Cisco benefits as Microsoft keeps moving the goalposts

CONVERGENCE is bringing Microsoft and Cisco, previously partners, into competition. And for once Microsoft is losing out, according to a convergence expert recruited to Microsoft's channel.

Forced between choosing between unified comms vendors, many users are reluctantly opting to use an alternative to Microsoft. Others, it seems, are a lot less disappointed.

The onset of unified communications means that all applications have a networking aspect to them. Voice and video are embedded into everything, as all office tools have a real time collaboration element. So all vendors are creating applications that provide unified comms.

Microsoft's reputation for constantly changing the goal posts is counting against it. End users need to plan for long term stability, confesses convergence expert Peter Howells, MD of 5i, the latest Microsoft gold partner recruit.

"Voice, data and video is the next big wave of integration. Even if they use Exchange 2007, that still means they have to choose between Microsoft's embedded client, or Cisco [Unity] client," he said.

The Microsoft partner confessed that Cisco is the preferred option. "Cisco has a better track record of consistency on upgrades. Whereas Microsoft's new products can be a completely different kettle of fish from the last," he said.

"Cisco's relationship with Microsoft will get even rockier during 2007 and 2008," said David Willis, senior VP at Gartner (research).

Meanwhile, 5i desperately seeks partners who understand applications but lack the telecoms knowledge to install unified communications. "Whatever happens, it's a service market now," said Howells. "For every pound that's spent on products, there'll be three spent on services." µ