SES Tech targets SIs for Dialogic cards

SES Technologies is targeting SIs for its Dialogic IVR telecom cards. The

company became the exclusive distributor for Dialogic cards in India a quarter

ago. Initially it was targeting corporate and government institutions directly.

But now SES Technologies has decided to sell through a select network of SIs.

Says

Rajeev Chaudhari, Associate VP, SES Technologies, "We want specialized

partners who can develop and offer solutions based on Dialogic IVR cards. We are

creating a new channel network of niche partners." At the moment the

company is targeting 25 partners who sell telecom solutions to government and

financial institutions as well as call centers.

These solutions can be used for reservations, telebanking and other voice

server applications.

Talking about margins, Rajeev says, "There are no fixed margins as in

box business. It all depends on the solutions that the SI develops. The more

useful the solution, the higher is his profit margin." Dialogic cards are

priced from Rs 50,000 to Rs 2.5 lakh.

VINITA BHATIA