Are there other market segments on the company's radar?
GH: Another key area for us is the carrier space. We're seeing the carriers push to add value, bringing together the whole voice and data suites to supply a single solution. The push in the carrier market will be driven through hosted solutions.
Essentially, smaller organisations will be able to have access to advanced technologies on a rental basis. The technology will sit within the carrier, which will deliver the service out to businesses.
What are Avaya's key differentiators?
GH: We offer customers and resellers a choice. It doesn't have to be all IP - it can be a mixture of IP, digital and analogue solutions. We also allow the ability to migrate at the client's pace rather than pushing a forced migration. We're also heavily focusing on mobility. This will be a big part of how people use communication systems in the future.
What do you see as the next step in IP telephony?
GH: IP telephony delivers application benefits rather than merely cutting communication costs. Tailoring applications to specific business needs is a strong market focus. On the mobility front, the Avaya Nokia solution is an example of a specific application. We now have a mobile phone which is hooked up to the IP network, offering the same functionality as your desk phone. Users are able to transfer calls and conference people in.
What have been some of your company milestones?
GH: I was involved in the introduction of Touchbase, one of our gold business partners in the UK, into the Australian marketplace. They offer contact centre solutions. I helped set up the relationship between the two companies, which was a big win for Avaya.
Additionally, I've been involved in rolling out the global business partner program, which was fine-tuned for the Australian market. The program includes certification and training, as well as business partner remediation packages.
If you weren't in IT, what would be your second career choice?
GH: An American Cup yachtsman, maybe. No, in all seriousness, I really enjoyed owning a business. I'd be looking at a reseller type role.