Be prepared for convergence

Resellers can play a valuable role in educating customers on the possible threats of emerging technologies, writes Dean Jones

The advent of Voice over IP (VoIP) is presenting new opportunities for resellers, but it is the converged network that VARs must prepare customers for. With news that the Council of Europe has opted for a switch to VoIP, it seems that the technology is finally beginning to win over admirers in the corridors of power.

Meanwhile, the technology pages are peppered with references to the converged network. In the light of new legislation, security will be at the top of IT directors’ list of priorities when they look to the possible adoption of new technology by the organisation.

It makes sense that as the number of ports on the network increases, so the potential for security breaches will further intensify. But this need not present a mental barrier to embracing change. If the technology offers the possibility of improved efficiency and cost savings in the long-term, organisations must overcome the hype cycle that results from the sentiments of a press that has traditionally thrived on scare stories.

Resellers can play a valuable role in educating the end customer. VoIP may only be the beginning. As exciting as the technology may be, emphasis should be placed firmly on the converged network. Customers need reassurance that they will not have to overhaul the corporate network whenever new technologies are introduced. VARs are in a position to set these organisations on the right path.

The Council of Europe’s project is a promising development. It shows that large organisations are taking those tentative but all-important first steps. It is now clear that the last significant gating element threatening to delay the popular deployment of VoIP is the perception that the network is not ready to support voice and other applications without compromising the security and predictability of any of the shared applications.

By adopting a model of networking with security-centric thinking, and by focusing on access control, proactive protection and dynamic response capabilities, it is possible to support voice on a converged network, but at the same time building a foundation equally applicable to almost any future application.

Instead of simply addressing fears over the security implications of VoIP, resellers can demonstrate a dedication to customer care by preparing enterprises for long-term changes affecting the corporate network. VoIP is just the latest chapter for the enterprise network, and it will not be the last.

Dean Jones is UK channel manager at Enterasys Networks.