Comms supply specialist, Trust Distribution has launched a conferencing crusade, supported by manufacturer Konftel, urging resellers to take advantage of the endpoint market.
The two parties have developed enhanced levels of support, to encourage more resellers to ‘be braver’ and not leave any sales opportunities on the table for rivals to ‘steal’ further down the line.
Simon Hughes, Konftel Brand Manager at Trust said, “with Britain set to bounce back from the Covid pandemic, now is the perfect time for conferencing. We want to encourage more resellers to capitalise on additional revenue opportunities. I think there’s a danger some can be stuck too much in their comfort zone.
“Clearly creating an attractive price point is crucial when resellers are putting deals together, but if they don’t offer the complete solution, it can be counterproductive. They should always look at the bigger picture.
“Historically conferencing and endpoints have been viewed as a bit of an afterthought to be added to a sale as and when further down the line. But in a rapidly changing, more agile world, hardware is now being recognised more by resellers. Those neglecting it are missing out. Don’t get left behind.
“Cloud-based applications such as Teams and Zoom have grown massively over the last 12 months and high-quality video cameras and audio are essential. Don’t cut corners. Offer all the ingredients and sell the full solution. We are aware of resellers losing their customers to a rival who come in at a later stage, providing additional endpoints and services. They shouldn’t let people steal their lunch.
“It’s hard to offer everything upfront but they need to be thinking about endpoints more than ever because in an increasingly cloud-based world it’s easy to see on a call who is using a good quality camera compared to inferior options. A poor experience undermines the whole customer investment. Be braver and more forward-thinking.
“Audio is equally as important as video. If people can’t be heard clearly, then the meeting is effectively over. With the huge transition to hybrid working; the return to offices as well as remote working, there are huge reseller opportunities to clinch more sales. People need to be connected wherever they are working.”
Trust is developing three key market solutions - dedicated home working kits, huddle rooms and traditional board room packages.
Jeff May, Konftel’s UK Sales Director, says the company makes it very easy to come on board, without the need for lengthy certification and licences. He added, “one-to-one free reseller support, discounted demo kits and direct technical support are some of the many ways Konftel and Trust help resellers grow their businesses. Konftel has a solution for every scenario and all our products are Climate Neutral certified, meaning companies can conference with a clear climate conscience as well as stay connected.”