6/5/00 Computer Reseller News 35
2000 WL 2162920
Computer Reseller News
Copyright 2000 CMP Publications Inc.
Monday, June 5, 2000
897
CRN Test Center
Technical Overview
Phone-In Profits
--
Telephony Is New LAN Capstone
Frank J. Ohlhorst
New York - Replacing traditional phone systems with computer
telephony integration solutions is the natural extension of the LAN/WAN
model. Convergence may be an overused term, but it is an
underimplemented category of technology. Network integrators are just
now jumping on the opportunity available to provide and support an
assortment of products that are not only profitable to roll out, but
make a client infinitely more productive.
CTI does more than just that: It opens the spigot of new service
options, propelling other technology sales such as firewalls, switches,
network operating systems, broadband services and other
hardware-integration services.
From a sales standpoint, integrators can use the technology to
maximize services. Integrators can define a reliable revenue stream
based on scheduled maintenance, upgrades, backups and remote
monitoring-once services only available to traditional PBX vendors.
One critical factor in this technology is that it shares existing
category 5 cabling, reducing new cable-plant installation costs. That
same infrastructure provides the foundation for enhanced features, not
the least of which is voice-over-IP (VoIP). Remote offices are as close
as the WAN connection, reducing the costs associated with long-distance services and leased voice lines. Remote offices get all of the bells and
whistles of the home-office phone system.
Many of the players in this market have gone to great lengths to
simplify the integration and maintenance of LAN-based PBXes. Gone are
the configuration fears generated by adds, moves and deletions on legacy
PBXes, which used to require a visit from a telecom engineer. Web-based
interfaces and remote configuration capabilities open the door for
network integrators that want a piece of the lucrative small- and
midsize-business telephone solutions market.
The Technologies
The solutions in this roundup all accomplished the same goals. The
devil is in the implementation details.
- The 3Com NBX 100 is the closest to a standard PBX implementation,
with one difference: The use of 10BaseT Ethernet phones allows
integrators to share computer-network wiring.
- Artisoft's TeleVantage 3.0 is a software solution that requires the integrator to match components from other vendors to deploy a complete
system. Integrators can maximize vertical-market opportunities by
designing completely customized systems, while offering most of the
features of business phone systems and CTI options.
- Flexion BusinessGuardian X300, a hybrid system, uses both CTI
components and analog phones. Deploying analog phones-common everyday
phones-can greatly reduce costs. The product also tightly integrates
with Microsoft Exchange to deliver CTI content to the desktop, a real
plus for Microsoft NT solution providers.
The Test Center solicited qualifying products from several other
leading vendors. However, Motorola did not have a product available,
Active Voice cited internal resource shortages and Cisco chose not to
participate.
Integrators deploying these technologies will have to work closely
with local phone service providers. CTI solutions in general have the
same options for interfacing into the phone company as traditional
PBXes: Whether the interface is ISDN, T1 or analog, planning and
configuration has to be accomplished at the central office by the competitive local exchange carrier (CLEC). Integrators interested in
pursuing this market should research establishing relationships with
CLECs before diving in.
crn.com
June 05, 2000
---- INDEX REFERENCES ----
COMPANY (TICKER): Artisoft Inc.; Motorola Inc.; Active Voice Corp. (ASFT MOT ACVC)
NEWS SUBJECT: World Equity Index; Exchanges (WEI XCH)
MARKET SECTOR: Technology; Utilities (TEC UTI)
INDUSTRY: Software; Communications Technology; Telecommunications, All; Networking: Network Switches; Computers; Telecom Services: Broadband Services; Telephone Systems; Computing: Data Transmission; Computer Makers (SOF CMT TEL INNS CPR IBBS TLS IDTS CPM)
PRODUCT: Telecommunications; Computer Hardware (DTE DCO)
Word Count: 518
6/5/00 COMRSNWS 35
END OF DOCUMENT |
