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Getting the Download on the Voice/Data Convergence Sale

The IP revolution means voice is now frequently technically data, and data services are commonly packaged with voice services. Hey, nobody ever said this would be easy.

But it can create new opportunities for the channel.

Of course, when it comes to the data part of the voice/data combo, many dealers who have traditionally focused on voice could use a little help in understanding both the data network itself and how to leverage data and convergence trends to increase sales with SMBs.

Thats the aim of the panel Beyond Voice: The Impact of Data in a Convergence Sale, which features Jon Nelson, product marketing manager for the Telecommunication Systems Division at Toshiba America Information Systems, and Chris Vuillaume, vice president of business development and channel at Fonality.

The session will be moderated by Steve Hilton, vice president, enterprise research group, Yankee Group Research.

As the channel migrates from selling phone systems to comprehensive communications solutions using VoIP technology, dealers must gain an understanding of data networks, quality of service, and implementing and managing a converged network that combines voice and data, says Nelson of Toshiba. In our session, we will discuss how dealers can become the type of solution provider needed by todays customer, including how to utilize tools such as network assessments, IP training and certifications, and more.

IP telephony offers immense promise for reducing communications costs and driving competitive advantage, adds Vuillaume. This session offers a realistic overview of IP telephony for SMBs as it stands right now, along with addressing key issues SMB customers are facing when deploying IP telephony within their LAN and WAN.

During the session, Vuillaume plans to share best practices and lessons learned based upon the Fonality 2000 SMB IP telephony systems deployed so far in the United States.


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