'Walking Dead vendors sucking life out of channel' claims Wildix boss
Steve Osler, CEO of cloud PBX innovator Wildix, pulled no punches when he claimed that traditional PBX vendors are 'the Walking Dead, sucking fresh blood from the channel', and described carriers as 'dinosaurs who are not UC specialists and don’t make any profit'.
“Operators keep copying each other, launching ‘me too’ products with no advantages to customers," he claimed. "They are Dodos and it is only a matter of time before they go out of business."
Addressing 400 Wildix partners from across Europe at the company’s inaugural UC&C Summit staged at the World Trade Centre in Barcelona, Osler said the Internet and ‘Amazon Effect’ has also led to the almost total loss of ‘the man in middle’ between supply and demand.
“It is no longer sustainable to be a pure reseller of other people's products who acts as a simple intermediary and fights a price war that does not bring margins," he said.
Osler called upon resellers to wake up to the new world of managed service provision and start selling disruptive cloud-based PBX solutions on a subscription model, or risk extinction.
“Resellers will not exist anymore," he added. "Your future begins today. Evolving into a Managed Service Provider is the only way to remain competitive.
“This is a savage war with everyone fighting for profits. If you don’t differentiate and adapt your business model now you will continue to lose margin. You cannot survive selling commodities.
"No one, nowadays, addresses a systems integrator (reseller) company because he wants a new switchboard. What is required are tools to increase business productivity.”
Osler urged resellers to transform from being a simple retailer and installer into a professional MSP, specialised in solving the business challenges of the customer.
"System integrators must evolve into MSPs and sell their skills as an integral part of the solution," he added. "This is done by proposing the right technologies but together with a business model suitable for the purpose.”
Wildix is pledging to give channel companies the leads and training they need to transition to MSPs and address market opportunities in the 50-1,000 seat market.
Cristiano Bellumat, Head of Channel Sales Strategy and founder of Wildix's training division Unicomm, said: “Creating value is a pillar of the sales model for companies in the Managed Services sector. In fact, it is not about selling a product, it is about interviewing the client to understand what problems they have to solve to improve their performance.”
Osler said Wildix was creating an ‘amazing amount’ of qualified leads via social media and marketing campaigns which are all being delivered to partners and are made public via the company’s Facebook page.
To reinforce his message Osler invited 10 partners from Italy, France and Germany to describe how their businesses had been transformed by adopting the MSP model following Unicomm training and all reported a rise in profits.
Wildix co-founder CTO Dimitri Osler, alongside Vasiliy Ganchev, Team Leader of VoIP development, announced a raft of new Wildix hardware and innovations.
These included Wizyconf, the first professional and easy-to-use hacker-proof web conference based on the WebRTC and the Chrome OS operating system; a complete suite of IoS and Android mobile integration solutions and apps; a new DECT phone that can be sanitised for use in medical environments; and a new Super Vision 8inch display phone console for managers.
Speaking after the conference a UK reseller, who asked to remain anonymous due to a current vendor relationship, told Comms Dealer: “The Wildix products work out of the box and set-up is simple. I have already sent two of my guys for training. This is the future.”
Source commsdealer
Industry: Unified Communications News

Latest Jobs
-
- IAM Product/ Project Manager
- Belgium
- Upto €80,000 plus benefits
-
IAM product/project manager is need for this expanding service provider to help develop their IAM (CIAM) strategy roadmap. This role will have two main functions, to work between the front end digital team and the backend IAM development team to ensure that the current deployment of the solution runs smoothly and is fit for purpose, the Second function is to look at the business’ future digital offerings and to understand how the IAM/CIAM solution will develop with the new digital strategy, you will be looking at the future technology and the ensuring the IAM solution is fit for purpose. The business is an agile environment and you will require agile experience. This is a great opportunity to help shape a key product within the future digital strategy of this expanding service provider. We are looking for someone with both IAM and strong product management experience Project management experience would be beneficial. If you are interested speak to Robert Anderton on 0044 (0) 7957 493501 and he will be able to discuss the role in more details IAM product/project manager is needed for this expanding service provider to help develop their IAM (CIAM) strategy roadmap. This role will have two main functions, to work between the front end digital team and the backend IAM development team to ensure that the current deployment of the solution runs smoothly and is fit for purpose, the second function is to look at the business’ future digital offerings and to understand how the IAM/CIAM solution will develop with the new digital strategy, you will be looking at the future technology and the ensuring the IAM solution is fit for purpose. The business is an agile environment and you will require agile experience. This is a great opportunity to help shape a key product within the future digital strategy of this expanding service provider. We are looking for someone with both IAM and strong product management experience Project management experience would be beneficial. If you are interested then speak to Robert Anderton on 0044 (0) 7957 493501 and he will be able to discuss the role in more details
-
- Cyber Incident Manager, Proactive planning and management. SC
- London
- N/A
-
Cyber Incident Manager, Proactive planning and management. Cyber incident Manager needed to join a large and complex business to help them prepare for a cyber related incidents. SC clearance will be required. Current or the ability to achieve. This role does not require specific current hands on technical Incident response experience, but this background would give a distinct advantage. The role has two key functions: to help the business prepare for an event and to steer them through when / if that happens. The Cyber Incident response managers role will include, but not be limited to; working with internal stakeholders to develop a security incident management plan along with its and supporting policies. Developing plans and implementing strategies on how incidents are detected, reported, assessed and responded to. Engaging with leadership teams both internal and external, proactively mapping out this large business to identify and engage the various other stakeholders and their teams. Build out and document incident scenarios and their processes, ensure incident management procedures are updated, playbooks and key training etc. You should have experience working with both internal teams and external suppliers. The role will also focus on liaising with the various teams to ensure the security incident response plan is delivered effectively. CCIM, GCIH, CIPR (NCSC-Certified Cyber Incident Planning & Response) Looking to interview immediately.
-
- SOC Manager. SC Clearance. Immediate opportunity.
- Unknown
- N/A
-
Permanent SOC Manager. SC cleared / clearable, London / Birmingham. SOC Manager needed to replace a SOC contractor I placed into a client who is due to complete their assignment at the end of March. The ability to achieve SC clearance is essential. Looking for someone that is a blend of strategic stakeholder engagement with strong technical skills. The role will sit in a relatively new SOC environment. The position is to setup, implementation and management of resources to help with the initial and on-going stages of a new SOC. Experience engaging with and managing client stakeholder relationships as well as 3rd party relationships is critical. The role will involve; setting up, implementing and fine tuning the various initial stages of a SOC environment. Experience establishing and building out technical process / operational capability, managing of technical teams (analysts, engineers and architects, creation of policy / playbooks, fine turning is key. SPLUNK is the tooling of choice… Interviewing immediately. Set up a call with me today on https://calendly.com/chris-holt/arranged-call-with-chris-holt-soc-manager-role Direct contact details Chris.Holt@dclsearch.com or 07884666351
-
- Security engineer. Financial Services. UK. Permanent
- Unknown
- N/A
-
CH7863 Security engineer. End User . Financial Services Security Engineer needed to monitor and manage a security suite of tools within an End User environment. The Security Engiener will be responsible monitoring, configuring, fine tuning, incident management and generally improving the security tool capability. Specific experience with CyberArk, Tripwire Log Center and Tripwire Enterprise is highly desirable). Current experience with Vulnerability management and penetration testing is highly desirable. Specifically the ability to effectively manage 3rd party pen tests. You will be working within a specialist security team reporting to the CISO. Experience working within an end user environment within financial services is highly desirable. Flexible location. This is an exclusive role to DCL Search & Selection. To book a call please use my Calendy link https://calendly.com/chris-holt/arranged-call-with-chris-holt-soc-role-