Tag Archives: channel

Trust Strike Ascentae Deal

Creative Workspace SolutionsTrust Business Partners has announced a new contract with Ascentae to support growth into the UC VAR space. Trust will provide business consulting services to support the growth strategy of Ascentae, a fledgling UK distributor of AV equipment and services.

David Pitts and Graham Bunting will be working with Jon Knight of Ascentae to promote CREATIVE WORKPLACE SOLUTIONS as a key differentiator for UC VAR’s to sell more to their existing customers and make them stickier.

It’s a debate that many businesses face as they ponder the possibilities of digital transformation. How can the benefits of greater collaboration be embraced without losing all paper-based processes? The business value of improving collaborative opportunities may be obvious, however, there seems to be a degree of apprehension when it comes to transferring to digital. One major barrier to change is workplace culture and the reluctance to introduce new technology for fear of disrupting tried and tested processes. Organisations want to take small steps towards a new working world rather than a giant leap to overhaul existing practices.

Ascentae’s exclusive distribution agreements include the Nureva HDL300 Audio conferencing technology. At the heart of the HDL300 is Microphone Mist technology, which fills the room with 8,192 virtual microphones.

Listening to all microphones simultaneously, it dynamically selects the one closest to the speaker, ensuring the best quality sound for remote listeners.

“Trust and integrity are the foundations of partnerships,’ says Graham Bunting ‘and we are looking forward to working with Ascentae to help grow and expand their business.”

Building a channel – a simplistic view

What’s in it for me? And What are you going to do to help me? These are just two of the key questions any potential channel partner will be asking, presupposing that you can get an invitation to meet in the first place. How quickly can the new partner generate profitable revenues, and who will assist them to price, win and implement their initial sales? Next steps are to really build a significant revenue stream together and manage the support issues and obvious cash management challenges, notwithstanding the “hygiene” factors of ongoing training and relationship- building ongoing trust and goodwill. It is a worthwhile journey if you are committed to this path. One word of caution- don’t do this if investing is something you are trying to avoid – you can’t build success by “allowing” partners just to have access to your offering. You may make a few opportunistic sales, but you won’t build a business.