Business Services Industry
Dialogic Corporation Announces First VAR Program Geared Towards Rapidly Expanding Computer Telephony Market; New Program From Industry Leader Opens Profit Opportunities For Value Added Resellers
Business Wire, Nov 3, 1995
PARSIPPANY, N.J.--(BUSINESS WIRE)--Nov. 3, 1995--Dialogic Corporation (NASDAQ:DLGC), the world's leading supplier of open systems computer telephony (CT) hardware and software platforms has developed a cooperative marketing and sales program which breaks new ground in the CT Value Added Reseller (VAR) channel.
The Dialogic VAR Program allows value added resellers to capitalize on the rapid growth of the CT arena, Dialogic's 70 percent market share and the company's base of more than 2000 application resource partners.
Tracing its "roots" back to the highly successful channel program developed by Dialogic's GammaLink computer-based facsimile division, the Dialogic VAR Program is ideal for data- and network-oriented VARs seeking to take advantage of the profit opportunity of the $6 billion computer-telephony market. To date, many VARs have sought entry into this lucrative market but have not aggressively pursued the opportunity due to the specialized nature of the technology and associated application requirements. The Dialogic VAR program aids resellers in overcoming these perceived issues through extensive educational programs, sales assistance and promotional campaigns.
"There is a tremendous opportunity in the CT market for VARs and Dialogic is fostering the ability to succeed," said Dialogic Channel Program Manager Steven J. Mariconda. "Dialogic has built its business and the CT industry by partnering with independent software vendors (ISVs), OEMs, system integrators, interconnects and other technology developers -- all of which add up to a partner base of more than 2000 organizations. Our ability to `network' CT business relationships flows directly to VARs in our new program. Additionally, we've improved market access to new VARs and minimized the risk of entering a new market. The Dialogic VAR program provides VARs with a unique selling proposition which could only be offered by an industry leader."
The Dialogic VAR program is targeted at resellers seeking to specialize in one or more of three key facets of the CT market: fax-only applications, voice plus fax applications and call center applications. Three tiered levels of participation compose the program and support VARs in the key applications areas with each program level possessing an associated set of benefits and requirements. The program's "Basic," "Professional," and "Premier" levels all enable VARs to gain the benefits of partnering with the CT market's de facto leader.
"Dialogic's creation of a program that supports VARs provides an opportunity for resellers to successfully sell computer telephony solutions that complement a variety of applications," said Hoyt Prisock, president of Caleo Software Inc. "VARs recognize the increase in demand by customers for the integration of computer telephony into networks. Computer telephony is a natural extension of the types of technological solutions VARs are currently selling to customers."
Dialogic is also offering an educational piece, The Resellers Guide to CT, for VARs interested in learning more about the technology and market opportunities. This guide provides companies with the information on how to sell and support the most advanced and diverse computer telephony application technology.
Founded in 1983, Dialogic Corporation is a leading manufacturer of standards-based computer telephony hardware and software platform components, with more than 1.9 million ports shipped worldwide. In March 1993, Dialogic launched the Signal Computing System Architecture standard along with 70 other companies. SCSA defines open software and hardware standards for building computer telephony systems with multiple technologies. SCSA is now supported by more than 290 industry suppliers. To offer customers the widest range of capabilities, Dialogic has bolstered its traditional CT strengths by acquiring leading companies in complementary technologies: GammaLink, the leader in computer-based facsimile components; the CT Division, which specializes in computer-telephone software integration at the switch level and Spectron Microsystems, Inc., developers of the SPOX operating system and of digital signal processor development environments. With worldwide headquarters in Parsippany, New Jersey, Dialogic's European headquarters are located in Brussels, Belgium with regional offices in Hartley Witney, UK; Paris, France; Milan, Italy; and Munich, Germany. Other Dialogic international offices include Buenos Aires, Argentina and Setagayaku, Japan. Dialogic is a founding member of the Enterprise Computer Telephony Forum (ECTF).
CONTACT: McGrath/Power Public Relations
Nadia Jamshidi or Jonathan Bloom, 408/727-0351
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