For almost a decade networking PBX and software vendors have been pitching products like unified messaging/communications and voice over IP. In 2009 the buzz has moved to fixed mobile convergence (FMC) and collaboration as more firms have embraced wireless LANs and smartphones. Like the voice over IP story that came before it, a bulk of the messaging for FMC has focused on cost savings. While cost savings is an important factor, it is considered table stakes to gain interest in a new product. Given the current economic environment, most IT buyers will only consider acquiring a solution that can demonstrate an ROI within a year of purchase.

But FMC in of itself does not drive value. FMC will only be a successful if a company gains additional value beyond cost savings in voice. The integration of these technologies must equal something greater than the sum of its parts. The move from FMC as a handover between networks to FMC as an enabler is what is now being called Mobile Unified Communications. It is obvious that any solution a firm selects must be reliable and scalable. But in addition, a robust mobile UC solution will offer:

•Fast, automatic seamless handoff between cellular and Wi-Fi

•Handset support that spans multiple operating systems (Symbian, RIM, Apple, Windows Mobile) as well as multiple wireless network types (GSM, CDMA)

•SIP as well as native support for a variety of PBXs

•Integration with roles based management

•Integration with presence

•Support for Dual Persona, which allows calls made between personal contacts to preserve the personal cell phone identity and calls made between business contacts to preserve the enterprise identity.

•Support for policy creation in areas such as mobile data channel (2.5G/3G) usage, home/hotspot support, and dynamic call routing

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New unified mobile clients such as those from Agito Networks and Divitas strive to provide this type of solution. Lopez Research recently met with Agito Networks to discuss the evolution of fixed mobile convergence and the company’s 3rd generation version of its product the RoamAnywhere Mobility Router. Agito provides a fixed mobile convergence platform that enables businesses to extend voice and unified communications to cell phones. From our conversation with Pej Roshan, we learned that Agito’s latest update promises to:

•Reduce costs in two ways

a.Shifting calls off of the mobile network and on to the WLAN.

b.Minimizing international direct dial and roaming charges with the addition of Agito’s Global Roaming feature set, including Automatic Reverse Dial, Dynamic Anchoring, and Automatic SIM Swap.  Automatic Reverse Dial initiates calls from the enterprise PBX instead of the cellular phone.  Dynamic Anchoring routes calls through the enterprise PBX based on admin defined policy and leverages carrier provided “free mobile to mobile calls,” On-Net calling, and closed user groups based on which call routing (including cellular and VoIP/WiFi) mechanism is the most cost effective. Its secure remote voice feature also reduces international roaming costs by creating a light-weight SSL tunnel from Agito’s client on the mobile phone back to the RoamAnywhere Mobility Router in the enterprise data center

•Improve mobile voice quality by using rapid sub-100ms automatic handover between cellular and Wi-Fi networks to improve in-building coverage.

•Support a broad range of mobile handsets and IP-PBXs.  Agito supports both GSM and CDMA devices. Agito now supports more than 40 mobile handsets.  This is particularly important for multinational firms that will need to support both GSM and CDMA devices. It also has added native PBX support for Alcatel-Lucent OmniPCX Enterprise, ShoreTel ShoreGear PBX platforms, as well as the Nortel CS2100 PBX.  At this time, Agito supports both line- and trunk-side PBX integration methods, and Agito also integrates with systems that do not support SIP lines/extensions. It also integrates with the Avaya Communications Manager, Cisco Unified Communications Manager and Microsoft OCS 2007.

•Extend PBX and desk phone features, such as single number reach and four digit dialing, to mobile phones.

•Add location to presence. In the latest version the RoamAnywhere Presence solution integrates natively with existing enterprise presence servers, such as Microsoft OCS 2007 to share presence between desk and mobile workers. Location information is derived from WiFi and cellular networks, as well as from GPS. This allows Agito to automatically indicate the location of mobile users as well as their presence status, including calendar status integration.

Overall, Agito’s solution helps firms bridge several of the gaps between unified communications, IP telephony and mobility. Agito’s latest solution provides substantial cost saving opportunities out of the gate for firms with a large number of mobile users and firms with international travelers. It also moves the FMC market beyond just cost savings to delivering enhanced services with features such as location-aware mobile presence and RoamAnywhere Dual Persona™. For example, location-aware mobile presence provides value by giving the caller intelligence into a user’s presence based on mobile context and location. Agito’s support for a wide range of handsets and PBXs makes it easier for multinationals and companies that have disparate PBX equipment to adopt FMC. From the limited testing I have done, the handoff between the networks works as stated.

Agito provided several case studies that highlighted the use of technology including Bryant University that has been using the location-based presence. The university states the solution is improving the productivity of faculty and staff via their campus voice and UC functionalities. The firm also discussed Anthony Marano Company’s use of a combined Agito and Avaya solution to deliver uninterrupted communications within and around it 460,000 square foot concrete distribution facility that was impenetrable by cellular wireless coverage.

On the downside, the solution lacks support for the RIM platform and the ever-popular iPhone. I anticipate we will see movement on this in the near future. Additionally, you have to spend money to save money. Pricing for the RoamAnywhere solution starts at approximately $9,995 for the 2000 Series and $27,495 for the 4000 Series. But firms with international travelers or heavy mobile users should see benefit from the solution.  Another potential problem for the industry is the nascent adoption of dual mode phones within the enterprise.  Given that all current and future smartphones will support WiFi (and perhaps other technologies like WiMAX), this problem barrier to adoption will be minimized.

Overall this market was created because vendors in the voice and mobility space failed to create this critical functionality. These vendors will build, acquire or partner for this functionality. Given Agito’s ties with Avaya, Cisco and other major voice providers, it is positioned to benefit in most of the outcomes. For those concerned with working with a start up, these partnerships means Agito’s solution should exist long enough for a company to receive an ROI on the deployment.