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News Release

Sonus Partner Programme expands to enable channels to simplify enterprise UC deployments

Sonus announces expanded support and two-tier framework for channel partners across SBC portfolio
Released: 10th July 2013
Publisher: Sonus Networks

London, UK, 10th July 2013 - As enterprises battle with interoperability issues in their Unified Communications deployments, Sonus Networks, Inc. (NASDAQ: SONS), a global leader in SIP communications, has announced it has further expanded its channel partner programme, Sonus Partner Assure, to include additional partner designations, including the adoption of two-tier distribution, making it easier for partners in EMEA to support these enterprise customers and relieve them of the complexity often associated with today’s Unified Communications solutions.

59% of enterprises today run more than one vendors’ Unified Communications solution within their business, making the management and maintenance of a consistent user experience hugely challenging for many IT teams.  Canny channel partners across EMEA have joined the Sonus partner programme because Sonus’ Session Border Controller (SBC) solutions offer them a unique selling opportunity:  Sonus SBCs overlay existing infrastructure, interoperating and ‘normalizing’ disparate VoIP signaling protocols, simplifying management and making a smooth, steady migration to a next generation communications system a realistic proposition. 

With the new two-tier business model, Sonus is able to extend the reach of this selling opportunity to a broader partner set, including more than 250 partners that joined the programme through the company’s acquisition of NET, Inc. last year. 

Partners including Modality Systems, Microsoft's UK Voice Partner of the Year for the past two years, Capita IT Services, four times winner of Cisco for Scotland Services Partner of the Year and Westcon Convergence, winners of two vendors’ ‘Distributor of the Year’ awards in 2012, have all joined with Sonus and are leveraging the functionality of Sonus’ SBC portfolio with Microsoft Lync to further enhance their own Microsoft Gold Communications partner status, and go-to-market opportunities.

The announcement of the programme’s expansion marks the one-year anniversary of the Sonus Partner Assure programme and allows Sonus to ensure superior partner enablement via:

  • Expanded partner management with value-added distributors engaged to provide pre- and post-sales technical support, in-region labs and demonstration resources and expedited local product delivery capability worldwide
  • Broader self-service tools available through the Sonus Partner Portal, including an online quoting tool for instant delivery of product configurations and pricing, direct access to technical support documentation and trouble ticketing as well as a hub of communications resources from bulletins to webinar archives and product collateral.
  • Accelerated ramp up for new partners and new partner representatives through the extensive library of online, on-demand training courses for both sales and technical job functions

“Sonus solutions enable us to simplify the deployment of Microsoft Lync for our customers and gives them a flexible and resilient infrastructure to build upon,” said Ian Guest, Head of Marketing, Modality Systems. “For many customers, migration is the only realistic proposal, and Sonus’ portfolio provides a path to migration at the customers’ pace.”

"We joined the Sonus Partner Assure programme because of Sonus' reputation and experience in the delivery of high-quality, reliable VoIP and SIP solutions," said Rob Gibbon, Head of Partner Management, Capita IT Services. "Sonus' acquisition of NET further strengthened our belief in the company and has enhanced our ability to deliver end-to-end solutions from the headquarters to the branch of our most demanding customers."

“Sonus understands what channels need to be successful,” said David Grant, Senior Vice President, Westcon Convergence.  “Their portfolio breadth and commitment to the success of channel partners drove our decision to come on board as a pan-EMEA Sonus distributor.”  

“The EMEA market is not homogenous, and providing our channel partners with solutions and a support and purchasing structure that enable them to flexibly meet the needs of their customers is essential to their long-term success,” said Serge Adam, Vice President, EMEA, Sonus.

Other facts:

  • Channel, or indirect revenue as a percentage of total product revenue was 17% in Q1.  With continued scale in the deployment of the Sonus Partner Assure programme, Sonus expects the Channel to contribute 20-25% to total product revenue in 2013.
  • A recent Infonetics Research report shows the enterprise SBC market up 60% from 2010 to 2011 and expected to grow 26% year-over-year through 2016.
  • Interoperability capabilities of Sonus solutions are tested and the results are freely available, offering customers and channels confidence in purchase and deployment.

About Sonus Networks:
Sonus helps the world's leading communications service providers and enterprises embrace the next generation of SIP-based solutions including VoIP, video and Unified Communications through secure, reliable and scalable IP networks. With customers around the globe and 15 years of experience transforming networks to IP, Sonus has enabled service providers and enterprises to capture and retain users and generate significant ROI. Sonus products include session border controllers, policy/routing servers, subscriber feature servers and media and signaling gateways. Sonus products are supported by a global services team with experience in design, deployment and maintenance of some of the world's largest and most complex IP networks. For more information, visit or call 1-855-GO-SONUS.

Important information regarding forward-looking statements
The information in this release may contain certain forward-looking statements within the meaning of the U.S. Private Securities Litigation Reform Act of 1995 regarding future events that involve risks and uncertainties.

Although the Company believes that its expectations are based on reasonable assumptions, readers are cautioned that these forward-looking statements are only predictions and are subject to inherent uncertainties, risks and changes in circumstances that are difficult to predict. Our actual results may differ materially from those contemplated by the forward-looking statements. Such forward-looking statements may relate to, among others, expected growth rates, future business prospects and market conditions. Such forward-looking statements do not constitute guarantees of future performance and are subject to a variety of risks and uncertainties that could cause actual results to differ materially from those anticipated. These include, but are not limited to: the timing of the Company's recognition of revenues; the ability to recruit and retain key personnel; difficulties supporting our new strategic focus on channel sales; difficulties expanding the Company's customer base; difficulties leveraging market opportunities; difficulties providing solutions that meet the needs of customers; market acceptance of the Company's products and services; rapid technological and market change; the ability to protect intellectual property rights; the ability to maintain partner, reseller, distribution and vendor support and supply relationships; higher risks in international operations and markets; the ability to hire and retain employees; the impact of increased competition; currency fluctuations; litigation; changes in the market prices of the Company's common stock; actions taken by significant stockholders; failure or circumvention of the Company's controls and procedures and other risks and uncertainties described more fully in documents filed with or furnished to the Securities and Exchange Commission by the Company, including in Part I, Item 1A "Risk Factors", and Part II, Item 7 and Item 7A "Management's Discussion and Analysis of Financial Condition and Results of Operations", and "Quantitative and Qualitative Disclosure about Market Risk" in the Company's most recent Annual Report on Form 10-K, and in Part I, Items 2 and 3 "Management's Discussion and Analysis of Financial Condition and Results of Operations" and "Quantitative and Qualitative Disclosures About Market Risk", and Part II, Item 1A, "Risk Factors", in the Company's quarterly reports filed thereafter.

Any forward-looking statements represent Sonus' views only as of the date on which such statement is made, and should not be relied upon as representing Sonus' views as of any subsequent date. While Sonus may elect to update forward-looking statements at some point, Sonus specifically disclaims any obligation to do so, except as required by law.

Sonus is a registered trademark of Sonus Networks, Inc. All other company and product names may be trademarks of the respective companies with which they are associated.

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Published by: IT Analysis Communications Ltd.
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