Hosted & Cloud Telephony MARKET REPORT
“I firmly believe the PBX is dominating the installed base in the UK only because it takes time to
purchasing any product within
a company is of paramount
importance to ensure the ROI,
therefore it is only a matter of
time that the natural acceleration
of Hosted Telephony being
deployed across the SMB and
Enterprise sectors will ensue.
I am also aware that resellers
are still at times bewildered as
to how they can make sensible
margins from Hosted Telephony
compared to selling On Premise
solutions, therefore they can
be reticent to sell this solution
compared to the upfront revenues
generated by selling PBX’s.
It really is time for resellers
to think about how Hosted
can t into their portfolio and
generate the revenues required to
maintain cash ow, this can easily
be achieved by mixing recurring
revenues with asset nance to
displace any legacy when new technology in any sector becomes available”
alleviate nancial pressures for
the reseller as they move towards
this new model within their
businesses.”
According to John
McKindland, Head of Solutions
at Nimans, the PBX is very much
alive and well at Nimans and
beyond.
“Whilst there is continued
migration to the cloud for those
smaller outlets that require a basic
low-cost telephony system based
on an OPEX rather than CAPEX
model – in many instances over
the longer term a PBX remains
cheaper.
Cloud has not taken over
in the SMB arena and I think
another key factor is that ISDN
and analogue lines are still
prevalent and there are still
broadband connectivity issues
especially in rural areas.”
Justin Blaine, Channel Sales Manager, NTA
Hosted telephony provides
many user and reseller benefi ts
but what would be your top pick
in each case (user & reseller)
and why?
Tim Mercer at Vapour Cloud,
says that for the user the key word
is exibility.
“Hosted telephony o ers
businesses the choice as to how
and where they work, with no
detrimental impact on security,
and organisations need only pay
for what they need – it’s superscalable.
For the reseller it is having
recurring revenue without the
headache – the reseller secures
a long-term income stream and
has to do very little for it, as we’re
talking next-level technology
which doesn’t require the same
level of support.”
Dominic Norton, Sales
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Director at Spit re, says for a
reseller there is the ability to
deliver a complex technology
solution with minimal skills, no
capital investment and therefore
add value to the solution.
“For the end user they
bene t from a solution that is
typically very feature rich and
is continually enhanced with
minimal up-front investment, a
simple rental per user and often
short-term commitment (12
months or less).”
Xelion UK Managing
Director, Dave Reynolds says for
customers it is UC.
“Uni ed communications,
or as we term it Organised
Communications is a huge
bene t, bringing together
voice, instant messaging, sms,
wallboards and much more, as
a single service for users on any
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