Lexel to consider different go-to-market strategies for solution sets
26 September 2013
The ICT integrator says its focus on unified communications, video surveillance and wireless has paid off, and it will look to address two new growth areas in the coming year.
NZ-based ICT integrator Lexel has solutions up its sleeve that it is trying to determine long-term, viable commercial models for. According to Noel Simpson, CEO of the company, the team is looking into whether the products should be sold directly by Lexel, whether it would be better sold by channel partners or if the company would benefit by white-labelling it.
"Our project services team is a very focused one. They know their business analytics (BA) and they deliver well on those services. They have developed a set of tools and built a platform that enables project managers to time-share as well as do quality assurance. We have used this platform within customer environments that we are working in, to enable these customers to rate our staff members based on metrics that are entered into the system.
"Many of our customers have come back to us asking for use of the solution to rate and measure their own staff's performance. This was not our focus, we developed it in the background, but with the increasing customer interest, we can't but wonder if we should commercialise the solution," says Simpson.
The company is also looking into how it can further expand its footprint with a Lync-based solution that provides full enterprise voice support on the cloud.
"Anyone who wants Lync with full PSDN support can just choose our subscription model, and we can move them literally overnight. We had a soft launch of this about two weeks back and we are looking into working with SMB and mid-market integrators to provision the solution further in the market," says Simpson.
The solutions are part of the company's 'morphing' over the last couple of years to focus on critical areas of growth, instead of trying to be an everything-for-everyone.
"I think it has to do with the organisation itself maturing in the market. Our strategic focus areas for this year included unified communications and specifically Microsoft’s Lync solution. We saw that as a bit of a game changer in the market. It is a very powerful application and can enable a whole lot of organisations. We wanted to be the number one or two integrator in that space. With that goal in mind we have built a specialised team that focuses just on the solution. We have got a reasonable amount of traction and certainly have a pipeline of activity around it" says Simpson.
The Lync team within Lexel accounts for four people, but Simpson sees avenues for growth in the team as the pipeline increases. The company also saw significant growth in the wireless space in the last 18 months.
"Another big market for us, and which we have strategically invested in the last year and a half, is the video surveillance market. We have done implementations around traditional video surveillance for preventing theft. But we are also excited about the analytics that can be built on top of video data to provide more crucial information to customers that can be used by the marketing team or even the GM. We see this as a huge growth area in the next 18 months," says Simpson.
"We would look to add additional vendor partners going forward. We are still working on the two areas that we will be focusing our efforts on next year. These are areas that we see growth in and believe have an opportunity to be a dominant player. Following internal agreements, we can define and articulate it, and this might be across industry sector or technology sector. Once that is done, we will look for appropriate partners.
"As an organisation we are changing. These are very interesting times. It comes with a lot of challenges, but there are also a lot of rewards involved," concludes Simpson.
* Article by Sathya Mithra Ashok (New Zealand Reseller News)