www.comms-dealer.com
Twickenham Stadium April 1st & 2nd, 2009
SIP TRUNKING
David Rushton, Product Manager faults with the DSL and think about
at Redstone Telecom, also says retaining some ISDN as back up.”
that the benefits of SIP trunking are
many and resellers should focus Rushton urges resellers not be
Spitfi re’s take
on these when selling to SMEs. daunted by the prospect of
“Quite often SIP Trunking with DSL adding SIP trunking to their product
access can prove to be more portfolio. “If resellers choose the
expensive than traditional ISDN right partner and consider the
and PSTN alternatives. However, following three steps they will
on selling SIP
benefits like increased numbering succeed: Check that the IP-PBX
flexibility where UK number is compatible with the SIP Trunk
ranges can be maintained when provider; resellers must ensure they
SIP INSIGHT
relocating operations outside know how many simultaneous
With Tom Fellowes,
the current exchange area, calls are required; and size the
Sales Director, Spitfire
city or country are attractive to broadband access to the codec
Technology Group.
customers,” he commented. being used and the number of
simultaneous calls required.”
SIP Trunking is rapidly developing Will SIP Trunking dominate the
into the only credible alternative Some channel players, such as way businesses communicate?
to ISDN, believes Rushton. He Ian Fishwick, Managing Director of This will take longer than expected.
said: “Currently for the SME, SIP is AdEPT Telecom, have adopted a Nobody is disputing the benefits of
still an alternative to ISDN rather ‘watch and see’ approach to SIP SIP, but BT’s 21CN voice strategy
than a total replacement due Trunking. “We have maintained seems to be confused and we
to constraints on SIP from UK DSL that we would not use our await a clear indication as to
access with relatively slow speeds customers as guinea pigs, and whether voice will be included on
at high cost, and with inferior care that’s why we have been watching 21CN in the near future. At present
levels when compared to ISDN. the SIP market for some time. We SIP seems to be used by customers
have learnt from the mistakes in specific circumstances – they
Tom Fellowes
“SIP Trunking is particularly made by the early pioneers and are moving and want to keep their
significant to customers who are are now entering the market with phone number, they want a back month including 100 DDIs (BT would
deploying or have an existing MPLS business-grade managed SIP.” up for ISDN30e etc. At present, most charge well over £250.00 for this
QoS network. Real cost savings can SIP services are being delivered on ISDN30e). Other SIP providers
be demonstrated by converging SIP will ‘completely dominate’ the in a piecemeal way, with the will try and put the same amount
voice and data across one way businesses communicate, underlying Internet connection of SIP trunks over an ADSL circuit.
network and reducing or removing according to John Shearn, Opal’s being delivered by a different
ISDN requirements. Customers can Product Manager for VoIP. “We’re network operator to the actual As we are providing all aspects
also benefit from greater levels seeing real interest in this area from SIP service. How are SIP providers of the service we are also able
of security and improved repair our channel partners,” he said. going to deal with faults when they to deal with all aspects of
times when comparing leased “Traditionally, customers have used cannot tell whether it is a SIP issue fault handling. This includes re-
line MPLS access and ISDN.” an ISDN or TDM service for voice, or a bandwidth issue? Having said configuring routers, putting in
and broadband for their Internet that, as the larger operators move additional DSL circuits, resolving
SIP Trunking ‘lives and dies’ by the and email services. Opal SIP trunks into SIP, including BT 21CN, we will numbering and porting issues etc
quality of the access it runs across, operate over a single converged move towards a situation where – all in house. Our overriding aim
warns Rushton: “SIP Trunk providers voice and data network. This more SIP services are delivered by a is to ensure that every SIP service
offer comparable and effective offers strong price benefits.” single provider in the same way that we put in, whether SIP Trunks or
SLAs to ISDN, however if the access Spitfire delivers its own SIP service. our hosted solution, is genuinely
doesn’t have the appropriate To succeed in the SIP Trunk market, ISDN30e quality. This ensures all our
level of QoS or is dedicated for says Shearn, it is important for How is Spitfire Technology Group staff, dealers and end users have
SIP use only then customers will resellers to have both strong voice addressing the SIP market? absolute confidence in the service.
experience problems. Similarly, and data skills: “To understand Spitfire has developed a complete
sufficient thought must be given and successfully communicate the end-to-end SIP service, where all What are the key points for
to ensure that the access is not business benefits of this technology components are delivered by resellers seeking to succeed
overly contended, and if using new tools and new IT skills are Spitfire in house. As we use our own in the SIP Trunking market?
ADSL for smaller installations that needed, meaning investment SDSL and ADSL circuits we are able Understanding the importance of
Enhanced Care has been applied. in training may be required. to provide sufficient bandwidth, at bandwidth is crucial, and have a
Resellers using DSL access for SIP Demystifying this technology and a significant discount to ISDN30e. plan B if the bandwidth available
Trunking should consider the risk of sharing experience is also key.”
�
Any SIP provider using a third party proves insufficient for the client’s
SDSL connection, with guaranteed needs. Also, ensure that the chosen
Businesses that would benefit from SIP Trunking
QoS and 1:1 contention will ITSP understands what the customer
struggle to offer a meaningful needs. It is no good saying they
• Businesses moving to a new site.
saving compared with ISDN30e. should be able to make 10
• Businesses that have deployed an MPLS QoS network.
Having enough bandwidth enables simultaneous calls if they only end
• Multi-site businesses.
us to guarantee quality. We are up being able to make four. Finally,
• Businesses with variable numbers of employees.
putting a maximum of 14 SIP calls fully cover how support is delivered.
• Businesses that want to improve their disaster recovery capability. over a 1:1 2Mb SDSL with QoS. The key thing again is what steps will
• Pan European or international businesses.
The cost of providing 14 SIP trunks the ITSP take if your client complains
and the 1:1 SDSL is £115.00 per of poor call quality.
�
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www.comms-dealer.com COMMS DEALER FEBRUARY 2009 39
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