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Virtualized UC and IaaS are door-openers for solution providers into opportunities such as solving business continuity problems, or appealing to customers who want the "one throat to choke" option of buying their infrastructure and connectivity services from the same partner and vendor, said Mitel NetSolutions' Brinton. Solution providers that are both hardware and software integrators and carrier services agents are becoming more common, he agreed.
"A lot of the channel partners are already agents of Mitel NetSolutions," Brinton said. "They're going to make money in the commercial model of selling and in lease transactions for the core [network], but they can also earn on a residual basis as agents of ours."
Unique to Mitel, Brinton added, is that its management interface and applications are the same for its on-premise and hosted offerings.
"It's not, 'We want to sell you cloud, so here's a totally different platform that has no bearing on what you'd deploy on-premise,' " Brinton explained. "A lot of competitors have different portfolios, with the two not really interacting."
Jamie Vandermeuse, director of operations at M2 Logistics, a Green Bay, Wis.-based transportation logistics company and Mitel customer, said his company needed a way to more efficiently connect its offices and customers in the same way a premise-based communications system would provide.
"[Unified communications and collaboration] is mission-critical for us, but we also don't want to use our limited data center resources on it if we don't have to. We evaluated other cloud-based UCC services, but they don't have the rich feature set and flexibility we required," Vandermeuse said in a statement.
AnyWare IaaS, formally unveiled at Interop in Las Vegas this week, is now commercially available.