The Nimans Major Accounts division has seen a 48% increase in business this year, but warns that channel partners are still missing out on sales opportunities.
Business unit head Colin McGregor said: “Partners are still leaving 20-30% of revenue of a UC implementation on the table in terms of headsets and other devices, which, for me, is the final and most important part of the chain in terms of audio performance.
“Millions of pounds can be spent on systems and infrastructure but if a cheap headset is used it undermines everything else. It’s one of the biggest surprises I’ve seen. Not only are resellers allowing their customers to buy online, worse still their competitors can come in and quote on headsets and then get their feet under the table for everything else.”