NEWS INTERVIEW
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
LG-Nortel goes pure IP
In our newly christened ‘Age of Distributed
Important to the success of IPECS,
added Elder, is its positioning within
Architecture’, full of opportunity, unknowns,
the existing portfolio. Despite its
and seemingly insurmountable challenges
distributed architecture IPECS
has a strong voice heritage that
for telecoms resellers, it’s comforting to
is certain to appeal to resellers.
know that LG-Nortel has taken the route of
Just as attractive are some
of the end user cost savings
least resistance with the launch of IPECS.
derived from the deployment
of distributed architecture. One
common example is where the
lines are situated at one end of
a building and the call server at
L
G-Nortel’s exclusive the other. To solve the problem,
distribution partner in appropriate modules are simply
the UK is Horsham-based plugged into a local LAN port,
Capstan, a single vendor lego-like, avoiding the need
company with a compelling to relocate the lines, whether
story to tell; and Gordon Smythe, analogue, ISDN or primary rate etc.
Capstan’s Managing Director,
doesn’t take much prompting to While many sales people still think
launch into a homily about the CPUs and boxes should be ‘tied
IPECS opportunity and the Capstan together by cables’, Elder believes
proposition. “We are going big on that IPECS will quickly swing their
the IPECS launch,” said Smythe. attention onto the benefits of
being more data orientated. The
The IPECS pure IP switch is a new
Gordon Smythe
idea of distributed architecture
member to the family and has and LAN ports might scare some
been manufactured with the As well as addressing the traditional To ease the selling process Capstan resellers, but according to early
traditional LG-Nortel ipLDK system stomping ground with IPECS, has designed a dedicated end adopter Myles Leach, Managing
in mind, meaning that Capstan’s Capstan’s resellers have an user website for IPECS which also Director at RHM Telecom, a
220-plus resellers are already opportunity to lock horns with bigger generates leads. All aspects of the three hour training session for an
familiar with the pure IP solution. players in the market where there is system are explained including ipLDK engineer is enough to get
For example, LG-Nortel (a cash a requirement for a large IP switch, the business benefits. The website started on IPECS, even for an all
rich organisation and separate up to 600 ports, across all verticals, can be branded, along with soft phone implementation.
legal entity from Nortel) designed all types of businesses, even call reseller brochures and other
IPECS to be programmed in the centres. The cost comparisons marketing collateral designed to Elder added: “IPECS presents voice
same way as the ipLDK, making can be 50 per cent cheaper in spur system sales. In fact, Capstan resellers with an opportunity to
the migration to a true distributed LG-Nortel’s favour. And there are adds considerable value by also sell data. LAN switches can make
architecture straightforward. “Our significant opportunities for dealers building websites for resellers and dealers more money, and where
resellers understand ipLDK, and to profit from the functionality that offering training free of charge, a LAN switches are sold resellers get
LG-Nortel has made it easy for is intrinsic to the IPECS solution. pivotal reason why some resellers the customer’s infrastructure. This
them to migrate to a different partner with the distributor. Hands takes the reseller to the desktop
place at the bigger end of For example, in the lower reaches on sales help is also available to and PCs. IPECS is the tool to create
the market,” said Smythe. “This of the market a customer, from ensure the closure of certain deals. this environment.”
�
creates a profit opportunity for the outset, might just need a
dealers. And the low price point standard 4x12 configuration,
EDITOR’S COMMENT:
combined with the user benefits which is a fraction of what this
will attract new resellers to us.” neat little ‘box’ can do. “It’s
THERE are many important facets to comms distribution, such as
about the sale today, and then
logistics and stock levels – Capstan famously does not run out of
Smythe noted that the close in six months time pursuing the
stock, even components are always on hand – but just as important
is the ability to forge fruitful working relationships on a personal
relationship between IPECS and customer to up-sell, for example,
level, on the ground, with company owners, sales people, engineers
the ipLDK range could encourage voicemail, which is already built-
and admin’ staff. As a single vendor organisation and the sole LG
dealers to think that the products in, along with many other features
Nortel distributor in the UK, Capstan is able to leverage a strong
are the same. “Some dealers such as voice conferencing,
pedigree of highly focused technical expertise and support, all
haven’t had that transitional videoconferencing, mobility,
personally delivered to sales people and engineers, on demand.
moment that opens their mind voicemail-to-email etc, that can
This personal approach, along with IPECS’ dealer-friendly design
and takes them to a new place. all be up-sold and configured
and price point, plus free training and marketing material, could go
Our training creates the vision when needed,” explained a long way to attract new dealers to the LG Nortel pure IP switch.
and eases the path to pure IP.” Scott Elder, Sales Director.
24 COMMS DEALER MARCH 2009 www.comms-dealer.com
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