The Channel Magazine
Issue 18 – February 2008
Solution Feature
 
Turnstone
 
Turnstone provides core communications support to New Zealand SMBs with connectivity needs across multiple sites.
Peter Naylor, Sales Manager for Turnstone, acknowledges that while UC benefits are generally obvious to end users, they are not as transparent to resellers and integrators.
 
“The benefits aren’t always obvious to our partners, an important one being long-term relationships with customers.

When you enter into UC and VoIP, you're entering into a long-term relationship that allows the end user more ability for their own growth,” he said. 
 
In addition, services offer TCO saving for the end users while providing a monthly Turnstone partners, based on a monthly revenue report.
 
When questioned about challenges partners may face in the UC and VoIP markets, Naylor responded,
 
“Getting the partner to understand the wide variety of solutions available and perform meaningful need analysis for the customer to show accurate ROI. With the rapid development of technologies in the UC and VoIP arena, a key challenge is just educating customer about the technology”
 
Because of the complexity of the solutions, Turnstone uses channel partnersfor their individual clients, and the company works with its partners to present tailored solutions to meet customer’s needs.

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