PARTNERSHIPS
Learning and Growing Together
Steven Try, Channel Manager UK & Ireland at Snom, and Darren Garland, Chairman at ProVu, share what a successful relationship between manufacturer and distributor can achieve.
When ProVu Communications was founded in 1999, the entire world of IP- based communications seemed to lie before them. Voice over IP (VoIP) was still in its infancy, standards were being developed, and only a few companies dared to venture into this new terrain. Among these pioneers was an ambitious start-up from Berlin, Germany: Snom Technology. The company set itself the goal of developing high-quality IP phones for the business sector, a goal that became a reality in 2001 with the release of the first commercially available device. What followed was a successful partnership between manufacturer and distributor – an example of how mutual trust and continuous exchange can create a long-term success story.
on the scene in the distribution of a new technology,” says Darren Garland, Chairman of ProVu. “But neither you nor the manufacturer knows exactly what to expect in the beginning. If you’re in it for quick profits, you’ll often disappear just as quickly.” Training as the Key to Success Especially in the early years, knowledge sharing played a crucial role in success. ProVu and Snom focused on providing intensive training to end customers – often visiting them directly and sharing knowledge in-person. These visits meant they were not only able to explain the functions and features of the products but also provided an opportunity to gather feedback and better understand what the market truly needed. ProVu never saw itself as just a wholesaler. Instead, it aimed to offer technical expertise, advice, and support. This strengthened customer trust and provided Snom with valuable insights for the ongoing development of its products. Even though much of this process
Darren Garland Charirman
provu.co.uk
Three Pillars of a Strong Partnership The foundation for this special
collaboration can be traced back to three central values: mutual trust, patience, and the willingness to learn from each other. “Of course, it’s amazing to be first
Steven Try Channel Manager UK & Ireland
snom.com
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