Great Success

By Sharon Linsenbach  |  Print this article Print


Desktop-as-a-Service Designed for Any Cloud ? Nutanix Frame

The unified communications software provider says its bundles will help VARs sell the technology into the SMB space. 

Quarton said his company has had great success with the UC Server Standard Edition, in its former guise of Call Attendant Office. "It's a huge part of our portfolio.  We deployed it in both SMB and enterprise accounts, and it's been a real differentiation point for us," he said.  

Quarton said the Objectworld bundles give his company another opportunity to approach customers across a variety of industries who haven’t previously been potential communications customers. "By bundling CEBP, Objectworld is creating a way to get to a customer set that we haven't really pursued," he said.  

Currently, Quarton said his company has around 50 customers, ranging from SMBs to large enterprises that Teoma is supporting on the Objectworld products.  He added that his customers run the gamut of industries, including auto manufacturing, suppliers, education, financial services and health care. "It's not really the industry, but the customer need and the type of things that each bundle can help them with," he said.   

Suter said Objectworld recently signed the 100th VAR to its channel program and is focused on expanding further. Objectworld offers Web-based product training followed by a two-day, in-house lab component for hands-on training, he said.  The company is also close to releasing a best practices guide for channel partners that will include customer checklists, a needs analysis worksheet and other tools, he said. The guide comes with Microsoft Project templates, so the steps that VARs need to deploy a UC system are laid out clearly and easily, Suter said.   

The bundles are compatible with the Microsoft Windows platform, but Quarton doesn't believe that Microsoft's own UC platform will affect his Objectworld sales or turn customers away. "We see it as a complement to our solution," he said, adding that he leverages the Microsoft compatibility with customers. "Objectworld can be layered into the environment to enhance productivity and efficiency," he said.

Sharon Linsenbach Sharon Linsenbach is a staff writer for eWEEK and eWEEK Channel Insider. Prior to joining Ziff Davis, Sharon was Assistant Managing Editor for CRN, a weekly magazine for PC and technology resellers. Before joining CRN, Sharon was an Acquisitions Editor for The Coriolis Group and later, Editorial Director with Paraglyph Press, both in Scottsdale, AZ. She holds a BA in English from Drew University and lives in the Philadelphia suburbs with her significant other and two neurotic cats. When she's not reading or writing about technology, Sharon enjoys yoga, knitting, traveling and live music. Sharon can be reached at Sharon.Linsenbach@ziffdavisenterprise.com.

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