This Week


A round-up of my posts from this week.

The Other Voice Channels

The majority of voice systems are procured through indirect channels. The old term was “Interconnect,” the provider interconnected branch equipment to the carriers. Other terms include Dealer, VAR, Systems Integrator, and Solution Provider. Yes, there are slight nuances, but for the most part they all describe channel partners that resells, installs, and supports voice systems. As a result of new technologies and the notion of convergence, several new channels are emerging. And these non-traditional channels deserve some recognition. —Convergence is changing the model. And while most of the conversation on this topic is how traditional voice partners are transitioning their businesses and developing broader solutions, new channels for voice system sales and support are rapidly emerging.


The Big Squeeze

The enterprise CPE voice market is going through a major transition. The pattern of a “Big Squeeze” is clear from Allan Sulkin’s reports of total market share, which are based on actual shipments of the major CPE vendors (his most recent report was last March)…The Big Squeeze refers to pressure on the middle players–those who sit between Avaya/Cisco and “Other”. The middle players, based on considerations of their market position and budgets, are Mitel, NEC, ShoreTel, Panasonic, and Toshiba. These companies are under pressure from both sides of the market as a result of several conspiring factors.

And of course, right here on PinDropSoup:

The Missing Lync

I am happy to see Microsoft kill the name “Communicator”. Not only was that a long and boring name, but it was too obvious. It was kind of cool when Star Trek used it for their version of a flip phone (1968). For whatever unknown reason, the marketing folks just fell in love with the name, and “Communicator” was applied to all all things telephony.

IRONY? On Monday I write how the name “Communicator” is boring and needs to go. And on Wednesday Avaya launches the Avaya Desktop Video Communicator. At least I think they did. The press release doesn’t include the name, but UCStrategies and NoJitter sorta report that’s the name. Zeus Kerravala wrote: “The actual name of the device is something like the Avaya Desktop Video Communicator”. While Avaya may have been understandably shy about naming its new tablet an old name, they weren’t shy about making it clear it isn’t a tablet.

When is a large Android device without a keyboard not a tablet? When it costs $2,000.


Three posts this week which was particularly impressive (at least to me) considering there was a three day trip to the eastern US to discuss with clients how UC is changing the notion of value add in the channel.

Also, be sure to check out my shared items feed. I regularly post quite a few posts that I find interesting.

Dave Michels