Manchester-based Trust Distribution is urging resellers to make more of the endpoint market and not leave sales opportunities on the table for competitors to leverage further down the line.
Simon Hughes, Konftel Brand Manager at Trust said: “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.
“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.”