NEWS INTERVIEW
www.comms-dealer.com
RAD cosies up to telcos
SPECIAL REPORT
Forward revenues are obtained
RAD Data Communications
from licencing upgrades and
has thrown its hat into
CPE supply in secondary and
tertiary expansion stages.”
the comms arena with a
new VoIP softswitch and a
Italian switchless reseller Teleunit
already uses the RVS platform
big play for the lucrative
as the core of its service and
business services market.
Wainer said he would like to see
a number of similar partnerships in
the UK this year. Looking to grow
beyond traditional telephony
R
AD’s push into the services – and to benefit from its
telecoms space follows broadband user base – Teleunit
on from the Israeli-based made a strategic decision to
firm’s foray into traditional branch out into VoIP services
data territory, but the voice aspect geared to small and medium-
of the RAD VoIP System (RVS) sized businesses and adopted
proved to be a tough call for the RSV as recommended by
data providers, an outcome that IBM Global Services. Teleunit
prompted the global networking has since leveraged the
company to swing its gaze onto RSV’s multi-tier architecture
Tier 3/4 telcos already adept to become a nationwide
at providing VoIP and Internet telephony service provider.
services to SMBs. RAD now aims
to embed the RSV as the platform Teleunit’s CEO, Fransesco Cimica,
of choice for a number of key commented: “The system
telcos and ISPs, enabling them
Gadi Wainer
had everything required from
to cut costs and develop a new IP telephony access services
range of applications for resellers. locates in the POP as a standard customers. Something data players integrated within, allowing us
Ethernet connected IBM blade are not geared up to offer. to launch a pilot within days
And as margins on Internet services server application. There will and go into the full commercial
tighten, ISPs that move into the always be regional exceptions to Wainer added: “Data providers phase within months. The RSV
provision of business services will a rule but the low cost of entry are not voice people. They see allows the company to appoint
come into their own, according licensing approach makes 350 their own infrastructure grow, they resellers while maintaining
to Gadi Wainer, Sales Director users the business case point can trunk a PBX and multiplexer remote provisioning, support and
at RAD Data Communications, for a return on investment.” but they do not know the voice central billing capabilities.”
which is enjoying a period of major elements such as minutes and
expansion in Europe. He said: “The Softswitches are server-based billing. Data resellers can build a RAD wholly operates an indirect
RVS provides the bedrock platform access mechanisms that manage connection, but not the service. channel model and is hoping its
and method to secure revenue calls between different networks The RVS is a niche application Class strong emphasis on long-term
from the untapped market for SME using signalling gateways and 5 softswitch for tier 3/4 carriers business partnerships will quickly
business service applications. The media gateways. They enable that are aligning themselves for stand out in the UK. RAD is also
RVS is aimed at the business user service providers to offer new an expanding market segment. relying on a deep level of market
with legacy analogue telephones, services such as voice, video and The RAD RVS will augment a knowledge and technical expertise.
E1 PBX needs as well as SIP Ethernet data on single packet-based reseller’s portfolio to address All RAD products are designed and
phone users. The principle is for networks, as well as improving these new areas of business. built by the company, and with
Internet providers to branch out, service delivery and cutting costs. many years of successful channel
add services and attack the Tier 1 The current industry focus on “Our strategy is to support activity under its belt the firm is
and 2 carriers’ business user base business services has raised carrier each voice integration partner capping another solid year with its
with a competitive advantage.” awareness of the need to embed with full installation and phone all out campaign to develop new
such enabling technologies. Not support coupled to tailored partnerships in the UK comms arena
A key aspect of Wainer’s strategy surprisingly, Wainer expects a support packages for resale. and target the SMB space.
n
is his belief in the bigger picture hefty upswing in the provision of
– the access technology that business applications and has
facilitates business services and set his sights on giving partners a The principle is for Internet
applications – and he lives by the leg up into this area, playing to
mantra ‘Anything over Ethernet the channel’s core strengths of
providers to branch out, add
and Ethernet over anything’. tailoring and differentiation to suit
services and attack Tier 1/2 carriers
Wainer added: “The switch the specific needs of individual
26 COMMS DEALER APRIL 2009 www.comms-dealer.com
PG 26 RAD.indd 1 24/3/09 13:04:34
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