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SMB VoIP Gets a Boost
2006-10-05
The end-to-end program lets service providers offer SMBs with fewer than 20 employees enterprise-like voice features with four and eight-port integrated access devices (IADs) that deliver VoIP capabilities to analog phones.
“They’ve packaged up business features that are typically for much larger businesses and they’re giving them to the guys that typically have only a couple of analog lines – and they’re doing it on broadband so it’s cheap, cheap, cheap,” said Brian Washburn, principal analyst-business network services at Current Analysis. “There’s a real value proposition here that seems to me to be potentially disruptive.”
The VoIP package should be especially attractive to smaller carriers, ISPs and, Washburn said, cable operators who want to start attacking the SMB customer base.
“This could take them to the next level where they provide a broadband service and eight lines. I think the cable companies should be looking at this kind of stuff long and hard,” Washburn said.
Frank Paterno, vice president of marketing at Intelliverse agreed and said the company has pitched its wares to cable operators, starting with the company’s existing residential package and moving more recently to the SMB product.
“SMB was something they wanted to dip their feet into a little more,” he said. “Of course the big ones, the top six cable companies, are all going to do this themselves.”
Big players are not the targets for the Talking Planet Business program just as big enterprises are not. The program is intended almost as a private labeled “Intelliverse in a box” offering for small companies – six or seven lines are probably about right, Paterno said – that want the features of VoIP without the hassle.
It’s part of a re-emphasis on having outside experts host voice and data services and removing the responsibility from on-site personnel. Hosted telecom, Paterno said, is “a necessary evil for them. It has to sound good, work good and they know they have to pay somebody.”
Rather than do it themselves, he said, “they’d much rather just pay nothing upfront and maybe shell out $ 225 a month. That’s loud and clear what we’re hearing.”
Intelliverse, too, prefers to let someone else do the final work with its program.
“The perfect match is for us to find a broadband provider – an ISP, a straight old data provider, a cable company – and they would then sell their existing broadband connection and layer our product on top of it and bundle them both together,” Paterno said.
That, said Washburn, brings the most important ingredient to the mix. “The operative thing is having that broadband connection with QoS,” he said.
With that connection, “they can replace analog lines, whether plain dial tone or Centrex functionality, and provide it all on a converged IP pipe for use by anyone who has a DSL or broadband connection to the customer with a QoS metric on it.”
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