Staging Services Eases IP MigrationsStaging Services Eases IP Migrations
I've been seeing and hearing about one significant change in the delivery of telephony systems to customers. Distribution is providing the installing company (Interconnect / VAR/Dealer) with staging services to save time and money, and to avoid costly mistakes on deploying IPT systems. Distribution, for a small fee (I'm not exaggerating) will pre-configure the IPT system with the necessary licensing, firmware updates and other initial configuration requirements that are necessary to get the system initially up and running for each customer.
June 19, 2008
I've been seeing and hearing about one significant change in the delivery of telephony systems to customers. Distribution is providing the installing company (Interconnect / VAR/Dealer) with staging services to save time and money, and to avoid costly mistakes on deploying IPT systems. Distribution, for a small fee (I'm not exaggerating) will pre-configure the IPT system with the necessary licensing, firmware updates and other initial configuration requirements that are necessary to get the system initially up and running for each customer.
I've been seeing and hearing about one significant change in the delivery of telephony systems to customers. Distribution is providing the installing company (Interconnect / VAR/Dealer) with staging services to save time and money, and to avoid costly mistakes on deploying IPT systems. Distribution, for a small fee (I'm not exaggerating) will pre-configure the IPT system with the necessary licensing, firmware updates and other initial configuration requirements that are necessary to get the system initially up and running for each customer.This is a key benefit by changing the delivery process of IPT systems that remains much more complex than TDM, and it's wise to use any means available to deliver a solid solution, especially since these initial steps when misapplied can lead to lost time and good will on installation projects.
After speaking with the Territory Sales Manager, Bob Smith, and the Director of Marketing, Lorie Llorenas of Jenne Distributing, the low cost to configure the box and get it out the door to the dealer/VAR is definitely worth it. The benefits of staging services are:
Prevention of out-of-box failures
Free up technician time for customization
All licenses are validated
Decreases onsite setup time
All software is upgraded and on the right track
Some dealers and VARs will argue that they are losing billable time and from where I sit, this is a cheaper alternative over technicians spending valuable time reading PDF files, browsing factory websites and flipping through CDs online trying to figure what needs to be done just to get the licenses straight, the upgrades in place and to ensure that the right software is configured properly in the box.
Telephony's processes are akin to nothing else, and for anyone understanding the process and then being able to improve it, usually means a positive step forward. So any resistance, I think, is basic and goes back to billable time arguments.
Unless the factory improves its processes, which isn't likely to happen; or at least until they see or hear that distribution is gaining significant revenue from this service, then life in IPT continues on. Getting a new box delivered with the right software, right licenses and right updates isn't transparent to the dealers/VARs--and they are normally the ones to ensure this is done on their time. Attempting to do the work onsite isn't as beneficial as is doing the work in the shop. Either way, valuable time is spent getting it right and management is still the fine art that involves matching the right talent and using adequate resources to accomplish the job at the right price.
Jenne offers staging services for the 1-500 station market and others such as Avaya Global Services, Polycom and partners, Voda One.
The one downside I see is that the more hands touching the system throughout the process, the more opportunity for potential problems. When the factory decides to take over, then staging services could become a competitive differentiator, and I've thought all along that the distribution model could change. It will be interesting to see if commoditization and IPT can really change this link in the food chain. Either way, more qualified hands need to touch the customer sites, and these services may be the kind of process improvement that get VoIP sales rolling again.
Some dealers and VARs will argue that they are losing billable time and from where I sit, this is a cheaper alternative over technicians spending valuable time reading PDF files, browsing factory websites and flipping through CDs online trying to figure what needs to be done just to get the licenses straight, the upgrades in place and to ensure that the right software is configured properly in the box.
Telephony's processes are akin to nothing else, and for anyone understanding the process and then being able to improve it, usually means a positive step forward. So any resistance, I think, is basic and goes back to billable time arguments.
Unless the factory improves its processes, which isn't likely to happen; or at least until they see or hear that distribution is gaining significant revenue from this service, then life in IPT continues on. Getting a new box delivered with the right software, right licenses and right updates isn't transparent to the dealers/VARs--and they are normally the ones to ensure this is done on their time. Attempting to do the work onsite isn't as beneficial as is doing the work in the shop. Either way, valuable time is spent getting it right and management is still the fine art that involves matching the right talent and using adequate resources to accomplish the job at the right price.
Jenne offers staging services for the 1-500 station market and others such as Avaya Global Services, Polycom and partners, Voda One.
The one downside I see is that the more hands touching the system throughout the process, the more opportunity for potential problems. When the factory decides to take over, then staging services could become a competitive differentiator, and I've thought all along that the distribution model could change. It will be interesting to see if commoditization and IPT can really change this link in the food chain. Either way, more qualified hands need to touch the customer sites, and these services may be the kind of process improvement that get VoIP sales rolling again.
