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to migrate to IP over a
period of time if they’re
not comfortable with an
all-out IP solution. This has
been a great selling point
for resellers as some of
n focus
our competitors can only
offer a rip-and-replace
solution,” added Yates.
But it isn’t only the big
names who hope to
thrive in circumstances
that lend themselves to
the adoption of IP-based
business applications.
Phil Adams
UK vendor SpliceCom
reports that compliance
There
issues, the need for
greater efficiency and
is cost saving are all driving
growth at the
customers to its door. Call
Recording – a compliance
smaller end requirement for FSA
of the market
organisations by the end
of March – is becoming
increasingly popular for
a range of other business
applications including
training and sales call
monitoring, for example.
“With regard to the
needs of enterprises
and SMBs, when it
comes to telephony,
there’s actually very little
difference,” commented
Robin Hayman, Director
of Marketing and
Product Management at
SpliceCom. “The smaller
guys would benefit from
just about everything that
the big companies have
don’t have the same kind customers. With this in access to. They just don’t
of budgets. Businesses mind, Avaya is working have the budgets to afford
could be in a position with its channel on specific it. Coming from our position
to hold back from any programmes to support as a 21st century start-
investments in technology that evolutionary process. up, with a clean sheet of
as they will have smaller “Our small customers are paper design (no legacy to
workforces and don’t also increasingly adopting worry about), and a small
necessarily see an RoI that IP telephony and about player in a big pond, we’ve
would motivate them to 25 per cent of phones focused on delivering
purchase IP technologies, sold to this sector are IP enterprise class features
but it can be harder phones,” she commented. and applications to SMBs,
for a dealer operating making them cost-effective
in this environment.” “The digital/TDM market is and easy to use, alongside
still strong but we’re seeing the likes of Integral Call
At vendor Avaya, Jirina now that our customers Recording and Fixed
Yates, Director of EMEA are taking more of an Mobile Convergence.”
Solutions Marketing, says evolutionary approach to
that even in tough times, IP telephony. Products that At Avaya, Jirina Yates
it’s important to remember can provide both, such as says it’s never been more
that today’s SMBs are Avaya IP Office, are doing important for resellers in this
essentially tomorrow’s extremely well as they sector to understand the
mid-sized and enterprise allow smaller businesses Continued on page 36
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www.comms-dealer.com COMMS DEALER MARCH 2009 35
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