Allworx Picks Its Target
In addition to VoIP and traditional analog interfaces, the new Allworx 24x phone system includes integrated support for T1/PRI lines, a first for the vendor. As a result, the new system will be a good fit for small-business customers that are taking advantage of new, cheaper primary rate interface (PRI) offerings from service providers, said Tom Elliott, vice president of business development at Allworx, Fairport, N.Y.
"A lot of CLECs [competitive local exchange carriers] are delivering more services on PRI to small businesses," Elliott said. "Our dealers have been looking for this."
The system also includes features such as multiple conference call bridges, call queueing, voice mail, auto-attendant, remote user capabilities and an integrated router and firewall.
With such a vast feature set, Allworx expects that more of its partners will be able to position its portfolio as their lead phone system line, said Tom Grinde, executive vice president of sales at Allworx.
"A lot of our resellers have been selling our 6x and 10x lines into niche markets, limited to the key system space. Now they can make it their lead line," Grinde said.
John VanDenBush, president and owner of Technology Systems, a Scottsville, N.Y.-based solution provider, said the new product will enable his company to target a larger group of customers with Allworx than it could in the past.
"You have to have a vertical market it's attractive to. For me, [the target market is] manufacturing, and most of them have T1 interfaces," VanDenBush said. "If you get over 30 employees, you're regularly dealing with T1 interfaces, so it's a big plus that now we can go that way."
The new interface support will only help to expand the competitive advantage Allworx already has over rivals because of its economical price, VanDenBush added.
While chasing one recent 180-seat deal, for example, Technology Systems was able to offer a solution for $80,000. Bids from competitors based on Avaya and Cisco Systems technology came in at $225,000 and $380,000, respectively, he said. Technology Systems commonly sees 30 percent to 40 percent margins on Allworx sales, he said.
Pricing for the new 24x, available now, starts at just less than $4,000 for 24 users and can support up to 100 users at an average price of $450, fully installed.
Like other products in the Allworx portfolio, the 24x supports both VoIP and traditional TDM calling, giving customers the flexibility to migrate to IP telephony at their own pace, Elliott said.
"A lot of customers want to take advantage of [VoIP] technology, but they're worried that if they go 100 percent, there will be risk," Elliott said. "With us, they can use traditional telephone lines as well as VoIP lines."
The bulk of Allworx's sales go through its base of channel partners, which includes approximately 150 to 200 North American solution providers, Elliott said. The company is recruiting new partners every month, he said.