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A Reseller Educational Series – Market Trends

Featured Vendor — Dialogic (News - Alert) Corporation Interview with Bud Walder, Enterprise Marketing Manager

The series of acquisitions and mergers leading up to the present Dialogic organization has brought together a powerhouse of fax, voice and media products. I asked Bud Walder (News - Alert) how this is playing out in the 2008 marketplace.

Max: What changes do you see as a result of the merger\acquisition process in opening new markets?

Bud: As you know, Dialogic acquired Cantata in 2007, which included the Brooktrout (News - Alert)® portfolio of fax boards and software. The respective market-leading product portfolios are turning out to be quite complementary on the Enterprise side of the business. We see strong cross-pollination with both developers and channel partners as existing solutions for both technology bases find new opportunities on the combined platforms. For example, our Dialogic® 4000 Media Gateway (News - Alert) Series is, in essence, an application-ready platform; it already runs one of the servers needed for Microsoft Office Communications Server 2007. It is simple reasoning to forecast this platform running other co-resident IP applications, including FoIP server solutions.




Max: What other opportunities does the Dialogic Media Gateway Series (DMG) offer?

Bud: We completed interop validation testing with the DMG Series and the Dialogic Brooktrout SR140 Fax Software earlier this year. The result gives us the industry’s first V.34 T.38 solution set for FoIP applications. The DMG Series was designed specifically to enable IP telephony applications to co-exist with legacy PBX (News - Alert) environments and FoIP solutions are no exception. Solution providers can now rely on Dialogic to provide both the leading platform for IP-based fax solutions and the corresponding media gateways needed to deploy those solutions with a single source for platform service and support.

Max: Are you seeing a strong shift to FoIP?

Bud: We are seeing a strong uptake on the VoIP and FoIP-based solutions, which have lagged the IP-PBX adoption rate in previous years. There is a strong ROI to be had from adopting IP applications and solution providers are doing a much better job of communicating that message. For instance, we just co-published a DMG case study involving a legacy Ericsson PBX customer who was able to adopt Microsoft (News - Alert) Exchange Server 2007 with Unified Messaging (a completely SIP-based voice messaging solution). The customer was able to get the IP-based unified messaging solution they needed for a fraction of the cost of the alternatives. The marketplace is definitely getting the message that FoIP and VoIP applications are the way to go. IT

Max Schroeder (News - Alert) is the Senior Vice President of FaxCore, Inc. (www.faxcore.com)

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