AYC promises channel a 'foot in the door'
Delayed Converged Telephony System due for release next month
Networking vendor AYC has claimed its latest SME IP telephony product, which is due to be released next month, will allow its channel partners to reduce outlays and overheads.
AYC said its Converged Telephony System (CTS) has been specifically developed for SMEs and with IP in mind. The CTS has capacity for eight multi-directional lines and 25 user extensions. It also provides voicemail, music on hold and auto-attendant functionality.
The product's release has been dogged by delays, but AYC gave January as the official release date for the IP-only version of the product, with built-in board-card analogue and ISDN versions expected later in the year.
In July next year AYC hopes to release a high-density version of the product to target the corporate sector.
"We were held back by other commitments. The delay was a commercial choice to hit the market at the right time," said Paul Howard, chief executive of AYC.
Howard added that AYC will adopt a "strictly two-tier" route to market. It will use about five value-added distributors to provide total package offers to resellers. Value-added services will be branded under either AYC's or the distributor's name.
A secondary level of distributors will also be used to provide resellers with incentives, such as extra margin, claimed Howard.
"In the past telephony systems have been quite expensive. Our offerings allow resellers to get a foot in the door using our telephone systems.
"Because it's a service, the outlay and overhead costs are lower," he said.
Steve Blood, an analyst at Gartner, said that although the product is late leaving the docking station, if it provides smooth integration and targets the right market, it will do well.
"In a way, it's not too late, so the company isn't missing out on anything. However, it needs to make sure it is targeting the right market, because the corporate market is already over-saturated," he said.
"Integration with IP, rather than plain old telephony, is the key. Our research shows that for half of end-users, call centre and contact centre functionality is a must."
Blood added that vertical market pressures could affect the product.
"Verticals can suddenly change a vendor's approach. Channel partners will still make a profit provided they target the right market," he said.