What was your take on the event? Lots of competing technologies but all with the aim of bringing together various communication techniques some of which you probably didn’t even realise you needed?!?
I was there attending with AudioCodes and as I’ve written before one of the primary advantages of AudioCodes is that it stands as a truly agnostic brand that can unite IP and SIP based technologies from just about any brand. With an extensive testing program it can help resolve a common problem faced by resellers looking to deliver UC across multiple vendors; that is the support and demarcation between technologies.
However, one piece that was conspicuous by its absence was a process or support orientated consultancy service who can help resellers drive this support and knowledge requirement as part of their UC agenda.
Whilst on paper it would appear to be a simplistic challenge there are a multitude of problems that can be faced least of which is the requirement that you; the reseller, are an expert in every area of a UC proposition that a customer might present to you.
This is where one of Azlan’s key services is perhaps currently underrated; whilst our Solution Architects, myself included, are predominantly technically orientated, we also benefit from our position in distribution by being able to communicate and resolve many of the challenges brought about through UC due to our constant exposure to AVAYA, Cisco, Microsoft, and AudioCodes as some of our core communication brands.
One clear example that is apparent from the UC Expo this week is that the ability to talk the talk is no longer enough, customers demand that the UC experience is demonstrated before they leap; perhaps you have considered a Customer Experience Centre (CEC) before but have been put off by the costs involved. Whatever the rationale behind this is I would certainly suggest that from the Voice, Video and Services perspective, chances are your requirements and investment are probably lower than you realise.
Why? Well, let’s be frank, having a physical bolted down demonstration centre is reasonably last century these days; if you have the bandwidth available then a large amount of the demonstration capabilities should be mobile these days. Consider the cost of a small VPN 3G/WiFi enabled router/switch that can route back to your offices and connect to the core infrastructure for your product there; capabilities to implement aside – that’s what we’re for – I imagine that thought just knocked a zero off the CEC costs you had in your head didn’t it?
For arguments sake, let’s say you’re demonstrating IP phones; then there is no good reason why you cannot simply plug these into the VPN Router where ever you are and demonstrate the equipment to your potential customer. The same goes for Microsoft Lync as a client, AVAYA Aura, Cisco Movi, etc… The list goes on but the basic consensus is if you can pick it up and it fits in the boot of your car then you can bring the product to the customer rather than make them come to you.
The key question to ask yourself is what are you doing to remain relevant in an increasingly flooded UC reseller market?
Any comments, thoughts or disagreements please let me know below.
Chris Ovett
