MARKET REPORT
www.comms-dealer.com
DEMAND GROWS FOR
The ailing economy has put the boot behind arguments for
the widespread adoption of hosted telephony. Meanwhile, a
relatively low capex requirement and improved functionality
has added more kick to the business case for going hosted.
F
rom a channel of functionality and cost.
perspective the Hosted VoIP absolutely
hosted comms meets this requirement.”
proposition is
compelling, particularly Despite the undeniable
in the current economic benefits of hosted comms,
climate, according to Ross greater adoption has
Lewis, Hosting Solutions been held back for
Manager at Mitel. “The two key reasons... issues
channel has a low cost of associated with the access
sale/support, guaranteed network (costs, availability
future revenue and a
James Bushell
reliability), and adoption
sticky solution that leads by the channel. “Both not be worrying about the network provider could
to lower churn rates and
The real
of these issues are being hardware and flashing make available usage
builds value into the addressed by the various boxes,” said Bushell. stats to help the customer
reseller’s business,” he said.
value is
hosted VoIP providers,” determine if they need
“Generally, the margin
the ability to
confirmed Lewis. “We are He cites call recording as to increase or decrease
opportunity is comparable currently working on a an example: “Delivering the number of calls being
with CPE, with the same
take away the
campaign with Gamma to call recording as a recorded. This not only
margin on handsets and
complexity
re-launch its hosted service network-based service has implications around
broadband as resellers Communicator (Mitel 3600) means outsourcing the the effectiveness of the
currently get with their
and cost of
to the channel, stating how management of that service for the customer,
CPE sales. Resellers can
management
similar the sales process service to the network but also the ongoing
also finance their hosted and benefits are for hosted provider. With a few clicks cost of the service.”
deals if required, effectively compared to CPE.” of the mouse the service
enabling them to emulate end user’s requirements can be deployed across Not surprisingly, Bushell
their current CPE sales and proposing a Hosted services deliver all phones remotely and questions whether the
cashflow. This allows a comprehensive solution. some of the most feature quickly, irrespective of channel is underselling the
much smoother transition Commissioning is greatly rich systems available to whether or not those real benefit of a network-
from a CPE-based business simplified, with far less SMEs, according to James phones are situated at a based service in touting it
model to a hosted one time required on-site, and Bushell, Senior Product single site or across 30. The as a ‘hosted service’ and
for those resellers looking with little, if any, on-site Manager at Gamma customer will know that the not a ‘managed service’.
to make that change.” configuration required,” Telecom, who says hosted service is being monitored “The real value of services
said Lewis. “Hosted enables platforms support features around the clock to ensure based in the network, as
The sales approach is small businesses to deliver a that ‘you would expect’ ongoing performance. opposed to based on-
similar to an IP PBX pitch, ‘big company’ impression from an on-site solution. Interoperating with other site, is the ability to take
the main difference being to the outside world for “Delivering a network-based services doesn’t have to be away the complexity and
the positioning of the a minimum investment service has a number of managed by the customer. cost of management from
solution – understanding in comparison to CPE. In important merits that are Any maintenance or the customer,” he said.
and articulating the essence the end users not found with a CPE-based upgrades will be managed “Managing complexity is
benefits of hosted over are less concerned with solution, particularly for by the network provider, an important and valuable
CPE – and the tighter the technology behind businesses that have limited while trouble shooting will service and could provide
linkage with network-based their voice services, and IT resources, budgetary be performed remotely, the means of an additional
services. “The focus is still are more concerned funds, and those that just eliminating the cost of a revenue opportunity for
on gaining a detailed that these services meet simply want to get on site visit and reducing the the reseller. A package
understanding of the their demands in terms running their business and time to fix. Furthermore, that consists of the network
UK Telco 100 club is the fastest Partners receive a 220% t: 0844 77 00 765
growing dealer program. growth bonus with no targets. e: info@uk-telco.co.uk
42 COMMS DEALER MAY 2009 www.comms-dealer.com
42 -43 Hosted_spread.indd 1 27/4/09 16:00:29
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