Digium's channel strengths have carried the company to record returns in the past year, particularly around Switchvox, whose revenue grew 42 percent year-over-year from 2010 to 2011, Reed said. Digium now has about 1,700 partners worldwide and is garnering more notice from industry analysts, including Gartner, which in 2011 named Digium to its influential Magic Quadrant for Unified Communications for the first time.
Danny Windham, Digium's CEO, said 2012 will be the year that Digium reaps a lot of rewards from the channel, technology and partnership moves it's made in the past two years. Digium's business communications solutions (BCS) segment, for example, is its fastest-growing, up 35 percent from 2010 to 2011.
"We're growing in two key business areas: those end users who want to build their solutions based on Asterisk -- and we can sell them training, software add-ons -- and then people who want to buy things built from Asterisk, including Switchvox, our flagship," Windham said in a recent interview with CRN at Digium's Huntsville, Ala., headquarters. "Look at 2011 as an investment year on Digium's part. You're going to see the beginning of a lot of the stuff we've been working on coming on this year."
Digium will continue to update Switchvox and expand its product focus toward mobile devices. On the Asterisk front, it also will focus heavily on the Asterisk Scalable Communications Framework (SCF), a new open-source project Digium kicked off in fall 2010. SCF's goal is to enable realtime UC applications for enterprises and carriers in a way that's scalable, redundant and fault-tolerant, as Digium has described.
On the channel front, it's winning more converts. Some of that has come from being aggressive in going after solution providers and customers frustrated by turmoil in the combined Avaya-Nortel channels and the fallout from Hewlett-Packard's decision to put the voice PBX products it acquired with 3Com into "maintenance mode" a year ago.
"We are getting into bigger-sized deals," said Mark Amick, director of product management at Digium. "We are seeing a push to step up our capacity a bit and seeing more of the scaling opportunity."
Despite the industrywide embrace of cloud computing, Digium won't go too hastily into hosted PBX and hosted UC solutions, Windham said.
"We don't have a product strategy we're ready to announce," he said. "We don't want to be just chasing market trends, and there's still a question about how marketable is hosted UC. We don't want to rush out products without having some primary data on who is buying hosted UC. There is discussion about it from the partners, but I don't hear a deafening roar from them about what is Digium's hosted UC strategy."