Will Resellers have a role in a “Cloud Enabled” World?

 

When the topic of “cloud” comes up in conversation with our partners, it’s not uncommon for worry lines to start to appear on their brows. Some worry that if products become services in the cloud then their ability to add value will disappear. At ipcortex, we just don’t subscribe to that point of view. In fact more than that, we think that for the savviest resellers this inflection point could be as game changing for them, as we believe it will be for vendors like us. Here’s why…

Industries that go through periods of major transformation also tend to produce winners and losers among the formally dominant players in the industry. As both UC and cloud develop and mature they will require a much broader set of skills and capabilities from both the technology vendors offering products and services, and the resellers and integrators seeking to secure business based from them. The large “legacy” vendors, used to deriving business from proprietary on-premise systems may be the ones who struggle the hardest to come to terms with this new paradigm. Indeed, their complex pricing structures and “handset heavy” revenue models do not lend themselves well to a shift in value towards cloud based services and open standards interoperability. It is at times such as these when newer entrants in the market and the resellers that partner with them, are able to leverage the inflection points and start to rapidly change the vendor landscape.

A UC and cloud enabled world will favour vendors that:

  • Have open standards architectures at their core, and actively seek to broadly integrate with a broad set of vendors in the marketplace
  • Accept that proprietary “lock-in” will no longer be enough to keep customers loyal and instead drive to deliver true value in a much more competitive market
  • Do not rely on complex pricing models and reliance hardware/ CPE with complex feature upgrades to maintain the margin in their business.

For resellers and integrators we believe that their role will not disappear, but it will start to transform. It will no longer be sufficient to align closely with one or two of these vendors, become skilled in their proprietary architectures, and rely on “nickel and dime’ing” feature bolt-ons and on site support in order to make a living.

A UC and cloud enabled world will favour those resellers that:

  • are aligned with their customer’s business processes and objectives
  • are able to add value on the basis of consulting and service
  • understand cloud computing and associated technologies and are able to advise their customers accordingly
  • embrace a much broader ecosystem of products and services, giving true flexibility, value and choice to their customers through a combination of on-premise and cloud based products and services.

There’s plenty of scope to add value in a cloud enabled UC world. It won’t be in delivering low value, low margin hardware installs and feature upgrades, but it will be in higher value more consultative selling. And don’t forget – delivery of any IP based communications solution will still require a robust, resilient, secure, IP network over which to operate within the business and out to the cloud. Indeed, arguably it becomes of even greater importance.

Will Resellers have a Role in a Cloud Enabled UC World?Resellers need not worry, but for some, they really do need to prepare…

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Demo World

Photo by Marcin Wichary

Photo by Marcin Wichary

There is a land called “demo world” where solutions only have to ever run in small, pre-tested configurations, in ways that make them shine brighter than their competition. Applications in demo world only have to communicate with themselves and even then only for a handful of users because of course demo world doesn’t operate on any scale or have external links as that would be far too inconvenient to properly explore in the available meeting time.

Desktop applications in demo-world have very pretty interfaces which allow you to see lots of detail on at least say 5 or 6 other users in real time with gorgeous big graphical icons that are visible from the other side of the seminar room. Of course in the real world we often need to search, narrow down and communicate with 100s of contacts in the course of a day or week, but again that really isn’t a concern in demo world as all you need is a scroll bar at the edge of the screen to navigate around a practically infinite canvas of huge icons. In demo world those applications run on a very limited range of desktop software environments because it is of course much better that way (for the vendor anyway).

Large vendors dominate demo-world. Their carefully choreographed sales teams learn the scripted demos from specialist sales engineers and all goes well as long as they remember to stick to the script and do not allow too much time for inconvenient questions.

But we don’t live in demo-world. We have to design products that work well in the real world.

In the real world, users want the desktop app to run the same on any of the environments they use: PCs, Macs, tablets and web based on any browser rather than some particular version specified by the vendor.

In the real-world it isn’t how well an application performs when used to talk to someone running the same thing on the next desk that is important, it is how well it lets us shrink the gap when talking to someone using another system elsewhere on the planet that matters because these latter people are generally called “customers”.

So how do you tell if you are being sold a demo-world solution? During the scripted demo or Webex of the solution, ask a few questions that relate to how you actually need to use the system. Ask how well it allows you to see presence status for 100s of users at the same time, or quickly narrow down a contact search with two or three keystrokes whilst holding a conversation. Ask the salesman to demonstrate an instant message exchange to a customer on another system entirely, or to quickly configure a non-trivial call handling path with multi-line presentation. If any of that takes more than a few seconds or involves the need to “just check on that and get back to you” then you may have just dropped off the edge of demo-world.

 

 

 

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Are We “Clouding” Reality?

Photo by John Kerstholt

It had to happen. After a couple of years where every IT and communications company on the planet has been carefully weaving “cloud computing” into all of their marketing materials, mission statements and in some cases even renaming their companies to jump on the bandwagon, we are now seeing analysis decrying the term as meaningless.

The IT industry in general of course loves this kind of thing, our history is littered with phrases invented by clever people to explain fairly intangible concepts to the mere mortals who own the cheque books and determine company valuations. Once enough commentators and analysts use a new term, momentum builds around it until it acquires a life of its own. This is the point it starts to evolve fairly randomly, becoming more and more divorced from reality with each marketing $ spent by aspirants trying to position their company or technology as the ultimate embodiment of the buzzword even if they started out as something else entirely. Amongst cynical technologists at the implementation coal face, the place where any reality gap is painfully visible, these phrases are often dismissed as memes fairly early in the cycle.

Whether or not you personally regard the phrase cloud computing as a mantra or just another buzzword bingo  candidate, there has for many years been an inexorable progression from isolated shrink-wrap applications running on local hardware to delivery of applications and data over the network from centralised facilities.

There are a number of key drivers to the process of divorcing the place where programs physically run and the data lives from actual delivery of the application as a service:

  1. Applications are becoming ever more complex which means that application development, QA and support in a traditional shrink-wrap environment gets more resource intensive with each release. This is having an exponential negative impact on development cycle times and customer deployment cost.
  2. Network bandwidth in most parts of the world continues to become exponentially cheaper per bit to the point where there are very small marginal costs in delivering new applications remotely. Cost effective network reliability has also improved to the point where the risk of service outages due to communications failures are now similar or lower than those associated with system failures in local deployments.
  3. Power and cooling for local deployments is becoming more expensive
  4. Wide availability of open standards based endpoints (e.g. DHTML browsers, SIP audio & video devices) has removed any barriers to universal deployment. Actually this is more of a consequence of technology developing to deliver solutions in this economic space but it is the big key enabler for cloud deployment.

There are also a couple of factors that mean that even if costs and service levels are the same, both application providers and users benefit from their delivery as a service:

  1. Particularly in the current climate there are good cashflow, tax and business agility reasons to buy services (OPEX) instead of investing scarce capital in building facilities (CAPEX).
  2. Once application vendors saturate their market with one-off application Microsoft stock price from Yahoo Financepurchases, it becomes very difficult to continue to generate the year on year revenue growth that their stakeholders demand just by producing more and more expensive to develop follow on products (look at Microsoft’s share price over the last decade for a classic illustration). The application as a service business model breaks this cycle of ever decreasing return on development cost by locking in recurring revenue based on the number of current application users.

None of this is new, in fact what we now call cloud computing has been a more or less continuous progression since at least the mid 90s when deployment of centralised services like web and e-mail on high bandwidth public data connections started to gain momentum.

There are some technology areas that are currently experiencing rapid change, particularly around server virtualisation to deliver infrastructure itself as a service and also big leaps forward over the last 5 years in deployment of open communications protocols, which are starting to drag all of the islands of on-site TDM telephony into the Cloud.  These are however all just part of an obvious progression towards using open network technology to provide better resource utilisation when delivering ever more complex applications.

Whatever we call it, I don’t think that this shift in technology consumption is going to decelerate or go away any time soon. I would love to hear what other people think though: cloud computing, is it a mantra or meme in your organisation? And what are the areas where you actually see it having most impact on the ground?

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Licence-itis and its Detritus

Complex Licence table

One of our resellers recently sent us a “price comparison” spreadsheet which had been produced by one of their legacy PBX vendors with a request that we produce something similar for our products to demonstrate where we sat competitively against their analysis.

Readers will be familiar with the format of these kind of “knock-off” tools: pick some contrived configuration where you have the best paper advantage over the competition and then work this up to prove that you are better all round.

“Easy” I thought, as we generally always come out better off on this kind of exercise for any none-trivial real world configuration due to our lack of per extension or per feature licencing charges.

What I really didn’t realise was just how near impossible it is to price up a comparative solution from many of the legacy PBX vendors with any certainty unless you really know the way around their arcane licencing policies and feature tables. For one vendor we ended up looking at an Excel spreadsheet with 46 tabs and a feature licence table with nearly 100 different options! I simply can’t see how this can be navigated without a week long “how to price up a solution” course.

Sadly it isn’t just the voice legacy vendors that are playing death by a thousand licence options as at least one data legacy entrant to the voice market seems to have adopted this model too.

So my question: how on earth do resellers cope with this kind of model model and what kind of detritus must it leave in its wake? What happens when you forget to include some key required licence, feature or part on the quote, do you just and up swallowing the cost, or is just knowing your preferred vendors licence permutations a competitive advantage in its own right for this reason?

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