CONTENTS
Note from
the Editor
There was a time,
just mere months
ago, when the
principal driver
for VoIP centred
around the planned
cessation of ISDN trunks
in 2025. And then the
Covid-19 pandemic landed on our shores and
little remained the same thereon after.
Whether companies that had on-site
PBX systems were at a disadvantage to those
with IP solutions was always a debate in
the market. IP solutions are exible, can be
installed fast and recon gured to meet user
needs. When you add Coronavirus into the
mix alongside a ten week long lockdowns
where businesses were either forced to shut
down or operate from employees home
locations it was not hard to see that the
laggards still using legacy PBX systems found
themselves in a scary place.
ose organisations that actually had a
business continuity plan – typically these
plans catered for a 7-14 day level of disruption,
suddenly had to turn on a sixpence and enable
their key workers to work from home with
little more than a mobile phone and a laptop
without any network access to the company
les.
ose laggards are now trying to run
extremely fast just to catch up with their
competitors that had the nous to plan ahead
and adopt exible working technology.
Hindsight is a wonderful thing however
– who would have predicted a pandemic this
year that was so devasting to business?
is guide will serve those resellers and
MSPs looking to arm their customers with
the technology to beat COVID and turn their
heads to an e ective long-term technology
strategy.
David Dungay
Editor & Publisher
CONTENTS
04
Supplier Matrix
06
Sponsor Address: MyPhones - Paul Gibbs
08
What is driving cloud? Keith Jackson - 8x8
10
Channel Feedback - Pain points and integrations
14
Interview - Alison Hastings - Avaya
16
Channel Solutions - Ian Hunter
18
Feature - Pushing for value
20
Bundles are not always best - Paul Gibbs
24
Leveraging the right technology - RingCentral
28
North Supply - A different approach
32
Channel Feedback - A multi-vendor strategy
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