UK Manager, 3CX, Paul Clarke says that BT’s ISDN switch off is a significant opportunity for the channel.
Clarke claims that the channel can enhance the existing opportunities in light of the proposed changes, as well as the broader opportunities for businesses and how the channel can make use of these.
He said: ” We’re currently on the brink of another such change, with British Telecom steaming ahead with its plan to switch-off of ISDN and PTSN lines in 2025, with consultations about the change said to be starting in the next few weeks. If BT stops selling new ISDN lines in 2020 as expected, the three million ISDN lines still used by businesses in the UK will have to begin exploring IP-based communications. This change presents a great opportunity for the channel, but with the change-over deadlines looming, time is running out to react.”
Clark said that the task facing channel businesses is the same. It did not matter if it was an IP specialist or newcomer taking advantage of the new ground this change provides, or a traditional ISDN service provider adapting to the new IP business model. If the channel does not have a plan for converting ISDN customers to IP, they could be turning their back on vast potential revenue.
“By offering businesses of every size, in every industry, the tools, services and support they need to modernise their communications throughout, this change provides a fantastic opportunity for the channel to reach new customers. Communication has made huge technological leaps since VoIP was first introduced, and the channel should be capable of overcoming any concerns their potential new customers have about the change”, he said.
The UK faces a struggle in guaranteeing high-speed broadband consistently across the nation. This means that businesses in more rural locations might be unwilling to swap their well-established ISDN connection for a less-trusted IP connection, even if the existing connection is slower.
British Telecom isn’t the only company to switch off ISDN and PSTN connections: SwissCom phased out ISDN lines last year in favour of IP based services. SwissCom’s change has highlighted the benefits of IP lines; including lower costs, higher bandwidth and greater flexibility. Significantly, even areas with limited broadband connections are likely to see better speeds than the existing ISDN provides. Switching to IP can open up far more options to channel partners, as well as the business,” Clark said.
Some businesses may not immediately recognise the benefit of the additional services beyond voice that IP allows, offering services including instant messaging, and video, these can provide valuable revenue streams for the channel. The support needed to keep these services operational can also offer a financial opportunity to the channel, as long as it can show how these additional communication strategies can benefit businesses, he said.
This means ensuring businesses understand that working practices are changing, with flexible working meaning anywhere can be an office.
“Instead of communicating over fixed lines, using IP is a great way for businesses adapt to this change, as well as providing simpler, lower-cost communication with potential customers and partners anywhere, at any time, over any channel. By making this clear, businesses are more likely to embrace the opportunity to update their technology and reduce their costs at the same time”, Clark said.
Clark thinks that while it is undeniable that communication is at the heart of modern businesses. The ISDN switch-over may be one of the last chances for the channel to benefit from changing technologies, leading customers through potential challenges and helping them to make the most out of IP. However, time is of the essence and the channel needs to move now before businesses are pushed to make the change before the deadline.
“Guiding customers through this new landscape, for example by offering new forms of communication, could reward the channel handsomely. The alternative is settling for the leftovers come 2025”, Clark added.
