BUSINESS INTERVIEW
www.comms-dealer.com
Avnet outlines strategy for UC
technologies, was talked about
conceptually well before it could
Resellers have a vital role to play in the
be delivered as a commercial
anticipated mass adoption of Unified
reality. Now, however, it has
become an essential business tool.”
Communications (UC) across the business
spectrum, according to Simon Welch, UK
Welch said the only element of
doubt when it comes to selling UC
Channel Development Director at Avnet.
is interpreting what the concept
Simon Welch actually means. UC resellers will
increasingly be defined by having
L
ast month the integrating ensure that the elements they are distributor at the conference to the right blend of complementary
distributor reinforced its UC selling – be they telephony, video demonstrate how their products skills to provide a genuine
channel strategy with a or messaging – are open and and technologies integrate with solution. “Many organisations
seminar at its updated training capable of being integrated with Avnet’s standards-based UC are selling telephony and calling
and demonstration facility in other UC components in the future. architecture. Welch suggested it UC,” he commented.
Bracknell, emphasising the range that a roadmap provides the
of technologies (voice, video “At the very least, they need ideal way for customers to “Whereas distributing integrators
conferencing, email, voicemail to provide the customer with budget for incremental stages like Avnet are deploying a full,
and instant messaging) that can a roadmap, thus adding value in UC implementation, until they media-rich UC experience
be incorporated in key business and retaining account control. achieve a full-blown infrastructure. including not only high definition
applications under an effective Partnering with other organisations And resellers must be able to voice but also high definition
UC strategy. Avnet’s strategy that have complementary skills is understand how what they are video, fully integrated with
recognises customer demand an essential ingredient and Avnet is selling will fit at every stage, messaging systems which typically
for a demonstrable return on brokering trusted relationships in the even if they can’t provide a emanate from the traditional
investment at every stage of a UC channel constantly to facilitate this.” complete solution today. datacentre. Only organisations
implementation. “Resellers may that have datacentre and video
not have all of the skills in place Avnet’s vendor partners “Otherwise they will have some skills to complement the traditional
to implement a full UC solution, – Audicodes, IBM, Microsoft, very angry customers in the telephony skills can truly call
but let’s face it, who has?” said Nortel, Samsung, ShoreTel and medium term,” he warned. “UC, themselves UC solutions providers,”
Welch. “What they must do is Tandberg – lined up behind the like most new concepts and added Welch.
n
28 COMMS DEALER APRIL 2009 www.comms-dealer.com
PG 28 Avnetnew.indd 1 25/3/09 16:42:52
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