Trust Distribution Launches Conferencing Crusade
Comms supply specialist Trust Distribution has launched a conferencing crusade – supported by manufacturer Konftel – urging resellers to grab a bigger slice of the lucrative endpoint market.
The two parties have developed enhanced levels of support, to encourage more resellers to ‘be braver’ and not leave any sales opportunities on the table for rivals to ‘steal’ further down the line.
“With Britain set to bounce back from the Covid pandemic, now is the perfect time for conferencing,” says Simon Hughes, Konftel Brand Manager at Trust. “We want to encourage more resellers to capitalise on additional revenue opportunities. I think there’s a danger some can be stuck too much in their comfort zone.”
He emphasised: “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. They should always look at the bigger picture.”
High performance endpoints play a crucial role is delivering an optimum experience, as Hughes highlighted. “Historically conferencing and end points have been viewed as a bit of an afterthought to be added to a sale as and when 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. Don’t get left behind.”
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 their customers to a rival who come in at a later stage, providing additional endpoints and services. They shouldn’t let people steal their lunch!”
Hughes concluded: “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.
“Audio is equally as important as video. If people can’t be heard clearly, then the meeting is effectively over. With the huge transition to hybrid working; the return to offices as well as remote working, there are huge reseller opportunities to clinch more sales. People need to be connected wherever they are working.”
Trust is developing three key market solutions – dedicated home working kits, huddle rooms and traditional board room packages. “For the past year our industry has pretty much just been furnishing people’s needs. Now is the time to analyse their requirements for the long term, rather than a quick fix.”
Jeff May, Konftel’s UK Sales Director, says the company makes it very easy to come on board, without the need for lengthy certification and licences.
“One-to-one free reseller support, discounted demo kits and direct technical support are some of the many ways Konftel and Trust help resellers grow their businesses. Konftel has a solution for every scenario and all our products are Climate Neutral certified, meaning companies can conference with a clear climate conscience as well as stay connected.”
Konftel is a leading company within collaboration endpoint solutions. Since 1988, our mission has been to help people in businesses around the world to have meetings regardless of distance. We know that remote collaboration is an effective way to save time, money and contribute to a more sustainable world. We are Climate Neutral Certified, offering customers an option to purchase video conferencing equipment while keeping a clear climate conscience. Crystal clear audio and a sharp video image are essential for efficient meetings; this is why we only focus on cutting-edge technology in our Collaboration Solutions. Our audio technology OmniSound® is built into all Konftel Conference phones and devices. The products are sold globally under the Konftel brand and our headquarters are based in Sweden. Read more about the company and our products at konftel.com