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Ali Kafel, Stratus’ vice president

 

while the services agencies provider their purchasers evolve over time, and as the underlying technologies they use to bring those services additionally evolve, one component that does not exchange is the want for professional, robust community device. after all, should still a company’s important network-based purposes go down — even if by using design or mishap — the consequences can have a resounding negative impact on the company. therefore, it's fundamental they make certain the reliability and continual availability of their servers.

Stratus applied sciences helps groups address this need for uptime and reliability with its fault-tolerant server line — including eight of the area’s precise ten banks and 14 of the excellent 20 telecom service suppliers. Having been within the company for more than 1 / 4 century, and having lately elevated its market reach with the acquisition of Emergent network solutions, Stratus has considered the communications space evolve and mature over that span and has a good vantage element for surveying market needs now and going forward.

wealthy lately had the pleasure to communicate with Ali Kafel, Stratus’ vp of telecommunications about how Stratus has modified over the years with the communications industry, and the way it is approaching the market today.

RT: You were with Stratus via most of the 1990s, then rejoined them in 2003. How has the business changed?

AK: In many ways, it has modified; in alternative ways, it hasn’t. What hasn’t changed is Stratus’ singular center of attention on proposing items and services that require continual availability. In telecom, we still have among the industry’s ultimate and gold standard fault-tolerant servers, handiest now they are Xeon processor-based mostly and guide crimson Hat Linux and home windows. also, our client orientation has always been to provide solutions. The styles of solutions Stratus now gives symbolize the greatest change. these days’s options are focused at protocol conversion, service mediation, NGN, and VoIP, whereas being IMS compatible. they have got lots stronger application content material and less hardware. We also have options for Tier 2 and Tier 3 provider suppliers, besides our normal Tier 1 Telecom machine producers (TEMs) and carriers. these days, rising carriers and IP carrier suppliers are very willing to consider and purchase from non-TEMs, and that they are likely to act right now.

RT: Stratus is more than a telco enterprise. Do the other gadgets of Stratus deliver your enterprise with any merits?

AK: Telecommunications is one in every of three strategic enterprise instruments. The others are invariably obtainable server technology, and solution capabilities for conclusion-to-end IT infrastructure. As i discussed, know-how for continuous availability is on the heart of what we do. Telecom and our business enterprise share the same normal hardware structure, which we then tailor for the performance calls for of either market — NEBS compliance, DC vigour, and so on. So, engineering and R&D investments are spread across a bigger base. purchasers increasingly need skilled capabilities, too, to Improve the resiliency and continuity of operations. So, yes, combining our telecom business with our platform and answer services contraptions makes it possible for us to offer one-cease browsing for shoppers who wish to deal with a single supplier.

RT: You obtained Emergent network solutions in August 2006. Describe Emergent and the intent for purchasing it?

AK: in just five years, Emergent developed an spectacular portfolio of service-grade IP-based telephony solutions for VoIP, multimedia and session handle, a multi-countrywide distribution network, and a worldwide installed base of about a hundred thirty valued clientele. Emergent’s CEO Nathan Franzmeier (now Stratus’ vice president of rising network options) had a superb engineering crew — genuine issue solvers. As you understand, Stratus’ strengths headquartered greater on common SS7 and clever community (IN) solutions for Tier 1 provider suppliers. Emergent’s focus on VoIP/IMS and Tiers 2 and 3 became absolutely complementary to Stratus and gave us access to a extremely scorching and turning out to be market. Stratus provided Emergent with a neatly-developed infrastructure, a worldwide popularity and supplies to support it grow more directly and largely. regarding your previous question, our colossal commercial enterprise computing valued clientele will also be fertile ground for bundled VoIP options.

RT: Describe Stratus’ telecom market method nowadays, because it pertains to FMC, VoIP, and IMS.

AK: At a excessive level, our method is to deliver inventive and particularly official convergence solutions that leverage existing functions, the place feasible, and reduce time to market and complexity. Coupling our SS7/IN experience with our newly bought IP communications journey is essential to supplying subsequent era built-in voice, video, and data functions.

Three years ago, we notion the FMC market become able to pop. We were readying SIP-primarily based items, like our cell call convergence providing. In hindsight, we see that FMC is joined on the hip with advancements in handsets, which, for FMC, have been excruciatingly slow in coming. So as an alternative of fixed/cellular convergence, some vendors today offer mounted/mobile “substitution” with UMA, which is a poor replace for the promise of FMC for each carriers and subscribers.

For IMS, Stratus is concentrated on some facets of the carrier and handle planes in preference to building of the finished suite. as a result, we've developed items for IM-SSF, SCIM, AS, and CSCF elements. These are the evolution of our IP telephony products deployed by way of one hundred consumers. These include Softswitches (category 4 and 5), Session Border Controllers, and a number of different IP telephony points. Working with the correct companions allows for every of us to center of attention on what we may also be the ultimate at.

RT: what is the function of partners in that strategy?

AK: partners are basic to our business approach, each as technology providers and channels. As i discussed earlier than, we don't intend to enhance the comprehensive suite of IMS items. We focal point on what we're most reliable at, leveraging partners to provide us with complementary items or turn into resellers for our products. We do sell direct to carriers like Verizon and AT&T, however a majority of Tier 1 revenue go through resellers, system integrators like ATOS origin, and TEM partners like Nortel or Alcatel-Lucent. The Emergent acquisition delivered some 30 extra Tier 2 and 3 earnings companions. at times, we are able to discover ourselves because the prime contractor on a task, subbing out to companions for selected skill sets; at other instances we’ll be the subcontractor on a undertaking. pretty much, when an answer is needed, Stratus both has the elements or will pull collectively companion substances to do the job with excellence.

RT: So, why does a provider provider or TEM come to Stratus these days?

AK: Compelling know-how and ability to deliver. Stratus was a pioneer in softswitch construction, even before the time period become defined. a pretty good illustration nowadays is our Inter-network functions Signaling Gateway (ISSG), a network element that hyperlinks together combos of legacy and subsequent era networks into a price effective pool of shared capabilities. ISSG will, for example, allow a CDMA carrier to run in a GSM community, or an IN provider to work in a SIP ambiance saving expense and time in deploying income producing services.

Our size, world attain, and agility also attraction to the gigantic swap carriers. they can seem to be to Stratus to advance items or features that could take them too lengthy to create, or that they’d opt for no longer to divert interior substances to. We don't seem to be a one-product enterprise like many others; we have a strong portfolio for IMS-primarily based technology and VoIP that lets us fill construction gaps the big groups frequently have.

RT: you have lots of market touch aspects… Tier 1, Tier 2, and Tier 3 providers, commercial enterprise telephony, VoIP, legacy, application stacks, hardware. who's your optimum customer?

AK: we are completing a task now for a cable operator in Latin the us that has all of the makings of an important customer — no longer since it’s a cable operator, but because of what Stratus is uniquely certified to do for them. Deregulation is enabling this operator to develop into an ISP and VoIP capabilities provider. We gained the company because of the mixture items, applied sciences and functions we might carry to the birthday party… container-proven fault-tolerant servers, knowledgeable functions for solution design and implementation, VoIP, and an excellent track list. So, the ideal customer is a carrier provider who should offer new telephony capabilities over an IP community, but additionally needs to interconnect to latest networks and do it speedy and with high reliability. Or an device dealer, like an Ericsson, Nortel, or Alcatel-Lucent, who's the top contractor for a client answer and wishes the better of breed product for a Session Border Controller (SBC), Protocol Conversion (IM-SSF) or service Mediation (SCIM). RT: who are your competitors? What benefits do you have got over them?

AK: I’m challenging pressed to identify organisations who compete in our house as a solutions issuer. As a telco product issuer, youngsters, there is any variety of element product businesses with a piece of an answer. Many are usually smaller, incredibly new corporations. Others, equivalent to Acme Packet and Nextone, are a bit of extra mature. Stratus, nevertheless, is truly a global enterprise, with network items used by way of 14 out of 20 of the realm’s largest telcos. The swap carriers view Stratus as a true accomplice; when they're fighting for enterprise, they know we’re combating right alongside to aid them win.

RT: What are the biggest hurdles within the trade’s pressure to full IMS deployment?

AK: Two things spring to mind. First, the necessities aren't thoroughly developed, and a lot of are in draft form. That potential there is ambiguity and uncertainty, which isn't a match ambiance to force investment. 2nd, the industry lacks compelling functions to set up. FMC may well be compelling ample for a carrier to in reality install IMS on account of the applications. but, as we mentioned, FMC is lagging, too. The trade turned into in an awful lot the same pickle ten years in the past, feeling the drive to deploy softswitches, even with a dearth of killer apps. The trade is subjecting itself to the identical pressures today.

RT: How does Stratus aid valued clientele clear those hurdles?

AK: We basically aid our purchasers to deal with the realities of today without mortgaging the future. Our mission is to deliver carriers with revenue-producing IMS-capable purposes today. These include multi-equipment FMC, virtual office, video-enabled communications, user-described call routing and a lot of more. These functions aid our client offer protection to their present subscriber base and attract new ones, whereas also expanding ARPU. And we support the Tier 2 and three shoppers crack new markets with new services. there is a fine deal of energy and creativity is this part of the industry, and it’s a thrilling area to be.

RT: anything extra you are looking to add?

AK: large businesses and agencies will increasingly be deploying and managing their personal telecom networks. As that happens, Stratus has a leg up on practically anybody else, given our long background serving each the business and telecommunications markets. we're strongly positioned to head after this market chance, particularly now that we now have the sort of neatly-rounded product portfolio within the IP space backed through a broad spectrum of professional services. We may well be going after that market with network features developed here and validated by using our own business because the test bed.

rich Tehrani is President and Editor in Chief at TMC.

» Return to executive Suite home

 

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