NEWS
www.comms-dealer.com
David Hamer
REPORT FCS aims to
make move
Grifg192 n awaits
There’s
been a
into hosted
boom in SaaS
cultural shift cease free
at Avaya
FCS is aiming to clear the way for
in favour of
hosted IP Telephony providers to
migrate customers with broadband
channels
from an existing PSTN service
onto a hosted IP service but with-
out ceasing the broadband.
REDWOOD ASSESSES CHANNEL-CENTRIC AVAYA
Under existing arrangements a
In September last year Avaya embarked on a High- customer who wishes to migrate to
Touch Channel-Centric (HTCC) programme. To see a hosted IP Telephony service, using
whether the vendor is delivering on its promises we their current broadband connec-
spoke to Avaya partner Redwood Telecommunications. tion and numbers, must arrange for
According to Jan Lawford, Senior Director of Avaya the numbers to be exported from A SIZEABLE chunk of the SME Internet, commented: “50% of res-
EMEA Channels, the vendor’s Head of Worldwide BT to the hosted IP Telephony community will soon be buying ellers attending our event already
Channels, Jeremy Butt, has been concentrating on service provider. software and communications by sell VPN solutions and we’re look-
building out a team of executives dedicated to making This results in the PSTN line the month and by the seat, accord- ing to overcome limitations with
Avaya’s new channel-centric approach a success. being ceased even when broadband ing to Griffin Internet. current carrier solutions.”
“With the team now almost complete, collectively we exists on the line, but FCS has been To meet the expected demand He added that 34% sell SaaS
have a huge amount of channel-specific experience, pressing ahead to bring in a process Griffin, a Microsoft Gold partner, solutions and had a need for secure
and this will help us to achieve the objectives we set that allows the underlying line to is working with the software giant private networking, while 36%
out in the HTCC strategy which was announced at our be renumbered, instead of ceased, to bring white label managed office have seen an increasing demand for
Business Partner conference in Madrid,” said Lawford. so that broadband can continue to solutions to the channel. hosted applications and are looking
exist on the line. Last month the two firms held to sell VPN and SaaS solutions in
In its drive to build capabilities around its partners, “Under our proposal the PSTN a joint workshop on how to make the near future.”
Avaya has created a Partner Advisory Council which line and broadband are retained, enterprises more likely to adopt Pictured above, left-to-right:
has worldwide representation and schedules regular creating a better experience for the hosted desktop applications by John Dawson, Griffin’s MD;
meetings to discuss how Avaya can work with its partners end user, ” commented Ash Potter, making the connection to offices Emma Tomlin, Microsoft; Andrew
to drive success throughout the channel. Lawford said: co-chair of the FCS Fixed Service and home-workers fast, reliable and Dickinson, Griffin’s Sales and
“Many of the changes that have been made in the Provider Group. affordable, stated Griffin. Adrian Marketing Director; and Adrian
last seven months were initiated as a result of partner “FCS is engaged in long-stand- Sunderland, CTO of Griffin Sunderland, Griffin’s CTO.
feedback from our newly formed Partner Advisory ing discussions with Openreach on
Council. For example, according to some feedback, this subject and I am pleased that,
our partners felt that there wasn’t enough access to in conjunction with OTA, we have
Avaya marketing executives, plans and strategy. In organised an industry collaboration
Reseller approves
order to address this we created an online Marketing workshop to explore ways to meet
Community so that partners could communicate this industry requirement.”
WLR3 by Gamma
easily with our executives and access materials to use
to the best of their advantage. Another point was
Azzurri in link
RESELLER Abtec Communicat-
that some partners felt they were unclear on Avaya’s ions has given Gamma’s new
roadmap. We resolved this issue for our partners by
with Sorrento
WLR3 service the thumbs up after
initiating a series of Avaya roadmap briefings.” a successful trial period.
AZZURRI Communications has Anthony Beard, MD of Abtec,
David Hamer, Director at Avaya business partner, partnered with Sorrento Networks said: “We’ve been impressed with
Redwood Telecommunications, gave Avaya the to deliver more high bandwidth the efficiencies the service brings
thumbs up. “There’s been a cultural shift at Avaya in applications and services over opti- to our business. We’re particularly
favour of channels and we’re seeing a momentum cal networks. delighted by the level of transpar-
developing that can’t be stopped. As a member of the David Macfarlane, CTO of ency and speed of provisioning.”
new Avaya Marketing Community we’re now able to Azzurri, said: “New technologies Gamma believes that WLR3,
get input and share ideas with high calibre marketing from Web 2.0 to mobile broad- the latest release of BT Openreach’s
professionals. This is adding value to our business.” band are putting further pressure WLR service, can be much more if
James Bushell
n
on network infrastructures. As developed to its full potential. rience an issue it can be reported
ScanSource in Forbes list
most carriers and enterprises don’t Using Gamma’s WLR3 resellers directly to Openreach via the eCo
want to invest in traditional telco have no upfront set-up costs or Repair system, usually reserved for
SCANSOURCE, the parent company of ScanSource Europe, has been assets, Sorrento’s WDM technology monthly charges and the service is network operators.
named to Forbes Magazine’s annual ‘Platinum 400 Best Big Companies’ enables it to add capacity and flex- up-and-running from day one. “For the channel this means
list for the fourth time. Forbes Magazine develops its list based on factors ibility to existing optical networks. James Bushell, Senior Product less double entry of ticket infor-
such as sales and earnings growth, debt to total capital, earnings outlook and “We see a major opportunity Manager at Gamma, said: “We’ve mation, less phone calls between
stock market returns. “Mike Baur, CEO at ScanSource, said: “This is further in delivering turnkey solutions or been able to pass on some key car- support desks, and speedier resolu-
evidence of the strength and commitment of our employees, as well as the VNO services to meet this growing rier benefits to our WLR3 solution. tions with clearer and more regular
solid relationships we have with our manufacturer and reseller partners.” demand for bandwidth.” Once on board, if customers expe- feedback for your customers.”
22 COMMS DEALER APRIL 2009
www.comms-dealer.com
PG 22 News.indd 1 24/3/09 12:50:44
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56