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[March 18, 2005]

Epygi: Bringing VoIP to Europe

BY MICHELLE PASQUERELLO


VoIP is growing in Europe, thanks to Epygi Technologies, who in the last 7 months teamed up with Sales Force Europe in an effort to expand on Epygis sales and marketing presence. According to a recent release, SFE has created immediate local presence for Epygi in every major European market including Spain, Italy, France, UK, Romania, Turkey, Denmark, and Germany. Since it is Epygis goal to establish a significant global presence as the IP PBX and VoIP gateway of choice for small and medium sized businesses, Epygi signed several distribution and reseller channels with the assistance of Sales Force Europe.

I recently had the opportunity to speak with Jeff Kirchner, CEO/President of Epygi Technologies, Brandon Weilbacher, Director of Product Management for the Quadro product suite, and Rick Pizzoli, Principal of Sales Force Europe (SFE) regarding this collaboration. Here is what the team had to say:

Can you elaborate a bit more on this venture with Sales Force Europe.... How does this program work?

Epygi Technologies works fluidly with Sales Force Europe to identify channels, market, and complete the sales process including engineering support and technical training for new European distributors and resellers. It works pretty much the same way that it would if Epygi had its own employees on the ground.

Rick Pizzoli, Principal of SFE comments, Sales Force Europe (SFE) is an Outsourced Technical Sales Team enabling US technology companies to rapidly and efficiently penetrate the European market place. We have senior sales resources in every European country available on a shared resource basis. The benefit to US companies is immediate market penetration without the delays, risks, costs and time required to build a direct sales force. For the price of one fulltime UK based employee, we can provide 4 in-country sales personnel. Epygi engaged our service in April of 2004 with one sales resource supporting France and the UK, we now have 9 resources selling for Epygi in every European market along with coverage in Africa

Daily communications flow between the US and Canadian team and the European team. Epygi also maintains technical/development offices in Karlsruhe, Germany. So the involvement with Sales Force Europe works departmentally. Sales Force Europe is Epygi's marketing and sales team on the ground in Europe. Different members of the team concentrate on and correspondingly live in various countries, Spain, Italy, Germany, France, UK and so on. Consequently, the synergies that occur in a global operation are in play. Marketing materials and messages are shaped country by country in response to local variation economically and in relation to country standards. Work is shifted back and forth across the Atlantic according to schedules and priorities. Each day gets two pushes to build momentum.

How can interested resellers benefit from this program?

The interest in Europe for our products is outstanding. Europe is booming in the VoIP expansion. There are many pricing motivations and market motivations to a telephone industry that continues undergoing change. Also, European companies are well versed in global business with manufacturing and distribution often in overseas markets. Resellers in Europe have different focuses just as in the United States. Some are pursuing platform solutions, others are pursuing service solutions and there are many variations of the two.

Resellers have Epygi representatives on the ground, understanding and responding quickly to their issues. They enjoy quick responses to their needs. Rick Pizzoli adds, SFE offers regional Epygi experts who can work closely with the Resellers (in their local language) and with their end customers. This is critical to success for a new market opportunity such as VoIP. We also call directly on regional VoIP Service Providers and then introduce the opportunities to our Resellers. This approach provides the Cisco Direct Touch level of service not previously available to small companies. Epygis relationship with SFE simply offers quality service quickly and responsively.

What is Epygi offering in this reseller program that is different from the competition?

Epygi Technologies manufactures products that interoperate with a large number of other vendors and service companies. Internet Telephony Service Providers and Epygi combine their strengths in a service/product offering that empowers small businesses with a worldwide network. Through creative bundling of DID numbers (dedicated inward dial) your ITSP allows you to purchase a monthly service bundle combining minutes with a virtual local phone presence. Epygi products work with a number of ITSP companies. In January 2005, Vonage and Epygi announced certificaqtion of Epygi's products on the Vonage network, the first telephone provider to activate over 500,000 lines.

Brandon Weilbacher, Epygis Director of Product Management for the Quadro product suite expands, An IP PBX is enhanced by registering the system with service from an ITSP (Internet Telephony Service Provider). This extends the user's cost savings to calls made to anyone in the world. Epygi has focused on ensuring compatibility with a large number of ITSPs. Epygi's resellers benefit not only from the generous channel discounts offered on the products, but also from the ongoing annuity revenue stream that can be realized by selling compatible ITSP services.

According to the recent press release, these distribution channels will provide resellers and customers with an exciting new, cost effective alternative in IP PBX and VoIP technology. How is Epygi offering the "alternative"?

Epygi's products are an alternative to traditional PBX systems in that we are focused on the small business market. In small offices, the Epygi Quadro product line is very cost effective. Brandon Weilbacher, adds, The traditional PBX systems which were designed for larger businesses can not scale down market nearly as cost effectively as the Epygi alternative. In addition, Epygi has built the latest technology innovations into our product line including support of SIP protocol, support of IP and analog phones, unified messaging, and features designed specifically with the small business in mind.

Epygi Technologies designs and manufactures feature rich all-in-one IP PBXs, Voice over IP gateways, and cost-saving Conference Servers. Epygis Quadro product line offers intelligent devices with capabilities that enable small and medium size businesses, branch offices, and teleworkers to deliver all of their VoIP services efficiently and cost effectively.

Is the Epygi Quadro solution easy to migrate to? How long does it take?

The Quadro is very sophisticated and comprehensive yet all of this complexity is easy to maintain and direct with the streamlined GUI interface. You can configure the All In One Box solution as a data router, an IP PBX that interoperates with both analog and IP phones and trunks or as an IP gateway. When environments change, you simple reprogram the box through the GUI. There is no obsolescence even though your requirements change. It is a perfect choice for a company in transition.

Brandon Weilbacher, Director of Product Management comments, Installation takes minutes as opposed to the hours or days required with other PBX systems. Considering most small businesses do not have the luxury of an in-house IT manager, the Quadro had to be simple. It utilizes simple GUIs and wizards to ensure a quick and easy migration.

Does this solution require training? How do you run customer support for resellers/customers?

Brandon Weilbacher points out that, Training is available for our resellers and distributors, but most technology savvy users are able to install, maintain, and operate the system using the online help screens and the instruction manual. First line support and initial customer contact is handled by the reseller channel. Support is a high priority and differentiator for Epygi. Considering the SIP protocol is fairly new in its deployment, occasionally vendors have slightly different implementations. With a development team of over 150 engineers, Epygi has created software patches as fast as the next day to ensure compatibility with other VoIP systems.

Does it integrate easily with legacy equipment, even if that legacy equipment/system is very old?

Epygi developed a product specifically for integrating with legacy PBX systems. The E1/T1 gateway can very cost effectively bring a legacy PBX in the the world of VoIP. Since it is an external system, it is even compatible with very old PBXs, without forcing an update to the PBX. Epygi has focused on supporting many legacy protocols around the world including INS 1500, R2, PRI, CAS, and more.

The release states, For SMBs Epygi's Quadro product line is not only easy to configure, but it's an intelligent device that enables them to deliver all of their VoIP services safely. How does it allow customers to deliver VoIP safely?

Epygi Technologies designs and manufactures feature rich all-in-one IP PBXs, Voice over IP gateways, and cost-saving Conference Servers. Epygis Quadro product line offers intelligent devices with capabilities that enable small and medium size businesses, branch offices, and teleworkers to deliver all of their VoIP services efficiently and cost effectively.

Brandon Weilbacher elaborates, The Quadro is more than just a phone system. It combines all the required communications functions of a small business into a single box no larger than a ream of paper. The Quadro has a business class IP router, an IPSec VPN system, a fully feature PBX, and a VoIP gateway. Using the VPN and routing capabilities of the Quadro, Epygi can optimize the QoS and create VPN tunnels for secure calls.

Quadro systems allow traditional carriers and new voice service entrants to build large distributed VoIP networks without adherence to traditional central office equipment investment and architecture.

What do you see as the latest developments in SIP/VoIP and how is your product speaking to those developments? How has this reseller program helped?

Resellers are our partners that help us understand the latest requirements for VoIP from the marketplace. We work closely with our channels to ensure we are developing the right products to meet the needs of our end customers.

VoIP is becoming a vibrant market for the commercial sector and international trade. It is a market which is moving up from low end solutions and penetrating smaller businesses that still need sophistication while not having the resources to assemble a task force to address communications requirements. Jeff Kirchner, CEO/President of Epygi Technologies summarizes, We see an opportunity to focus on these businesses and vertical markets as they adopt the huge savings potential of using their IP network for voice in addition to data.

Jeff continues, As the market matures our job is to deliver the right products into our channels. The flexibility of our products in unifying the world of analog with the world of IP and migrating from legacy solutions to new architectures with feature rich technology gives Epygi a strong voice. We are making high performance, high quality, low cost products that people want.

Stay tuned for Part II featuring more commentary from Rick Pizzoli of Sales Force Europe.

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 • 2011 INTERNET TELEPHONY BSS/OSS Excellence Awards is Seeking Entries
 • Rackspace Hosting to Showcase Cloud-Based, Managed, and Hybrid Hosting Solutions at ITEXPO West 2011 in Austin, Texas
 • Affordable Mobile Roaming Voice and Data Service for iPhone, Blackberry, Smartphones and iPad
 • Sonus Networks brings Session Border Controllers and SIP Trunking to Enterprises at ITEXPO
 • Strobe Corporation's CEO Charles Jolley Shares an Insider's View to Devices, Drivers and Developers at 4GWE in Austin
 • 2011 Unified Communications Excellence Awards Open for Entries
 • Telecom Reseller Week at ITEXPO West: Leading Vendors Showcase Directly to Communication VARs and Resellers
 • Dice Career Fairs to Host The Technology, Engineering and Security Clearance Career Fair at ITEXPO
 • Sansay Renews Platinum Sponsorship of ITEXPO in Austin, Texas
 • Internet Pioneer Bob Metcalfe to Keynote StartupCamp Event at ITEXPO West in Austin
 • The Social CRM Expo Returns to ITEXPO West 2011 in Austin, Texas
 • NACSO's Director of Communications and Special Projects, Frank Conde to Present
 • Peter Bernstein Joins TMCnet Editorial Team
 • TMC and TeleTech Present a Webinar on Creating a Better Customer Experience with At-Home Associates
 • TMC and Astaro Present Webinar on How Security Services Can Make Your Business Grow
 • TMC presents a Webinar on Private Clouds for Development: Exposing and Solving the Self Service Gap
 • RIM's Christopher Smith Added to Premier Keynote Lineup at DevCon5
 • The 2011 TMC Social CRM Award Is Open For Entries
 • Announcing the 2011 Smart Grid Excellence Awards
 • MSPAlliance MSPWorld Conference & Expo at ITEXPO West Sets New Standards for Sponsorship, Attendance and Educational Opportunities
 • TelStar Hosted Services Inc. Named Newest Silver Sponsor, CEO James P. Dunn will Anchor Conference Session at ITEXPO in Austin, Texas
 • Keynotes Announced for 4GWE, M2M Evolution, Super WiFi Summit Conferences
 • TMC Hosts Editorial Open House at San Jose Marriott
 • Gold Sponsor Xirrus Showcases its Latest Wi-Fi Controller, Firewall, Threat-Sensor and Spectrum Analyzer at 4GWE
 • TMC Announces Cloud Computing Excellence Award
 • TMC and Sprint Present a Webinar on Using 4G Wireless to Power Your Corporate Network
 • 2011 INTERNET TELEPHONY Excellence Awards Call for Entries
 • TMC, Dialogic and Digium Present a Webinar on Building Video Conferencing Solutions with Asterisk
 • The 2011 IP Contact Center Technology Pioneer Award Winners Announced
 • XO Communications Sponsors TMC Webinar: How the Cloud Solves Contact Center Operations Problems
 • Calling all Early Stage Communications Startups: Submit Applications for one of five Pitch Slots at StartupCamp at ITEXPO West this September in Austin
 • Communications Solutions 2010 Product of the Year Award Winners Announced
 • GENBAND Showcases latest Solutions for Fixed, Mobile and Cable Service Providers at ITEXPO, Sept. 13-15
 • TMC and Crossfire Media's SIP Tutorial Focuses on Bringing SIP to the Web
 • Sipera Systems Named Newest Gold Sponsor of ITEXPO
 • TokBox to Sponsor StartupCamp4 Comms Edition
 • iSys Becomes the Latest Gold Sponsor of the Business Video Expo
 • Diamond Sponsor DDB Showcases its Latest Enclosure Solutions for 4G WiMAX, LTE, Wireless and Broadband Equipment at 4GWE in Austin, TX
 • 4GWE Diamond Sponsor BridgeWave Communications Showcases High Capacity 4G Backhaul and Gigabit Wireless Connectivity Solutions at 4GWE in Austin, TX
 • INTERNET TELEPHONY's 2011 TMC Labs Innovation Award Winners Revealed
 • Compass Intelligence Partners with TMC and Crossfire Media As Analyst Sponsor for M2M Evolution and ITEXPO
 • Fonality Announced as Newest Platinum Sponsor of ITEXPO
 • Dialogic Signs On as Platinum Sponsor of ITEXPO West 2011
 • Sonus Networks Becomes Newest Platinum Sponsor of ITEXPO
 • TMC and Crossfire Media Announce Speaker Lineup for M2M Evolution Conference in Austin, TX
 • Customer Interaction Solutions 2011 CRM Excellence Awards Winners Revealed
 • David S. Rose Announced as DevCon5's Opening Keynote Speaker
 • Interactive Intelligence Named Platinum Sponsor of ITEXPO and Cloud Communications Expo
 • INTERNET TELEPHONY 2010 IPTV Excellence Award Winners Announced
 • 2011 Unified Communications TMC Labs Innovation Award Winners Announced
 • AudioCodes Renews Platinum Sponsorship of ITEXPO West
 • 8x8, Inc. Announced as Newest Platinum Sponsor of ITEXPO West 2011
 • OnAsset Intelligence's Nikki Cuban Appointed Conference Chair For the M2M Evolution Conference, September 13-15, 2011 in Austin, Texas
 • 2011 NGN Leadership Award Winners Announced by NGN magazine
 • ITEXPO West Named Third on Trade Show Executive's Fastest 50 Winners List
 • TMC and Interactive Media Strategies Announce Business Video Expo to Join ITEXPO in Austin
 • INTERNET TELEPHONY BSS/OSS Excellence Awards Winners Revealed
 • 26th Annual Top 50 Interactive Teleservices Agencies Ranking Revealed
 • MSPAlliance Issues MSPWorld 2011 Call for Speakers
 • 26th Annual Top 50 Inbound Teleservices Agencies
 • Comcast Cable and SevOne Discuss Best Practices on Performance Management
 • TMC and SATMAP Present a Webinar on Personal Mapping in Call Centers
 • Connect in the Cloud Five Part Webinar Series on Building Online Communities
 • Regulatory 2.0 Workshop: The Future of Communications
 • TMC, HD Voice News Join Forces to Publish First Comprehensive Report on the Market for Opportunity for HD Voice Technology and Services
 • Customer Interaction Solutions Magazine Announces 26th Annual Top 50 Outbound Teleservices Agencies Ranking
 • Comcast Cable and SevOne Discuss Best Practices on Performance Management
 • CallFire on Mobile Messaging for SMB
 • How Identifying and Qualifying the Customer Can Transform Your Call Center
 • Customer Interaction Solutions Magazine Announces 26th Annual Top 50 Outbound Teleservices Agencies Ranking
 • Winners of the 2010 Unified Communications Product of the Year Award Announced
 • DevCon5 Launches-HTML5 Conference Coming to New York City this July
 • 2010 TMC Social CRM Award Reveals Winners, Finalist and Honorees
 • VoIP Works for Enterprise and Service Provider Networks
 • TMC and VKernel Announce Webinar: 'Monitoring Habits to Keep Your Virtual Environment Healthy'
 • Customer Interaction Solutions 18th Annual MVP Quality Award Winners Announced
 • 4GWE 2010 Product of the Year Award Winners Unveiled
 • Satellite Spotlight 2010 Product of the Year Award Winners Announced
 • Elster Solutions, LLC Awarded the 2010 TMCnet Smart Energy Excellence Award
 • Smart Grid Excellence Award Winners Unveiled
 • John Ioli Joins TMC as Account Director
 • TMC Announces Webinar: Building Communities Online: Reduce Marketing Spend While Boosting Sales, Search and Social Initiatives
 • TMC, Biscom and Dialogic to Host Webinar: How and Why Companies are Switching to Fax over IP (FoIP)
 • TMC and PanTerra to Host 'Leveling the Playing Field' Webinar
 • Entries Sought for INTERNET TELEPHONY's WiMAX Distinction Award
 • ITEXPO East 2011 in Miami Draws a Record Crowd of 7,994
 • Customer Interaction Solutions Magazine Announces 2011 CRM Excellence Awards Call for Entries
 • NGN Magazine Announces 2011 NGN Leadership Award Applications
 • Hoot.me Delivers Top Pitch at StartupCamp3 at ITEXPO
 • INTERNET TELEPHONY Magazine Product Of The Year Award Winners Unveiled
 • TMC Announces Dates for ITEXPO West 2011 in Austin, Texas
 • Telecommunications – Former FCC Chairman Kevin Martin Added to List of ITEXPO Keynote Presenters
 • Adobe Systems Named Business Video Expo Sponsor, Keynote Speaker Added
 • Sprint, T-Mobile and More Headline Conference Program at M2M Evolution
 • TMC Announces ITEXPO Conference Party on South Beach
 • tw telecom Sponsors ITEXPO in Miami, February 2-4, 2011
 • Google Ventures Wesley Chan joins Colleague Craig Walker as Keynotes at StartupCamp ITEXPO
 • 4GWE 2010 Product of the Year Award Winners Unveiled
 • TMC Seeks Entries for Green Technology World Leadership Award
 • Announcing the 2010 TMCnet Smart Health Excellence Award
 • BT Conferencing CEO Shares UC Views at ITEXPO East
 • 4G Enterprise Content Takes Center Stage at 4GWE Conference
 • Smart Grid Product of the Year Awards Return
 • Announcing the Second Annual M2M Evolution Product of the Year Awards
 • Unified Communications Magazine Accepting Entries for 'Product of the Year' Awards
 • GENBAND CEO to Give Keynote Address at ITEXPO East
 • Early-Stage Communications Startups Invited to Sign Up for StartupCamp
 • TokBox to Sponsor StartupCamp at ITEXPO East in Miami
 • Communications Solutions 2010 Product of the Year Awards Now Open for Entries
 • TMC Updates Program for ITEXPO
 • ITEXPO East: VIPeering Sessions, Keynote Speaker Revealed
 • 4GWE - TMC Launches Super WiFi Summit at ITEXPO
 • Customer Interaction Solution Magazine Names 2010 Product of the Year' Winners
 • Aculab's Founder and CEO Alan Pound to Present at ITEXPO in Miami
 • Digium CEO Danny Windham Added As Keynote Presenter at ITEXPO
 • TMC Unveils Keynote Address and Featured Sessions for Smart Grid Summit
 • NetNumber, Sonus Join Acme Packet as Sponsors of Voice Interconnect and Peering Conference (VIPeering) this February in Miami
 • Digium|Asterisk World Makes Triumphant Return to ITEXPO in Miami
 • 2010 INTERNET TELEPHONY TEM Excellence Awards Winners Announced
 • 4GWE - Google, AT&T, Telio, Sonnenschein Nath & Rosenthal to Present at 4GWE Conference
 • TMC to Expand on the Success of Social CRM Expo-East Coast Premiere this February
 • M2M Evolution Conference Returns to ITEXPO in Miami
 • TMC and Crossfire Media Host SIP Tutorial at ITEXPO
 • TMC, Beka Publishing Host ChannelVision Expo at ITEXPO
 • The Smart Grid Summit Returns to ITEXPO
 • TMC Accepting Applications for Top 50 Teleservices Agencies Rankings
 • TMC, Interactive Media Strategies Launch Business Video Expo Feb. 2 to 4 in Miami
 • 4G Wireless Evolution Conference Returns to Miami Feb. 2 to 4
 • Acme Packet Named Platinum Sponsor of 2nd Voice Interconnect and Peering Conference
 • Customer Interaction Solutions' MVP Quality Awards Open for Nominations
 • Announcing the 4GWE Wireless LTE Visionary Award
 • 4G Wireless Evolution Unveils Winners of 2010 Wireless Backhaul Distinction Award
 • 2010 Robotics Wire Product of the Year Award Open for Entries
 • INTERNET TELEPHONY Magazine's 13th Annual Product of the Year Award Call for Entries
 • 2010 Unified Communications Excellence Awards Reveals Winners
 • Internet Telephony Magazine Honors 35 Companies for IP Communications Solutions
 • Satellite Spotlight Seeks Nominations for 2010 Product Awards
 • Cable Spotlight Calls for Entries for 2010 Product of the Year Awards
 • TMC and RADVISION to Present Webinar, The Evolution of UC Clients - Visual Communication
 • TMC, MarketTools Present Webinar on Voice of the Customer Program
 • TMC Announces Major Expansion of TMCnet Editorial Team
 • 4GWE - Entries Being Accepted for 2010 4GWE Product of the Year Awards
 • Level 3 Communications and TMC Present the Webinar, Improve Your Business Continuity Disaster Recovery Strategy with Resilient Communications Services
 • Level 3 Communications and TMC Present the Webinar, The Benefits of a Converged Office.
 • Rebranded Robotics Wire Has Newly Designed Website
 • ITEXPO West 2010 Breaks Attendance Record
 • Leading Health Organization's CIO Joins ShoreTel's Kevin Gavin During Keynote Address at ITEXPO
 • TMC Announces New Publication, InfoTECH Spotlight Magazine
 • Alvarion's Corporate Vice President Dr. Mohammad Shakouri Delivers Keynote Address at 4G Wireless Evolution Conference
 • Influential Managers at Enterprises, SMBs, Government Agencies Rely on IT.TMCnet.com
 • TMC Introduces 'Telecom Agent Day' at ITEXPO East 2009
 • Customer Interaction Solutions Magazine Releases 2009 Editorial Calendar
 • Betsy Estes Joins Leading Global Media Company as Senior Accountant
 • Ingate's Free SIP Trunking Seminar Returns to TMC's INTERNET TELEPHONY Conference & EXPO in Miami
 • Customer Interaction Solutions Announces 2008 Product of the Year Award Call For Entries
 • 2008 Speech Technology Excellence Award Winners Announced by Customer Interaction Solutions Magazine
 • 2008 INTERNET TELEPHONY Excellence Award Winners Announced

 
| More

INTERNET TELEPHONY Conference & EXPO: Jan 24-27, 2006 - Fort Lauderdale, FL
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