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MARKETWATCH
FMC: The new mobiliser
CONVERGENCE IN FOCUS
Fixed Mobile Convergence (FMC) is an opportunity
for comms resellers to revisit their installed base
and proffer a solution that offers great business
benefits and a return on investment in under a year.
he key influencing factors says Gratton. “The quality of the
T
shaping and driving the support and integration skills of
market for FMC in the the distributor supporting the
current economic climate technology is crucial. FMC works
is cost, says Wayne Gratton, very well when done right the
Director of Technology at Avnet first time. You rarely get a second
Technology Solutions. However, chance with peoples’ phones. See
once customers recognise the the FMC in action before selecting
productivity enhancements, the a vendor. Slide ware is not the way
solution starts to take priority. to select this technology. Work
“Typically, we see the cost of with a distributor that has the skills
mobile communications cut to support the solution and knows
by a third,” said Gratton. “For how to integrate this into different
Wayne Gratton
many organisations it is a great PBX and messaging platforms.”
benefit to have some control as mobile-based CRM tools,” phone, one number, one voicemail,
over what costs are incurred and FMC uses Wifi to extend the PBX he said. “The market for FMC is making it easier for colleagues to
make choices to reduce the to the mobile device. When Wifi being driven by businesses wishing hot desk, work from home or work
cost of communications. Bringing becomes unavailable the call to increase the mobility and on the move. “Users also benefit
UC features, such as presence is automatically and seamlessly productivity of their organisation, from organisational simplicity with
and context with full enterprise routed over the mobile phone but without the associated cost one network, one provider and
PBX integration means that the network. When it works properly, that goes with traditional mobility. one bill, making it much easier
manner of communications and this is unnoticeable to the user. FMC fits perfectly in this space.” for customers to manage their
speed of communications is “The best deployment are those estate,” Cackett said. “FMC also
improved, and users can roam that have central updates, remote Cackett highlighted that cost increases the mobility of desktop-
seamlessly between devices and management and where the savings are driven through based business applications like
still get the same functionality.” FMC controller is not included in infrastructure reduction (network- ERP Systems (SAP), CRM tools and
the call path. This gives a more based PBX features mean there timesheets etc. FMC should be
According to Gratton, FMC is a scalable architecture and reduces is no requirement for a PBX); central to the unified comms stack,
‘great opportunity’ for resellers to the risk of failure impacting device rationalisation with just one mobilising dial plans and hunt groups
revisit an existing customer and service,” added Gratton. traditional mobile phone per user; and consolidating communications
to sell them something that will reduced usage costs; and property around the FMC device.”
improve productivity, improve the FMC is not, however, a simple rationalisation. “FMC can allow
quality of communication and matter of putting mobile phones you to work in a space-optimised With mobile call volumes rising
save them money. “Not many into users’ hands and removing workplace, reducing the office and fixed line waning, and with
technologies have an RoI in less desk phones, observes Richard space required, and allowing the mobile phone becoming an
than one year,” he noted, pointing Cackett, FMC Product Manager hot-desking and mobile working. extension of the corporate PBX,
to some of the skills required at Cable&Wireless Worldwide. Moves, adds and changes of does Cackett foresee a time when
to implement an FMC solution. “FMC is about mobilising the telephony equipment is a thing FMC will render the deskphone
“With FMC comes Wifi and good workforce while retaining all the of the past,” added Cackett. ‘end of life’?. “No. Fixed telephony
general networking skills. Avnet PBX features they use and need will always have a place, not least
offers training to its partners, and today, and enhancing them with He notes that the efficiency and in the call centre, and actually
assistance with selecting the business focused applications productivity benefits of using FMC should be integrated into a FMC
right vendors to allow resellers that increase productivity, such include flexible working with one environment. Fixed and FMC
to address skills and product telephony estates should work in
gaps to make FMC viable.”
FMC works well when done
harmony, with shared dial plans,
hunt groups and advanced call
Resellers wanting to select an
right first time. You rarely get
features. For an FMC service to be
FMC solution should consider successful its integration and inter-
the PBX support and the mobile a second chance with voice working with fixed is essential.”
phone support from the vendor, Continued on page 36
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34 COMMS DEALER NOVEMBER 2009 www.comms-dealer.com
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