Comms supply specialist Trust Distribution and Konftel have joined forces in a new crusade to encourage resellers to grab a bigger slice of the lucrative endpoint market by providing a complete solution including Konftel Climate Neutral-certified endpoints.
Simon Hughes, Konftel Brand Manager at Trust, said: “We want to encourage more resellers to capitalise on additional revenue opportunities. 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.”
This involves making sure that customers order high performance endpoints for video and audio.
“Historically, conferencing and end points have been viewed as a bit of an afterthought to be added to a sale further down the line. But in a rapidly changing, more agile world, hardware is now being recognised more by resellers. Those neglecting it are definitely missing out,” Hughes said.
He added: “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 customers to a rival who comes 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.”
To help resellers maximise the opportunity, Trust and Konftel are developing dedicated kits for three key markets – home workers, huddle rooms and traditional boardrooms – and supporting resellers with discounted demo kits and direct technical support.