<br />
THE CHANNEL GUIDE TO...<br />
CoUmNImFIuEnDications<br />
AND MOBILITY<br />
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Bringing Unified<br />
Communications to<br />
the channel.<br />
Rocom, Nortel and BT are working closely together to introduce Unified Communications to the<br />
channel. With their combined sales, technical expertise an<br />
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CONTENTS<br />
Ian Hunter, Editor<br />
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Miles Publishing Limited<br />
Publisher/MD – Mi<a title="Channel Guide to UC 2008 page 1" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=1"> THE CHANNEL GUIDE TO... CoUmNImFIuEnDications AND</a> MOBILITY / GIFA<:KJ% ),' K<8D D<D9<IJ% /)( ;<M@:<J% FE< :C@:B% LE@=@<;:FDDLE@:8K@FEJ=FI8?PG<I:FEE<:K<;NFIC;% 9I@E>MF@:<#<$D8@C#@D#M@;<F8E;K<C<:FE
<a title="Channel Guide to UC 2008 page 2" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=2"> Bringing Unified Communications to the channel. R</a>ocom, Nortel and BT are working closely together to introduce Unified Communications to the channel. With their combined sales, technical expertise an
<a title="Channel Guide to UC 2008 page 3" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=3"> P4 P8 P10 P12 P14 P16 P18 P20 P26 </a> P30 P34 P36 P40 P45 P47 P48 CONTENTS Ian Hunter, Editor Miles Publishing Limited Publisher/MD – Mi
<a title="Channel Guide to UC 2008 page 4" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=4"> COMMENT UC fo When you need that remote </a>acce it has to wo 4 r the SME Resellers need information on UC applications they can sell to thei
<a title="Channel Guide to UC 2008 page 5" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=5"> JK8IK8M@;<F:FE=<I<E:< =IFDPFLIJGI<8;J?<<K%</a> LE@=@<;:FDDLE@:8K@FEJ=FI8?PG<I:FEE<:K<;NFIC;%K?IFL>? FLI8CC@8E:<N@K?D@:IFJF=K#N<ËI<9L@C;@E>JFCLK@FEJK?8K ?<CG:LJKFD<IJJ<8DC<JJCP@EK<>I8K<K?<@IM@;<F
<a title="Channel Guide to UC 2008 page 6" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=6"> COMMENT Curves: At the same time, Fixed Mobil</a>e Convergence is coming in from left field; with mobile and fixed line service providers either buying up or partnering with one another like there wa
<a title="Channel Guide to UC 2008 page 7" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=7"> COMMENT UC Feedback 87% of businesses are loo</a>king to invest in Unified Communications solutions in the near future despite fears about spending due to the credit crunch. A survey carried out for
<a title="Channel Guide to UC 2008 page 8" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=8"> SPONSOR COMMENT To Host or Not That is </a>the SMB question according to David Perry, to Host? CMarnriaegreMr artkNetoirntgel. The likel
<a title="Channel Guide to UC 2008 page 9" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=9"> Aastra Reseller Your Name Your company </a> Market leading Aastra seeks new resellers We are recruiting resellers now! Following the acquisitions of the PBX divisions of Ascom, DeTeWe, EAD
<a title="Channel Guide to UC 2008 page 10" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=10"> CASE STUDY Time is Money Investment banks are not</a> often thought of as being `SMB', but a new wave of smaller financial services companies offering stock broking and hedge fund services to private cli
<a title="Channel Guide to UC 2008 page 11" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=11"> imagine a phone system that’s as individual as ea</a>ch of your customers With Samsung’s OfficeServ 7000 series it’s not hard to imagine. Designed for small to medium sized businesses which are expand
<a title="Channel Guide to UC 2008 page 12" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=12"> ROUND THE TABLE WITH AVAYA Discovering SM SMB– Un</a>ified Communications – is it relevant to the SMB market; what ar Around the Table were GB Graham Bunting GF Graham Ferguson ML
<a title="Channel Guide to UC 2008 page 13" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=13"> ROUND THE TABLE WITH AVAYA B UC Needs e small bus</a>inesses looking for and how can resellers truly support them? Courtenay Mills GF. 4.2 is an incremental release launched in August
<a title="Channel Guide to UC 2008 page 14" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=14"> CASE STUDY Winning Solutions Comms Business Awa</a>rds 2008 finalist Teenage Cancer Trust benefits from Unified Communications and Mobility solutions. Every day up to six teenagers are told that th
<a title="Channel Guide to UC 2008 page 15" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=15"> Know-it-all Get the message Join i</a>n Find me HiPath OpenOffice is the incredible new unified communications appliance for growing businesses. I
<a title="Channel Guide to UC 2008 page 16" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=16"> INTERVIEW When Gamma Telecom announced earlier t</a>his year they had become a Mobile Virtual Network Operator we thought it would be a good idea to interview Senior Product Manager Rob Davis to find ou
<a title="Channel Guide to UC 2008 page 17" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=17"> When it comes to mobility, no other partner offer</a>s so much choice Come to think of it, no other partner has over 37 years IT and telecommunications experience, unparalled levels of knowledge or the
<a title="Channel Guide to UC 2008 page 18" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=18"> MOBILITY Office in Your Pocket Associate Edi</a>tor Maren Bennette blogs his own personal mobility trials, tribulations and ultimately, his success at getting his own `office in his pocket'. I
<a title="Channel Guide to UC 2008 page 19" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=19"> MOBILITY have all the back-up I need in my hand</a>. Not only am I now truly mobile, but I have shed excess weight and saved money too. A result! Now before anyone accuses me of being `in BT's p
<a title="Channel Guide to UC 2008 page 20" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=20"> MAJOR PLAYERS UC Vendor Interviews Who are the</a> UC Big Guns? Associate Editor Maren Bennette cuts through all the hyperbole to try and establish who the major players are when it comes to unified
<a title="Channel Guide to UC 2008 page 21" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=21"> MAJOR PLAYERS MZA Consultants and Nemertes Rese</a>arch. The latter is US focused but as we know only to well, what happens there often happens here, too. As shown elsewhere in this guide, MZA C
<a title="Channel Guide to UC 2008 page 22" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=22"> </a>
<a title="Channel Guide to UC 2008 page 23" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=23"> </a>
<a title="Channel Guide to UC 2008 page 24" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=24"> MAJOR PLAYERS will almost certainly differ from</a> that of a large enterprise. Upgrading your system gradually, for example, will cause less of a dent to your finances than having to do an IT overhaul
<a title="Channel Guide to UC 2008 page 25" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=25"> MAJOR PLAYERS Cisco: “Positive. Increasing user</a> adoption of UC technologies is key, so we can prove the business value. As PBXs become obsolete or a company moves and maybe adopts flexible working
<a title="Channel Guide to UC 2008 page 26" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=26"> MOBILITY Mobile Broadband With `all you can eat' </a>mobile broadband packages for your laptop costing under £30 a month why sign up for a hotspot service? Why have fixed broadband in the office?
<a title="Channel Guide to UC 2008 page 27" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=27"> MOBILITY daisy mobile business broadband. Such </a>high- speed connectivity is imperative for our business customers, who do not have time to wait for frustratingly slow downloads or find a WiFi hotspo
<a title="Channel Guide to UC 2008 page 28" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=28"> </a>
<a title="Channel Guide to UC 2008 page 29" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=29"> </a>
<a title="Channel Guide to UC 2008 page 30" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=30"> VIDEO COMMUNICATIONS </a> Completing the Picture Video should be a constituent part of the UC mix – today it is highly cost-effective and significant
<a title="Channel Guide to UC 2008 page 31" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=31"> VIDEO COMMUNICATIONS are a fundamental prerequi</a>site and something that should be considered early on in the strategy and planning stages alongside compatibility with your existing software and serv
<a title="Channel Guide to UC 2008 page 32" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=32"> VIDEO COMMUNICATIONS beam. It allows visual com</a>munications and collaboration to integrate with business process and accelerate decision-making. This unlocks an extremely powerful business advantage
<a title="Channel Guide to UC 2008 page 33" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=33"> The Dialogic® Media Gateways enable Unified Commu</a>nications in Microsoft® Exchange Server 2007 and Office Communications Server 2007. • 4-120 ports VoIP and FoIP connectivity • Tight integration with
<a title="Channel Guide to UC 2008 page 34" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=34"> UC CONSULTANTS </a> In the dim distant past, more than 10 long years ago,
<a title="Channel Guide to UC 2008 page 35" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=35"> UC CONSULTANTS different people within the comp</a>any need to be listened to and involved in the planning process. What do they want to get out of UC systems today? What do they want to get out of it
<a title="Channel Guide to UC 2008 page 36" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=36"> MOBILITY Mobility – exactly what is it and what w</a>ill it do for a customer? Voice and data on the move – all joined up and seamless just like you were sitting in the office. Sounds like a dream doesn'
<a title="Channel Guide to UC 2008 page 37" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=37"> Channels merging ahead Ò Join the best in mobi</a>le distribution At Mainline we pride ourselves on being more than just a mobile distributor. We are at the forefront of innovation and customer supp
<a title="Channel Guide to UC 2008 page 38" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=38"> Source: 2007 Research by Coleman-Parkes on behalf</a> of Mformation “Extending enterprise communications to mobile phones is about giving the mobile user access to the same telephony features and
<a title="Channel Guide to UC 2008 page 39" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=39"> Take a “green” step … with Mitel </a> We all want to do the right thing for the environment. Mitel®’s solutions just make it easier. Our phones and systems red
<a title="Channel Guide to UC 2008 page 40" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=40"> SELLING UNIFIED COMMUNICATIONS Unified communi</a>cations for SMBs There is a great research report by bMighty's Fredric Paul entitled `Unified Communications in Small and Midsize Companies which is a
<a title="Channel Guide to UC 2008 page 41" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=41"> Some things work really well together </a> Others are a perfect combination. Delivering the highest quality uni?ed communications solutions, guaranteed to simplify your cust
<a title="Channel Guide to UC 2008 page 42" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=42"> </a>
<a title="Channel Guide to UC 2008 page 43" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=43"> SELLING UNIFIED COMMUNICATIONS will be unable t</a>o make the most basic case for buying: a positive cost to benefit ratio.” Every cloud has a silver lining. Resellers could be forgiven for giving up
<a title="Channel Guide to UC 2008 page 44" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=44"> SELLING UNIFIED COMMUNICATIONS Graham Bunting of</a> Avaya their Webex subsidiary lead with 48% with Microsoft coming in second with 14%. As you can tell, it is a very fragmented market, which is why w
<a title="Channel Guide to UC 2008 page 45" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=45"> RESELLER PROFILE Response Responds to UC Har</a>low-based Response Data is making good headway in the supply of UC applications to meet their users' business demands. Response Data Communications
<a title="Channel Guide to UC 2008 page 46" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=46"> Avoid network complexity. Take your customers in </a>the right direction. The foundation for delivering unified communications to end users is the network.Will your customer's network support their nee
<a title="Channel Guide to UC 2008 page 47" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=47"> RESELLER PROFILE Winning Ways 2008 is turning out</a> to be a vintage year for VSL. As well as winning the prestigious Comms Business Award, the Welwyn Garden City-based company is also Toshiba's partner
<a title="Channel Guide to UC 2008 page 48" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=48"> INSIGHT Mobile UC is `So European' Bob Emmerson </a>takes a look at mobile UC and why 3G has positioned Europe to be in the vanguard of applications. CiceroPhone is a converged multi- mode softp
<a title="Channel Guide to UC 2008 page 49" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=49"> 8QL¿HG&RPPXQLFDWLRQV6ROXWLRQVIRU1RUWHO 2SHUDWRU</a>&RQVROHV Advanced call handling, presence information and integrated corporate directory &DOO0DQDJHPHQW 5HSRUWDQGDQDO\VHPRELOHDQG¿[HGOLQH telephony
<a title="Channel Guide to UC 2008 page 50" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=50"> INSIGHT </a> enterprise server, there is no need to tap into the operator's resources and pay f
<a title="Channel Guide to UC 2008 page 51" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=51"> You don't need to be Einstein to realise the b</a>enefits of working with Soft-ex Soft-ex Optimiser = reduced telecom costs + improved efficiencies in a unified comms envi
<a title="Channel Guide to UC 2008 page 52" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=52"> FIXED MOBILE CONVERGENCE Evolution of the mobi</a>le Fixed mobile convergence is a massive area of contention within the comms industry. Different sectors are converging on this area and attempting to
<a title="Channel Guide to UC 2008 page 53" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=53"> Puzzling over piecing together your portfolio? Pr</a>oblem solved. In a challenging marketplace, THUS understands that you need to offer a variety of services to meet the needs of your customers. But ?n
<a title="Channel Guide to UC 2008 page 54" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=54"> FIXED MOBILE CONVERGENCE complement its mobile </a>solutions with other areas. “Telecoms margins and the whole of the telecommunications industry is under financial pressure; FMC is a good way to bolst
<a title="Channel Guide to UC 2008 page 55" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=55"> </a> Horizon Equip Technology IP House London Road
<a title="Channel Guide to UC 2008 page 56" href="http://www.zmag.dk/showmag.php?mid=hddpq&pageid=56"> Countless opportunities Voice, data and applicat</a>ions from Nortel. We’ll help you deliver. To talk to us about the bene?ts of selling Nortel Call Lauren or Claire on 01444
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