Opinion

Ian and Bernie spell out the UC security opportunity

One of the great things about the channel is its personalities and the way that even when someone leaves a job they usually turn up in another channel role soon after.

It makes the channel a real community and for those that spend any length of time in it the world can feel like a very small space indeed.

So it was of little surprise that this morning one of the highlights included a conference call with Wick Hill and its latest addition to its vendor roster Sipera, which focuses on unified comms security.

That is all well and good but in terms of the personalities it was a chance to hear Ian Kilpatrick, chairman of Wick Hill, reunited with his former staffer and long time security channel player Bernie Dodwell, who is EMEA channel director for Sipera.

Between then they know that the UC security opportunity is a big one and they carry the weight of experience that puts their views on a different level to those of a start-up that has just pitched up to promote a product that is fresh to the market.

In this day and age where people talk about the next couple of generations entering the workforce as being 'portfolio workers' moving round from place to place there is still a great deal to be said for having a wise head full of knowledge.

Dodwell has years behind him working in both distribution and vendor land, while Kilpatrick has a knack for identifying opportunities and has been developing a portfolio of voice and data security convergence for the last couple of years. When they speak about unified comms being the next place to focus the efforts if you are a security or convergence reseller then it's time to listen.

This was first published in September 2010

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