An official with a U.K.-based telecom solutions provider told TMCnet this week that his company is seeing more and more global enterprises using communications products from companies such as Shoretel and Altigen.
Paul Fullman, U.K. sales director for Truro, Cornwall-based Datasharp UK Ltd., told TMC (News - Alert) CEO Rich Tehrani in an interview – printed in full below – that his company already is partnering with many U.S.-based resellers to provide installation and support services in the United States.
“Similarly there are opportunities from U.S.-based resellers to make their mark in Europe by partnering with the likes of Datasharp which enables to provide the necessary support service needed to break into the European market with our the expense of setting up a European based office,” Fullman told Tehrani.
Fullman – who is planning to attend ITEXPO West 2009 in Los Angeles from Sept. 1 to 3 – also said that the ability to provide the infrastructure to support real-time IP traffic is the key to selling successful VoIP and UC solutions.
“Without it it’s like trying to sell a railway engine without the track,” Fullman said. “Pointless.”
Their full exchange follows.
Rich Tehrani (News - Alert): How did you get involved in the communications technology industry?
Paul Fullman (pictured left): Started out as a college lecturer teaching Data Networking, Microsoft (News - Alert), and Cisco courses in the United Kingdom.
RT: How does your company benefit from communications technology?
PF: We have 55 offices throughout the United Kingdom, selling complete Unified Communications (News - Alert) Solutions to our customers across Europe.
RT: What changes are you expecting in your tech budget next year? Why?
PF: Taking into account mobile carrier based communications services that will attack the fixed line base
RT: President Obama has said the $787 billion economic stimulus package will help the economy this year. What do you think about that? In your view, how will that money impact the communications market, if at all?
PF: I believe that during times of economic hardship is when we see more innovative products available to the market, every vendor wants to compete by selling better quality products with real ROI and increased productivity as part of their solution. This stimulus package should enable various sectors to upgrade and improve their own business environment in order to be more competitive.
RT: Following up on that, we’re now formally starting the process of broadband stimulus money allocation and spending. What do you think of that activity? What effect will broadband stimulus have on technology spending, if any?
PF: The ability to provide the infrastructure to support real time IP traffic is the key to selling successful VoIP and UC solutions, without it it’s like trying to sell a railway engine without the track. Pointless.
RT: One of the exciting opportunities we’re presenting attendees at this year’s show is a fast way to find and network with companies they’re interested in, through ITEXPO DealCenter. What, specifically, is bringing you to ITEXPO (News - Alert) West 2009? What kinds of companies or professionals do you want to meet?
PF: We have seen a marked increase in providing multinational companies with worldwide communications solutions with products such as Shoretel and Altigen. We have already partnered with a number of key U.S.-based resellers in providing installation and support services for us in the United States. Similarly there are opportunities from U.S.-based resellers to make their mark in Europe by partnering with the likes of Datasharp which enables to provide the necessary support service needed to break into the European market with our the expense of setting up a European based office.
RT: What specific products or services do you intend to research or select?
PF: Products and services aimed at leveraging customer’s investment in Microsoft.
Learn more about VoIP and Unified Communications at ITEXPO West — the biggest and most comprehensive IP communications event of the year. ITEXPO West will take place in Los Angeles, Sept. 1 to 3, 2009, featuring three valuable days of exhibits, conferences, and networking opportunities you can’t afford to miss. Don’t wait. Register now.
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Michael Dinan is a contributing editor for TMCnet, covering news in the IP communications, call center and customer relationship management industries. To read more of Michael's articles, please visit his columnist page.
Edited by Michael Dinan