Convergence is the next step
Don't be confused by common misconceptions: there is a case for convergence, writes Jason Butcher
For companies of almost all sizes, there is a case to support the introduction of converged infrastructure and applications. This includes efficiencies in the use of bandwidth, enhanced scalability, overall cost-reduction and improved productivity.
A converged system, which allows voice, video and data applications to run over a single network also facilitates substantial hardware savings, reduces the need for separate maintenance contracts and simplifies network management.
Many SMEs, however, are still not convinced. As a baseline, the typical cost-conscious SME works to a tight IT budget. Why should they part with existing technology if it works? Conversely, investment in converged applications looks like a ‘wish-list’ purchase without clear value-add.
This inherent scepticism is supported by widespread misconceptions about the technology itself. Many believe that the new solutions are designed for large corporations, others wrongly suspect a lack of reliability.
SMEs often lack a senior IT manager, and are often understandably confused by issues such as network and security management, and by the variety of access methods available.
With this in mind, the onus is on the reseller to make the business case and provide a high degree of confidence that it can manage complexity and deliver a smooth, effective transition. On the one hand, almost every element of a typical solution contains significant proprietary customisation and so demands a matching variety of integration skills. This, however, is of little interest to the SME who wants to buy a business solution that addresses the entire needs of his enterprise.
On the other hand, SMEs understandably seek the reassurance of local, quick-to-respond solution providers. However, it is also key that the responsibility of delivering service across the converged solution is singularly owned so that the SME does not have the issue of finger pointing between multiple suppliers when a problem is encountered.
If the hesitation of the SME sector is entirely comprehensible, so is the potential way forward. Far more than a buzzword, ‘convergence’ offers most SMEs rich returns and a renewed competitive edge. To maximise these benefits they need to choose a partner that can guide them through the complex range of available technologies and provide the support to ensure their investment in converged solutions is a long-term success.
Jason Butcher is head of convergence specialist sales at BT IP Networking.