INDUSTRY NEWS EDITOR’S COMMENT: Stuart Gilroy
THE comms industry has become adept at inventing acronyms for all occasions and has gained a deserved reputation for sometimes baffling end users with a cacophony of bewildering jargon. But the latest acronym to reign supreme in the comms dictionary breaks away from this tradition, chiming harmoniously with the hearts and
minds of end users requiring a strategic answer to their desire for consumer driven mobility. BYOD, otherwise known as Bring Your Own Device, has accelerated from being a general talking point of incidental interest to an agenda-topping hot topic in record time. The speed with which this trend has caught on is impressive and perhaps unprecedented, with more and more end users from across the board requesting advice on an enterprise mobility solution that incorporates the connection and secure management of employees’ own-bought mobile devices. Unlike other sales discussions where acronyms
are often batted back and forth like a ping pong ball, resellers who bandy the BYOD mantra will be immediately understood, not least because this trend is consumer led and in many cases it will be the customer leading the conversation and asking the questions. Playing catch-up is not an option because comms and IT suppliers who scratch their heads over this scenario will surely lose the customer to an on-trend rival. More widely, BYOD could indicate a big shift in the dynamics of how end users will purchase their comms and IT in the future, flipping on its head the traditional vendor, reseller, customer hierarchy. Channels that remain diametrically opposed to this about-turn that places power in the hands of the customer may well be overturned by a consumer-led blitzkrieg style revolution.
Stuart Gilroy, Editor
Gamma makes data move with Ethernet
GAMMA has stepped up its mission to become a major data services provider with the launch of a suite of Ethernet based services for the channel which it says will underpin all services going forward. The new services are avail-
able to the channel under the brand Converged Ethernet and have been designed to comple- ment Gamma’s hosted IP plat- form, Horizon as well as its SIP trunking solution. According to Gamma’s Head
of Data Services, James Bus- hell, pricing will be on applica- tion via a self-service
portal,
but should be approximately 10-15% less than current gen- eration ISDN services. “The thing we’re really excited about is having one single connec- tion, whether it’s fibre or EFM and service both data and voice requirements,” Bushell said. “There’s a lot of cost savings to be had consolidating multiple legacy services onto a single connection into our next genera- tion network.”
Bushell says that Ethernet services offer an opportunity to sell high value access to small- er firms based on reliability, Quality of Service and strong SLAs for voice.
James Bushell
Converged Ethernet sits alongside current broadband access offerings which, Bushell hopes, will encourage partners to see Gamma as a one-stop- shop. “The value that we can add is that we can take the ques- tion of access from resellers,” he explained.
“If you’re buying IP tele- phony from us we’ll provide the appropriate access. We under- stand it’s a cost versus quality argument, but when it comes to servicing businesses with cloud services as well as voice you can’t nickel and dime it.” Once a connection is ordered,
Gamma will provide resellers with all the equipment needed
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to complete an installation fully tested and guaranteed to work with its services. “Resellers with multiple partners have
wholesale to
put themselves in a position of responsibility to ensure the access works with our SIP trunks and the routers on site are configured properly,” com- mented Bushell.
“Our proposition is that if partners buy everything from us we’ll deliver it to the site cor- rectly configured for the num- ber of channels ordered and the service level that’s set out. It’s real end-to-end telephony.” Sabio is an early adopter of
Gamma’s service and Adam Faulkner, a Director at the com- pany, highlighted the impor- tance of confidence in their sup- pliers’ operation.
He commented: “With com-
plex large scale deployments it’s essential that both business- es work together, that we have access to top class pre-sales and that we know delivery lead times are going to predictable. “It’s pivotal to the success we are having with Ethernet in the contact centre market.”
Got a news story? email:
sgilroy@bpl-business.com
To find out how we can provide solutions to revolutionise your business, contact us... Web:
www.bybox.com Email:
distribution.revolution@
bybox.com Phone: +44 (0) 844 800 5219
www.comms-dealer.com COMMS DEALER MAY 2012 3
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