There really were three things that stuck out for me from the conference. The first is that not only are they a huge systems integrator/reseller with a tremendous wealth of experience in both voice and data, they really how to implement networking and voice solutions across the enterprise, both nationally and globally. Part of that know how is that they treat their people as knowledge assets and spend a lot of time organically growing that knowledge base through internal training rather than over spending on hiring talent away from the competition. Part of that knowledge comes from their long history of thousands of deployments, and part of that knowledge is expressed in the nuts and bolts of the mechanics of getting it done on a global scale.

The second is that they have developed a business model which supports every aspect of not just getting the solutions to work together, because with enough manpower anyone can eventually do that, but work together as part of a very detailed plan, so that the consequences and opportunities of adding anything onto the network are clearly understood and planned for over time. The manner in which they do this is something that is hard to convey if you didn’t get to see the presentations. Let’s just say that their business model truly supports the essence of what I think a systems integrator/managed services provider is all about, and that is a trusted advisor who can intelligently create a plan with the customer, design or help re-architect the voice/data network, and intelligently add on solutions. The other piece of this essence is in becoming the trusted advisor and change agent for that customer for the long haul.

I was also struck by their engagement model because it was infused with knowledge about knowing when to change something in a network, when to add on a new solution, and when not to. So as a trusted advisor, they know when to improve upon what is there, when to add on something or not, and when to innovate. This also means that they also aren’t afraid to say no when it doesn’t make sense to add an application before it makes sense to do so. That is critical.

Lastly, they are pushing the envelope on UC adoption. Many companies sell both Microsoft and Cisco solutions, but Dimension is right in the thick of it. For example, they are Cisco’s largest IPT partner globally (they say they have deployed over one million IP phones worldwide), and they were Microsoft’s Global Partner of the Year, Exchange Migration and Deployment, Innovation Award for Dynamic Desktop Deployment solution. They were chartered by Cisco to build the UC interoperability labs and showcase between Microsoft LCS in 2006 and LCS in 2007. These are just a few of their Cisco and Microsoft accolades; the list is long. They have also developed a UC Development Model (UCDM) to help customers prioritize their investment in UC, help them understand the impacts and create a roadmap for implementing UC functions where they make sense.

Even though UC is currently a small part of their business – but small in a company that size is big to me – it is a major focal point for them, with tremendous upside both for them as a business and for growing the UC market.

Finally, although it was done five months ago, you can listen to the podcast that I did with Andrew Briggs, Dimension’s Managing Director of Converged Communications & Customer Interactive Solutions, to get a flavor of how they position UC.