Snakes in the grass, and claws at your back
-- that's how it is in business, which is so often (and so aptly) called a
jungle. It can be a dangerous place, particularly for small and
medium-sized businesses, which to date have relied on camouflage for their
survival. That is, these businesses have relied on technology (such as
voice mail and interactive voice response) to help them project a large,
impressive appearance. But can such a strategy work for long? Is it enough
to look big, when larger companies, accustomed to taking leading-edge
communications solutions for granted, are in a position to boost
productivity, cut costs, and realize the unanticipated synergies of
real-time, collaborative applications?
That question may discomfit small and medium-sized businesses, and make
them impatient for other options, that is, solutions that might actually
let them emerge from hiding, and even take the offensive now and then. As
it happens, such solutions are becoming available -- solutions that allow
small and medium-sized businesses to explore the possibilities of
converged voice and data, not just in the realm of access to services, but
also in the realm of applications and enhanced services.
AN INSECURE NICHE
To date, small and medium-sized businesses have lacked the resources
available to larger enterprises. A smaller business, unable to justify the
purchase of an enterprise-scale multi-service platform, might instead
resort to a multi-vendor solution. Provided it really was more affordable.
Provided it allowed for an upgrade path (to permit the addition of branch
offices, say). And provided such a solution wouldn't impose too great a
management challenge (particularly at branch offices, once they were
added).
Sounds complicated. A simpler alternative, however, is suggested by a
recent trend in communications solutions -- extending to offer small and
medium-sized businesses converged voice/data platforms that offer both
applications and flexible access to network services. Some of these
platforms are premises-oriented. Others rely more on a service provider's
contribution, which might include access to enhanced services.
ADVANTAGEOUS MUTATIONS
While these solutions may be services-oriented or premises-oriented, they
have at least one thing in common: a role for value-added resellers and
systems integrators. That's because these platforms, by bundling
applications, offer the possibility of customizing and configuring
solutions appropriate for vertical markets. In fact, VARs and integrators
may find the scope of their activities enlarged in unanticipated ways.
That is, customization and configuration possibilities may become more
interesting if not only applications but services themselves become part
of the mix.
THE GENIUS OF THE GENUS
Services-oriented solutions include offerings from Flexion Systems and
Accelerated Networks. Examples of premises-oriented solutions include
offerings from Praxon and Vertical Networks. Let's review a few details
for each of these offerings:
Flexion Systems
Platform: Business Guardian Management Platform:
BusinessGuardian; Insight; Reseller Program: Business Guardian Reseller
Program.
Initially designed to support a business of up to 64 users, the
BusinessGuardian X300 is built on an open and scalable hardware platform
that works in conjunction with a Windows NT Server-based environment. By
harnessing the power of Windows NT server, the X300 is able to deliver
unified messaging, CTI, and other business applications in addition to PBX
functionality. Designed to take advantage of the converging public voice
and data infrastructures, the X300 delivers a comprehensive, integrated
communications and information technology solution.
According to Andrew Bale, president and CEO of Flexion Systems, "BusinessGuardian
bridges the gap between the integrated voice and data needs of the small
business and the current offering of the broadband and telecom providers.
It empowers the next-generation small business to reach a new level of
control and professionalism over their communications with their clients
and partners.
"The reseller and service provider program is particularly vital
to the solution, because it enables growing companies to inexpensively
gain Fortune 500-class voice and data capabilities, while at the same
time, providing resellers and service providers an opportunity to develop
long-term professional advice and service relationships with its
customers.
Accelerated Networks
Platform: A range of integrated access devices (IADs), concentrators,
and voice services gateways.
Accelerated Networks supplies voice over DSL (VoDSL) and integrated
broadband access solutions. These systems enable providers to offer a full
complement of bundled voice and data services over a single DSL or T1
access line, with advanced provisioning and management features.
Accelerated offers all three components of a complete access solution -
customer premises IADs, NEBX-compliant central office DSL and T1
concentrators, and voice service gateways for regional POPs.
According to Kathy Tebben, director of corporate communications for
Accelerated Networks, "Carriers that adopt a multi-service over
broadband access (DSL or T1) approach open the door to delivering a
plethora of services and applications over a single access facility. Using
an ATM-based architecture, providers can deliver voice and data services
-- ranging from local and long-distance voice, to voice VPNs, to corporate
VPNs, to high-speed Internet access, to e-commerce, to B2B applications
... with guaranteed quality of service, and extremely flexible destination
and call routing capabilities.
"VARs and/or integrators that can guide providers into adopting a
multi-service model stand to gain significantly as those providers realize
the value of constructing an ATM-based access network and the cost
benefits of delivering many services over a single pipe. Once the pipe is
there, they can pile as many services over that pipe as they can
imagine."
In addition to enabling the bundling of access services, Accelerated
Networks is looking forward to enabling the delivery of enhanced services
-- or so it would appear, since the company's announcement that it is
partnering with Atreus Systems, a software vendor of vertical market
solutions for high-speed Internet services.
The immediate goal of the partnership is to help telecommunications
service providers accelerate deployment of DSL-based services. To achieve
this goal, the partners plan to rely on Atreus's StartSmart Professional
Services, a suite of tools and templates to help carriers define, deploy,
and market service offerings. Professional services components include
project management, market development, business and OSS process
definition, supplier selection and implementation, systems and OSS
integration, and market launch programs for Internet services.
Eventually, the partners may embrace more ambitious goals. For example,
Atreus is actively developing its xLINK product family, software that
enables service providers to deploy a networked solution of vertical
portals for broadband services including traditional value-added services
as VPN, e-commerce, unified messaging, business-to-business commerce,
voice over IP, fax over IP, and e-mail. With xLINK, service providers
(ISPs, ASPs, etc.) can bundle voice, data, and content-oriented services
into a portal tailored specifically for a particular community of
interest.
Praxon
Platform: Praxon Phone Data eXchange (PDX); Management: Features and
functions may be managed through a standardbrowser; Reseller Program: Praxon Authorized Reseller Program
The PDX system integrates four essential business communications
functions: voice, data networking, messaging, and Internet access
capabilities into one seamless, single-system solution that is scalable,
modular, and designed for small and medium businesses, as well as remote
offices. The Praxon solution is a fully integrated, reliable platform
which is easy to install, simple to use, easy to manage, and scalable to
accommodate business growth.
According to Praxon, the PDX is an Integrated Business Communications
(IBC) solution. Praxon's Tom Williams, the company's president and CEO,
explains, "An IBC solution should give businesses not only
significant cost savings, but also greater efficiency, improved management
capabilities and better communications overall. This integrated approach
makes it much easier for telecom resellers to focus on their core
competency, yet also provide a data communications solution and thereby
give their customers a complete solution."
"In short, IBC solutions strengthen reseller opportunities to
engage in the lucrative and growing convergence marketplace. We rely on
our resellers to demonstrate the product and expose potential buyers to
its benefits. The PDX gives resellers the opportunity to expand their
market and develop strategic relationships with their customers with a
value-add solution."
Vertical Networks
Platform: InstantOffice; Management: InstantOffice Remote Management
Console; Reseller Program: Vertical Networks Partner Program
The InstantOffice solution is a single system integrating PBX, full
LAN/WAN connectivity, a multiprotocol router, and a suite of
communications applications including voice mail, auto-attendant, remote
management tools, and high-speed Internet access. In the most recent
version of the solution (InstantOffice 2.0), Vertical offers packet
switching, circuit switching, IP voice, traditional voice, secure Internet
connectivity, and open applications support in a single integrated
solution. In addition, the product enables "virtual tie line" IP
voice connectivity for branch offices and small businesses over multiple
WAN access types.
Vertical Networks maintains strategic partnerships with value-added
resellers, systems integrators, and network service providers. According
to Steve Pataky, director of field marketing for Vertical Networks,
"Our bundled solutions put the value-add back in VAR. With the
InstantOffice system, VARs integrate CPE, with voice and data applications
including VoIP and remote management, and WAN services from leading
providers such as AT&T. VARs now have a platform that allows them to
deliver margin-rich, high-value services for their customers voice and
data networks."
"We've learned that convergence VARs quickly see the value in
offering their customers bundled solutions including CPE, applications,
services, and even WAN access. In addition to more revenue and higher
margins, it is the best way they have to deliver a solution that offers
maximum value to the customer, while protecting them from competitive
VARs. If you deliver the entire solution, you make it pretty tough for
your competition to break in."
TOP OF THE FOOD CHAIN
With solutions converged in multiple dimensions -- in terms of voice
and data, and in terms of access and business applications -- small and
medium-sized businesses may emerge from their insecure niches and move up
the food chain. Then, they will be the ones to echo the sentiment once
expressed by Ian Anderson, saying, "I'll write on your tombstone
thank you for dinner." |