IT systems and communications distributor Comztek has been appointed as an official distributor for the Siemens HiPath range of IP-enabled PBX systems.
Paul Conradie, manager director at Comztek, says the deal with Siemens is a watershed alliance in the industry as it is the first time that a leader in the PBX space has formally aligned with a distributor whose primary focus is in the data networking arena.
"Comztek`s approach has always been to align with best-of-breed products that have strong brand awareness. With Siemens, we now have a widely recognised brand to offer our customers, but more importantly, Siemens technology and skills will enable our resellers to go to market with confidence."
Greg Bezuidenhout, managing director of Enterprise Networks at Siemens Communications, says that with the growth in the convergence of voice and data, the acceptance of voice over IP (VOIP) has increased exponentially in recent months.
"We recognise that there is an opportunity to develop a new channel where the VAR`s and system integrators` expertise and ownership is in the classic data networking space," he says. "Convergence invariably implies that the custodians of the data network become the custodians of the VOIP infrastructure, and we therefore want to leverage the opportunities available in this market."
Bezuidenhout says that, as one of the leading voice technology companies worldwide, Siemens has consummate knowledge and skills surrounding the area of voice integration.
"Our aim in establishing a close relationship with Comztek and its channel partners is to assist them to improve their voice skills, and in so doing, give them the confidence to integrate our HiPath IP-enabled PBXs into their customers` networks," he adds.
Chris Rodgers, business development manager at Comztek`s telecommunications division, says that while the negotiations with Siemens started long before the minister of communications` announcement on the legalisation of VOIP, the agreement has been unbelievably well-timed for Comztek.
"The Siemens Enterprise Reseller Programme (SERP) caters well for our channel and offers value-added services such as online pricing and configuration tools for authorised resellers. This makes it really simple to do business and reduces the time taken to configure a system and compile the associated quotation," he says.
Rodgers explains that to qualify as an authorised Siemens reseller requires certification at various levels dependant on the category of reseller status being pursued.
"Certainly we see Siemens accreditation as a very marketable characteristic for our channel partners and one we are sure will be favourably viewed by the business community as a whole," he adds.
According to local research house BMI-TechKnowledge, Siemens currently holds number one position in the South African PBX market. Internationally, Siemens has won numerous accolades for its IP-enabled PBX systems, including the `Network Computing Editors Choice` for best and lowest cost VOIP PBX.
Organisations in an IDC study saved an average of 51% on network management costs and 55% on system administration costs by deploying the HiPath platform with Singlepointnetwork management. The study also showed that the average cost for MACs fell by 67.9%.
"Siemens` philosophy is to design PBXs that leverage the benefits of VOIP but minimise the risks by retaining elements of legacy TDM PBXs to ensure service continuity," says Rodgers.
"This approach offers resilience against some of the vagaries of IP such as viruses and security breaches, yet still offers the usual advantages of easy moves, add-ons and changes, application integration and instant conferencing," he concludes.
The formalisation of the partnership between Siemens and Comztek supplements Siemens` existing channel and creates an entirely new distribution channel, which leverages the greater opportunities that result from the convergence of voice and data networks. This will help to grow the market for Siemens Telecommunications in South Africa.
Centratel, the specialist voice distributor, manages the Siemens voice channel in South Africa and will continue to grow the Siemens HiPath brand in the Voice and Convergence market.
Comztek will focus on growing Siemens` market penetration through its (Comztek`s) existing channel.
Comztek and Centratel will both assist resellers to become Siemens Authorised Resellers, in line with the Siemens Enterprise Reseller Programme (SERP).
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