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Download This Issue Haworth’s lifework Tollring chief makes to elevate channel confident strides partners P26 across the world P32 VOL 20 ISSUE 8 JANUARY 2016 www.comms-dealer.com evolve clarify ADVERTISEMENT ADVERTISEMENT OAK_Comms Dealer Ear JanHAPPY 2016 AW.indd 10/12/20151 09:25 NEW YEAR TO ALL OUR READERS!OAK_Comms Dealer Ear Jan 2016 AW.indd 10/12/20152 09:25 Get up & go with QuickStart Go created by for simple cloud billing 3-21 Industry News Catch up with events in comms WORKING TOGETHER WITH PARTNERS 22 Business Insights Snapshot of fast growing tech firms 8x8.com/uk 28 April_15.indd 1 20/03/2015 11:00 Market Report Nine set to launch The inside story on outsourcing “making partners SUCCESSFUL” 42 networks division Business Matters NINE Group is gearing up to launch connectivity and hosted telephony services Top leadership through Nine Networks, a new division headed up by Barnes Clutterbuck. considerations EXCLUSIVE “Nine has invested in soft- The Gloucestershire-based www.channeltelecom.com ware development throughout service provider has witnessed 44 The acquisition of a data serv- 2015 to develop an intuitive 10% growth in channel num- ices business last summer pro- interface that gives resellers the bers and growing demand for Company Profile vided a foundation for Nine to visibility and information to bet- SIP and hosted services. Unify’s big break create its own data network, ter manage their client base,” CEO James Palmer com- into global jails offering a full portfolio of broad- said Clutterbuck (pictured), MD, mented: “Nine Networks is a band and Ethernet services to be Nine Networks (formerly Nine major step for the Group and rolled out later in Q1 2016. Group Operations Director). represents a key development in 48 Nine will also provide SIP “Being in control of our own our business transformation. and hosted IP telephony ser- network portfolio rather than “The network division’s Comms People vices following a trial run in Q1 buying from other players will product set will help our exist- This month’s ahead of a full launch in Q2. help to improve both the com- ing 450 resellers to be more movers and shakers A key part of the proposition mercial and service offerings successful, as well as play a key is a revised ordering, provision- that we provide for our resellers role in attracting new resellers CD Strip_01.16.pdf 1 18/12/2015 10:56 ing and management portal. through Nine Wholesale.” to our business.” www.comms-dealer.com A BPL BUSINESS MEDIA PUBLICATION We believe it’s not just what you do but how you do it that matters. And at Total, it’s time for a change in more ways than one. Change in technology is a constant – so let’s change the way we look, how we approach the market and do business differently to deliver better results. And together, we can realise the true potential of ICT and enable growth for all. So if, like us, you are planning some ambitious changes in order to grow this year then we would love to connect with you. Let’s ch-ch-ch-change together. To find out more about joining our Focus Partner Channel and becoming an O2 Approved reseller through Total email [email protected] or call 0845 543 8978 Haworth’s lifework Tollring chief makes to elevate channel confident strides partners P26 across the world P32 VOL 20 ISSUE 8 JANUARY 2016 www.comms-dealer.com evolve clarify ADVERTISEMENT ADVERTISEMENT OAK_Comms Dealer Ear JanHAPPY 2016 AW.indd 10/12/20151 09:25 NEW YEAR TO ALL OUR READERS!OAK_Comms Dealer Ear Jan 2016 AW.indd 10/12/20152 09:25 Get up & go with QuickStart Go created by for simple cloud billing 3-21 Industry News Catch up with events in comms WORKING TOGETHER WITH PARTNERS 22 Business Insights Snapshot of fast growing tech firms 8x8.com/uk 28 April_15.indd 1 20/03/2015 11:00 Market Report Nine set to launch The inside story on outsourcing “making partners SUCCESSFUL” 42 networks division Business Matters NINE Group is gearing up to launch connectivity and hosted telephony services Top leadership through Nine Networks, a new division headed up by Barnes Clutterbuck. considerations EXCLUSIVE “Nine has invested in soft- The Gloucestershire-based www.channeltelecom.com ware development throughout service provider has witnessed 44 The acquisition of a data serv- 2015 to develop an intuitive 10% growth in channel num- ices business last summer pro- interface that gives resellers the bers and growing demand for Company Profile vided a foundation for Nine to visibility and information to bet- SIP and hosted services. Unify’s big break create its own data network, ter manage their client base,” CEO James Palmer com- into global jails offering a full portfolio of broad- said Clutterbuck (pictured), MD, mented: “Nine Networks is a band and Ethernet services to be Nine Networks (formerly Nine major step for the Group and rolled out later in Q1 2016. Group Operations Director). represents a key development in 48 Nine will also provide SIP “Being in control of our own our business transformation. and hosted IP telephony ser- network portfolio rather than “The network division’s Comms People vices following a trial run in Q1 buying from other players will product set will help our exist- This month’s ahead of a full launch in Q2. help to improve both the com- ing 450 resellers to be more movers and shakers A key part of the proposition mercial and service offerings successful, as well as play a key is a revised ordering, provision- that we provide for our resellers role in attracting new resellers CD Strip_01.16.pdf 1 18/12/2015 10:56 ing and management portal. through Nine Wholesale.” to our business.” www.comms-dealer.com A BPL BUSINESS MEDIA PUBLICATION INDUSTRY NEWS EDITOR’S COMMENT CityFibre in KCOM FEW jaws will drop in astonishment at this year’s outbreak of industry predictions. As with all preceding annual predicta- assets acquisition fests, the prophets have been mulling over things CITYFIBRE has acquired the-Home (FTTH) deployment for 12 months, waiting for KCOM’s national fibre and duct in York with Sky and TalkTalk their day, and last month network assets for £90m and and a master services agreement like kettles coming to secured financing of £180m to with Vodafone. facilitate the deal and commer- CityFibre CEO Greg Mesch Stuart Gilroy the boil they let off their steam. But in this cloud of cialise its national network. said: “The UK now has a secure super heated air the only certainty is that this ritual The transactions increase independent infrastructure alter- reveals nothing new. It is predicated on trends that the number of CityFibre’s native. Cities, service providers, have long been predictable. That is the irony. metro footprints to 36 cities and mobile operators and investors We all know how the market is likely to continue enables CityFibre to target a Greg Mesch have boldly embraced a new to shape up. There is no immediate deviation from total of 50 cities by 2020, reach- model of future-proof infra- what we already know, which are known facts, rather ing 20% of the UK market. sites and 245,000 businesses; structure provision and paved than what we suppose might happen this year. No The new financing com- and positions CityFibre as the way for its acceleration business leader should build a strategy according to prises £80m of new equity and an enabler for gigabit speed, across the country. ‘predictions’. Certainties and tangible opportunities £100m in debt facilities. Both ultrafast broadband to support “With our enlarged footprint are what really count, not personalised manifestations the financing and acquisition FTTH deployments to 3.5 mil- and strong pipeline of cities projected onto a podium in the full glare of a hyped transactions are scheduled to lion homes. demanding better infrastructure, up New Year epiphany. After all, the industry’s timeline complete in mid-January. CityFibre will speed up the we will continue to grow, offer- is not truncated, only to start afresh on January 1st. The acquisition of KCOM’s commercialisation of its whole- ing existing and new partners an At this time of year we should fly the flag for clarity of national communications infra- sale fibre networks via a grow- increasing opportunity to capi- strategic vision, continuum, improved leadership, faster structure (excluding Hull and ing portfolio of service provider talise on a pure fibre future.” growth, driving ambition, high optimism, overcoming East Yorkshire) will extend partners including KCOM, KCOM Chief Exec’ Bill challenges with gusto, aligning product and service CityFibre’s UK footprint by which now has access to City- Halbert said: “The acquisition portfolios with the needs of the market, forming fantastic more than 300%. Fibre’s national footprint. unlocks value in relation to an partnerships etc. These are the logical, grounded responses The physical infrastruc- The expanded network under-utilised asset, built more rooted in what is already happening. These are the ture assets include 1,100 km footprint will enable CityFibre than ten years ago and which is hands-on building blocks that grow a channel business. of duct and fibre network in to deliver end-to-end whole- no longer core to our strategy. So see page 22 and delve into the driving forces behind 24 UK cities, as well as 1,100 sale dark fibre connectivity to “Over the first half of the UK’s fastest growing ICT businesses; and page 42 for km of national long distance national and regional service the financial year there were insights into the nature of the leadership challenges, pitfalls network that connects these cit- providers, data centres and encouraging signs that our busi- and opportunities that will define success or otherwise ies to major data centres across mobile operators.
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