In an interview with CRN Mike Powrie, sales manager at GN Netcomm Australia (owner of the Jabra brand) said over the next 12 months the vendor plans to sort out its resellers and evaluate who its best partners were.
"Currently we have only a one tier channel," he said.
"We want to evaluate our best partners, not only through their volume of sales, but also their sales coverage in specific verticals and whether or not they cover rural areas and New Zealand."
Powrie said the vendor wanted to get the message out to resellers that its products were for both call centres with analogue headset and unified communications (UC).
"Ideally within six months [Jabra] will have a healthy mix of traditional contact centre resellers to UC experts," he said.
"UC is a growth market and isn't restricted to the IT department.
"Organisations are using collaboration for their marketing departments to receptionists."
Powrie said any reseller looking to get into the UC market must make an investment in their staff to ensure they understand the mechanics of how It worked.
Despite Jabra's push into the market, it hasn't shut the door on old world contact centres.
The vendor has no plans at the moment to incorporate a cut off number for its reseller program.
"At the moment we've got more business than resellers," said Powrie.
"We'll deal with the cut off when it comes to it."
He said the margins for Jabra products were very good and a "hell of a lot more than traditional hardware".
"I've been in IT for 15 years and have seen the decline in margins, but we are one of the little bastians of healthy margins left."
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