In the CEO
Spotlight section in Internet Telephonyï¿½ magazine, we recognize the
outstanding work performed by exemplary companies. Each month we bring you
the opinions of the heads of companies leading the Internet telephony
industry now and helping to shape the future of the industry. This month we
spoke with Iain Milnes, President of Zultys Technologies.
What is Zultysï¿½ mission?
IM: Zultys will add tremendous value to a customerï¿½s operation by the
application of technology to solve their communications needs. We will
continue to offer the best technology in order to provide important
competitive advantages to our customers.
IT: What is your vision for Zultys and how is the company positioned
in the next-generation telecom market?
IM: Zultys already has a head start on much of our competition and
will become a leading player in the VoIP market. We will accomplish this by
offering features and functions demanded by customers and continue to lead
our competitors with superior products. Zultys will continue to offer value
through business communications solutions rather than just sell technology.
IT: Describe some of the key decisions that you have made as CEO to
steer your company through the recent challenging financial straits.
IM: We firmly believe that we started this company at exactly the
right time. Other companies have been scaling back their R&D. We took the
time to review the market needs, identify where the market was headed, and
build products to directly meet those needs. Existing suppliers in our
market have done exactly the opposite. They have cut back marketing and
development and have attempted to create products that are based on internal
needs rather than customer requirements.We have also determined that we must
become a global player in order to service todayï¿½s businesses. Companies
today might have offices in the USA and Canada, with branch offices (or even
HQ) in other countries around the world. Itï¿½s one thing to deliver
communications products that support a global organization, but it is
something else entirely to be able to provide global support to that
organization. We have invested significant time, energy, and effort, in
building our worldwide presence. Today, we have distribution in 58 countries
and our products are available in 19 languages.We are continuing to expand
in all areas of our business. We have recently hired senior personnel to
expand sales and provide channel support in Europe, Asia, USA, and Latin
IT: Now that it appears that growth and
opportunity are the trends in the VoIP industry, what possible hurdles do
you see that might upset this momentum?
IM: The biggest hurdle is the worldwide
economy. Right or wrong, the perception is that investing in VoIP technology
is expensive and risky. The reality is that IP telephony doesnï¿½t need to be
expensive or difficult to implement. When selling to a new customer, we are
often faced with an educational process that culminates in a product
demonstration. After they have seen exactly how it works and how easy it is
to deploy, they begin to understand what we are promoting and how it can
IT: What makes Zultysï¿½ services unique
and how can a client benefit from using them?
IM: Our products are based on open standards. We are the only company
to offer this today, end to end. All our products use the SIP protocol and
we guarantee interoperability with certain devices from many other
suppliers. Customers can add conference systems, video systems, IVR systems,
recording systems, and databases to a system that uses SIP. In short,
customers now have a lot more choices.Our products are expandable, so
customers pay only for what they need. You expand by adding software
licenses. With most of our competitors, you must add another box to
accommodate more users.We offer integration of converged tools that offer
immense productivity for users and administrators. We have presence, instant
messaging, and call handling. Also, we provide integrated user interfaces
for users and administrators, greatly simplifying use and
maintenance.Finally, our products are easy to install and use. Systems, even
across countries, can be installed and provisioned in a single day.
Administrators can easily add users to the main office, a branch office, or
to their home office in literally seconds.
IT: Describe your view of the future of the IP telephony industry?
IM: There is no doubt that the legacy PBX is dead. Certainly, there
will continue to be sales of legacy TDM equipment for some time to come.
However, all indicators show that those sales are rapidly declining and VoIP
is coming into its own. Why would any organization want to purchase new
communications equipment that was based on old technology? All companies
should be deploying IP telephony for new installations. The benefits are
overwhelming. VoIP will enable companies of all sizes to easily become
worldwide contenders in their markets. Not only does this technology
facilitate the pervasiveness of voice over the Internet, but it will open
the doors to applications that were never before considered necessary and
mainstream business practices like standard video calls, instant messaging,
and presence. To repeat what the industry analysts are saying, ï¿½2004 is the
year for VoIP.ï¿½
Return To The June 2004
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