Building Best of Breed Telephony Solutions Requires Blending Open Source and Proprietary software

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Building Best of Breed Telephony Solutions Requires Blending Open Source and Proprietary software

Doug Vilim, Vice President Sales and Marketing, Sangoma Technologies

10/16/2008

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Who is Sangoma?

• Manufacturer of Communication cards for PC’s• open source and proprietary- OS and application

agnostic• HQ in Toronto, Canada (TSXV:STC)• Installed in 138 countries around the world• International certification

Open Source VS Proprietary: Choosing Best of Breed

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Mixing Open Source and Proprietary

• Proprietary software has dominated spending budgets

• Open Source software has become interesting as applications expand

• Proprietary now competes with Open Source• telecom has embraced and enabled Open

Source applications to flourish.


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As a Hardware Manufacturer….

• Open Source is important to us• Proprietary code is important to us• But mostly our customer’s well-being is

important to us• We have a unique perspective: OS and

Application agnostic


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Best of Breed:

• Particularly in telephony, applications are modular

• So choose the best of breed for each module• Send a boy to do a man’s job


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PC Server How does it carry the load?

– TDM load– Transcoding load– Voice quality load– Call switching


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Offload Heavy Lifting to Hardware

Transcoding

Call Switching

Echo Cancellation

PSTN Access


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HMP- Host Media Processing

– HMP is the movement away from proprietary expensive hardware

– To promote scalability we will continue to rely on DSP’s in high volume call scenarios for voice quality and compression

– DSP’s must be low cost, standards based and performance based (programmable)


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Better left to Proprietary

• Signaling • Transcoding• Echo cancellation


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Signaling / Homologation

• SIP, SS7, PRI/BRI, analog• When connecting to a carrier, signaling

certification is frequently required.• Certification/conformance testing is expensive

and time consuming• Why would I spend time and resources to certify,

then provide these certifications gratis


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Open Source Revenue Models

• Freeware VS Payware• Charge for support and implementation• 99.9% of open source is 90% complete which

spurs contract development services


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Proprietary Revenue Model

• Charge for applications• Charge for API’s• Charge for support• Charge for updates and maintenance• Charge for development


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Summary

• Use what makes most sense, do not be an Open Source bigot

• Don’t be a commercial code bigot either!• Make full use of the nature of telephony

applications to make changes in a modular way as your needs and business changes


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Doug Vilim

VP Sales and MarketingSangoma [email protected]

Questions/Comments

10/16/2008

14Open Source VS Proprietary: Choosing Best of Breed

Building Best of Breed Telephony Solutions Requires Blending Open Source and Proprietary software

Technology

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