Trust Distribution has issued a rallying call to resellers to move with the times and follow its lead – by successfully transitioning into a ‘new-age’ technology specialist, following ‘phenomenal levels’ of growth.
The North West business, with a nationwide client base, has undergone a mini revolution in recent years and is urging more customers to join its journey into cloud-based solutions, complementing continued strong demand for on-premise communication systems.
Its own hosted telephony platform (truSIP) and video conferencing systems from brands such as Konftel are set to propel Trust further forward throughout 2022, based on a seamless collaboration strategy, including high quality end points.
“Integrated UC apps such as Teams and Zoom have really come to the fore having exploded in demand due to the pandemic. This traction continues to shape the market and when combined with high quality end points, resellers can take advantage of significant growth potential.”
That’s the view of Simon Hughes, Konftel Brand Manager at Trust who says over the past two years in particular, there has been a major shift to the cloud taking place – with the company experiencing ‘phenomenal levels of demand’. “The resellers I speak to are doing a much higher percentage of hosted solutions compared to pre-Covid levels. There will always be a requirement for traditional on-premise systems for new and existing customers. However, the market is clearly moving in new directions too. Trust are well positioned to support our resellers no matter what stage of their journey they are at.”
He emphasised: “We’ve been trading for around 17 years and our core product range was originally based around the PBX. We’ve always been renowned as a telecoms distributor but now we are a communications and IT specialist including networking. We are much more solutions-based as our expertise evolves.”
Hughes added: “Cloud-based applications have grown massively over the last few years and high quality video cameras and audio are essential, for hosted as well as traditional on-premise systems.
“It’s an easy and additional value-added sale with various options available depending on a customer’s requirements. End points are more crucial than ever because they provide a quality experience that can undermine a reseller’s reputation if done wrong. It’s all about the user experience and it’s important not to cut corners. Hosted traction continues to grow and we offer high levels of support to ensure a simple and pain-free way for resellers to enjoy additional revenue success. 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!
“Many resellers do understand the importance but there’s still an education process required for some. The final few metres of the communications journey are crucial and opportunities are being missed. Teams and Zoom integration can get let down by poor camera and audio quality especially when just using a standard laptop.”
He highlighted: “Konftel is a key trading partner which is ideally suited to today’s trends as their products are vendor agnostic, easy to use and deliver an exceptional user experience.
“Conferencing in 2022 will be even bigger and better. As more people return to offices this will require more conferencing across more rooms as not everyone will be together at the same time. We won’t go back to the way it was before.”
Trust provides high levels of reseller support including a dedicated no jargon conferencing ‘Tru Guide’, for resellers to use with their customers. This is complemented by Konftel’s interactive room type guide that helps ensure the optimum equipment for every room type.
Hughes concluded: “We want to encourage more resellers to capitalise on additional revenue opportunities and transition at their own pace.
“High performance endpoints play a crucial role is delivering an optimum experience. 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.”