The enterprise is at the forefront of technology today thanks to growing efficiency and innovation. As more and more business users turn to these solutions to work faster, better, and smarter, companies are setting out to offer solutions that meet their needs.
Well positioned to deliver the solutions they need, is GENBAND, which offers secure solutions across devices and networks.
TMC caught up with Jon Jorgl, President of Enterprise Solutions for GENBAND to talk about the focus on “Generation Enterprise” and newly launched initiatives under his leadership.
Generation Enterprise, which launched this year, focuses on the mobile and cloud-based business world and with a go-to-market model and distribution channels, has been going great according to Jorgl.
“Effectively, what we’re doing with this, is looking at enabling channels to sell our products and services outside of the traditional carrier channel that GENBAND had been known for. We are looking at service integrators as well as our carrier customers as a channel for delivering our products - services and software, for the enterprise customer base.”
What’s helped the company with this focus includes some of what was gained from the Nortel acquisitions. Not only has it allowed the company to pick up a large number of service integrators as partners, but by working to develop relationships, the company has also been able to sell a number of software services through them.
“One of the things we acquired was the application server and Nortel platform. That’s been evolved through a great deal of R&D into the EXPERiUS platform, an open app server that we sell and scale up or down to either on premises or a cloud offering as a choice over the legacy Nortel infrastructure of the past,” Jorgl said.
“The market has been very receptive. We’ve sold a number of EXPERiUS solutions very quickly as replacements for many legacy systems.”
But the biggest focus driving today’s enterprise market is the trend in mobile.
Not only have devices become more important for people to carry than even their wallets, but now, we’re seeing your personal lives and business lives converge in that one mobile device. So, rather than having multiple phones – we are going to start seeing that evolve together.
A good example of this can be seen with mobile phone bills today, Jorgl said.
“While some companies may expense an employee’s device or currently have other ways of handling mobile usage, carriers are now allowing larger companies to take over the payment of personal cellphone bills. And when you look at that evolution, now you have this interesting convergence bringing together legacy infrastructure with next gen technologies.”
Just how this plays out in the work environment will be an interesting trend to watch, but definitely real time communications will play a significant role.
“I think we are well positioned to help the real time communications approach evolve,” Jorgl said. “Not everyone can just rip and replace. We’re positioned to help that transition happen smoothly – to integrate legacy communications to the next generation – real time communications.”
In line with this, Jorgl also noted that you need to have the right tools in place to help your service integrator partners and channels to be successful.
GENBAND’s Partner Advantage Program was recently revamped thanks to Relayware, to include a new partner portal and improved benefits for its members in the form of special discounts, training and sales tools, and co-marketing support.
“We made a recent investment in Relayware because we felt it was instrumental in helping our channel partners. As a result, our channel partners have provided positive very feedback. They like the more advanced, real time manner in which they receive their information, how they are informed and how we help educate them on our solutions and services.”
Speaking of the giant trend in mobility, the move away from desktop phones and the change in how people work, Jorgl commented that its interesting to see from a CIO level to a CEO level, the response to, “why do I need to have a phone on the desk “I have a phone or a tablet for doing these tasks, and I don’t have to be tethered to a desk all day.
The challenge, Jorgl said, when looking at other vendors outside of GENBAND is that they are proprietary-based – so they are closed systems... and "as folks are moving from this world of legacy, closed systems, they are asking themselves, do I really want to move from one proprietary system to another? Or do I want to move to an open system that allows me to integrate business applications that are critical to my business needs at my own pace – rather than the vendor dictating when those services are ready and how they are going to consume those services?”
"I think that’s the biggest transition we’re seeing in the marketplace and the feedback. And while there will still be some desktop phones for particular applications, the majority of workers I think are going to evolve to a truly mobile environment – as in your office, is wherever you are and you no longer have to drive to specific location to conduct business."