Give voice a fair hearing

Convergence doesn't have to be a dirty word, argues Ralf Ebbinghaus.

For some, convergence is a dirty word, especially when it threatens fiercely guarded business territory.

Take the example of telecoms resellers that have supplied and supported circuit-switched PBXs for the past 20 years.

To a certain extent you can understand the fears, but are they really justified? It's not as if the challenge of IP-based telephony systems has happened overnight; it's been brewing for 10 years at least.

Now that IP telephony is a viable business offering, there are no longer concerns over standards or voice quality. So isn't it time that the telecoms boys admitted that they should give it a fair hearing?

For too long there has been a chasm between networking and telecoms suppliers, as if they are different species that would never dream of dabbling in the other's black art.

However, there is a dawning realisation in both worlds that customers are seriously contemplating the cost and features benefits of marrying IT and telephone networks.

Simple business sense is prevailing, with thoughts of lower cabling costs, less maintenance and the chance to add sophisticated features such as unified messaging.

By using server-based telephony there is no need to spend thousands of pounds buying expensive switches.

As a result of bringing telephony and networking together, both parties must rethink their business strategies.

On the surface it would seem that the typical networking integrator has less adjusting to do, as it is IP that appears to be taking the lead. But this is not wholly true.

They still need to be aware of customers' legacy investments or rental agreements on existing telephony equipment.

Customers should feel comfortable about migrating to an IP-PBX, whether it's a complete replacement or a gradual process.

Value-added resellers must appreciate the value of currently installed telephony kit and give a balanced evaluation of how IP can be integrated.

There will be some occasions when the capital investment a customer has already made is too high. In this instance, resellers must proffer only a practical solution. Meanwhile, the telecoms resellers should take an open view about IP telephony.

There is no debating that eventually the ubiquity of traditional switches will be eroded. Why wait for the inevitable when you can cash in?

Ralf Ebbinghaus is vice president of sales and marketing at Swyx Communications.