by Ray Horak, Technology Editor
We still hear a lot of gloomy talk about the economy these days. Some suggest the technology sector will lead the way to a clearer day. We here at Telecom Reseller believe in that assessment so strongly that we occasionally wonder if we’re getting a little blinded by our own headlights. So, it’s always good to get another perspective, especially from someone “in the know,” so to speak. I reckon Larry Levenberg, Vice President and General Manager, National Channel, at NEC Corporation of America, qualifies. After all, NEC is a force in the business and Levenberg has played a big role in that. I recently got about an hour of his time. We talked about technology trends, market trends, and how NEC is dealing with them. We feel much better now.
Levenberg sees an undeniable trend towards software-based systems in support of Unified Communications (UC). “Key components of UC are presence and mobility, both of which immediately improve organizational efficiency and effectiveness. The impact on the bottom line is quick and that is especially important in tough times. We not only see growing interest in UC but can translate that into increased sales across all market segments, all channels, and both new system sales and upgrades.” Levenberg went on to say NEC has seen a good deal of activity in the enterprise market, with existing NEAX 2400 users moving towards the UNIVERGE SV8500 Communications Server. The SV8500 is a standards-based solution designed to be a part of a pure IP architecture, although it also can accommodate pre-existing traditional systems and support solutions that use either centralized or distributed conferencing and trunking equipment.
NEC sees clearing in the SMB market, as well. The SV8100 supports TDM and IP, voice and video, and wired and wireless. It also boasts embedded voicemail, IVR, ACD and a multimedia conference bridge. The SV8100 scales to 512 terminals (analog, digital or IP) and 200 WAN channels (analog or digital). The SV8300 scales to 1500 terminals and 512 WAN channels. In a multisite network configuration, Remote Link supports as many as 46 interconnected SV8300 nodes. So, there is a smooth IP/UC path from SMB to enterprise size. Also, NEC recently announced UNIVERGE Sphericall for IBM Lotus Foundations. Sphericall is a pure software UC solution, fully integrated with IBM Lotus Foundations, an appliance that extends IBM Lotus Sametime unified communications and collaboration (UC2) tools. Levenberg made the point that “Sphericall for Foundations is in-skin, rather than bolted on the Lotus Foundations appliance. That makes the combination one of the easiest and most complete business solutions available to the SMB. Leveraging the autonomic technology in Lotus Foundations, a business can install and configure its entire UC environment in a single, easy to manage and cost-effective solution that provides user access to enterprise-class communication features and functionality.”
I asked about the market impact of the Nortel situation, which I think we can all agree took a lot of users by surprise and created considerable market opportunities for all system manufacturers. Levenberg noted that “NEC offers considerable financial incentives for Nortel users to transition to NEC solutions. For example, a company replacing a Nortel switch with a new SV8500 realizes significant competitive and system discounts, a 100% port capacity licensing credit, a 100% IP station licensing credit and a 5-year warranty on all new telephone sets. There are similar [somewhat less generous programs] for the SV8300 and SV8100.” The program runs through March 31 and may be extended based on its popularity. He also noted that NEC Financial Services has dedicated more than $100 million to some very aggressive leasing programs in anticipation of large scale market demand as the clouds part and the economy clears.
On a related note, there have been internal changes at NEC. NEC Unified and NEC Infrontia have been consolidated into NEC Corporation of America, thereby streamlining the supply chain, allowing management to better synchronize sales and manufacturing.
NEC goes to market through a two-tiered channel model. A select group of relatively large and highly skilled channel partners buy direct from NEC. A second group of smaller dealers active in smaller markets buy NEC products through distributors. While there are a large number of traditional interconnects in the NEC channel, the ideal channel partner, going forward, possesses the skill sets and resources required to sell and support both appliance-based and software-centric systems. In North America, NEC provides Level 2 support, all of which is homegrown and local.
More at necam.com/entcomm.
