Amcom Telecommunications (ASX: AMM) has secured a contract with The University of Melbourne to provide its Unified Communication solutions to around 13,000 users. While the number of users is impressive, we believe that the deal will contribute modestly to earnings.

Unified Communications has the potential to be a key growth driver for Amcom as it provides a number of revenue streams such as handset sales, licensing fees and rental of data networks.

However, we understand that the University of Melbourne already has the devices that are compatible with Amcom’s unified solutions platform. What’s more, the University of Melbourne does not require a data network, as it is a member of AARNet – a high-speed fibre network that connects 38 Australian universities and the Australian CSIRO.

This means that Amcom is only receiving a fraction of the revenue it would otherwise receive from a new client.

The contract is certainly a step in the right direction for Amcom, as the more that Amcom can change professional behaviour towards unified communication, the more demand will ultimately flow to vendors over time. Amcom’s addressable market with AARNet is 200,000 users, so securing the first contract with The University of Melbourne will go some way in encouraging the other members to follow suit.

But if management is seeking to extract maximum value from its Unified Communications division, then it will need to acquire infrastructure in the eastern states. They certainly have the means to do so after raising $40 million of equity in June.