PROFILE
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New era for UC dawns
INTERVIEW
A case of remarkable foresight has propelled POSTcti into the arms of a growing number of end users who demand Microsoft OCS as the core component of their UC solutions.
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OSTcti was established in 1997 by Managing Director Neil May after he saw a significant opportunity in computer-based telephony and the convergence of voice and data. The firm was set up as a value added distributor for Dialogic in the UK, Scandinavia and the Middle East based out of Dubai. The company therefore has a strong pedigree of working with key resellers and systems integration partners delivering feature rich contact centre, IVR and computer telephony building blocks, services and solutions. May noted: “Through the years our specialism in software architecture, VoIP and protocol conversion with standards-based telephony led to an introduction with Microsoft Head Office in Seattle in 2005. Since then we have been working closely with its technical teams and sales organisations in the UK on all the latest developments with Microsoft Office Communications Server and Exchange Server.”
Yorks-based POSTcti’s target market is forward thinking voice and data resellers delivering UC solutions. “We are seeing explosive demand and growth with end customers looking at Microsoft OCS as a core foundation of UC, from an on-premise and cloud-based perspective,” commented May. “The industry and market trend towards hosted and cloud-based application delivery drove us to
build and launch a channel-ready white labelled Microsoft UC solution platform for our reseller customers to brand and sell as their own. We are working closely with Intechnology and its data centres on the service provisioning of this successful proposition, making the technology instantly available to trial and rollout to resellers and their customers.”
The company’s headcount of 25 employees is growing monthly, and May is forecasting 25 per cent growth in revenues during 2010. He explained that the POSTcti proposition is to help partners and resellers deliver end-to-end UC solutions regardless of the PBX platforms and ICT infrastructures currently deployed. “We can deliver these white labelled on behalf of our partners and resellers on-premise or from the cloud, with next to no investment from the reseller if required. The solution sets – the building blocks and services we sell – and how they are delivered has evolved over the last couple of years through demand from partners and their end customers,” May added.
As an applications provider (and ISV), the transition into IPT was relatively painless for POSTcti. “We have a good understanding of voice and also data networking, where IPT operates,” said May. “We also have a plethora of both TDM and converged voice skills. One particular example
We are seeing explosive demand for Microsoft OCS as a core foundation of UC
26 COMMS DEALER MAY 2010
Neil May
being the recruitment of our Sales & Marketing Director Ian Taylor, who with almost 20 years experience in the voice side of the industry is today delivering strong leadership and vision in this area across the organisation.”
POSTcti’s vendor partners are Applianx, Audiocodes, Dialogic, GN Netcom, Intel, Microsoft, Mitel, NET, Polycom and Plantronics. And the key influencing factors shaping POSTcti’s go-to-market strategy are the maturing of the UC marketplace and solution offerings, and the mainstream adoption of Microsoft UC, connecting all standards- based legacy ICT infrastructures with clients’ desktop environments and business processes. May said: “Microsoft and key ICT vendors are putting a lot into the marketing of UC solutions to customers, this ensures a strong ‘train’ to run along with on delivering solutions to an expectant marketplace.”
May believes that POSTcti’s portfolio of products and services, completely focused on
convergence and UC, from the servers and core deployment professional services through the PBX to the endpoints, and from a range of partners, differentiates it from the competition. “Our differentiation is our in depth knowledge and experience across mainstream data, software, voice technologies and customer requirements all under one roof,” he commented. “This, with our distribution of the right building block choices and our cloud- based channel ready solution, puts the icing on the cake in terms of how it can all be offered to a customer through the channel.” n
Vital stats
Best Book: Losing My
Virginity: The Autobiography by Richard Branson
Favourite film: Lock, Stock
& Two Smoking Barrels
Car: Vintage Porsche
Best holiday: St Lucia
Top tip: Form is temporary, class is permanent
Multi-vendor Telephone Maintenance & Support
T: 0844 871 1122 E:
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