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Nimans bucks the trend

Phone system sales still rising at Nimans, despite falling demand overall

Paul Burn, Head of Category Sales, Nimans
Paul Burn, Head of Category Sales, Nimans

The communications distributor reports that orders for Samsung, Panasonic, NEC, Unify and iQ communications systems are in ‘good shape’, despite competition from off-premise cloudbased technologies.

Nimans Head of Category Sales Paul Burn says demand for CCU shipments and associated applications in the sub-100 extension segment is down 3% across the industry as a whole, but up 10% year-onyear at Nimans.

“Everyone is aware that the impact of the cloud and an uncertain economic outlook is biting into the traditional comms space – but not at Nimans. We are not only placing significant investment in helping resellers protect their existing revenue streams, but are also developing new areas of activity such as applications and WLAN,” he said.

Paul argues that in today’s converging market resellers shouldn’t obsess about whether on- or off-premise is the best deployment model, as this is rarely the most important factor.

“The market has moved on but it’s kind of endemic to how some people are currently thinking,” he said. “As an industry we shouldn’t get too obsessed by the cloud verses on-premise. The mindset around deployment rather than functionality and solution sales needs rebalancing. CPE or cloud doesn’t need to dominate the whole conversation. What the customer wants, what they are trying to achieve and how their staff work are much more fundamental questions.”

He added: “We have a luxury we’ve never had before. For the first time, we can confidently ask what the customer is trying to achieve, because it’s very unlikely software, which provides the customer with secure remote monitoring and control of an individual UPS from anywhere, at any time,” he said.
“Here at Nimans we are in the enviable position of covering all bases. We have a strong PBX portfolio, our own hosted offering and hybrid solutions like Unify. If you want to sell standard phone systems, we are here for you; if you want to sell full-on hosted, we’re here; and if you want to sell hybrid, we are here for you as well. The market is shifting, but we give resellers the comfort of moving only when the time is right for them.”

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2018