PREDICTIONS 2012 Channel predicts Cloud
CAMPBELL WILLIAMS, SIX DEGREES
GAME CHANGER: We’ve seen huge growth in virtual Cloud machines in 2011 as customers realise that they don’t want to own hardware anymore. They will increasingly move their telephony into this environment. ECONOMIC OUTLOOK: Threats are opportunities in disguise. Channels will need to take advantage of uncertainty by providing ‘burstable’ products – like SIP, fi bre Internet access and private cloud. KEY CHALLENGES: Balancing our high growth rates with our customers’ high expectations will be a constant challenge.
GAME CHANGER: I think in 2012 the availability of QOS-enabled SIP trunks will mean hosted voice moves past the market infl ection point from niche to mainstream. ECONOMIC OUTLOOK: Clients will look for fl exible solutions for example on Cloud or license-based technologies. Providing return on investment and a consultative client approach will be more important than ever.
PAS RUGGIERO, INTEGRA ICT
KEY CHALLENGES: When markets contract, it’s vital that we have a suffi ciently broad offer, including the ability to integrate the client’s voice and desktop requirements.
GAME CHANGER: There will be no major game changer. ECONOMIC OUTLOOK: Unless the UK banking system collapses, there will be business to be had. But it may be tougher and scarcer. We may be seeing this to an extent already. KEY CHALLENGES: The economy, if it gets worse.
JAMES PALMER, NINE GROUP
GAME CHANGER: In the SME space, anything that integrates simply to the desktop; maybe Avaya’s IP Offi ce Version 8 software.
ECONOMIC OUTLOOK: I think a BIG distributor will go down. The smaller sub million turnover channel players will really suffer, caught between large retailers, the web and higher costs in overhead/fi xed costs. KEY CHALLENGES: Managing growth, using cash fl ow better and fi nding the right funding partners & acquisitions.
ADRIAN BARNARD, MODERN COMMUNICATIONS
GAME CHANGER: There’s no doubt that joined up voice anywhere, offi ce, home and out and about is where we’re heading, as well as hosted IT services and the increasing importance of video calling. ECONOMIC OUTLOOK: Every cloud is an opportunity. The channel can get more business from existing customers by helping them resolve problems with the appropriate application of OPEX rather than CAPEX solutions. KEY CHALLENGES: Helping our partners beat the incumbents with clever bundling/positioning of solutions etc. 2012 is all about training.
GAME CHANGER: The move from customer premises equipment to hosted solutions .The channel must adapt quickly to selling service provision instead of CAPEX hardware.
ECONOMIC OUTLOOK: A second credit crunch will not affect the sale of hosted services – that’s the beauty of ‘cloud’ solutions.
JAMES EMM, OAK TELECOM
GAME CHANGER: I think collaboration and contextual search will make its mark, ie. Avaya’s Flare, it should revolutionise communication. ECONOMIC OUTLOOK: I think some partners will fail, whilst the ones that grow will be the ones that get the new era, it’s not about dial tone anymore, value add, apps and integration are the way forward.
TONY PARISH, G3 TELECOMMUNICATIONS
KEY CHALLENGES: Choosing the right partners and pitching the sale above the resellers still selling on price because that’s their only differentiation.
GAME CHANGER: Availability of relatively inexpensive data circuits to enable greater adoption of SIP. ECONOMIC OUTLOOK: Time will tell. This year has been our second best since we set up eight years ago (best for four years) so hopefully next year we will be able to weather the storm similarly well. KEY CHALLENGES: Connectivity - MPLS and IPVPN. The lack of a genuinely credible UK provider is our biggest challenge.
SAM MARSDEN, 360 SOLUTIONS
CHRIS DAINES, WORKSMART TECHNOLOGY
BRENDON CROSS, STL COMMUNICATIONS
CLIFFORD NORTON, CHANNEL TELECOM
KEY CHALLENGES: The challenge for the channel is to cope with disruptive technologies and new players entering the market with lots of muscle. As ever the channel must earn its place through customer value-added service.
GAME CHANGER: We predict that wireless will continue to facilitate service delivery where fi bre or EFM is impractical or just too expensive. ECONOMIC OUTLOOK: Customer confi dence is the obvious answer, although decisions are being taken to upgrade by businesses and organisations, such as contact centres and growing businesses. KEY CHALLENGES: We will need to align ourselves with partners – in particular hardware vendors – who have retained their support teams through these turbulent times.
GAME CHANGER: EFM - it’s allowing smaller companies to invest more in this technology rather than DSL to deliver their VoIP and hosted applications and receive reliable service. ECONOMIC OUTLOOK: Many companies will continue their make do and mend policy for existing hardware, slowing sales in this area. KEY CHALLENGES: Finding good quality new business prospects to work on whilst avoiding the time wasting, ‘test pilots’ and ‘window shoppers’ that have reappeared again.
Pay as you bill* - Voice/VoIP CDR billing *30 day min contract 40 COMMS DEALER JANUARY 2012
So what does 2012 hold for us? We suspect David Cameron and the Coalition Government would love a glimpse into the future to see what’s in store as the economic storm from Europe hits our shores. At the moment the impact recession will have on the channel is anyone’s guess and we have to rely on the analysts and forecasters to
TY GARDNER, COMMS-SOLVE
When it has to be right 0844 544 8488
www.informbilling.co.uk www.comms-dealer.com
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