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or rather migrate their whole
network infrastructure and voice
infrastructure and move it to
cloud in one fell swoop. We’ve
seen the SIP numbers slow down
a little bit when we thought at
this point they would be picking
up because people would be
selling more and hitting the
ISDN numbers.
TWITTER QUESTION – 2025 is a
long way off, why do I have to
address this now in a period of
uncertainty?
PG: I think you have to address
it now. I know it’s a period of
nancial uncertainty but a
lot of the time the technology
being provided now is migrating
you from an ageing PBX or
technology that was put in ve
years ago. e UCaaS and the
benets you can gain from the
new tech will probably save the
business money. I know we’ve
been harping on about cost
savings and saving money on
minutes all those years ago but
I think we are beyond that now
and are looking at productivity
savings, customer experience,
how we retain our customers and
the end user customers.
Was the ash-to-bang longer
for resellers? Some said yes in
closing business. Some partners
have told me they have had the
best quarter ever. As a nation we
were uncertain about what was
going to happen (politically), but
we kind of know now. We can
move forward and proactively
work together to deploy these
technologies.
Andy Duncan, IT Interface
Manager, Spitfire (AD): ere
are a couple of things you need
to do when you start engaging
with a customer. Know what is
available, connectivity is still a
challenge in a number of areas.
It’s interesting that the shut-o
date for this coincides with the
government’s plans to get full
bre around the country. If that
is on time it will obviously enable
the SIP transition. Use it as an
opportunity to get something
more from your phone system,
don’t just replace like for like
which may be perfect. Go back
to the business and ask what they
need as they could get a lot more
for their money.
CBM: How does the fibre roll out
and future technology fit into
this?
GM: e future connectivity
piece is the thing missing from
the debate. If you talk to hosted
providers and hosted providers
these days, as long as they have
good systems most of their
problems are still connectivity
related. Most of the challenges
the customers face are still around
connectivity. By the end of the
decade that will not be a problem,
we will have full bre pretty
much everywhere and all of those
problems will disappear. If that
is not a good enough reason to
jump in and sort it out I don’t
know what is. As part of that you
have to think about, what is your
customer solution? Is it about
selling them SIP and doing a big
sale which wraps that up or is it
trying to look at the opportunity
and look at a proper unied deal?
Look at the voice options and
connectivity options and actually
understand timing, when are
bre builders building out and
is that a great time to go out and
target your customers and move
them? I guarantee a lot of these
people that haven’t moved have
already moved once and had
such a horrible experience on SIP,
because their connectivity was
appalling, and then moved back.
We have to be able to map the
landscape of the bre roll out. It’s
not just about the FTTP also, for
anyone that has SMPF, there are
millions of lines in the UK, that
is a dead product. Anyone facing
into an Ethernet product is going
to face challenges if their SIP is
currently over ethernet and it is
bundled.
I think partners need to
understand the connectivity
landscape as much as the voice
landscape to ensure they get
the right solution. If you have
got a good hosted system, or a
stable SIP platform, and you put
your customer on good value
connectivity, that doesn’t go over,
then you have to really balls-up
to not have a customer for life.
at’s what we should be aiming
for. We should be fundamentally
altering industry churn metrics
Paul Gibbs, Guy Miller, David Dungay, Andy Duncan, Dom Black over the next ve years.
50 | Comms Business Magazine | February 2020 www.commsbusiness.co.uk
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