NICE Systems, which makes business intelligence solutions that analyze structured and unstructured data, has signed its first two-tier distribution deal, with Jenne, a VAD that focuses on the IP telephony, audio and video conferencing, unified communications, data networking and IT security sectors. The deal covers NICE’s call capturing and analytics solutions, and covers both the U.S. and Canada.
“NICE is a leader in business intelligence collecting, whether through voice and screen recording, or surveillance systems and is very similar in terms of offerings to Verint,” said Vince Piccolomini, vice president of logistics and business development at Jenne. “They have both enterprise and SMB solutions, but the ones we are selling are geared to the SMB space.” The agreement covers Jenne’s NICE Recording eXpress (NRX), which captures, manages and processes calls in standalone offices and branches, and NICE Quality eXpress (NQX), which is designed to help contact centers understand customer intent and gain insights into the performance of contact center agents.
In addition to sales of NICEs NRX and NQX solutions, Jenne will also provide remote installation services to resellers that do not have the technical expertise to deploy call capturing and analytics.
Piccolomini said that before this deal NICE had gone to market in both the US and Canada by selling direct to a dealer channel they had developed.
“In the SMB space, they need to scale the business, to get many more customers, so to get better coverage it was becoming essential to have a distribution partner, and that’s how our relationship was born,” Piccolomini said.
“These solutions are unique from the standpoint of feature set and price point,” Piccolomini said. “In addition to SMBs, this covers a lot of branch business of large enterprises as well. This is also the kind of solution we strive to provide to our customers — a solution on top of the voice network they are already providing. It makes the VAR even more of a trusted advisor.”
Jenne does not maintain physical operations in Canada, but some of NICE’s existing partners are in Canada, so they were willing to serve those as well.
“Its a software-based solution where most of the service and installation are done remotely, so although we dont have a physical presence in Canada, it’s not required to support the dealers in this case,” Piccolomini said.
“This move by NICE into two-tier distribution is a positive for all parties involved, NICE, Jenne and the channel,” Piccolomini said. “They will be more focused on selling and helping the partners win opportunities. We will provide quoting, credit, financing, support the services distributors provide. Partners now have all the resources of Jenne as well as NICE, The reaction so far from the channel has been very enthusiastic.”