INDUSTRY NEWS COMMENT: GET CONNECTED Richard Carter
NETWORK connectivity and Next Generation Networks have become key components in today’s data hungry world, opening up a new world of cloud-based and hosted solutions. The challenge for many resellers is how to evolve their business models, protect their customer bases and take advantage of recurring revenue as opposed to upfront one-off payments. Embracing this mindset and growing recurring income brings many benefits. It helps create more loyal and long-term customers as they can be tied into contracts typically between three-five years. There’s
increased stability and a more defined long-term picture that allows resellers to plan ahead. But there are several pitfalls. The reality for resellers is that many of the mobile network providers are moving into other arenas such as fixed line, broadband and data. Potentially a reseller risks customer erosion and losing margins. How resellers work with the mobile networks, engage with them and move forward, protecting and ring fencing their customers are crucial questions. Ultimately who are you going to trust as a trading partner? Greater bandwidth and network resilience undoubtedly opens up a dynamic new world. But how best can resellers capitalise? It’s important to think carefully about what your customers are trying to achieve and understand the key technical implications and requirements of different technologies so that the correct access medium is always deployed. Get connected, get on board and take a leap of faith. It’ll be a rewarding and worthwhile experience.
Richard Carter, Group Sales & Business Development Director, Nimans
IP Office ups stakes in UC
AVAYA’S new IP Office 8.1 release enables partners to address a wider market, now scaling up to 1,000 users in a single location, up from 384. The new version includes
enhanced mobility, management and security features as well as custom built services to help SMEs take advantage of BYOD environments and mobility. The system can serve firms
as small as five employees but also provides Avaya business partners with new opportunities to target mid-market customers. Mark Monday, VP, Collabor- ation Platforms, Avaya, com-
mented: “Avaya IP Office 8.1 introduces new capabilities that help our customers and part- ners succeed in a shifting col- laboration landscape, ensuring the capacity to meet expanding communications needs.” Rob Arnold, who is the Program Manager for UCC at Frost and Sullivan, commented: “With each version of Avaya IP Office we’ve seen UC deliv- ered to SMEs with rising levels of simplicity and cost savings, combined with increasingly sophisticated features. IP Office 8.1 continues on this path and scales upward.”
SHORT CALLS
Resellers have rallied behind BT Indirect Partner Sales’ Q1 incentive on BTnet, generating over £4m of contract value and a 23% increase in sales over last year’s Q1. The incentive has now moved onto acquiring lines to BT Retail.
Vidyo has launched a free interconnectivity service to support multi-vendor video conferencing for multi-party or point-to-point meetings. The VidyoWay has as a self-service interface and connects Cisco, Polycom, Lifesize, other H.323 and SIP-based room systems, Microsoft Lync clients, mobile devices and telephones.
A BPL Business Publication
Editor Stuart Gilroy
sgilroy@bpl-business.com
HATS off to the service team at Incom for raising £500 in support of Soccer Aid in conjunction with UNICEF. Throughout
June Incom
Service made a donation for each refurbished headset sold. Simon Hoskisson, Head
of Service and Warehouse at the firm, commented: “We are always trying to offer support where possible and believe this to be a very worthy charity.”
Publisher Nigel Sergent
nsergent@bpl-business.com 07712 781106
Managing Director Michael O’Brien
mobrien@bpl-business.com 01895 454 444
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sturton@bpl-business.com 01895 454 603
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4 COMMS DEALER AUGUST 2012
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