A new carrier division launched by voice and data integrator NSC is expected to bring more than $8 million worth of revenue into the company within the next 12 months.
It has been a stellar year for NSC. The company has won deals with the likes of the Department of Veterans' Affairs, the Australian National Credit Union, the Australian Taxation Office and the Australian Customs Service.
NSC managing director Craig Neil told ARN the new division ties in well with plans to list the company on the Australia Stock Exchange. "Our business aim is to build our revenues and possibly float the company in the next couple of years," he said.
The new group will focus on supplying the carrier market. It will not focus on the top players such as Telstra, but rather the second and third-tier carriers. In doing so, NSC has once again joined forces with Lucent Technologies, which is looking to the channel to target the hundred or so carriers and ISPs in the market. NSC worked extensively with Lucent before the latter spun off its Avaya business in 2000.
"We will continue our focus on our core customers, but our increasing focus is to open up a new bank of customers," said Martin Milthorpe, director of business partners/channel for Lucent. Milthorpe added that major ISPs and even government agencies were now deploying their own networks.
"Obviously there's a lot of talk about the viability of these businesses and it's our role to help make them more competitive."
Heading up the new division is Geoff Craig, formerly head of Lucent's channel and business partner program. His first job will be to educate customers on the Lucent offering.
"We need to understand where they are looking to go and hopefully advise them on Lucent solutions," Craig said. "Lucent actually has a large install base in a number of service providers and carriers already -- it's just that it's not widely known. Its install base is one of the best-kept secrets around."
NSC will continue to focus on the enterprise with its Avaya offering. Neil said the two divisions had a very different focus -- so much so that each business unit has its own technical and sales teams.
"Avaya's focus is very much on the enterprise. Lucent's focus is on the carrier, so there is no conflict at all," he said. "If need be we can purchase similar products through Avaya."