Spectralink Sees Continued Channel Growth One Year After Polycom Split


John Mattis, president and CEO of Spectracom Group, a Spectralink partner based in Chattahoochee Hills, Ga., that has more than 50 health-care customers across the country, said the Spectralink solution has been "reinvigorated" since the company's break away from Polycom.

"They are coming up with ideas and concepts where they are blending practices [users] are becoming accustomed to with their personal devices and also looking at the IT requirements as far as the durability needed for a device built for a hospital," Mattis said.

"They have done a great job of creating solutions that are about 90 percent what the customer asked for and 10 percent of what they think the customer will need," Mattis added. "They are not just completely responsive, but are a little bit proactive because they know the customer so well."

In addition to the integrity of Spectralink hardware, Mattis praised its ability to support partners.

"On the human resource side, they have a ton of assets that have a lot of relationships within health care. They also have a great deal of technical support that we are able to access. They work really well with our team," Mattis said.

When it comes to ROI, Watson said partners are on average able to wrap around $5 to $7 in services with every unit of hardware sold. A midsize hospital, for instance, could be outfitted with anywhere between 500 and 700 devices on site.

Besides the ability to make money on the hardware, of which some pieces can run between $1,400 and $1,500, Spectralink's Watson said, with hardware also comes the benefit of managing the wireless infrastructure.

One of Spectraink's biggest bragging points is being the only enterprise mobile solutions company qualified by Microsoft to integrate directly with Microsoft Lync, allowing products to operate Lync natively, without the use of a gateway.

In addition, Spectralink partners enjoy the ability to work directly with the Microsoft Lync team and are offering customized solutions around Lync on Spectralink devices, according to Watson.

"It's almost like a Trojan horse. Hiding behind these devices that deliver all kinds of ROI to the business markets, there is a huge pull-through to business services," Watson said.

Spectralink expects to make more announcements regarding its relationship with Microsoft Lync early next week.

PUBLISHED NOV. 15, 2013