www.comms-dealer.com
MARKET REPORT
R HOSTED TELEPHONY
data arena, according to also a NGN IP network voice reseller is proposing
Carl Churchill, Director at for their data services. a traditional IP PBX and is
murphx. “With hosted IPT up against an incumbent IT
solutions voice and data “ARPU is a strong benefit company quoting a hosted
go hand in hand. There for the hosted VoIP solution with 60 per cent
are opportunities in quality partner because value less set-up charges, who is
enabled broadband to added services such as going to win the business in
support those services, conference bridges and the current environment?”
as well as other data voice recording allow
requirements such as VPN the channel partners to Dawn Fenton, 4Sure
or leased line connectivity.” increase revenues per Connections Manager at
customer. SaaS presents Westcon Group’s European
As a specialist connectivity a new opportunity to Operations, is looking at
solutions provider for hosted players and hosted comms from the
telecoms carriers, murphx Inclarity is exploiting new data camp. “We have
has seen an increase in ways to brings this to seen a huge upturn in
the popularity of hosted our customer base.” resellers signing up to sell
solutions. “This increase
Tom Fellowes
hosted solutions, not just
materialises itself as a major The business case for from the traditional voice
increase in traffic on our hosted VoIP is strong,
Resellers
market but also security
network destined for hosted says Kamal, but the sales partners switching to SaaS
IPT provider networks, which approach is very different. need to and gaining a foothold in
has grown over 400 per “Partners and customers
spend more
the voice market. 4Sure
cent in the past 18 months,” need to be assured that offers hosted voice on a
revealed Churchill. “The reliability of the service time talking Nortel CS2k platform and
growth in hosted IPT has is demonstrable. People
to clients
hosted security through
been steady to this point still like the flashing lights our SaaS portal. Anti-viral
services, phones, calls and but as improvements in the of their PBX on-site. security is addressed using
service management from ways to manage traffic in Inclarity’s focus is to show hosted PBXs per day.” technologies from F-Secure,
a single supplier will be a a quality assured manor and demonstrate the At the sub-20 user end McAffee and Trend. 4Sure
compelling proposition take hold, we firmly believe carrier grade capabilities of the market Fellowes solutions allows resellers to
for some businesses.” the sector will experience of our service to ensure believes that the arguments own the voice, connectivity,
exponential growth over that customers feel for mainstream adoption minutes, desktop security,
Having a service the coming years.” comfortable with the of hosted VoIP are mail security and become
management bolt-on or hosted offer. It is equally ‘absolutely unassailable’. an integral part of the
packages that include As the market for hosted important that support “These arguments will end user’s business.”
service management is a VoIP continues to grow is available through the also get stronger over the
great way of diversifying in the UK, so does the critical installation stage.” next few years, driven by Hosting has been around
revenue with healthy requirement for new a desire to lower costs for a number of years but
margins, believes Bushell. features. The capex The key to making money and take advantage of connectivity issues and
“If the network provider and opex savings are out of this is to have efficient flexible working, without cost have been a barrier
supplies all the support well documented but sales, installation and being confronted by to wide scale adoption.
tools needed for service the productive benefits support processes, says Tom an exorbitant quote for Now, however, solutions are
management, then the less so. Hosted VoIP can Fellowes, Sales Director at something as simple as being hosted on purpose
cost of supplying this as a bring added benefits for Spitfire Technology Group: linking sites. I wouldn’t be built switches offering
service is greatly reduced. FMC, one address book “Selling hosted telephony surprised to see hosted business class features at
Finding ways to layer on and easier integration does require a slightly account for 25 per an average of £10 a month
high margin value-added into the desktop. “With different business model. It cent of the sub-20 user per seat, and according to
services will make the IPT, and particularly the needs to be quick, efficient business market within Fenton there is a significant
network-based model all adoption of Hosted VoIP, and light touch to be the next 12 months.” opportunity for both voice
the more compelling for new revenue streams profitable. Resellers need to and data resellers. She
a reseller’s business and become available,” spend more time talking to Fellowes warned that the added: “If ‘Investment
for their sales force.” commented Kenny Kamal, clients and less time training market for hosted comms Value’ to a reseller means
CTO at Inclarity. “These and working out how to could be snatched from less or no up-front cost,
Organisations that have can be connectivity for configure applications. The under the comms resellers’ reduced investment in
traditionally focused the hosted solution or time savings to be made nose. “IT resellers are technical support, flexible
on the supply of phone software services. Inclarity internally are amazing. moving into this area,” he solutions and long-term
systems, lines and calls, has seen a surge in the For example, one desk- said. “As they control the guaranteed revenue, then
are finding that to deliver desire of our customers to based engineer can do LAN already, they are in a hosted solutions could be
a hosted solution they have us supply both the the work of three field strong position to win the the answer.”
n
are crossing over into the hosted VoIP solution and engineers configuring fives telephony business. If a Case study – page 46
www.comms-dealer.com COMMS DEALER MAY 2009 43
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