Integ has signed a two-year agreement to install $750,000 worth of equipment for the Saville Hotel Group.
The 10-site contract is the first managed service deal for the integrator's burgeoning hotel broadband business. Integ CEO, Ian Poole, said it would share the revenues generated through the broadband service with the hotel.
"It is a managed service model that involves us owning the installed solution," he said.
The sale was a significant new strategy for its hotel voice business. Poole said this already accounted for 18 per cent of company revenues.
Integ could now offer rent or buy options to hotels, he said, but an earlier strategy of supplying VoIP-enabled telephone exchanges meant they were more likely to embrace the digital technology anyway.
The integrator also expected to see spin-off revenues around broadband deployments, Poole said. They included value-added services around VoIP and network management.
Gartner vice-president of enterprise networks research for Asia-Pacific, Geoff Johnson, highlighted business travellers as the main driver of hotel broadband but said the Australian market was still some way behind the US.
"Broadband is essential for corporate users," he said. "You just cannot do business with a dial-up link because virtual private networks (VPNs) require faster connections."
To foster hotel adoption of broadband and VoIP, Johnson said service providers should aim to provide highly reliable in-room services, minimal in-house administration and wireless LAN access in public spaces.
"Simplify connectivity and charging processes because nothing is more frustrating for the weary travellers than problematic connectivity," he said.
Avaya channel director, Peter Dillon, said functionality was the key to increasing hotel broadband adoption. He suggested connections to guest services including theatre ticketing, video-on-demand and games.
"Hotel broadband hasn't been a major segment yet but it will be," he said.