IT systems and communications distributor Comztek and Siemens Telecommunications are helping resellers address the sales opportunities of voice and data convergence technology in the South African market by encouraging them to join the Siemens Enterprise Reseller Programme (SERP).
The education campaign was launched at a breakfast held in Pretoria this morning where resellers were encouraged to sign up to the programme.
The SERP is recognised as a top-rated, five-star reseller programme, providing reseller partners with industry-leading incentives, marketing support, demand-generation activities, sales and technical assistance and online qualification and testing programmes.
"The majority of our resellers are data specialists. Our partnership with Siemens allows these resellers to become voice experts too, which will ensure they are able to provide their customers with an extended range of solutions as voice and data converge," says Kobie Coetzee, Siemens product manager at Comztek.
From a Siemens perspective, the Comztek reseller channel complements Siemens` channel strategy, service and support.
"Our resellers are instrumental in increasing our market share and introducing the benefits of next-generation HiPath IP communication systems to more and more businesses," says Fred Maurus, divisional manager: product marketing at Siemens Telecommunications.
SERP is a competence and performance-based reseller programme that establishes a direct relationship between the level of expertise and the status of a Siemens reseller. Reseller categories (Solution, System and Product) reflect specific competencies and skills sought by customers in the respective market segments.
"The programme creates the framework for our mutual success and increases support for our resellers as they move up the authorisation levels. This programme not only creates the conditions for success, but it also defines the measure of support that a reseller should expect from Siemens," adds Maurus.
According to Coetzee, resellers who sign up will be evaluated according to a set of criteria that measures a reseller`s customer support capabilities, continued investment in sales and business performance.
"We will help resellers design a plan to map out the most effective approach for their organisation, to rapidly meet the necessary requirements and become an authorised Siemens reseller," she says.
The authorisation programme is also designed to help resellers move to higher authorisation levels while investing in sales and service training, maintenance of the appropriate staffing levels and customer support infrastructure, while showing greater commitment to their relationship with Siemens.
Comztek resellers are encouraged to sign up and join the Siemens `Jump-Start` programme, which provides a quick and easy way for resellers to be able to efficiently sell VOIP with Siemens HiPath products.
The programme includes training credits, demo equipment, support and marketing funds to help resellers on their way to being productive and also help with the first year investment in taking on the Siemens HiPath product line.
"The Jump Start programme is geared at helping resellers based on the volume commitment they are required to make depending on the programme level achieved," says Maurus.
Resellers are encouraged to sign up and join the programme sooner rather than later as the next training sessions commence in March 2005. A pre-training phase of six weeks is required before technicians may attend the applicable lectures.
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