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MARKETWATCH
Continued from page 34
CASE STUDY
ICON believes that, in the long “The key issues that will shape uMobility is an FMC solution
term, FMC solutions will be as the market include take up by developed by Varaha Systems
ubiquitous as the mobile phone the reseller channel,” he said. in the USA, which is distributed
is today. More businesses are “Both the SME and enterprise in the UK by ICON. The solution
moving towards the use of a single organisation can benefit from FMC has been successfully deployed
device for both office comms as solutions. Many new technologies by QMS Healthcare (QMSH)
well as mobile voice and mobile are deployed first in the enterprise at the BMI Woodlands Hospital
data. “The motivation for this is to organisation and then filter down at Morton Park in Darlington,
achieve productivity or process into the SME. The speed with which a private 38 bedded hospital
improvement advantages for the FMC penetrates the SME market set in large grounds. The initial
business,” said Mark Shane, Sales will depend on the uptake of the uMobility deployment covered
Manager at ICON, which distributes product by the reseller channel.”
Mark Shane
100 stations and personnel.
the uMobility FMC solution. The goal is to expand this to
“uMobility taps into this desire and FMC solutions such as uMobility in a successful deployment is to 400 stations and personnel.
gives the business the means to be work by seamlessly handing over review the wireless infrastructure.” QMS Healthcare identified
more efficient, radically change its a call from a cellular to a Wifi that there was a need for a
business processes. Using uMobility, network. The uMobility solution To succeed in the FMC space solution that would deliver
convergence is achieved by a registers a SIP extension to the IP Shane says that resellers need to mobile communications,
seamless handover of a voice call PBX and then constantly looks for be IP and Wifi focused. “At the campus mobility, reachability
between a cellular network and the device to check to see if it is lower end of the market (sub and cost reduction.
a WiFi network, and vice versa.” in a Wifi zone, when it is it will route 100 extension) we still sees many
calls that way. The signal strength switched systems being sold,” he The uMobility solution extends
Bringing the mobile phone into the is monitored, and if a user walks added. “Resellers need to build an critical hospital information
control and management sphere away from a Wifi network a second IP-centric portfolio for new times. and communication to
of a company’s PBX provides call is started in the background by FMC is an IP solution. Resellers mobile health workers via
many benefits, but Shane notes the uMobilty server to the mobile need to become IP enabled smartphone devices. As a
that while FMC solutions do bring device (this is a GSM). When the and also solution sales focused. result, healthcare workers are
cost savings, these are not the user walks out of range the call will We also see an abundance now able to move freely and
primary motivation for deploying handover to GSM. This handover is of resellers selling SIP trunking, communicate securely inside
an FMC solution. “Cost savings not only seamless but bidirectional. SIP enabled PBXs and wireless hospitals, clinics and beyond.
will be important in justifying infrastructure. Resellers who open
the decision to deploy a FMC, A critical factor in a successful up their portfolio see that FMC Suresh Sivagnanam, CEO
but the key factor driving the deployment is the adequacy facilitates the levering from existing of Woodlands Hospital,
market will be the productivity of the Wifi network. “Clearly, investments and knowledge.” commented: “Based on the
and process improvement coverage issues are a factor, but initial hospital deployment, we
advantages,” said Shane. more importantly the quality of He also believes that device have seen substantial benefits
wireless network is important if you manufacturers need to cooperate for the staff, while significantly
Tapping into the latent need for want to roam,” added Shane. “A and ensure that the FMC solutions reducing the cost of our
the benefits that FMC delivers Wifi network that is okay for data work across many device operations. With the uMobility
will only be possible if the market may not be robust enough to carry platforms, giving the user choice. solution, we now are more
environment and support voice, especially if calls are being Shane says that uptake of any FMC responsive to our patients and
technologies are in place to handed over between access solution is ‘critically dependent’ on our employee satisfaction has
enable this, observes Shane. points when roaming. The first task this happening. also increased.”
n n
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