IP convergence knowledge improves

Understanding of IP convergence has improved over the last year

Understanding of IP convergence has improved over the last year, but some firms are still concerned about cost issues, according to research from reseller Affiniti.

The research discovered that 70 per cent of companies understand IP convergence, compared with 59 per cent in 2004, but 61 per cent of firms still cite cost as the main barrier to fast adoption.

Mobilising the workforce remains the main driver of IP convergence, and there has also been a rise in contact centres and voice over IP-based projects.

Alex Black, strategy director at Affiniti, said: “I would argue that convergence drives costs down, and if cost is a barrier then you have to wonder if people actually understand the benefits of convergence.

“We as an industry need to educate firms on what can be achieved through convergence. In a year’s time I hope that cost is not as big a barrier, but the issue is how quickly we can achieve these aims.”

Black added that concerns around PBX and IP working together have been resolved and resellers purely supporting old systems could run out of business in the near future.

Paul Rowe, enterprise convergence solutions marketing manager at Nortel, said that IP convergence education needs to continue to make firms understand all the benefits of a converged IP system.

“In 2005 for the first time we have shipped more IP phones than traditional phones. We are application focused and want to highlight the business benefits. Resellers are very important to us as firms continue to move away from traditional PBX towards IP,” Rowe said.

Jess Thompson-Hughes, managing director at IP convergence reseller React Technologies, said that understanding cost issues depends on the company size.

“Large firms have been using convergence for a long time and have been saving a fortune. SME understanding has improved, but some feel that replacement costs are too much and fail to see the tangible benefits,” he said.

Thompson-Hughes added that resellers face a difficult task when it comes to educating firms on benefits. He said that proving to customers the potential cost-saving benefits of convergence is the best method to boost sales.