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InIn acquires customer base from NZ reseller Amtel

04 Apr 2013

Interactive Intelligence has purchased the customer support agreements of its New Zealand reseller, Amtel.

The unified IP business communications software and services provider says under the terms of the agreement, effective April 1, Amtel’s 24 customers will now directly be served by the Interactive Intelligence sales, marketing, support and services organisation in New Zealand.

“This acquisition benefits former Amtel customers by giving them direct access to our local, regional and global support and services staff, which number about 450 worldwide,” says Dr Donald E. Brown, CEO, Interactive Intelligenc.

“At the same time, it will help us launch our cloud-based communications-as-a-service offering in New Zealand.”

The company plans to expand its Auckland staff to total between eight and 12 employees by the end of the year, eventually relocating the office to a larger facility within the next 12 months.

"It appears that this acquisition is fundamentally about acquiring customers and skill sets to bolster a regional capability, rather than one based on assets and infrastructure, which the market no longer requires," says Dustin Kehoe, associate research director, IDC Research.

"UC, Collaboration and Contact Centre markets are growing in ANZ, but business needs are geared around professional services and new delivery models.

"IDC managed services research shows that a vendor’s local presence and ability to understand their end customers’ business are important success factors."

As done in other regions, Interactive Intelligence will continue its “sell-through-partner” strategy throughout the Australia and New Zealand markets, according to Dr Brown.

“We remain committed to our reseller channel and will continue to support existing partners in the region, which is in keeping with our combination of a direct and partner distribution model that we’ve operated successfully throughout the world since our founding in 1994,” he said.