CONTENTS
Note from
the editor
IP Telephony is rarely seen in isolation these
days as many observers see it has become
part of, and integrated with, a greater
ecosystem comprising an orchestrated
set of applications embracing a more holistic
communications solution for users.
e principle reason for this is
di erentiation. Platform vendors and service
providers can’t just sell the core legacy
o ering of PBX replacement because most of
the solutions available today are based on a
Broadsoft or similar switches. Trying to sell
‘me too’ solutions resulted in the frenetic race
to the bottom of per user pricing that we have
seen in the past.
Instead, suppliers and channels need to
o er di erentiation. Some lead with inclusive
orchestrations – such as the VanillaIP Uboss,
while others such as RingCentral lead with
UCaaS. en there are hosted telephony
providers that have national connectivity
infrastructure and UCaaS.
For resellers there is a need to further
di erentiate from the chosen suppliers’
o erings and here customer service excellence
and bespoke bund ling of application and
features o ers channels the opportunity to
specialise in verticals and lock down users
with integrated pricing initiatives.
Of one thing there can be no doubt – it’s
all getting very interesting.
Ian Hunter
Editor
CONTENTS
06
Innovation & Quality – Stone Lu, Vice President, Yealink
08
UCaaS: A Cloud First Option - Robinder Koura of RingCentral
10
Packaging & Bundles – The Impact of Differentiation
16
Lucy Green – Voice Enabling Teams
18
Prepared for Trouble? – Security & Resilience
27
Giving Users What They Want
30
Service as a Differentiator
32
Price vs. Features – It all Comes Down to Money
34
ISDN: All Opportunity Without the Rush
36
Integrated Applications – The API Comes of Age
38
Differentiation - Standing Out from the Rest
www.commsbusiness.co.uk IP Telephony 2019 | 3
/www.commsbusiness.co.uk