spectrum march11

8/7/2019 Spectrum March11

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KORDIA NEWS MARCH 2011

IN THIS ISSUE:KEEPING CHRISTCHURCH COMMUNICATINGADT ARMOURGUARD GAINS CONFIDENCE FRKORKOR DIGITAL TWO-WAY RADIOAUCKLAND MEDIA NETWORKORCON HEADS INTO MORE NEW ZEALAND CWHAT IS LTE?

As media reported on the 22 Februaryearthquake, and on the ensuing rescue andrecovery process, we saw the nation quicklypull together to provide Christchurch withfundamental services; a level of emergencysupport that has extended to both thebroadcast and communications sectors.

Ensuring business continuity has beenKordias primary objective as it responds tothe affected areas of Christchurch.

Our team has been working hard to supplykey broadcast and telecommunicationsservices to customers in the Christchurchregion, and we have kept all services fullyoperational since the quake. You can readmore about that inside.

Weve also been delighted with theperformance of KorKor, Kordias digitaltwo-way radio solution. This service wasunaffected by the quake, with additionalhandheld and in-vehicle units distributedto Kordia response teams and other keycustomers down in Christchurch. At a

time when all other mobile networks

were impacted, KorKor, with its teamcommunications capability, GPS locationfeatures and PSTN calling capability reallyshowed its worth. We also provided KorKorhandsets to the families of our people, togive them and our team the peace of mindthat talking to a loved one was just a push of a button away.

Our premises in Manchester Street have beenred-stickered, and the team will shortly bemoving to the Cavendish Business Park northof the CBD. Additional of ce space will have

to be built to complement the warehouse,but the move away from the CBD into newpremises is being welcomed by staff.

What has become obvious in the weeksafter the quake is that Christchurch will taketime to rebuild. Its a city that will requireconsistent communications support, whichis why Kordia remains 200% committed tohelping clients in the area in any way we can.

Geoff Hunt

CEO Kordia Group

WELCOME THERE ISNT ONE OF US WHO HASNT IN SOME WAY BEEN AFFEC

BY RECENT EVENTS IN CHRISTCHURCH. LIKE THE RECENT FLOODSQUEENSLAND, IT HAS BEEN A TIME OF SIGNIFICANT LOSS ANDOF CATACLYSMIC DESTRUCTION THAT WILL FOREVER CHANGE BOLANDSCAPE AND THE LIVES OF THOSE THAT CALL CHRISTCHURCH


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KEEPING CHRISTCHURCHCOMMUNICATINGENSURING BUSINESS CONTINUITY HAS BEEN KORDIAS PRIMARY OBJECTIVEAS IT RESPONDS TO THE AFFECTED AREAS OF CHRISTCHURCH.

BY HELPING ITS BROADCAST CUSTOMERS RE-ESTABLISHSERVICES, THOSE CLIENTS HAVE BEEN ABLE TO PROVIDETHE MINUTE BY MINUTE MEDIA COVERAGE THAT NEWZEALAND HAS RELIED UPON FOR THE PAST FEW WEEKS.

KORDIA DID THIS BY PROVIDING LINKING TO ALTERNATIVE SITES, ANDPATCHING SIGNALS FROM OTHER LOCATIONS INTO TRANSMITTERS.

All main sitesbar onehave been successfully running onmains power. The sole site requiring a back-up generator hasbeen refuelled as and when required. All customer accessservices from the Gloucester Street TVNZ Building weretransferred within the rst few days after the earthquake.

TeamTalks David Ware was one of Kordias grateful customers.Your guys did an absolutely outstanding job of moving ourcircuits out of Gloucester Street for us. It really was an effortabove and beyond the call of duty, he said.

Because Kordia has multiple points of presence around

Christchurch, it has been able to provide diverse links forcurrent customers to keep their businesses operational. Theteam has migrated any at risk services over to other unaffectedinfrastructure and locations. This means that no Kordiacustomers have been impacted by communications outages.

Working with a range of current and new customers to enableVPN and Internet connectivity via wireless infrastructure, theKordia team has used a combination of WiMAX and microwavetechnologies to provide additional connectivity. DatacomsSenior Network Specialist Russell Sharpe lauded the Kordiateams 48 hour response time as a telco install record!

On Saturday 26 February, the team increased WiMAX coverageacross the city with service speeds of up to 10 Mbps. This

service is being used by Kordias telecommunications servicescustomers. One of the rst users of this service was Plan-b,who set up their initial disaster recovery site near the airport.Plan-b ordered the service Friday 25th, and it was installed bythe following Monday just in time for Plan-b to open its newfacility to 75 people on the Tuesday.

Many Kordia customers have had to vacate their physicalpremises, so the team has been working with them aroundthe clock to ensure business continuity as they relocate totemporary sites.

Kordia has established a high capacity link into a major data

centre from Sugarloaf, a high site that was unaffected by thequake. This link provides alternative backhaul options for carrierand corporate customers, giving them the ability to replicateand deliver for other customers over bre and/or wirelessinfrastructure.

If you are in Christchurch and have an issue you think Kordiacould help with, please contact

[email protected] [email protected]


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SPECTRUM MARCH 2011

CEO GEOFF HUNT SAYS THATUNDERLYING REVENUE ANDPROFIT ARE BOTH AHEAD OFBUDGET AND NET DEBT HAS

REDUCED A FURTHER $20.5M OVER THE LAST12 MONTHS, MEANING THE GROUP NOW HAS ANET DEBT POSITION OF $80.6M.

For the past ve years, Kordia has beenexecuting a broadcast to broadbandtransformation strategy to enablethe business to survive and prosperbeyond the termination of the originalcore activity of analogue televisiontransmission, explains Hunt. Thesuccess of this strategy is evidenced bythe fact that our revenue and NPAT bothincreased for the half year.

As a result, Hunt says that the KordiaGroup Board is recording an impairment

entry of $29m (before tax), covering- among other things - the write-downof assets associated with analoguetelevision transmission. Although thisis a non-cash adjustment, it reduces theunderlying NPAT from a pro t of $1.4m toa book loss of $18m.

The business is nevertheless doing well.

THE KORDIA NETWORKSBUSINESS IS SEEING REALGROWTH IN NEW PRODUCTSINCLUDING KORKOR(INTEGRATED TWO-WAY DIGITAL RADIO) AND ONKOR(MANAGED ETHERNET) INNEW ZEALAND.

Orcon is trading ahead of budget in bothrevenue and pro t, and is successfullywidening its product range into managedservices (BIZO) and content distributionnetworks (Sky Television).

The Kordia Solutions business in

Australia has again delivered a strongresult with revenue and pro t ahead of budget. Over the last six months, it hasdelivered a record amount of proposalsinto the Australian National BroadbandNetwork, the telecommunications sectorand the mining sector. Theyre on a verystrong growth path.

In New Zealand, Kordia Solutions is nowtrading on budget and achieving well in aslowly improving market here and in thePaci c Islands, says Hunt.

Hunt con rms that Kordia continues tohave a sharp focus on providing NewZealanders with more competition inthe wholesale international bandwidthmarket, and delivering for the Group along term strategic asset.

Kordia is now well through thebroadcast to broadband transformationbut the decision to go early on thecommencement of DSO has impacted thecurrent business plan. We will be focused

on accelerating development initiativesthat can ll the gap left by early DSO,Hunt says.

For more information, please [email protected]

INTERIM RESULTAT THE END OF FEBRUARY, KORDIA ANNOUNCED ITS HALFYEAR RESULT FOR THE CURRENT FINANCIAL YEAR. ITS SOLIDUNDERLYING TRADING RESULT FOR THE HALF YEAR TO 31

DECEMBER 2010 - $1.4M - HAS BEEN IMPACTED BY THEDECISION TO BRING TELEVISION DIGITAL SWITCH OVER (DSO)FORWARD TO 2012.

RKEDAVID CLA - KORDIACHAIRMAN


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SPECTRUM MARCH 2011

THE KORDIA PROJECT PINNACLE TEAM WAS GIVENTHE OPPORTUNITY TO SHOWCASE ITS STRENGTHS TO

VODAFONE HUTCHISON AUSTRALIA (VHA) IN A 576 SITEEDGE TRANSMISSION SOLUTIONS (TXN) DEPLOYMENT.

KORDIAS EXPERT MAJOR PROJECTS DESIGN AND IMPLEMENTATION TEAMMANAGED TO ROLL TWO DEPLOYMENTS INTO ONE FOR THIS PROJECT,SAVING TIME AND SHAVING COSTS.

Vodafones growing customer demand for faster data rates andincreased capacity meant that 150 of the 576 sites also neededto be installed with the latest Edge capable TRU (Trans ReceiverUnit) to allow for increases in transmission capacity.

Vodafone had originally planned for 2 separate projects,but Kordia proposed merging both projects for speed andef ciency. The Edge deployments were national and includedtrain stations and peripheral areas of metropolitan cities wheredata usage is high and often not supported by an existing 3Gnetwork coverage. With the explosion in smartphone usage,comes a carrier customer expectation of instantaneous dataaccessibility and in the absence of an entire National 3Gfootprint, this initiative provided a realistic immediate solutionin many areas.

The Edge feature activation in the 2G network directly resultedin data volumes on the entire Vodafone 2G Network increasingby a whopping 30% over the three months of implementation.

Ben Meldrums National RF Engineering team made strategicdeployment recommendations including selecting candidatesites & parameter baselines. Also produced 500+ individualperformance reports, and optimised parameter settings for eachsite as required to meet strict MSP ORCA acceptance criteria,and auditing and troubleshooting performance issues throughto stability.

Early in the project Vodafone required only GSM 900 cells buta superior option was later actioned to include 1800Mhz sites.The challenge this late change created was a 2 week delay tothe schedule, owing to the required design changes and there-deployment of technicians to some already completed sites.

Despite these major schedule impacts on such a short fusedelivery, the project was completed on time.

Project manager Mohammed Billah said that team alsoperformed associated tasks such as recovery of the DXX nodesduring deployment. Combined with the ef cient managementof the two key tasks, this reduced our cost, provided betterpro t margin and overall created a very satis ed customer.Testimony to this was feedback on various public user forumsand correspondence within VHA trumpeting the success of thisinitiative.

For sites that were not EDGE capable the TX grooming wascompleted in preparation for new technology installationswhere EDGE can then be activated immediately. Additionally,much of these works took place after hours which added to thecomplexity.

The TX Support team lead by David Sheppard and Mike Albertwere also key to this successful delivery and provided all theafter hours support required con guring upwards of 30 BTScabinets per night which was a signi cant amount of effort andall at the wrong end of the day

The dynamic leadership of Shaun Jeffs - Kordia ProgramManager had played a vital role in delivering this project on time,with ef ciencies in cost optimisation and resource utilisation.VHA were so satis ed by the results that they awarded the nextphase of the project to Kordia, in competition with signi cantmarket players.


VHA NETWORK GETSDATA CAPACITY BOOST IN

RECORD TIMEKORDIA HAS REVAMPED THE VODAFONE DATA NETWORK DEPLOYING EDGECAPABILITY ACROSS KEY NATIONAL HIGH TRAFFIC POINTS OF PRESENCE,SUPPORTING THE CARRIER IN KEEPING UP WITH GROWING DEMANDFOR CAPACITY. IN A MAJOR DELIVERY COUP FOR KORDIA, THE PROJECTWAS COMPLETED WITHIN THE BUDGETED TIME OF 3 MONTHS DESPITEUNANTICIPATED HURDLES.


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WITH THESE FEATURES STOCK STANDARD FORKORKOR, IT MADE SENSE THAT MESSENGERSERVICESCOMPRISING SUB 60 AND KIWICOURIERSIN WELLINGTON REPLACEDTHEIR OLD TECHNOLOGY WITH A SYSTEM THATCOULD DO THE JOB MORE EFFECTIVELY. OVER40 IN-VEHICLE DEVICES WERE DEPLOYED INFEBRUARY, AND THE COMPANY HAS ALREADY ADDED FUNCTIONALITY ON TOP OF THE BASICPUSH-TO-TALK FEATURES.

Installing KorKor has helped MessengerServices manage its business, saysJannine Wilkinson, Kordia accountdirector. Because of KorKors advancedfeatures, the transport and courierindustry has embraced this technology

both here and in Australia.Rather than juggling one-way RTs (whereonly one person can talk at a time)with other devices, teams can now

communicate more effectively using asingle device.

Normal conversations are possible. Sois group or individual text messaging toand from team phones and the businesshead of ce. Coverage areas haveimproved and voice quality is clearer onthe KorKor network. Unlike analogue,quality does not degrade over distanceon a digital network.

Its been a successful tool that hasseen businesses with time and servicemanagement, says Wilkinson. Weexpect to see further signi cant growth in

this industry as KorKor takes hold.For more information about KorKor,please contact

[email protected]

THATS BECAUSE KORKORKORDIAS DIGITAL TWO-WAY RADIO NETWORKINCLUDESGPS TRACKING AND ENCODED

COMMUNICATIONS GIVING ADT ARMOURGUARDTHE CONFIDENCE THAT THEY COULD BE INDIRECT COMMUNICATION WITH STAFF ON THESTREETS AT ANY GIVEN TIME - WITH EXTREMECLARITY AND KNOWING NO ONE ELSE WAS

ABLE TO LISTEN IN.For ADT Armourguard, KorKors safetyaspects were really important, saysJannine Wilkinson, account director atKordia. In particular, the emergencyalert feature available on all the digitaltwo-way radio devices is key; its a one-push button that alerts the wider team,and their national welfare centre, of any

issue - including an accurate GPS locationof the radio.

To have these devices in vehicles andwith teams while they are out of theirvehicles means staff can feel con dentthat emergency communication is athand when its needed.

Taking team communications to a wholenew level, KorKor also includes featuresthat ordinarily can only be found on amobile phonesuch a texting and two-way phone callingand combines thesewith features such as GPS eet tracking.

The ability to force poll a system thatregisters a Security Of cers location

at any given time has also been anadded advantage for ADT Armourguard,as it gives accurate proof of service totheir clients. This combined with vehicletracking gives the clients a very data richsource of information including theamount of time spent on site which istypically how clients are charged. This

sets us apart from our competitors andgives us a distinct point of differencesays Ian Anderson General Manager of ADT Armourguard in New Zealand.

Over 40 handheld devices are nowbeing used by ADT Armourguard as theychange out from traditional one-wayradio communication devices to KorKorsdigital technology.

ADT ARMOURGUARD TAKESSECURITY TO A NEW LEVELWHEN ADT ARMOURGUARD PART OF THE GLOBAL TYCO GROUP AND THE LARGECOMPANY IN NEW ZEALAND - WANTED TO ENSURE INCREASED SECURITY FOR ITS TSTREET BOTH DAY AND NIGHT, KORKOR WAS THE PERFECT FIT.

COURIER COMMUNICATIONSIF ITS ONE THING THAT IS CRUCIAL FOR A COURIER COMPANY, ITS COMMUNICATINOT JUST ANY OLD COMMUNICATION DEVICE, BUT A TOOL THAT WILL ALLOW TWODIALOGUE, GPS TRACKING, ONE-TO-ONE AND GROUP CALLING.


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SPECTRUM MARCH 2011SPECTRUM MARCH 011

DIGITAL TWO-WAY RADIO - THE FUTURE OF TEAM COMMUNICATIONS

Get your team working as one with KorKor digital two-way radio. You can talk to your entire teamwith the push of a button, send text messages, make calls to mobile and landline numbers anduse GPS tracking; everything you need to make sure they are performing at their best. The bestteams are the best communicators, so make sure youre on the winning side.

WWW.KORKOR.CO.NZ CALL 0800 113 115

TURN WORKERSINTO TEAMS


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FIRST CAME AUCKLAND (2008)AND WELLINGTON (2009),FOLLOWED CLOSELY BY HAMILTONAND TAURANGA IN JANUARY OF

THIS YEAR, THEN TWO KEY SOUTH ISLANDEXCHANGESCHRISTCHURCH CENTRAL ANDDUNEDIN CENTRALIN MID-FEBRUARY. TWOMORE NORTH ISLAND EXCHANGES ROTORUAAND PALMERSTON NORTH WENT LIVE IN

MARCH.With Palmerston North and Rotorua nowlive, consumers and businesses in eightNew Zealand cities now have access toOrcons LLU service, says head of salesand marketing, Taryn Hamilton.

Sadly, Christchurch, one of our mostrecent launch locations, has sufferedsigni cant loss through the Februaryearthquake. Our thoughts are withthose who have lost so much. Like the

rest of New Zealand, we want to offerour condolences and support to thoseaffected. Well be here to help them getback their feet however we can.

Households and businesses from alleight New Zealand cities now serviced byOrcon can sign up for Orcons local loopunbundled (LLU) telephone and ADSL2+broadband network service Orcon+.

Hamilton says the February launchhighlighted the companys dedication

to making next generation broadbandavailable to all New Zealanders.

We have had a lot of enquiries fromNew Zealanders about when variousexchanges will be unbundled. Followingon from the launches in Hamilton andTauranga, were pleased to be able toextend our award-winning service toanother four regions.

Orcon was the rst provider to introducenew phone and internet plans followingthe Governments decision in late2006 to unbundle the local loop, thecopper wires that link homes to theirneighbourhood exchanges.

For more information, contact

[email protected]

ORCON HEADS INTO MORENEW ZEALAND CITIESWHEN ORCON SET ITSELF A TASK TO MAKE NEXT-GENERATION BROADBAND ACCEMORE NEW ZEALANDERS, IT BECAME A CHALLENGE THAT WOULD SEE IT DELIVEREXCHANGE SERVICES IN MOST MAJOR CITIES WITHIN TWO YEARS.

TTSCOTT BARTLECEO - ORCON


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THE KORDIA MANAGED SERVICES CORPORATE AND GOVERNMENT(MCG) TEAM IMMEDIATELY JUMPED INTO ACTION AS THE

FLOODS HIT, ASSISTING SET UP OF A MOBILEBANKING CENTRE FOR ONE OF AUSTRALIASLEADING BANKS AT BRISBANES PRIMARY FLOODEVACUATION PRECINCT.

According to Kordia Manager, ManagedServices- Corporate and Government,Carwyn Potbury, the Kordia team providedthe resources which allowed the Bank topick up the required gear and set up themobile sites fast.

We were particularly proud of the timelyresponse of our team. We managed to getour team out there dodging oods andreacting in an emergency situation withspeed, safety and professionalism, hesaid.

The mobile banking facilities alloweddisplaced victims of the Queensland oods to perform basic bankingtransactions and cash their emergencyrelief cheques.

The Kordia team helped set up two moreof the mobile centres at emergencylocations in Ipswich and Gatton with anadditional centre for the devastated townof Grantham.

The team was also active in the Brisbane

CBD once the post ood clean up beganassisting the Banks Brisbane QueenStreet branch with its reopening.

The MCG response to the Queensland oods was managed by Peter Kraushaarunder the direction of Neil Wooldridge.

Team members Adrian Spencer and AmanPrasad who battled through the hurdles of the oods were also commended for theirwork.

Great work by Kordia [your efforts are]extremely appreciated right across IBMand into the executive level of the Bank,said Scott McClelland, IBMs CommercialDelivery Executive.

State Operations Manager QueenslandChris Howard also reports that staff worked tirelessly to ensure that acustomer technology facility in Brisbanewas protected from any potential waterinundation.

We worked with our customer andfacilities partners to provide sandbagprotection around the site in the lead up tothe ood as a precaution, he says.

Signi cant backup planning was executedby the Kordia engineering teams inpreparation of the potential effects of the ooding throughout the Brisbane area.

Chris Howard made special mentionof the three Kordia engineering staff who remained on site overnight at theexchange facility to monitor the situationand carry out the planning actions.

Meanwhile, Kordias Queensland basedstaff returned to work after some staff experienced isolation and one homeevacuation due to ood inundation.

For more information please contact [email protected]

or [email protected]

QUEENSLAND KORDIA CREWIN SPEEDY RESPONSEKORDIA STAFF PLAYED A CRITICAL ROLE IN THE RESTORATION OF CLIENT SERVICEIN QUEENSLAND DURING THE JANUARY FLOOD CRISIS.


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THATS EXACTLY WHAT KORDIA HASDONE BY IMPLEMENTING A NEWCRM (CUSTOMER RELATIONSHIPMANAGEMENT) TOOL THAT

ENSURES KORDIA HAS THE INTERNALINFRASTRUCTURE TO EFFECTIVELY MANAGE ITS

OWN BUSINESS AND CLIENT RELATIONSHIPS.With the launch of KorKor, our two-waydigital radio networkand OnKor, Kordiasfully managed IP WAN solutionweneeded a customer management toolthat could effectively cover the largevolumes of opportunities and customerswe are now dealing with, say Drew Gilpin,Kordias General Manager of Sales andMarketing.

We have become a successful playerin the telecommunications market andneed to professionally and ef cientlymanage larger number of clients thanever before.

We need visibility of our sales pipeline,and a system that provides the datato manage our marketing campaignsand events, schedule resource to workon customer bids, and track relevantcustomer communications via email.

The solution was the implementation of Microsoft CRM system integrated withMicrosoft Outlook; a comprehensive butfamiliar tool that was simple to integratewith current software capabilities.

Kordias new CRM system ensures thatall resources including our sales team- are assigned to tasks and are meetingdeadlines, says Gilpin.

We can forecast our resourcerequirement to ensure we can deliverprojects and services consistently on-time.

The CRM has become a single source of

customer information. All details such aswho the client is, how to contact them,the services they have installed and fullcontract information is all documentedwithin the CRM. It is also integrated withMicrosoft Sharepoint to provide easyaccess to all customer documentation.

Our new CRM has now become a keypart of how we manage the customerengagement process, says Gilpin. Itgives staff visibility of what is happeningwith the client at any given time, anda single place to nd all requiredinformation.

Other features of the system includecustomer opportunity tracking andreporting, full customer analysis, easeof access to pricing proposals andcontracts, improved revenue forecastingand analysis of the sales cycle.

It took just three months fromcommissioning the project to go-live,says Gilpin. The results have beenoutstanding and have ensured that, asa business, we are able to effectivelymanage the signi cantly increased clientbase we now have.


MANAGING CUSTOMERRELATIONSHIPSKORDIAS TELECOMMUNICATIONS BUSINESS IS GROWING FAST.AND BEING AN INDUSTRY LEADER IN A VERY INNOVATIVE INDUSTRY MEANS TAKING STEPS TO ENSURE THAT, AS THE VOLUME GROWS ANDDEMAND ON YOUR INTERNAL BUSINESS PROCESSES INCREASE, SODOES THE TECHNOLOGY USED TO SUPPORT THESE DEMANDS.

GILPINDREWAL MANAGER OF SALESGENEARKETING - KORDIAANDM


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Taking on the challenge of climbing Aoraki-Mt Cook almost100-years to the day that Australian born Freda Du Faurconquered the mountain, Cat was joined by fellow female

climber, Heather Rhodes.Spending the rst night on the Hooker Glacier, and the secondnight at an ice cave known as Middle Peak Hotel, the pair thentackled the Great Traverse before reaching the summit some3754-metres above sea level.

Congratulations Cat. A fantastic feat.

CAT SHAND - KORDIA TELECOMMUNICATIONS RIGGER

CELEBRATINGAT THE SUMMITTHINK THAT AFTER A DAY OF SCALING TOWERSAND BUILDINGS, YOUD WANT YOUR FEETFIRMLY ON THE GROUND? NOT SO IF YOURECAT SHAND, A TELECOMMUNICATIONS RIGGERFOR KORDIA WITH A PENCHANT FOR HEIGHTSTHAT SAW HER SCALE NEW ZEALANDSHIGHEST MOUNTAIN LAST DECEMBER.


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ITS THE TECHNOLOGY THATFORMED THE FOUNDATION OF THEOPENGATE (KORDIA AND WOOSHWIRELESS) RESPONSE TO THE

GOVERNMENTS RURAL BROADBAND INITIATIVE(RBI) AT THE END OF LAST YEAR.

3G solutions like the one selected for theRBI are being superseded all around theworld (and as close as Australia) by 4thgeneration wireless (4G) technologies.

And the world is evolving to LTE Advancedwithin a very short timeframe, in somecases by late 2011. The key driverbehind this at-speed advancement is tomove different technologies like W-CDMA,CDMA2000, WiMAX and TD-SCDMA(China) to a single platform; a move thatwill quickly make device and networkinvestments cost-effective.

Already, development is beingstandardised so that both FDD(Frequency Division Duplex) and TDD(time division duplex) variants use thesame core platform, same basebandhardware in the base stations and the

same quality of service and policy controlsystems. Standardisation also includesusing the same network managementsystems and interfaces for backendsystems such as provisioning and billing.

By creating this data-optimised, globaleco-system, we would be supportingglobal economies of scale that couldreduce network and device costs,resulting in the delivery of a businesssolution that can not only meet endusers needs, but also provide effectivebusiness models for operators.

Hundreds of operators globally haveannounced plans to implement LTE andhave acquired the spectrum to enablethis future-proofed technology.

Australia, India, China and the U.S. areall planning to roll out this technologynow, and between them will have overone billion customers. The proof of thepudding will be in the eating.


WHAT IS LTE?LTE (SHORT FOR LONG TERM EVOLUTION, OR 4G) IS EXPERIENCING...THE FASTEST UPTAKE OF A NEW TECHNOLOGY IN THE HISTORY OF TELECOMMUNICATIONS, ACCORDING TO THE GLOBAL MOBILE

SUPPLIERS ASSOCIATION (GSA).


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MASERGY HAS REDEFINED WIDE AREA NETWORKINGBY PROVIDING SUPERIOR SERVICE PERFORMANCE ANDINNOVATIVE CUSTOMER SOLUTIONS TO ENTERPRISES THATHAVE COMPLEX NEEDS ACROSS MULTIPLE LOCATIONS. SAID

MURRAY GOODMAN, BUSINESS MANAGER FOR KORDIA.

Masergys integrated network and software solutions platformenable our customers to seamlessly deploy and manage ITapplications such as video, voice and data, on a global basis.

Both Kordia and Masergy are recognised as leaders in multi-point Layer 2 connectivity in our respective markets, saysGoodman. Our business relationship has been formed througha mutual recognition that our industry leading technology,service philosophy, company culture and technology roadmapsare aligned.

Masergy has already leveraged Kordias network for local accessto service its clients with locations in the New Zealand.

Richard Mathewson, vice president, sales EMEA for Masergysaid, We believe Kordia not only has the technical expertise,but also the passion for customer service that is important forour enterprise clients.


KORDIA AND MASERGY JOIN FORCESKORDIA HAS ANNOUNCED A PARTNERSHIP WITH MASERGY, A GLOBALPROVIDER OF SECURE, VIRTUALIZED NETWORK SERVICES. WITHTHIS PARTNERSHIP, MASERGY WILL USE KORDIA AS A LOCAL ACCESSPARTNER FOR CUSTOMERS IN CERTAIN REGIONS AND IN TURN, KORDIAWILL BE ABLE TO OFFER MASERGYS GLOBAL IP/MPLS NETWORKPLATFORM TO ITS ENTERPRISE CUSTOMERS.


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A LONG TIME AGO, I LEARNTA VALUABLE SALES LESSON

WHEN I WAS WORKINGFOR ANOTHER NETWORKPROVIDER. I WAS TRYINGTO SELL A CUSTOMER OURLATEST SERVICE OFFERING

WHEN THEY ASKED IF THE COMPANY I WORKEDFOR ALSO USED THE SERVICE.

The answer was no you guessedit, I didnt make the sale. If your owncompany doesnt use the service (butcould) why should you expect yourcustomer to buy it?

Not only that, surely you are missing outon valuable market feedback. Internalend users dont pull any punches whenyou ask them for feedback on productfeatures or where you could do betterand you dont have to engage expensivemarket research to engage with them.

Now that Kordia is eating its own dogfood, it has given me a unique insight - inthat I am now a user of the same serviceswe sell to our customers WAN, IP Voice,Internet and Video Conferencing.

Now, when I talk about our OnKor serviceIm speaking from experience. When Idemo the customer portal, I login to ourown Corporate Customer Portal to showthem how our own service is performing.And why shouldnt I? Weve got nothing tohide we are eating our own dog food... Imean caviar!

Besides the operational and enduser bene ts of this, a large part of the value proposition of moving yourtelecommunications services onto aconverged network such as our OnKorservice is a reduction in Total Cost of Ownership (TCO).

Given most CIOs are remunerated, atleast in part, on maximising the returnfrom their assets and managing cost, itis no wonder this is one of the rst thingsthey look at.

What trips many people up is that anyTCO analysis is often based on the hardor direct costs of running a network.For most people this means comparingtheir current spend with Telco X and thepotential future spend with Telco Y. This isa awed analysis Ill tell you why.

Total Cost of Ownership is a calculationdesigned to help people make moreinformed nancial decisions. Rather thanjust looking at the purchase price, TCOlooks at the complete cost from purchaseto disposal.

Hard costs include items such asthe purchase price of the asset,implementation fees, upgrades,maintenance contracts, supportcontracts, and disposal costs. Thesecosts are considered hard costsbecause they are tangible and easilyaccounted for.

Moving to a converged networkenvironment often results in a reductionof the hard costs. Utilisation of networkcapacity is enhanced. Voice anddata networks no longer need to runseparately.

Even more signi cant to thesebene ts, yet often missing from theTCO analysis, are the soft costs. These

relate to management, support, training,hidden costs, downtime and employeeproductivity.

Because they dont occur at acquisitiontime, soft costs are often overlookedin budgets - something that can leadto unexpected increases, or worse, atransfer of management and supportresponsibility to end users.

Soft costs can be associated withresponding to the dynamic demandsplaced on todays network environmentas we respond to market demands,competitive pressure and supportingtodays productivity tools.

By enabling collaboration withinan organisation, youre creating anenvironment that promotes employeeproductivity, business agility andcompetitiveness, and systemef ciencies that can reduce travel costs,and non-productive down-time.

Next time youre thinking about making achange to your network, think about boththe hard and the soft costs. How muchvisibility and control of the network doesyour service provider give you to takecontrol of these soft costs? How easydoes your service provider make it foryou to make changes, add applicationsand optimise the performance of yournetwork?

These soft costs are an important part of your TCO analysis and worth looking at alittle more closely.


twitter.com/murraygoodman

THE SOFT SIDE OF TCOCUSTOMERS HAVE BEEN ASKING US ABOUT THE IMPACT THAT CONVERGENCE CANHAVE ON TOTAL COST OF OWNERSHIP (TCO), SO WE ASKED OUR ONKOR BUSINESSMANAGER, MURRAY GOODMAN, TO GIVE US HIS THOUGHTS.

WEVE ASKED AN EXPERT FOR THEIR

THOUGHTS ON...


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SPECTRUM MARCH 2011

InternetVoice WAN

Fully managed state-of-the-art wide area networking at its best.www.kordia.co.nz/onkor

OnKor: Bringing Business Together.


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WWW.KORDIASOLUTIONS.COM

spectrum march11

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