence.
“All the TeleWare product sets interoperate so we will typically recruit resellers based on the straightforward IP Centrex or SIP Trunking sale. Then, as they establish their capabilities, we agree together which areas to accredit them in further to sell the additional value add areas of our portfolio,” explained Lesley Hansen, Marketing Director for TeleWare Plc.
“We will typically run a workshop to establish which solutions and approaches are most suited to their target markets. Our products are not sold as a one-size-fits-all solution. We tailor our products into packages, working closely with the reseller to establish their product offering and supporting them during initial sales,” she explained.