March 2009

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Continued from page 35
position of their customers. Hamer warns that ‘old-
“They need support from school’ resellers might
resellers throughout the revert to ‘type’ in the crisis,
implementation” she says. and fall into the trap of
“Incentives like Avaya’s selling dial-tone. Instead,
zero per cent financing they need to demonstrate
deal are helping our RoI and translate that into
business partners as it how customers are going
allows their customers to save money by investing
to move ahead with in IP. As an Avaya reseller,
planned implementations Hamer naturally endorses
without worrying about a the vendor’s efforts on this
hefty upfront investment, front, developing its RoI
as for many of them, demonstration tools and
this is not an option. providing more portable
demo equipment so that
“Resellers can also help channel partners have
companies move ahead more than just a bunch
with implementations by of IP phones to show their
allowing them to gradually customers. But this is part
take up new technologies of a wider sea-change
with a step-by-step taking place across the
approach. This piecemeal industry and is where most
implementation works vendors are currently
will in the PBX market, applying a greater effort.
so it’s any easy buying
pattern to support.” Distributor Westcon
Convergence is currently
This is the kind of strategy rolling out a new
being applied by programme with its reseller
convergence reseller partners concentrating on
Redwood, where Director applications rather than
David Hamer reports the traditional sales trigger
growing revenues and of legacy replacement.
increased market share “We have to build in James Passingham, “The most widely deployed Webb commented. “VoIP
within the business’s London more of the applications Technical Director at software platform for open can offer some businesses
and South East geography that sit around the PBX to Digium reseller Foehn, source telephony is Asterisk. cost savings but this is
and specialist sectors generate a good RoI,” says the arrival of the It offers flexibility unheard of not true of all companies
– financial and professional says General Manager IP phone system at in the world of proprietary and the initial outlay may
services and media. Tim Brooks. “Unless you’re the heart of corporate communications. For outweigh the benefits at
talking about a multisite Britain is comparable Foehn, open source this time. It has therefore
“A lot of projects are on ice environment, vanilla IP with the switchover to technology means that become even more
and the pipeline has been alone with a new range digital TV in its potential we can add new features important for resellers to
pushed back but as I talk to of handsets isn’t going to to revolutionise business and add-ons quickly and work with customers to
people, I get the impression deliver cost reduction. So communications and know that if a client wants ensure that their purchase
that we’re all a bit fed up resellers need to look at applications. If he’s right, something customised, it meets current needs, but
with the negativity around mobility benefits, improving the channel is still looking can be performed reliably also has the flexibility to
at the moment,” he says. efficiency, home-working at an unprecedented and cost effectively.” grow and implement IP
“Despite the hammering and reduced travel costs opportunity, regardless when it is needed.”
�
and the fact that certain – all applications that of the credit crunch. Toshiba’s Tim Webb says
sectors will take longer would once have been that above all, resellers FRESH PERSPECTIVES
to recovery, we’re all still optional add-ons. “IP Telephony is itself the should be seizing the Tim Webb, General
alive. If customers are embracing of common opportunity to prepare Manager, Toshiba BCD:
cutting staff costs, they “An infrastructure update open standards as a means their customers for full- “Over the next few years,
need to think how they is actually an enabler for of streamlining technology blown VoIP, particularly what starts in the enterprise
can continue to provide these applications. The to substitute old hardware where they can’t justify market will continue to filter
a good level of service, vast majority of telephony techniques,” he says. the investment in terms of down into the SMB space.
and IP technology has a resellers now have the “So it isn’t surprising that future technology promises. IP will continue to grow
great role to play there. ability to implement them over the past few years, “Now that businesses are and evolve as networks
Not many companies are in their customers’ Microsoft open source software having to justify their spend become ubiquitous, and
using it well and they can’t environments so it should has gained considerable more, the core features features such as mobility
afford to drop their service be easier to promote and acceptance and the open and functions, combined and remote working will
standards. The message we drive them. Now we need source community has with reliability and become more important
need to talk about is how to develop the skills in the become keenly focused investment protection, will to more companies. It will
we can help them improve. channel to support them.” on the telephony market. be of utmost importance,” also become increasingly
Hugh Symons Communications
providing total support, not just handsets...
- The Mobile Solution
call 0844 875 0000
36 COMMS DEALER MARCH 2009 www.comms-dealer.com
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