Battling the Heavyweights
Battling the Heavyweights He said it's time to expand and to test Dialcom's mettle against the likes of UCC market heavyweights IBM, Cisco, Microsoft and others. IDC projects the UCC market will top $17 billion by 2011.Johnson said Dialcom has the advantage of being more nimble and quick to meet customer needs than the larger "battleships" in the market. "There's enough for everybody and I think I can get there faster," he said. He said Dialcom expects to eventually integrate Spontania with enterprise wikis, such as Socialtext, or Atlassian Software, sometime this year. Gartner analyst Jeffrey Mann said Dialcom is different from IBM, Microsoft, Cisco and other UCC vendors because it has strong VOIP and Web conferencing components, as well as strong relationships with telecom companies. "Several resell their products on a white-label basis," Mann told eWEEK. "They get lots of trade show visitors showing video and Web conferencing over a cell phone, which is pretty cool. Other participants can be on PCs." However, to crack the U.S. market, Mann said Dialcom will have to find the organizations that are looking for desktop video and want to roll it out on a wide basis, or convince prospects that there is value in this. Dialcom shares its biggest challenge with other UCC providers: "Right now, there are many tire kickers, but only a small percentage is really ready to invest," Mann said. Dialcom charges companies according to how much capacity they require, starting roughly at 25 concurrent users for $40,000 to $50,000.
To wit, Spontania's launch comes one week after IBM pledged to pump $1 billion into UCC in the next three years. How will Dialcom compete?