NEWS
COMMENT
We see IPVS as
an exciting landmark development
COLIN ANNETTE, DIRECTOR, BT WHOLESALE
For most people ‘work’ is being on the phone in front of a computer screen. But we still think of phones and computers – voice and data – as two different, separate things. At the same time, everyone’s talking about flexible working and mobility. But trying to keep up with new technology and an ‘always on’ society means you end up with a whole host of different devices, platforms and software, and then have to try and hammer them together. This is time-consuming, expensive, difficult to control, and impossible to manage. But it doesn’t have to be like this.
Hosted voice is the cost-effective way to quickly gain the benefits of convergence, without the upheaval or cost, especially for the credit-crunched SME market who can’t or don’t want the expense of PBX hardware. With a voice market in transition, the big question for many suppliers in the channel is how to prime their portfolio to meet the needs of a customer base that might want one or both?
Indeed, most customers today will have a legacy of traditional voice, often sourced from multiple suppliers, and may be concerned about the best way to move to the new world. However, a roadmap for the transition is often lacking. Managing the migration is the hardest part as it is essential that businesses squeeze the maximum out of existing infrastructure. Through discussions with our customers, we know that many of those who are currently buying Wholesale Calls are keen to expand their portfolios in order to meet their customers’ evolving voice needs with the cost advantages of IP telephony. Our channel market sees IP Voice as a key revenue generator based on the seats/licences model, plus future voice value-add applications to launch in the future.
And those whose inherent strengths are in IP data connectivity have told us that they see IP voice as the next logical move. Indeed, in a recent customer survey, IP Telephony is now seen already as the second place income generator ahead of broadband and mobile.
BT Wholesale has launched its white-label hosted product IP Voice Services (IPVS). Our approach to this transitional market is to offer both Hosted IP and SIP trunks together with IP access and CPE in a flexible ‘pick-n-mix’ proposition. As the first voice addition to our next generation portfolio we see IPVS as an exciting landmark development for us.
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A GROWING number of NEC resellers are joining the race to win a podium position in Nimans-Rocom’s Silverstone NEC F1 Grand Prix incentive. The top eight highest performing dealers above target will win a weekend away at the British Grand Prix (July 11th) including a champagne reception, VIP hospitality and two nights accommodation. NEC Business Manager at Nimans and Rocom, Lynnette Smith (pictured above), said: “The British Grand Prix is one of the highlights of the sporting calendar, synonymous with glamour and excitement. Winning resellers will be treated to the finest hospitality and plenty of high octane entertainment.” The qualifying period ends on June 30th.
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Acquisition offers boost for Inclarity
HOSTED voice provider Inclarity has been acquired by a new group of investors operating under the name of Inclarity Communications. The new company will be
relocating its offices from North Finchley to a showcase London W1 address, but the management team remains in place and is committed to a ‘business as usual’ approach for customers and channels of the Inclarity brand. According to Enzo Viscito,
Director, Inclarity, the deal is a positive move for the company, giving it the funds to upgrade its infrastructure to a Broadsoft switch which he describes as ‘best in class’. “We have to keep up with tech-
nology. With hosted, all of our eggs are in one basket, so that basket has to be full of the latest and greatest to give us a clear five year plan”. He added that other compa- nies will also need to look at their infrastructure to stay ahead in the increasingly competitive market for hosted communications. “In 2004 we were one of the first to market with hosted,” com- mented Viscito. “We’re at the stage now where we need to upgrade what we have to get us to the right place for the next five years. “This gives us a lot more fea- tures and functionality.”
www.comms-dealer.com
Overhaul for large IT distie
EMERGING technologies such as virtualisation, cloud computing and IP-based security have prompt- ed IT distributor Computerlinks to re-engineer its business model to reflect the changing technology and channel landscape. David Ellis, formerly Director of
E-security, Professional Services and Training will lead Computerlinks’ New Technology and Services Division; while David Caughtry, formerly Director of E-business, will head up the company’s Core Technology Division. The realignment follows Computerlinks’ launch earlier this year of a new suite of virtualisa- tion services across vendors such as Citrix, Microsoft, The Virtual Machine Company and VMware. Mark Norman, MD of Computerlinks UK & Ireland and COO of Computerlinks AG, com- mented: “The channel is under increasing pressure to find new ways to improve profitability, and distributors are no exception. “By developing intellectual
property that our partners can draw on we are creating new, low-risk revenue opportunities without the need for them to invest in costly infrastructure.” Ellis added: “We’re investing in new technologies such as virtualisa-
Mark Norman
“The channel is under increasing pressure to find new ways to improve profitability”
tion and cloud using our heritage in networking and TCP/IP and our core strength within IT security. “It’s a natural evolution for us, and one we believe will be wel- comed by our customers as we help them deliver solutions not only in new technologies, but also in expanding geographical areas.” The new management structure has also been put in place to enable the company’s Newmarket-based staff to develop and deliver both new and established technologies.
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PRD bags billing fi rm
PRD Technologies (PRD) has acquired Face Value, a bureau bill- ing services provider to UK-based telecom resellers. PRD has retained key Face Value staff. According to Simon Adams, MD at PRD, the acquisition paves the way for Face Value customers to benefit from PRD’s advanced billing solutions, customer support and more options. Adams commented: “The Face
Value acquisition complements our strategy of controlled and steady organic growth. “For Face Value customers and
staff, the acquisition offers improve- ments and new opportunities.”
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