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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 coming 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.”

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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. ness transformation is deliver- in our dynamic industry. If we do more of the same and the UK and to Internet peering The acquisition builds on big ing results, and the proceeds keep one eye on the market dynamics, and do what we points in London. gains already made by CityFibre from this transaction offer us the already do better – I predict an even more successful 2016. On completion CityFibre’s including its rollout of Gigabit opportunity to accelerate invest- expanded footprint will address Cities, the UK’s first deployment in those plans, without the Stuart Gilroy, Editor more than 7,000 mobile cell ment of Fibre-to-the-Tower with need for any material increase sites, 24,500 public sector EE and Three UK, the Fibre-to- in our indebtedness.”

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COMMENT: END OF THE LINE? Cloud uptake rises IS the domestic landline dead? It’s an interesting question and I suspect whether or not you use yours will vary depending on despite resistance your age. There’s little doubt that with the continued Comms resellers wedded to continue to choose premises- dominance of smartphones traditional products have cre- based solutions over hosted ser- the role of the traditional ated a barrier to greater uptake vices,” she commented. landline is diminishing. This of cloud technologies and recur- “Fear of losing control over obviously has an impact on ring revenue business models, communications capabilities is our daily and business lives. according to Frost & Sullivan’s another factor preventing some It seems the landline is dying Digital Transformation Prog- firms from outsourcing telepho- with more and more people ramme Director Elka Popova. ny and UCC solutions. “Many perceive hosted ser- “Lingering concerns about relying on a combination Elka Popova of their mobile phones vices as a threat to equipment quality and reliability also pre- sales and their cherished rela- with other communications and vent some businesses from Richard Carter and Internet connections. But has it died yet? tionships with equipment ven- productivity apps, will reinforce migrating to IP-based communi- The results of a recent nationwide survey indicate dors,” she said. the appeal of hosted IP telepho- cations systems and services.” a clear difference in usage depending on age ranges. But their market position is ny and UCC in the European Despite these concerns Frost When asked how many non-work calls are made and under threat from influential market, pointed out Popova. & Sullivan expects the European received on a home phone compared to mobile/web industry trends, she believes. “However, businesses with IP telephony and hosted UCC calls, some stark differences became apparent. For “Technology maturity, new specific customisation, integra- services market to be worth those aged under 25, 33 per cent of respondents don’t architectures and business tion or security requirements circa £12bn by 2021. have a home phone and more than half never or rarely models, and greater awareness of cloud communications and use the home phone for calls. Perhaps not surprisingly, A BPL Business just three per cent use a home phone for all/almost all their advantages are increas- Publication calls. At the other end of the scale just two per cent ingly addressing these barriers BPL Limited 3rd Floor, Armstrong House, 38 Market Square to hosted services uptake in Editor of those aged 65 and over don’t have a home phone; Uxbridge, Middlesex, UB8 1LH, UK. Stuart Gilroy 22 per cent never/rarely use the home phone for calls Europe,” added Popova. T: 01895 454542 F: 01895 454413 [email protected] 07712 781102 Subscriptions while 51 per cent use it for all/almost all calls. “The wider availability of Publisher Subscription rates for 12 issues: As technology evolves the use of landlines for calls will hosted solutions also means Nigel Sergent UK, £65; Overseas:£80 (incl p&p) [email protected] 07712 781106 Back issues can be obtained: reduce further. Our reliance on smartphones and their enterprises can find the best fit UK £6 (incl p&p), Overseas £10 each (incl p&p) Managing Director For subscriptions please call 01635 588 869 many different applications and solutions are a powerful for their specific needs. Michael O’Brien [email protected] 01895 454 444 Views expressed in this magazine are not combination. Their influence will only grow. For many of “In the future, greater necessarily those of the publishers. No part of incumbent carrier focus on next Business Development Manager this publication may be reproduced without the us a landline is simply being used to provide a broadband Simon Turton express written permission of the publishers. connection at home. Its days as a means of traditional generation services as well as [email protected] 01895 454 603 All trademarks acknowledged. Photographs and voice communication definitely seem to be numbered. mergers and acquisition among Production artwork submitted for publication accepted only smaller providers will expedite Frank Voeten on the understanding that the Editor is not liable Happy New Year and have a very prosperous 2016. [email protected] for their safekeeping. industry expansion.” Circulation 01635 588 869 © 2015 BPL Business Media Limited. Richard Carter, Group Sales and Business Ongoing solution enhance- ISSN 1366-5243 Printed by Pensord Limited Development Director, Nimans ments, such as better mobility Member of the Audit Bureau of Circulations ABC total average circulation 16,429 (Jan-Dec 14, 12,785 print, 3,644 digital). support and tighter integration

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COMMENT: MARKETING MATTERS Camworth’s SHORT CALLS Marketing planning is NTA’s channel building often discussed by partners ambitions have been and vendors but sometimes boosted by the appointment the process is not taken that of Michael J Thornton, seriously or documented. buy strategy formerly of Frontier Voice Many vendors have MDF & Data. His primary remit budgets available for IT solutions firm Cam- is to drive NTA’s hosted partners to create a credible worth has kicked off a long- proposition through to marketing plan. Partners term acquisition campaign with channel partners, drawing and vendors already have the purchase of Bristol-based on his experience in Cabletec Communications. delivering products Andy Grant an agreed business plan with revenue targets and Camworth’s Operations Dir- and services through a objectives, so why not extend that to a joint marketing ector James Luck commented: channel-only model. strategy? Vendors usually supply a simple template. “We’ve worked with Cabletec A major element of the partnership is the marketing for many years and know that Skyscape Cloud Services plan. This should concentrate on creating awareness, its expertise will help us to grow has donated £10,000 apiece our own business. to the Great Ormond Street consideration and action for target contacts in James Luck key markets. The marketing plan should include “This acquisition allows us Hospital Children’s Charity timelines and costs for the major activities that to deliver a full range of ser- ing its current Stonehouse base and Royal Brompton & have been discussed and need to be executed. vices including Cisco solutions as the company’s head office. Harefield Hospitals Charity. Partners and vendors should not try to boil the and support.” Johnson commented: “We’re Simon Hansford, CEO, said: ocean. I always advise them to include no more than Cabletec’s employees will looking forward to introducing “As a socially responsible four joint activities for a calendar year. Both parties be retained, including owner Camworth’s expertise to our organisation we strive need to be realistic and the activities need to be and Director Marc Johnson who own customers and playing a to do the right thing and achievable to create real results. The partner should will head up the Infrastructures key role in providing an all- part of this is sharing our insist that the vendor makes their PR team available, Services department. round offer.” profits with our community, and their corporate reach for the initial and ongoing Camworth plans to relo- providing financial help Got a news story? email: cate its logistics operations to to worthy organisations.” communications, but the actual integrated campaigns [email protected] should be led by the partner with the vendor’s support. Cabletec’s premises, maintain- Partners should plan integrated campaigns that have more than one element. Sending a simple direct ProVu’s link-up with a local college to offer apprenticeship mail letter and hoping for hundreds of responses schemes at its Huddersfield offices has paid big dividends will not create leads. If you plan an activity with with technical apprentice Luke Warby (pictured) named a number of touchpoints you will have taken the Apprentice of the Year in the Kirklees College COLS (College correct steps towards channel marketing success. Outstanding Learner Success) Awards. ProVu’s MD Darren Garland said: “Since adopting the apprenticeship scheme Andy Grant, Managing Director, Bowan Arrow we have seen some great outcomes. We work closely with Kirklees College which has provided us with a great level of support and advice regarding technical careers for our • Rampant claims to market differentiation are often ballooned out apprentices. Developing and nurturing our own workforce of all proportion according to TeleWare’s CEO Steve Haworth who is important to the development of our team, and we feel punctures the ‘trusted advisor’ bubble and points to the substantial confident that our partnership will allow us to do this.” ProVu stand-out factors that really matter. (p26) has so far recruited three apprentices under the scheme.

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COMMENT: ERA OF OPPORTUNITY TWL numero SHORT CALLS Every year-end sees business Swyx Solutions Gold predictions for the following partner EBC Group is to year scale new heights of offer the vendor’s cloud- eulogy and hyperbole. But in based UC platform via our market, there is genuinely uno in Wales its privately owned data so much to be excited about centres. EBC Group – and with the economy TWL Voice and Data is on a MD Richard Lane said: showing signs of sustainable mission to become the biggest “We already provide our improvement this is a fabulous business comms and UC pro- customers with a range time to do what we do. vider in Wales. of services via the EBC Our current priorities The Cardiff-based firm ach- Cloud Suite so adding ieved 28% growth last year with telephony to our portfolio Mark Saunders are preparing for a seismic year of change in £2.1m turnover, up from £1.5m was a natural progression.” 2016. We will launch our new networks division and in 2014. The forecast for year provide a range of connectivity and hosted telephony end 2016 is £2.4m. James Vickerage is to lead services of our own making, with a fresh approach to Andrew Nicholson, MD, Imago ScanSource UK&I branding and a new portal. We have worked hard at stated: “We have implemented as VP. He joined Imago engagement, from improving our personal interactions systems to encourage organic in 1997 and became Head to high quality printed and electronic media. growth by focusing on client Andrew Nicholson of Northern EMEA in Nine has experienced 10 per cent net growth in channel services and retention, as well 2010. Imago ScanSource numbers, with the increasing demand for quality SIP and as new business processes. ed to the role that acquisitions was formed out of the hosted services being the most noticeable feature. But the “However, our acquisition of will play in TWL’s growth. acquisition of Imago Group requirement for traditional fixed line services is still there JVH Communications in June “Acquisitions have been a by ScanSource and operates and it would appear a number of providers are neglecting last year was key to reaching key part of the growth in 2015, as a separate business the basics. Poor levels of service and hard to use interfaces our target turnover.” adding an additional 30% onto unit under the guidance will not be tolerated, so we invest heavily in both areas JVH was TWL’s second acq- one of the monthly income of founder and former with significant developments to announce early in 2016. uisition, it followed the pur- streams,” he commented. Imago MD, Ian Vickerage, Personalisation is increasingly moving across from the chase of Danwood Telecoms in Nicholson has ‘numerous who is now President of consumer world to the business arena, so the standards 2012. Business advisory group growth strategies’, saying: “We ScanSource’s European set by Amazon and John Lewis etc in terms of customer Mustard consulted on the deal. will expand the services that we Communications business. insight are now expected in B2B. By investing in global Its Chairman, Alan Jones, point- offer to our customers.” standard CRM and automation systems we are able to keep pace with this development. Complacency is not an option, and the opportunities are almost endless. Timico launches texting service Mark Saunders, Group Marketing Director, Nine Group Timico has witnessed a big Businesses are using texts for codes and various SMS solu- increase in the number of busi- appointment reminders, book- tions that can be integrated into nesses interested in texting ing confirmations, to market a range of CRM systems. The • Companies ranked in the Deloitte UK Technology Fast 50 awards information to customers and exclusive offers and discounts, SMS solutions can be backed up 2015 generated over £820 million in total annual revenues, they has responded with the launch as well as boosting the level of on either a cloud-based or phys- employ more than 7,400 people and recorded an average four-year of a new volume SMS service, interaction with customers. ical server. Texts can be bought growth rate of 1,883 per cent. Comms Dealer’s Fast 50 snapshot based on a close collaboration Timico’s service includes in bulk before billing, reducing provides insights into the growth factors that really add up. (p22) with ProcessFlows. virtual mobile numbers, short the overall cost of messaging.

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COMMENT: OWNERSHIP WANES Chen poised SHORT CALLS People often cite Uber, Mobile workforce the world’s largest taxi firm technology provided by that owns no cars, and Aeromark has delivered Airbnb, the world’s largest a 20%-plus increase in accommodation provider to hit target productivity and 40% that owns no real estate, improvement in service as proof that in business Entanet’s £32m turnover levels for customer it is now the service you goal is squarely in its sights Arcus Solutions, a deliver that sets you apart following a year of strong part- national refrigeration, from the crowd, rather ner growth. The wholesale con- HVAC, M&E, lighting, than the assets you own. nectivity provider has signed drainage and renewable a number of new partners maintenance specialist. Pete Tomlinson However, surely someone needs to own and grown its leased line and These improvements were something somewhere to make all of this possible? Ethernet business significantly achieved during the first six Cloud may now be the default delivery platform, but over the past 12 months. months of full operation. someone still owns a data centre somewhere. Entanet has recorded 25% In this new world we witness some fantastically growth in its Ethernet and leased In its H1 financials for successful businesses based on an asset ownership model, line estate; witnessed growth the period ended 30th Amazon Web Services being one that springs to mind. of broadband connections and September 2015 cloud Intellectual property is also an important asset – take upgrades as the UK fibre roll- company iomart reported Office365 which none of Microsoft’s competitors can really out continues apace; and seen revenue growth of 16% match. The scale of these companies can make them feel a 14% increase in headcount to to £36.4m including 10% remote from our own businesses, but the question for 100 staff. organic growth in the us all remains the same – where do I truly add value? Entanet has also invested in hosting operation, up 2%. At KCOM, we recently made the decision to divest the key areas such as provisioning, The firm also reported physical assets that form part of our national network support, customer services and Elsa Chen adjusted EBITDA growth (we sold the duct, fibre, chambers etc to CityFibre software development. of 11% to £15.5m and last month). This isn’t because there was no value in New strategic relationships understanding and trust that adjusted profit before tax them – the £90 million price tag clearly indicates there formed last year include a part- we’ve built up with them over growth of 8% to £8.7m. was value. The reason we did this was because we nership with UCaaS specialist many years. recognise that while someone needs to own the asset, 8x8 Solutions. “We’ve formed a number 24 Seven Communications it makes no difference to our customers who that is. Additional investments in of new relationships over the is offering reseller partners Our customer relationships are built on the difference operational systems, the launch past 12 months and will develop M2M services following our services, agility and innovation can make to their of an Ethernet Quoting Tool more alliances in 2016. a wholesale agreement businesses. The investments they want to see us and a new dedicated VPN man- “Entanet will also carry on with EE. David Samuel, make are in value added propositions, integration agement portal have positioned investing in its network and sys- founder and MD of 24 and customer experience – and now we can make Entanet for continued growth tems. We envisage another year Seven, commented: “M2M even more. Judging by the recent performance of this year, according to CEO of steady, profitable growth services are fast becoming the share price, our investors seem to agree. Elsa Chen. ahead for our partners and our business critical. Increasing “Our growth is largely down own business.” automation and shared Pete Tomlinson, Director of Product, to the efforts and loyalty of our information are vital for Got a news story? email: Marketing and Sales, Eclipse partners and staff,” she stated. businesses of all sizes.” [email protected] “Entanet thrives on the deep

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INDUSTRY NEWS

COMMENT: M2M MATTERS SCC secures SHORT CALLS The Internet of Things Nimans has boosted (IoT) provides ‘a way of upfront margins on its GS- boosting productivity, of hosted voice proposition keeping us healthier, making that includes a low per- transport more efficient, mobile deal month cost plus a phone, reducing energy needs and three years service and making our homes more bundled minutes. GS- comfortable’, according to a hosted has three pricing report by The Government structures depending on Office for Science. This is the chosen handset, and certainly a belief that we resellers can take up to 60% profit upfront using Anton Le Saux share and have supported by working with a number GS hosted finance. Nimans of local authorities, offering advice around how to has also added the GS- deliver effective services through digital expertise. The 6400 Android-based video IoT is now beginning to make a real impact at local phone to its line up of GS- Government level, as more councils begin to adopt hosted handset solutions. the technology and apply it to real life challenges. James Rigby One recipient of O2’s expertise and advice is Newcastle EE has been selected by City Council, which launched its SelfTrav app. The app SCC has taken a controlling investment in mobile, and in the Home Office to provide uses tracking technology to help young people with stake in One Point, adding One Point we’ve found the right Britain’s Emergency learning disabilities to travel safely on public transport. mobile voice and data capa- business to complement our Services with a national The idea was to support the young people involved bilities to complete its Cloud existing services portfolio. mobile network, giving who want to be able to travel normally, without being Delivered Managed Services “We’ll now look to drive 300,000 emergency workers conspicuous. The app empowers them to travel safely and (CDMS) proposition. the proposition forward add- access to 4G voice and independently, without standing out from the crowd as One Point is SCC’s third ing additional capacity where data for the first time. most young people carry smartphones. The development major investment in 2015 fol- necessary, alongside organic of the app revolutionises how the council is able to deliver lowing investments in Fluidata investments in our own data Vision Group has appointed special educational needs and disabilities transport. and SIPCOM earlier last year. centre services.” Andrew Woollard as Head The applications for m2m technology in local Having invested £50m-plus Ben McElligott, One Point’s of UC. His experience Government are enormously diverse and can touch in its own data centres, includ- MD, added: “Aligning our busi- includes a six-year on anything from smart lighting and parking to ing the acquisition of SSE’s tier ness with SCC increases our Directorship at Network measuring passenger journeys on public transport, 3+ data centre in Fareham in service offering, expands our Europe Group that was traffic flow systems and energy management. There 2014, SCC has since bolstered own capability and makes the acquired by Daisy in are councils that have struggled to understand how its capability in connectivity, most of our service offering. December 2010, and a later the IoT can be put to work to their advantage, but as voice, and now mobile to com- “The investment from SCC stint as MD of Coms Group. more councils adopt the technology and knowledge plete its CDMS offering. cements One Point firmly in the Woollard commented: is shared, the benefits will be widely felt. (anton. One Point will operate as mid-market space and provides “Following five successful [email protected] – partnersdigital.telefonica.com) normal under its own brand and our customers with additional years Vision has built a existing leadership team. choice and value.” fantastic client base for our Anton Le Saux, Head of Connectivity and James Rigby, SCC Chief Unified Communications Got a news story? email: Partner Sales at O2 Telefónica UK Executive, commented on the team to penetrate.” [email protected] deal: “We’ve been pursuing an

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Lyons poised “a great place to work a great place to be a partner” to spearhead PARTNER SERVICES Pinnacle push Sell more. Earn more. Win more.

Gavin Lyons

The appointment of Gavin exits, generating close to £100m Lyons to the post of Executive in value, as well as completing Chairman at Pinnacle Technol- several acquisition and integra- ogy Group underlines the firm’s tion projects. plans for securing acquisitions He is also a Partner at and keeping the overall strategy MXC Capital, the AIM-quoted on track. technology-focused merchant Lyons takes over from Dr bank, which was appointed James Dodd, Non-Executive by Pinnacle to advise on the Chairman, who will remain on company’s strategy and identify the board as a Non-Executive acquisition opportunities. Director until the company’s Non-Executive Director of annual general meeting in Pinnacle Technology Group, March 2016. Tom Black, stated: “Gavin’s Elite Partner Program Lyons has significant expe- experience of buy and builds • Sell Airtime, Wholesale, Ebillz rience in the TMT sector and and track record of achieving joined IT security special- transformational growth will be • Earn an additional £16,200 commission per year ist Accumuli as CEO in 2012 a powerful asset to the com- • Win Partner incentives where he spearheaded a suc- pany. As a result, we believe cessful buy and build strategy we will be better positioned to that culminated with the com- expand our solution set across a pany being sold to NCC Group growing base of customers.” Find out more about our for £55m in October. Pinnacle offers a range of Elite Partner Program Prior to Accumuli Lyons was managed IT Services, IT secu- Head of Telecoms and Utilities rity, connectivity, mobile, tele- Call: 0808 278 0585 UK&I at SAP and he held vari- phony and infrastructure ser- www.chesspartnerservices.com ous senior positions at Trend vices. It operates in the SME Micro, having also worked at market and the broader mid- Xerox, Compuware and The market and public sector. Award Winning Business Caudwell Group. Got a news story? email: During his career Lyons has [email protected] been closely involved in three

The UK’s No.1 magazine for voice and data solution providers Voice | Connectivity & Networking | IT | Professional Services | Billing Solutions www.comms-dealer.com COMMS DEALER JANUARY 2016 13 INDUSTRY NEWS Unauthorised sales spark legal action

Plantronics has started a who choose to run the risks of legal action in the English High being supplied with unautho- Court against Manchester-based rised or counterfeit goods by Digiphone and two of its direc- buying from outside the autho- tors. The claim relates to sales rised channels. by Digiphone of unauthorised “Those who prefer to Paul Burn non-European Plantronics head- buy through our authorised sets bearing counterfeit labels European distributors don’t run and packaging. such risks. According to the claim, “We want the market and our Hosted trend Plantronics first became aware customers to know that we have of Digiphone’s activities in a zero tolerance attitude to any January 2013 and then under- dealings in illegal or counterfeit took investigations lasting more Plantronics goods. than 18 months, with a number “They need to be confident gathers pace Paul Dunne of test purchases confirming that if it bears our badge, it Plantronics’ initial suspicions. all our resellers,” stated Paul comes from us, has passed the AN uptick in PBX shipments ries of reseller businesses, and The parties have been unable Dunne, Head of UK & Ireland relevant legislative tests and can during 2016 was not enough for also Nimans. “We’ve had to ask to resolve their differences and Channels, Plantronics. be sold legally in the market.” distributor Nimans to reassess some searching questions our- the dispute is now heading to “Until we started this activ- its predictions on the speed of selves. We understand the pain Got a news story? email: the courts. “We are keen to ity they have faced ever-grow- hosted comms adoption. points many resellers will face. [email protected] ensure a level playing field for ing competition from dealers “We are still seeing growth In many ways 2015 has been a in PBX sales,” stated Paul Burn, grasp the nettle year.” Head of Category Sales. “But Nimans has also experienced NetPay Solutions Group is celebrating a brace of award 2015 was undoubtedly the year a turning point in collaboration wins having bagged the Business of the Year Award at of change in terms of a shift trends, according to the dis- the Growing Business Awards just one day after MD towards hosted. tributor’s Head of Conferencing Carl Churchill won a bronze award in the Great British “For the best part of three Sales, Ian Brindle. Entrepreneur of the Year for Small Business awards. Churchill decades we were known as a “The market is moving into said: “Our team continues to push the boundaries, raising voice specialist and we have a new area of activity where expectations in the market and developing services that thousands of resellers who rely smarter and more advanced deliver tangible benefits to our customers and partners.” on us for their ‘tin’ technology. technologies are driving col- Nicole Jay, co-founder and Director of NetPay, added: “When we started NetPay our intention was to make a real difference Nimans will never move away laboration forward,” he com- to organisations, to give them more than just a method from that, but we also see resell- mented. “This year will see col- of taking payment. We deliver vital performance insight beyond the commodity payment capability for ers moving across to hosted.” laboration trends strengthen and thousands of customers across multiple countries, allowing them to plan and grow their business.” The transition to hosted rep- open up more sales opportuni- resents a key point in the histo- ties or resellers.” SHORT CALL 8x8 opens in Manchester SHORT CALL Solar Communications, New Star Networks (NSN) SW Communications and Cloud-based UC and contact its expansion into Europe in has been ranked 328th in Response Data Comms centre solution provider 8x8 has 2015 with the acquisition DXI. the Deloitte Technology have been commended expanded its UK operations with In other company develop- Fast 500 EMEA 2015 by ShoreTel for high a new office in Manchester. ments last month, 8x8’s Easy- list, a ranking of the 500 attainments in areas such Kevin Scott-Cowell, who Contact-Now (ECN) cloud fastest growing technology as net billings and billings is the UK MD of 8x8, said: contact management solution companies in EMEA. growth, new cloud bookings “Manchester has spent billions has been accepted for inclusion Rankings are based on and monthly recurring creating a global hub for digital on G-Cloud 7, the Government’s percentage revenue growth revenues, proficiency with companies and its Northern online digital marketplace for over four years. NSN advanced applications, Quarter is tipped to rival the broader public sector. CEO Mark Shraga said: and customer satisfaction. London’s Tech City. ECN is an important part “To be acknowledged as Kevin Scott-Cowell The companies were “Working with our channel of 8x8’s Enterprise Comm- one of the fastest growing named Global Theatre partners we want to be part of but also those in the burgeoning unications as-a-Service (ECaaS) technology companies in Circle of Excellence that growth and be able to sup- north west.” suite and is complementary to such an enormous market Partners by the vendor. port not just those fuelling the This is the latest move in the company’s Virtual Contact as EMEA is incredible.” digital economy in Manchester, 8x8’s growth plans and follows Centre solution.

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Social values Hoque builds SHORT CALLS Ingram Micro is to acquire the Parallels Odin Service Automation platform along with associated cloud champ wins on early gains management technologies, intellectual property and the A north west business man Odin brand. Ingram Micro who could not get what he want- adopted the Odin Service ed from regional data centres Automation platform in and decided to build his own 2013 as the backbone of has reaped the rewards of his the company’s automated ‘must do something’ approach Cloud Marketplace. with a year of growth and bigger plans for 2016. Albion Rovers fans can Mashukul Hoque, MD of access free Wi-Fi at Manchester-based software the Cliftonhill Stadium firm Sandyx, launched his following a deployment by Vivian Woodell Mashukul Hoque purpose-built data centre in Wi-Fi specialist 802 Event The Phone Co-op’s Chief This funding, from a vari- 2014 under the company name “Businesses need to be talk- WiFi. The Scottish League Executive Vivian Woodell is on ety of social lenders, is a new Datacentreplus at Media City. ed through a transition and hand One team has become only a mission to create an alterna- record for a social enterprise He said: “At the end of 2013 held, not bamboozled with tech- the third football ground tive economy built on the values investment in the UK. we were developing applica- nology or offers that lock them in Scotland to bring high upheld by social enterprises. The Phone Co-op is a tions for a customer and needed in for long-term contracts. Our density free Wi-Fi to their His efforts to date have been staunch supporter of public data centre services. I required mission is to provide transpar- supporters and away fans. rewarded with a national award transport with over 91% of its somewhere nearby with the ency for those we work with.” that recognises the organisa- business miles undertaken by ability to colocate and get eas- tion’s role in a major social public transport. ily accessible support. The 2016 edition of Nimans’ enterprise investment. “We are happy to be using “Big data centre operators Product Catalogue includes The Phone Co-op, based surplus capital to support anoth- were not interested in talking to information on 7,000 products in Chipping Norton and er social enterprise that is pro- me about my relatively small, across 460 page. “The Nimans Manchester, scooped the Best viding public transport, some- but vital, requirements.” trade catalogue is affectionately Consumer Facing award at the thing we actively try to use, and Hoque aims to ‘disrupt the known throughout the UK Social Enterprise Awards. with an organisation that shares marketplace’ by applying com- industry as ‘The Bible’ and its The Phone Co-op set up our values,” stated Woodell. petitive pressure to the pric- popularity remains as strong its Co-operative and Social “We see social enterprises ing and flexibility of the cloud as ever,” said Group Sales and Economy Development Fund to co-supporting each other in this and hosting services currently Business Development Director, support the growth and develop- way as an example of the type offered to SMBs. Richard Carter. “The world ment of other like-minded co- of alternative economy we’d His strategy is to help new of communications continues to evolve and the catalogue ops and social enterprises. like to encourage and grow.” start-ups with ‘cash-friendly’ encapsulates all the new areas of For example, it loaned HCT, The UK now has over access to the cloud, and help our business such as WLAN and the social enterprise bus opera- 70,000 social enterprises that organisations with traditional hosted along with many traditional favourites. It also highlights tor, £500K as part of its recently contribute more than £24bn to operating models transition to customer support services such as leasing, training and logistics.” raised £10m funding. the economy each year. the cloud. SHORT CALL Cloud pricing tool Softcat’s purring SIPHON Networks has been ranked 23rd in Exponential-e has added “Channel partners will be Against the backdrop of the the 2015 Deloitte UK a channel cloud pricing func- able to tap into Exponential-e’s completion of its IPO Softcat Technology Fast 50 with a tion to its Partner Portal. The cloud solution portfolio to build announced its Q1 2016 trad- 644% growth rate over the platform, known as CloudPort, and order a range of solutions.” ing update (ended 31st October past four years (rankings enables partners to price and Michala Hart, who is the 2015), reporting revenues for are based on percentage order cloud and networking ser- Head of Channel Strategy at the period up 14% on the prior revenue growth over that vices, and offers live quotation Exponential-e, said: “CloudPort year to £141m, compared to period). Steve Harris, MD, tracking and price protection. provides a service creation plat- £124m in Q1 2015, with peri- said: “Increasing numbers Lee Wade, CEO, commented: form for our partners, offering od-on-period growth evident in “With spending on cloud com- the tools to create, price and both customer numbers and rev- of service providers and Martin Hellawell VARs are turning to us puting infrastructure expected order solutions tailored to meet enue per customer. for our expertise across to grow by 21% year-over-year their customer’s needs. Martin Hellawell, CEO of Softcat admitted its ordinary a broad portfolio of UC to $32bn in 2015, CloudPort “We will work with our part- Softcat, commented: “This per- shares to the Official List of products and professional will empower partners to meet ners to incorporate additional formance provides a firm foun- the FCA and to trading on the services.” See page p22 growing customer demand for functionality into the automated dation on which to begin life as London Stock Exchange on cloud services. portal in the coming year.” a public company.” 18th November 2015.

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16 COMMS DEALER JANUARY 2016 www.comms-dealer.com REVEALING NEW PRICING PACKAGES FOR OUR HOSTED COMMUNICATIONS SERVICES

Exclusive PAYG and Pay Monthly offers on Wholesale SIP Trunking and now available on Wholesale Hosted Centrex. Want to know more? Give us a call on 0800 671 045 Email us at [email protected] or visit us at www.btwholesale.com

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1 For every 30 new Users that are added to the WHC platform during the promotional period a reseller is entitled to receive a 100% rebate on the monthly rental of any one WHC broadband line purchased from the WHC system. 2 BT Wholesale does not charge for calls to 01 and 02 numbers from WHC services. We also do not charge for calls to mobile networks – FM1, FM3, FM4, FM5 and FM6. The offering will be subject to a fair usage policy measured across the reseller and based on 3 times the Ofcom average business call profile. INDUSTRY NEWS iomart secures key Carter chases hosting acquisition more resellers iomart has snapped up man- The co-founders of United VoIP and connectivity services aged hosting company United Hosting, brothers Matt and provider Cloud Telephones aims Hosting, its second acquisition Simon Wallis, will remain with to double reseller numbers in this year, for a total consider- the business. Matt Wallis stated: 2016 from its current group of ation of up to £11m, with £7.5m “This is a huge opportunity to 70 partners. settled in cash on completion. develop and grow the business. Cloud Telephones has seen A further £3.5m is contin- “We are now backed by one monthly income from voice gent on United Hosting achiev- of the leading providers of man- services subscriptions grow by ing EBIT performance targets. aged hosting and cloud services over 200% over the past 12 United Hosting was founded in the UK as well as a com- months with half of all monthly John Carter in 1998 and provides managed, pany with all the regulatory and revenues going to the reseller. dedicated and shared hosting financial strength that comes John Carter, MD, said: “The UC at Gamma, added: “Cloud services and domains to approx- with being listed on the London demand is there, we just need Telephones has carried the flag Angus MacSween imately 6,500 customers, mostly Stock Exchange.” more resellers to get involved. for the Gamma Horizon service small businesses. Angus MacSween, CEO of In June last year iomart We generate the original leads, and achieved phenomenal The company is based in iomart, said: “United Hosting acquired SystemsUp, an IT manage all the provisioning partner sales growth since the Hemel Hempstead where its is a profitable, growing busi- consultancy specialising in the and provide support. We start of this year. main data centre facility is ness that reflects the services design and delivery of public have managed thousands of “It has paved the way for located. It also leases data cen- we offer. As such, it fits well cloud solutions. installations already, so the what we believe and expect will tre space in London and Dallas, within our acquisition criteria customer gets a great experience be a further and considerable Got a news story? email: Texas, and has a support func- and will be a valuable addition and all the reseller needs to do is increase in volume in 2016. [email protected] tion based in India. to the Group.” go out and sell.” “Selling VoIP services will David Rushton, Business deliver long-term rewards for Skyscape wins fast growth awards Development Manager for reseller businesses.” Converged Comms scooped Channel Disruption and innova- Deloitte Technology Fast 50 Skyscape has grown to more Telecom’s Dealer of the Year award tion are the primary drivers for UK shortlist of the fast growing than 100 employees in just three at its fifth Reward and Recognition exceptional growth according technology firms with a growth years and expects to almost dou- Evening held at The May Fair, London. to Simon Hansford, CEO of rate of 13391%. ble that figure in 2016. Its chan- The winning line-up included Virtual Skyscape Cloud Services, which Hansford said: “Our core nel partner programme has also 1 which won the Supplier of the Year came top in the Communicat- business objective is to deliver strengthened since its launch in category. Channel Telecom also handed over a holiday of choice ions category of Deloitte assured, agile and cost-effec- 2013, with 200 organisations to the Overall Partner of the Year. MD Clifford Norton said: “These Global’s 2015 Technology Fast tive services to the public sec- now able to market their ser- awards evenings recognise the phenomenal success of our suppliers 500 EMEA listing. tor, ultimately delivering better vices to the public sector by and partners over the last year.” Pictured (l-r): Steve Yates, Head Skyscape took sixth place value for money for UK citizens hosting on Skyscape’s accred- of Partner Sales, Channel Telecom; Jonathan Sheridan, Converged Comms MD with the Dealer of the Year award; and Clifford Norton. overall and came second in the and tax payers.” ited platform. See page 22 SHORT CALL Advanced opens two new offices Interoute has unveiled a cloud hosted contact centre Software provider Advan- sports pitches and a kids centre. orative working, while further add-on for hosted Microsoft ced Computer Software Group Advanced will launch its mid- driving expansion.” Skype for Business and has secured two new offices lands regional Birmingham city Advanced employs over Microsoft Lync. “Interoute close to Heathrow Airport and HQ in March 2016. 2,000 people and provides Hosted Contact Centre helps in Birmingham as part of a The Group will lease the healthcare, business and learn- companies enhance their call recruitment drive that will boost entire third floor, a 45,000 sq ft ing management software and or contact centre services headcount by a third. space, said to be Birmingham’s services to 20,000 customers. by leveraging the features The premises at Ditton Park largest commercial accommo- The Group’s sales growth and the refurbished Mailbox in dation on a single floorplate. secured it a ranking in The of the Microsoft enterprise Gordon Wilson collaboration suite using Birmingham city centre will Gordon Wilson, CEO, stated: Sunday Times Grant Thornton Interoute’s global and house the new recruits. The firm hopes to attract “Our investment in these new Top Track 250 league table private networked cloud,” Advanced has grown signifi- new talent to its Ditton Park cutting edge facilities is part of having grown revenue to more said Mark Lewis, VP cantly since it was founded six location by providing a ‘pre- a major recruitment drive which than £200m in six years. for Communications & years ago and plans to take on mium working environment’ will see the business grow by a Advanced was acquired by Connectivity at Interoute. more than 1,000 members of for staff, offering a restaurant, third. It is also part of our wider Vista Equity Partners for £750m staff in the next 18 months. coffee shop, gym, tennis courts, strategy to foster more collab- in March 2015.

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INDUSTRY NEWS Recording in Windows RPE backing 10 poised the cloud for for big hit boosts Zycko

Windows 10 is set to become Distributor Zycko has big the most widely installed ver- expansion plans in EMEA fol- sion of Windows ever with 50% lowing a significant investment Skype users of enterprises starting deploy- by Rigby Private Equity (RPE), ments by January 2017, with an the private equity arm of Rigby A new cloud-based recording eye to completing their migra- Group Investments. function designed for Skype tions in 2019, according to David Galton-Fenzi, CEO of for Business and launched by research firm Gartner. Zycko, said: “The backing and TeleWare incorporates compli- “In the consumer market, support of RPE means we are ant voice recording with IVR a free upgrade coupled with now in a position to accelerate and enterprise class voicemail. broad legacy device support and our ambitious growth plans. “The solution captures and automatic over-the-air upgrades “It’s a great opportunity analyses call data, helping users ensures that there will be tens for the company to continue to gain a deeper insight into their of millions of users familiar its transformation into a sig- business,” said Steve Haworth, with the operating system nificantly larger organisation CEO of TeleWare Group. before the end of 2015,” said focused on providing support to “The result is improved Steve Kleynhans, Research VP. vendors seeking services-orient- David Galton-Fenzi employee engagement, business Steve Haworth “For enterprises, we expect that ed, EMEA-wide distribution.” agility, process efficiency and implementation will be signifi- RPE is building an EMEA- access to the international scope customer satisfaction.” face. The solution is fully FCA cantly more rapid than that seen wide specialist distribution busi- offered by Zycko’s established He claims the enhancement and Dodd-Frank compliant. with Windows 7 six years ago.” ness and in July 2015 made a EMEA network. addresses some of the limita- The IVR application enables Several factors are driving big investment in security value “The benefits for Zycko tions of current off-the-shelf businesses to offer alternative migration, specifically aware- added distributor Wick Hill. include access to Wick Hill’s offerings. “Existing customers contact options, including call- ness of the end of support for Paul Eccleston, Head of RPE, strength in security and the have come to us looking for a back, email and SMS, elimi- Windows 7 in January 2020, commented: “Zycko is already chance to build on high value recording solution they can use nating caller waiting time and compatibility with Windows 7 in 12 countries in EMEA, which and consultancy opportunities within their Skype for Business abandoned calls. applications and devices, and a helps us move forward rapid- for channel customers.” interface,” said Haworth. Also introduced is an pent-up demand for tablet and ly with our growth plans. The Got a news story? email: “This new offering allows Intelligent Number function, 2-in-1 device rollouts. benefits for Wick Hill, and its [email protected] businesses to integrate addition- a non-geographic number that “The result is that many partners and customers, include al functions to enhance the core travels with, and is linked to enterprises are planning to pilot product. It is integrated into the the user rather than a device, Windows 10 in the first half existing network infrastructure meaning that the number can be of 2016 and to broaden their and requires little investment, accessed on any device, fixed or deployments in the latter part of making it an easy and cost mobile, around the globe. >p26 the year,” added Kleynhans. effective solution to deploy.” According to Haworth, the real value of this enhancement is through the analysis of the BroadSoft integrates call data captured. “This insight is translated with MS Office 365 into valuable information that Timico acted quickly to secure sponsorship of the Cheltenham Gold can be used to train and coach BroadSoft’s integration UC-One capabilities from their Cup in March, the first time the race has been open to sponsors in staff to provide a better cus- with Microsoft Office 365 Microsoft Office 365 desktop 36 years. Alongside the four-year sponsorship deal Timico has been tomer experience. Ultimately, blends BroadSoft BroadWorks, applications including cloud- given preferred supplier status to The Jockey Club’s portfolio of 15 improving productivity, increas- BroadCloud and UC-One solu- based calling. racecourses. Timico already provides ICT services to Goodwood and ing revenue and lowering costs,” tions with the cloud office pro- Users can also click-to-call Newbury racecourses. he commented. ductivity software. any phone number in emails, The firm’s Chief Executive Officer, Tim Radford, and his family “TeleWare’s analytics solu- “This is a great example of documents, databases, address have long been associated with horse racing as owners of frequent tion provides productivity and how partners can build on the books and on web pages. runners Knock House, Somersby, Calgary Bay and Racing Demon. performance reports, giving new Office 365 platform to bet- Michael Tessler, President Timico’s Chairman, Lord Daresbury, is a former champion amateur complete visibility of the cus- ter serve our mutual custom- and CEO, BroadSoft, added: jockey. He was Chairman of Aintree Racecourse for 25 years from 1989 and took over as Chair at Haydock Park in 2013. tomer journey.” ers,” said Steve Guggenheimer, “With Microsoft Office 365’s Radford commented: “As an ambitious business working in a TeleWare’s cloud-based voice Corporate VP of Microsoft’s significant and growing com- fast-paced industry, we were quick to recognise the tremendous recording solution is device- Developer Experience & Evan- mercial installed base, these opportunity of partnering with The Jockey Club to be part of one of agnostic and allows customers gelism (DX) group. users represent an attractive mar- the country’s most prestigious events.” to record voice calls through Customers can leverage ket opportunity for BroadSoft Pictured (l-r): Chairman Lord Daresbury and CEO Tim Radford their Skype for Business inter- BroadSoft’s cloud PBX and and service providers.”

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20 COMMS DEALER JANUARY 2016 www.comms-dealer.com INDUSTRY NEWS ProVu in expansion mode: Gears up for 2016 growth drive

ProVu continues to make big strides following a busy pre- Christmas period in which the It’s that time of year, distributor sealed a distribution when winter storms and power agreement with VTech Business Phones, added the Snom D outages take us all by surprise. series IP phones to its portfolio and incorporated the complete Protect your customers against: Gigaset pro range of desktop and DECT phones into its inde- Power spikes pendent hosted Zero Touch Provisioning System. Power cuts or surges Darren Garland, MD, commented: “Our sales increased by Overheating 20% in 2015 and we expanded Darren Garland our team to accommodate this growth. In 2016 ProVu will Zero Touch Provisioning sys- telephony market, especially build on the significant gains tem. To date ProVu has provi- for smaller customers that don’t January Sale – Save £££s achieved last year.” sioned over 300,000 phones and necessarily have on-site techni- Contact SOS today! The VTech distribution deal Garland expects shipment rates cal capabilities and just want to enables ProVu to supply the to accelerate following the addi- plug in a device and get up and ErisTerminal SIP range, includ- tion of the Gigaset pro range. running straight away.” ing entry level to high end desk “ProSys allows SIP tele- He says that some of ProVu’s Be sure your customers telephony phones and DECT solutions. phony service provider partners SIP telephony service provider and IT solutions are protected Garland added: “While not to select and ship phones that customers have reduced the cost commonly associated with tele- have already been programmed of device deployment by 80%, by a Power Control UPS phony in the UK, VTech is a with configuration settings and and the time between end cus- major global player in the tele- user credentials, directly from tomers placing an order and phone space and we believe this ProVu to end customer prem- receiving a phone has dropped new range will be a strong com- ises, allowing rapid service acti- from as much as five days to e swap out warranty ar no quibbl petitor in the UK SIP market.” vation,” he added. next-day delivery by using ree 2 ye Expanding its product port- Following certification of ProVu’s services. F next day delivery folio further the distributor also the Gigaset pro portfolio, ProVu “ProVu’s API enables SIP Guaranteed * introduced the Snom D series partners have the option to telephony service provider cus- * on most UPS & orders before 1pm models. ProVu’s Sales Director access remote device manage- tomers to connect their web- Ian Godfrey noted that the range ment services including device based ordering system into the Visit www.soscommunications.co.uk (from the D710 entry level firmware updates and configu- ProVu provisioning platform, phone to the D765 and D375 ration changes through either further streamline customer or contact our Sales Team on executive level phones) is fit for ProSys’ self-service portal or activation,” added Garland. 0800 000 505 all business applications. through an automated bulk pro- “As the hosted telephony “Through ProVu’s reseller cess for larger installation. market continues to mature anage portal ProSys, Snom resellers Garland also noted that we foresee a shift in resellers’ , We M epair can add configuration settings ProSys is used by 50 VoIP ser- approach to purchasing. e R ell, W to their orders and have phones vices. “The service has proved “Resellers are not only look- e S , W automatically provisioned to popular and our work with all ing for cost-effective solutions, We Buy work out-of-the box,” he stated. of our vendors reflects strong they are also looking for reli- ProVu’s end-of-year busi- demand from SIP telephony ability and assistance in the ness phone strategy culminated partners and their end custom- maintenance of end devices. with the completion of a total ers,” added Garland. ProSys enables us to provide integration project with Gigaset “Provisioning services like this service.” pro. Through ProSys, all Gigaset this are helping service provid- Got a news story? email: pro desktop and DECT phones ers to meet the demands of the [email protected] are now available via ProVu’s rapidly growing cloud-based COMMUNICATIONS To advertise in from analogue to SIP and beyond contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JANUARY 2016 21

CommsDealer-Jan16.indd 1 16/12/2015 13:40 BUSINESS INSIGHTS Much to learn from fast growth firms

Companies ranked in the Deloitte UK Technology Fast 50 awards 2015 generated over £820 million in total annual revenues, they employ more than 7,400 people and recorded an average four-year growth rate of 1,883 per cent. Here, our Fast 50 snapshot provides insights into the growth factors that really add up.

Skyscape Cloud Services Simply being listed as a and East, with a 21st UK profitably to their clients, Ranked 2nd vendor on G-Cloud isn’t ranking and 111th in while VoiceHost gains key 13,391 per cent growth enough. For resellers or Deloitte’s EMEA listing. The insights to prioritise the Skyscape Cloud Services potential partners looking core focus for VoiceHost development of services that has rapidly grown to more to grow their public sector is providing resellers with will be in high demand.” than 100 employees since business, they need to hosted telephony, SIP its launch in 2011, and is demonstrate security and trunks, broadband and SIPHON expecting to double that assurance credentials, leased lines, and according Ranked 23rd figure this year. Skyscape provide services that offer to Technical Director Ross 644 per cent growth has won a number of high connectivity to not just the Beer the company’s revenue SIPHON has 42 full-time profile public sector contracts Internet but also the public percentage growth is in employees with plans to with HMRC, DVLA and Simon Hansford sector’s private networks, and the main due to a big shift hire five more during the the MoD to name a few be successful at marketing away from analogue services first six months of 2016. in little over three years. Much progress has been and engaging with the public towards cloud telephony. A particular growth driver “We remain focused on the made in transforming sector through G-Cloud. for the company is voice- UK public sector and are public sector ICT VoiceHost’s reseller enabling Microsoft Skype working to accelerate our procurement While Hansford attributes accreditation programme for Business and Lync. “The growth outside of central Skyscape’s success to introduced in the summer requirements of successfully Government in areas such agile, smarter and greener disruption and innovation, of 2015 has proved popular delivering enterprise voice are as healthcare, education and approach to the use of IT.” he said the single greatest and is based on a policy of often not well understood utilities,” explained Simon reason for the business’ giving partners what they by Microsoft and traditional Hansford, CEO. “Our partner Hansford has witnessed rapid success has been the ability want. “Listening is a big part IT resellers, so this is where programme has also gone and widespread adoption to attract the right people. of growing a service,” said SIPHON adds value,” stated from strength to strength of the cloud by public “When hiring, it’s important Beer.” We listen to resellers Steve Harris, co-founder since its launch in 2013, with sector organisations, initially to find candidates with the about the features they want and Managing Director. 200 organisations now able adopting Infrastructure-as- right attitude and the ability to see, and offer VoiceHost “Because our pedigree has to market their services to a-Service (IaaS) solutions to learn fast,” he added. development requests to its foundations in cloud voice the public sector by hosting moving through to Software- “When developing a rapidly every reseller regardless of and UC, we understand the on our accredited platform.” as-a-Service (SaaS) and growing business, taking the size. This way, resellers gain inherent complexity and have Platform-as-a-Service (PaaS). time to establish a culture new features they can re-sell now combined this heritage With pay-by-the-hour “Much progress has been with a clear mission is with skills in Microsoft Skype consumption models made in transforming public imperative. Our core values for Business solutions and departments are able to sector ICT procurement, with are embedded in everything associated technology.” scale up or down based on Government policies such as we do. We believe in doing their needs, and only pay Cloud First and the G-Cloud what’s right, being honest To underpin this growth for what they use, pointed Framework altering the public and transparent, being SIPHON secured funding out Hansford. “We offer sector cloud industry and innovative and disruptive, from private equity investor the ability to turn servers off our business, in particular,” and we do that by focusing Finance Wales in spring 2015. during times of low demand, added Hansford. “As a G- on simplicity, community This equity arrangement such as evenings and Cloud supplier, our support and partnership.” enables the firm to make weekends, and also rapidly for digital transformation further investments in scale services and increase within the public sector has VoiceHost its in-house skills and resources to accommodate contributed to a number of Ranked 21st systems, including process busy periods,” he said. high profile contract wins as 818 per cent growth Ross Beer automation. “These advance “Not only does this provide well as exponential internal VoiceHost has grown from preparations should go tangible cost benefits, but and partner programme a start-up working in a We offer VoiceHost some way to offsetting it also helps organisations growth, which in turn has small office to being the development requests the usual challenges that to improve their carbon enabled us to pass on price fastest growing technology to every reseller arise when managing rapid footprint with a more reductions to our customers.” firm in Cambridgeshire regardless of their size growth,” added Harris.

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22 COMMS DEALER JANUARY 2016 www.comms-dealer.com Much to learn from fast growth firms

Aside from its acquisition without weakening of VCOMM Distribution important infrastructure,” in 2012, SIPHON has added Shraga. grown organically since We’ve had the it was founded in 2009. His growth strategy is largely Industrial Revolution… “During 2015 we invested characterised by achieving significantly in developing the broadest product suite our skills,” added Harris. with commercial flexibility “The acquisition of VCOMM consistently delivered into Now allowed us to extend our a loyal channel. “Our key The Technology Revolution. product portfolio to include challenges are to ensure a full range of CPE, which all of our employees meant that SIPHON was continue to see NSN’s able to offer an end-to- future as a solid way of end capability to cloud UC meeting their life goals, and providers. This acquisition Steve Harris to ensure we effectively gave us the base product communicate all of the portfolio around Microsoft We invested in developing new positive developments Lync, which has since been our skills to support the as they happen with our evolved to a full Microsoft voice-enablement of Skype partners and customers,” Skype for Business practice. for Business solutions commented Shraga.

“We have grown revenues business communication The main change for the significantly, which, at technologies, enhance business has been the shift times, has been a challenge their business performance to cloud-based services. This to manage operationally. and deliver value across a trend prompted a brand However, since agreeing range of product areas,” revamp. The new NSN logo the equity arrangement he added. “Our target represents an elevation of Become a GCI Channel Solutions partner and with Finance Wales we have market is primarily a broad the company to a new level, benefit from marketing playbooks, training made significant investments array of channel partners explained Shraga. “Our sessions, self-serve online quoting tools and in staffing, facilities and spanning the telecoms transformation included a Prince II accredited project management. automated systems, and IT industry through to host of new suppliers, SLAs and now have a robust office supplies, print media and entering the cloud- infrastructure in place to and energy brokership.” based IT service arena, while Sell these white labelled solutions: support our future growth.” investing in up-skilling key NSN has around 2,600 staff to higher levels of New Star Networks customers, mostly SME. technical capability,” said Ranked 49 The main growth areas are Shraga. “Growth has come 315 per cent growth schools and care homes from the emerging product New Star Networks (NSN) with an emerging focus on sets while maintaining the was also recognised by construction and the third existing customer base with Broadsoft Ethernet Hosted Deloitte in its Fast 500 sector. “Recruiting partners healthy growth.” n Desktop EMEA rankings at 328. The widely across multiple company employs 17 staff industries has been key to and its 2015 revenues of £5 our growth,” said Shraga. million are expected to grow “We aim to do more of to £6.5 million in 2016 and this while targeting smaller Skype for MPLS Broadband £8 million the following year. resellers in the IT space.” Business Growth will be split between existing customer up-sales, He’s also interested in the new partner acquisitions growth of SaaS – 54 per cent and organic channel sales of the Deloitte UK Fast 50 achieving an average uplift came from that area of the Mark Shraga of £125k monthly revenue, technology industry. “We noted Mark Shraga, Chief see this as a natural fit with Our transformation Executive Officer, NSN. our proposition to assist included a host of new the customers’ evolution suppliers, SLAs and “The NSN proposition is to by focusing on enhancing entering the cloud- Ready to start your own revolution? fully integrate the customers’ lean business performance based IT service arena Contact GCI Channel Solutions

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www.comms-dealer.com COMMS DEALER JANUARY 2016 23

GCI_CommsD_VertAD_OCT2015V4.indd 1 14/10/2015 16:13:59 BUSINESS PROFILE Cisilion’s global pursuit

This trend is redefining Global expansion is beckoning the role of many systems integrators and resellers fast growing Cisilion and Sales who in the past have been Director Nick Paul has no qualms focused on the plumbing of the network, often about answering the call. rooted in the provision of hardware infrastructure and licenses. “While this won’t go away any time soon, in order to remain competitive SIs need to spend time building service propositions, he name Cisilion circa £50 million this year, consultancy services and draws attention focusing on enterprise and user adoption practices to the company’s commercial companies to help their customers heritage as a Cisco with between 500-10,000 make the transition to Thouse, but there was the rub employees. It targets senior cloud,” added Paul. – the market had expanded level decision makers from and Cisilion recognised the all lines of business but Cisilion scooped Comms need to provide its clients primarily IT. “We provide Dealer’s Best Enterprise with a wider vendor offering, transformational IT solutions UC Solution 2015 at the enabling it to be an end- spanning infrastructure, Comms National Awards to-end systems integrator. collaboration, security and held last October at the Cisilion was established 16 the cloud,” said Paul. “Our Grand Connaught Rooms years ago by Roger Paul to target markets include in London. The award help businesses simplify their global organisations within recognised the merits of IT deployments. The firm the financial services, legal, a large Microsoft Lync provides solutions to a client insurance and construction deployment at LeSoCo base in 56 countries across sectors. Over the next five College where the company five continents and has big years we aim to continue our transformed its education plans for global expansion. global expansion and increase system. Cisilion was also revenues significantly.” runner up for Best Enterprise Long-term strategic Vertical Market Solution relationships with technology Opening in Hong Kong and for its impressive work in partners including Cisco, New York cemented Cisilion’s the insurance sector. Rob Microsoft, Riverbed, Dell reputation as a global Quickenden, Chief Strategy Nick Paul and Oracle were bolstered partner to its clients. Another Officer at Cisilion, said: in December when Cisilion important development was “Collaboration solutions built on its hybrid enterprise moving the front office to VARs and SIs need to adapt are one of our strongest offering following a link-up the City of London in close capabilities, and this with EMC. “This agreement proximity to clients and their offerings to deliver a recognition showcases the allows us to work more prospects. “In this office we hard work we put into strategically with EMC launched our state of the much lighter, often hybrid IT training our employees.” to help our customers art Innovation Centre where achieve cost reductions customers can experience infrastructure With an army of highly while strengthening our first hand the latest IT trained and motivated own storage propositions,” technologies and solutions,” with key vendors to shape boxes to virtualised systems workers Cisilion is now commented Nick Paul. said Paul. “They rely on us our propositions; and our and services,” added Paul. stepping up the pace of its “EMC’s expertise lies in to understand the market flexibility and level of service “Businesses no longer global growth ambitions. leveraging performance and key trends, both today is what differentiates us.” want three or five-year big “To achieve our goals it’s versus capacity, automating and what’s coming in the refreshes, therefore VARs important to attract and the provision of data future. One of our biggest Shifting models and SIs need to adapt retain the best talent in the protection and delivering strengths is the partnerships The rise of the cloud their offerings to deliver a market,” added Paul. “It’s infrastructure control via we have with clients. This continues to climb steeply much lighter, often hybrid the quality of our people, simplified reporting.” enables us to understand and shifts towards the IT infrastructure, which is along with offering the most their needs and in turn tailor subscription model are less dominated by hardware up-to-date technical solutions Cisilion expects to boost our business to support well advanced. “Revenues choices with more focus that will ensure we keep out- its £36 million turnover to them. We work closely are shifting from tin and on service and support.” performing the market.” n Enter emerging markets with GCI Channel Solutions 0845 0030 655 | gcichannelsolutions.com | [email protected]

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CommsDealer_PartnerAd_Nick.indd 1 17/12/2015 09:04:22 NEWS INTERVIEW Haworth’s lifework to elevate partners

Rampant claims to market differentiation are often ballooned out of all proportion according to TeleWare’s CEO Steve Haworth who punctures the ‘trusted advisor’ bubble and points to the substantial stand-out factors that really matter in today’s fast-evolving marketplace.

very industry spawns TeleWare’s partners above and with APIs for partners its hype and comms the crowd. “Part of our to create ‘great solutions’. is no exception. The proposition is to help partners But he believes that these trick is to create stand out and differentiate solutions have more value Esubstance, and resellers can themselves,” he stated. “We when integrated with other only do this by sharpening have to challenge ourselves technologies and made easy their focus on what they do to do the same. We live in to buy, sell and service. “This best and then strive to do a world of over-supply in is where we see real value better, according to Haworth. so many areas. How and in a distribution partner,” “Stop wasting time worrying why you do things is just as Haworth said. “Our current about what everyone else important as what you do.” priorities are recruiting is doing and make sure you partners who will get the execute well,” he stated. In more detail, TeleWare most benefit from our “Create a specialism or halo routes, records and analyses new products and services. proposition that helps you communications to improve We see Microsoft as a key to stand out. Too many ICT customer service, governance partner in this space and suppliers claim to be one- and compliance. The helping other partners to stop-shops and ‘trusted company focuses on markets leverage these technologies, advisors’. These labels are that require the agility to complement them and no longer differentiators.” cope with flexible customer integrate with other demand, where a high platforms is where we are Haworth aims to help proportion of employees spending much of our time.” resellers step closer to their are mobile or distributed, goals with a boost fuelled or have specific regulatory Adaptation is the most by the benefits of analytics. requirements. Retail, leisure, potent of survival methods, Steve Haworth “Right now we are adding finance, healthcare and but managing change is multi-mode, multi-media utilities are particularly strong never easy. “The shift to and analytics to all of our markets for TeleWare. Stop wasting time worrying the cloud was a particular products to help drive challenge,” added Haworth. greater insights across the The firm finished last year about what everyone else “We have always focused on business and bring more with over £10 million great software but the cloud revenue opportunities to our in revenues and has a is doing and make sure you requires a different mind-set partners,” he explained. “The headcount of circa 80 staff. and business model. So we intersection of mobile, cloud “We set out a growth plan execute well have expanded our services and Big Data to enhance to double revenue over a to make it easier for partners, the customer experience, three year period and we to jointly focus on creative players while others more while remaining focused on governance and compliance hit our profit target within propositions that differentiate Microsoft and IT, although the areas that have made are important drivers. We the first six months of this partners and drive their value. these are merging fast. New us a great company. We have invested heavily in year,” commented Haworth. “We want to find partners areas for TeleWare are the have also witnessed massive gaining new data capture “We have invested more who share our values and creative digital agency or growth in mobile and and analytics capabilities in our new products and vision and believe in the data analytics driven partners communication recording to take advantage of this services as well as partner power of communications to who can drive additional and see these areas as huge area as we see it exploding recruitment, and have some drive business performance,” value from the data that opportunities for partners. over the next few years.” exciting products coming he commented. “Our communications provide.” to market this year.” partners are likely to come “Finding partners who have a While highlighting the lack from different areas so that That said, Haworth still strong knowledge in specific of market differentiation, Haworth wants to build a they can work together. sees a place for the more markets, and helping them to Haworth does not lack dozen ‘great partnerships’ Some might be the more commoditised products develop more differentiated the ambition to elevate over the next two years, traditional communications and services delivered easily offerings that drive greater

26 COMMS DEALER JANUARY 2016 www.comms-dealer.com Haworth’s lifework to elevate partners

value is where we see our company began as an R&D we wanted to do everything. future. We leverage and project looking into the art We were driven to move fast build upon the great work of the possible following the but, at times, ahead of the of others to help partners release of Digital Cards that market. We spent much time, VIRTUAL1 hit their own goals. For connected computers and effort and money educating example, by adding value telephones. “Our first real the market rather than being to their cloud strategy and customer was British Gas laser focused on the biggest SUPPORTING integrating third party cloud via Siemens to help extend issues that we could address, services where required, the capacity of a phone and accepting that fast or building secure private system and support flexible growth in revenue during the THE CHANNEL services for industry verticals working,” said Haworth. initial phases of launch is not such as health and finance.” “They bought into the the best KPI. Setting out the ideas and capability more next most important goals IN 2016 Transforming the TeleWare than a deliverable, but we and doing everything you business into a Software had to deliver something can to get there is something VIRTUAL1’S IAAS PLATFORM 1CLOUD as a Service operation is convincing to win the I learned later rather than perhaps Haworth’s crowning business. TeleWare grew sooner. It really does make a IS A FLEXIBLE, COST EFFECTIVE AND glory. “This is my biggest through a great relationship significant difference.” n HIGHLY RESILIENT ALTERNATIVE TO career achievement to date with Siemens in the 1990s.” TRADITIONAL HOSTING because I underestimated the Just a minute with challenge and didn’t expect Turning points Steve Haworth... the undertaking to involve TeleWare’s biggest challenges every aspect of the business, and opportunities have One thing you could not Product workshops from people to technology to always been around do without in your job: A finance. Many of our partners technology developments team and my BlackBerry are doing similar transitions and partnering. “The step Industry wish: Open up in their business models. I from being totally reliant the mobile networks to still come across people who on Siemens and signing enable faster innovation Sales and technical training see this as a small change in partnerships with BT and What do you fear product portfolio rather than others created an interesting the most? Letting a business transformation.“ challenge as we had to people down Meeting support and learn to manage multiple How would you like to marketing guidance Despite Haworth’s years of partners,” added Haworth. be remembered? Six industry experience, business “As most partners were foot six with a lifelong transformation does not get larger than ourselves they six pack and a good sense of humour handed over on a plate. He tended to require a level White label product collateral began his career selling ERP of up-front resource. This What talent do you wish software to large enterprises. was an exciting challenge. you had? To draw well “We used TeleWare to In terms of technology, we One example of provide flexible input via have seen the migration to something you have phones in offices and mobile the Internet, mobile and overcome? Skydiving Discount banding phones for engineers,” the cloud as huge shifts, helped to overcome explained Haworth. “I but the latter was perhaps my fear of heights then set up a company the greatest challenge Name three ideal dinner selling mobile gateways to as it required a change guests: Alex Ferguson; Demo and trial accounts corporate customers. They in business model.” Michael Lewis, author were spending 20p per of Liars Poker; Paul minute to a mobile and 80 There is now a copious Allen (ex-Microsoft) per cent of their bill was literature on the whys and TeleWare’s culture: from calls to mobile phones. wherefores of changing We take our work The recurring revenue business model and it is the seriously but inject fun FOR MORE INFORMATION PLEASE CONTACT YOUR model got me hooked, knowledge gleaned from the whenever we can ACCOUNT MANAGER OR EMAIL [email protected] so when the opportunity experience of pioneers such Tell us something came to work for TeleWare as Haworth that will make about yourself we TEL: 0344 884 0800 WWW.VIRTUAL1.CO.UK I jumped at the chance.” the process more bearable don’t know: Although for those who follow in his a proud Yorkshireman I was born in Newport Geoff Haworth formed footsteps. “Focus and timing and still support the 2015 WINNER TeleWare with a business is critical,” he stated. “When INTERNET SERVICE Welsh rugby team PROVIDER OF THE YEAR partner in 1991. The we first moved into the cloud

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www.comms-dealer.com COMMS DEALER JANUARY 2016 27 MARKET REVIEW Inside story on the growth of outsourcing

Large numbers of ICT resellers are turning to third party support companies for reasons that are all too evident. Here, we explore why outsourcing is the focus of growing attention among resellers wanting an ingrained partnership that is also an extension of their business.

he big customer Consultancy and increased – a business that we are support handover our efforts to attract still proud of – but can has begun and the apprentices who can be offer a much broader set of chemistry between trained in key competencies professional and managed Toutsource providers and and add value to our clients,” services to our clients’ their partners is more potent said Rob Darby, Sales Director. customers as part of their than ever, based on the own propositions,” added evolving comms market Comms-care’s reseller Darby. “Our ambitions are and its knock-on effects on partners want the firm to still very much focused on many ICT resellers. In line become more ingrained in growth, whether that’s with these trends Comms- their businesses, so rather organically or through further care has taken steps over than just ask Comms-care acquisitions, concentrating the past 12 months to for a quote they want the on delivering our channel- respond to big changes in the company to be involved in only business strategy. technology industry, which the whole end-to-end sales saw its channel partners process. This new dynamic is “But the skills shortage is the require access to a broader reflected in the split between biggest challenge facing any range of professional and its services. Maintenance company operating within managed services to sell services account for 50 per the technology industry. As on to their customers. cent, managed services 10 skills become more rare, they per cent, and professional become more expensive and “Developments in the services 40 per cent, with the employers have to fight to technology industry have bias in favour of managed attract them. Unless we find Shaun Lynn created a shortage of skills, and professional services ways to nurture new people especially in the area of happening over the last year. through apprenticeships or Having the right parts available when required is higher end professional other channels, this problem becoming ever more important to businesses. services, so we have made “We are not just about will only get worse.” acquisitions such as Platform break/fix maintenance serve,” stated Benson. “The resellers have expanded Rise of hosted increase in hosted telephony their portfolio to ensure The speed of change in the installations has also driven they are selling a solution market was also underlined demand for our cat5e and handpicked from a toolbox by Paul Benson, Managing cat6 cabling services as of products which includes Director at National Telecoms dealers look to remove older traditional PBX, hosted, PSTN Installations (NTI), who PBXs on traditional CW1308 and SIP technologies, rather during the past 12 months cabling and replace them than focusing on one or has witnessed a big increase with hosted telephony on the other,” added Benson. in requests from dealers a proven certified LAN.” for installations of hosted Agilitas’ main area of systems across a number of Benson has not, to date, expertise is in Inventory-as- different platforms. Just 12 seen a drop in demand for a-Service. “By extending our months ago these installs NTI’s PBX installation and wholesale Inventory-as-a- amounted to one per month, maintenance services. On Service portfolio to provide NTI now installs two or the contrary, the move of inventory support, training, three sites per week for its existing systems from ISDN repairs, hardware sales and dealer customer base. and analogue to SIP is on technical support, we’ve the increase, and sites with developed our offering Rob Darby “While hosted is still not larger more complex needs and grown turnover by 30 right for every end user often don’t suit the hosted per cent in the last year The skills shortage is the biggest challenge facing any client, the format is certainly model, he pointed out. “We as a result,” said Shaun company operating within the technology industry. a trend we are adapting to find the most successful Lynn, CEO of Agilitas.

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28 COMMS DEALER JANUARY 2016 www.comms-dealer.com Inside story on the growth of outsourcing “The

The growth of the cloud and providing a single and mobile workforce has The chemistry point for consolidating all telecoms changed the demand for unified communications, spares, focusing on delivery between contact centre, workforce in data centres with less on- outsource optimisation and data training premise hardware. “We’ve networking needs. seen dependence on IT rise providers and “Tactically, the requests fast,” added Lynn. “Having have been for our skills, company the right parts available their partners expertise, geographic when required is becoming coverage, availability and ever more important to is more breadth of portfolio,” said businesses. At the same Chris Bain, Director of for the time, we see the wider potent than Partner Services, Maintel. industry facing a number of ever challenges. The continual “There will be a natural channel .” squeeze on margins is progression for systems making organisations look for Maintel which created integrators and outsourcers maybe the at new ways to maximise a new partner services to want to address a bigger best there is ! revenue, and post and pre- team following its merger market. For telcos, they sales services are now an with Proximity. It supplies will need to focus their integral part of all profitable two main types of service energy and effort on current Do your staff have the neccessary product sales and processes.” – Professional Services systems, not legacy devices, skills to make a difference? (including engineering, so will need partners to do The company has grown installation and consultancy) that. Channels need a partner Ensure they are motivated and its partner base by and Managed Services who will allow them to keep knowledgeable, give them the approximately 18 per cent (including maintenance what they have now and chance to succeed with our and found Inventory-as- and support). Over the last move to the future. Resellers a-Service to be in most year Maintel has increased need to show value beyond unrivaled industry workshops. demand. “However, this its number of partners the traditional sales model. service is being increasingly by around 10 per cent. They will need to assist the • Professional Letter and adopted in conjunction customer at the beginning e-mail writing with technical support or The key requirements in and end of investment cycles. • Boost your presentation skills training,” added Lynn. “This demand are taking on • Improved Customer Engagement enhances the service offering the support of legacy “Partner services enable and introduces elements of systems, specialist skills resellers, outsourcers, • Management and Leadership differentiation to partners. complementing its systems integrators and mentoring We’re also expecting to see a channels’ own resources, Continued on page 31 • Sales and Lead Generation significant increase in cloud- • Telephony coaching based data storage and the criticality of uptime in onsite • Induction programmes. and offsite infrastructure.”

Agilitas has developed two key opportunities for growth – identifying new partners and extending its capability into additional product sets and markets. “We constantly need to adapt We know in order to be ahead of the how to get curve, and continuously you here improve service levels to meet expectations while investing in skills and development to maintain current product experience,” said Lynn. Chris Bain

Investing in the future Channels need a partner who will allow them to keep has also been a priority what they have now and also move to the future. [email protected] 01252 856907 One partner for...

www.comms-dealer.com COMMS DEALER JANUARY 2016 29

TTW_86x296 vertical CD_01.16.indd 1 18/12/2015 11:25 COMPANY PROFILE The bandwidth booster

replace a significant number Inequalities in high speed of office positions. Fearing broadband access are a great the worst, he jumped ship and found a junior network concern for many businesses in the infrastructure role, and has never looked back. In these deprived regions, but Philip Davies, formative years Davies was also influenced during a CEO of Worcester-based VeloComms, period of employment by has set about equalising this a serial entrepreneur. disparity with a bandwidth “I saw how innovative products, great support and boosting bonding solution. added value for the reseller channel were the foundations of a successful business,” said Davies. “I always try to emulate the partnership ethos, hard work and focus ccepting the 2013 the company signed that made an impression on broadband status an agreement with US firm me. Since then I have been quo is not an Mushroom Networks to fortunate to work both as an option for any bring its broadband bonding end user and in the industry Abusiness: Enter VeloComms, solutions to the UK. The during exciting, fast growth a specialist in broadband Truffle range of products times. The constant change bonding, WAN connectivity, enable the aggregation of Philip Davies and evolution in our sector is IP voice and a security low cost, readily available a real motivation.” n systems integrator. “Our broadband connections. market. They delivered “We have enabled them primary focus is broadband Individual Truffle units can throughput in excess of to close opportunities Just a minute with bonding,” stated Davies. be used for high speed 900Mbps and had a feature where a lack of resilient, Philip Davies... “By bonding between access to the Internet set suitable for the most scalable and cost-effective two and 12 broadband and multiple units can be demanding of environments. bandwidth was a barrier connections together, high deployed between offices. “By launching a monthly to sales,” stated Davies. Name one thing you could not do without in your job: speed connections can be subscription-based service Suppliers and partners cost-effectively delivered “We’ve come across with a range of affordable Another priority is to drive throughout the UK. companies on large business bonding routers we opened increased awareness of What talent do you wish To play the Bandwidth can be quickly parks with connections up a new range of market broadband bonding and its you had? electric guitar well and easily increased to of just a few Mbps,” said opportunities for our benefits. “There is still an provide the flexibility and Davies. “Using broadband partners and ourselves,” said expectation that high speed Name three ideal dinner scalability that businesses bonding we increased their Davies. “Low cost of entry broadband will be available guests: Richard Branson, he’s inspirational; require. With the increased bandwidth and enabled and monthly subscription to all, but that is not the Leonardo da Vinci for his use of the Internet, cloud- them to boost productivity costs made broadband case,” commented Davies. creativity and vision; and based services, IP voice and reduce costs through bonding viable for SMEs “For those have-nots, other Donald Campbell for his and video, the need for the deployment of online and home workers.” technologies will need to be single minded approach high speed, cost-effective and hosted services. With deployed and broadband to record breaking bandwidth has never products that offer leased Key partners bonding plays an important What do you fear the been more important.” line emulation capabilities we As well as Mushroom role, ensuring fast broadband most? Whatever the can bond ADSL, fibre, EFM Networks, VeloComms’ is available to businesses that challenge I face it Although broadband is and other line technologies technology partners include increasingly depend upon it.” Top tip: Impartial and becoming widely available to create point-to-point Jola, Nubo Consulting and honest advice today can the bandwidth offered can and point-to-multi-point Sharedband. VeloComms Davies realised early in lead to an order tomorrow vary remarkably by location. networks for branch offices. has grown significantly over his career that businesses How would you like to Three years ago Davies These are cost-effective and the last 12 months, primarily would come to depend on be remembered? As identified this variance as a offer high performance, through the recruitment of a technology. His first exposure someone trustworthy clear opportunity to provide resilience and scalability.” number of partners wanting to the comms sector was who always did his best fast broadband connectivity products and services that working for an insurance How do you relax? Radio to under-served businesses VeloComms initially launched complement their own company. He was shown an controlled models, wanting to exploit VoIP, cloud a series of dedicated routers offerings – whether that’s early version of an application cycling and live music and other online services. In aimed at the corporate VoIP, UC or cloud orientated. that had the potential to

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30 COMMS DEALER JANUARY 2016 www.comms-dealer.com Continued from page 29 “Revenue has doubled telcos to do this without There is more in the last 12 months major investment in demand for following growth in sales personnel. Our partners of our technical support look for a company to not cloud-based software which has been only provide the services complemented by a number they don’t have, but also products, of large CPE logistics wins. No two clouds to be an integral part of We have invested in R&D their customer engagement IT desktop and in our CloudKeeper and growth plans.” technology. The software are the same. and support provides a full technical back Juniper Bridge is an outsource for network office solution that unifies provider to the industry with multiple technologies, supplying customer support monitoring carriers and technical software, 24x7 support support models, including services and device logistics systems our own. Our CloudKeeper solutions to more than 80 portal has developed telecoms and IT businesses. that, ironically for us at beyond recognition over The firm has also witnessed least, seek to reduce the the last two years and we a growing requirement customer support cycle. are constantly bringing on to create flexible support The trick is about creating new enhancements.” models, and for the delivery a continuously improving of enhanced customer relationship with a client and Link Connect is a network support technologies where to openly look at process and IT hosting company cost of ownership is too and system integration.” based in Hampshire. It uses high for a service provider. outsourcing to bring flexibility Changing support model to its customer support Resellers wanting to get to Historically, Juniper Bridge’s model. Operations Manager grips with new technology revenues have mostly James Smith said: “We use approach Juniper Bridge for been driven by outsourced an outsourced provider for discussions that are becoming technical support contracts our front of house which increasingly collaborative which are still growing, gives us a true lights-on and partnership focused. but resellers’ support first line support capability “Clients approach us for a requirements are changing with readily available diverse set of reasons,” said as they move to converged agents to answer our calls. Simon Johnson, Commercial technologies. “There is They follow our processes, Director. “Scalability and more demand for cloud- ensuring the customer Recruiting flexibility are of course based products (particularly receives a consistent high new key considerations, but hosted PBX and Wi-Fi), IT standard of service.” Partners they are also looking for desktop (Microsoft 365) tangible value adds for and support for network This enables Link Connect’s their own propositions. monitoring systems (for tier 2 technical team to As a result, we spend a example, proactive fibre focus on serious incidents lot of time developing our circuit and leased line and put customers’ change systems to deliver solutions monitoring),” noted Johnson. requests, security matters and managed services before Become an NFON Partner. line issues and other time It’s the little things that make a big difference. consuming tasks that ‘just need doing’. “Offering NFON Partners are the driving force behind our success. We are a major European player in the cloud telephony market, legacy ISP services with our and in Germany and Austria NFON are proud to be the market managed services means leaders. Here in the UK we are growing exponentially and are we have volume calls and seeking new Partners to help drive the NFON business further. faults that require carrier So, what are the benefits of becoming an NFON Partner? With management,” added Smith. our own standards-based technology, more than 150 built-in “Our outsource partner takes functions as well as a range of Value Added Services and over this pain away, looking after 10,000 enterprise customers across 13 European countries, our products like leased lines, NFON is one of Europe’s leading cloud telephone providers. We believe in recruiting the best and as a Partner you will receive: VoIP, Wi-Fi, DSL and email. Full technical training on the NFON Cloud Telephone System “This is not without some Sales training to give you the tools for success risk to the customer support Qualified leads to follow up and win business NFON Account Management Team on hand to support model, and shows why you throughout outsourcing must be viewed And commissions for life! Simon Johnson as a partnership. Choosing a partner with the right Revenue has doubled in the last 12 months following support tools and flexibility to To find out more about becoming a Partner with NFON call our UK growth in sales of our technical support software. their approach is key.” n Team on 0203 740 6740, or email us at [email protected]. We’d be delighted to talk to you. To advertise in The next-generation telephone system. contact The Sales Team on 01895 454411 nfon.com www.comms-dealer.com COMMS DEALER JANUARY 2016 31 BUSINESS PROFILE Tollring chief makes big strides across the world

The result of Tollring’s astute partnering strategy is that Managing Director Tony Martino has gathered ever more cards to his pack and become a player on a wider stage.

artino arrived the best job I’ve had. In fact, in the UK from it’s the only job I’ve had.” Australia in 1994 after Mennie left the company Mcompleting a computer in 2002 when Martino led systems engineering degree. a management buyout and He spotted an advert in took over as Managing the Evening Standard for a Director. “My Italian origins technical service’s role with mean that I’m passionate the fledgling Tollring and and family is very important,” Tony Martino got the job. Its CEO and said Martino. “This includes founder, Chris Mennie, had my Tollring family. Everyone its solutions are delivered UK and replicate it in global looking at how we can evolve a big influence on Martino. has a part to play wherever through 850-plus channel markets, but managing this our proposition and build “Tollring was founded on they sit in the company. As partners including ICT growth is currently our main on our current product set,” technical knowhow and we the business grows this will resellers, SIs, SPs, BPOs and challenge,” added Martino. said Martino. “The focus is gelled from the outset,” become more challenging but phone manufacturers. Almost “It is far more challenging always on data collection he said. “My technical I’ll do my best to ensure we 6,000 companies across than we first thought. As and bringing valuable perspective was a great fit don’t lose the family ethos.” the UK, Europe, USA and our brand gains better insights for our clients.” with Chris’ sales expertise. Australia depend on Tollring’s recognition we need to be Working at Tollring has been Tollring is a well-established solutions that report on an efficient as we expand into Other areas of development software developer estimated 470,000 business new partnerships around the are Tollring’s call recording Key achievements specialising in telecoms phone lines and telecoms world. The big question is technology and bringing management, billing and devices. “Investment in how best to service our new fraud management call recording solutions, staff, product development partners. Our solution is to • ISO 9001 certified solutions to market. “Our since 2009 delivered on-premise or via and marketing is on the recruit good people while partners have fed us their the cloud. The firm’s product increase,” said Martino. “We ensuring our products and requirements,” he explained. • Gained certification to international standard suites are all developed in- are currently experiencing services are designed to be “Fraud continues to be a real ISO/IEC 27001 for house and Martino prioritises incredible growth and we easy to support. This means problem, particularly around Information Security high levels of re-investment expect this to continue over empowering our partners the adoption of SIP and the Management in 2015 into product development the next two to three years.” to become true experts cloud. We are developing • 2015: Computing and infrastructure. and helping them to take some advanced fraud magazine’s Data Strategic planning our products to market.” monitoring capabilities along Visualisation of the Year Headquartered in Uxbridge Managing growth involves with the ability for resellers Award and CNA’s Best Call and with offices in the USA, meticulous professional Tollring’s products revolve to quickly provision our Management Solution Australia and India, Tollring judgment. It must balance around what the firm is good services to their customers. • 2013 and 2014: has 35 staff and year-on-year the requirement for at – telecoms analytics. The Our overall approach is to European IT and Software profits driven by incremental seamless efficiency against potency of analytics lies not develop and market products Excellence Awards organic growth since 2010. uninterrupted service levels just in the bulk gathering of that are aligned to a specific for Big Data, Business Partnerships with Samsung, for new and existing partners data but in how that data technology and then white Intelligence and Analytics Mitel and BroadSoft extend is used. “This is a broad label them. This in-skin Solution of the Year across the world. “We will Tollring’s global reach. And take what we’ve learnt in the area and we are constantly approach has proved hugely

32 COMMS DEALER JANUARY 2016 www.comms-dealer.com BUSINESS PROFILE Tollring chief makes big strides across the world

successful with Samsung and years. Tollring was selected once seen as pillars of the CRM systems and a priority customers to measure we are now mirroring that as a software applications comms industry, prompting for Martino is to ensure efficiencies from their with Mitel and its channel to partner for Samsung companies such as Tollring Tollring’s analytics can be transformational projects. take our products global.” Business Communications in to shift tactics and adapt accessed by them. “We “We urge partners to September 2004, providing to survive. The chemistry will be enhancing our APIs understand our product Martino’s white label strategy a white labelled version of of comms is in constant and making them more portfolio,” noted Martino. enables Tollring to develop the iCall Suite. This was a flux, and the adoption of accessible and available,” he “I’d like those in the channel long-standing partnerships, significant milestone for SIP and the move to the added. “We will evolve our who have known us for many and the 10 year relationship Tollring and a turning point cloud has had a major products so that customers years to see our products with Samsung is a testament for the business. “Samsung impact on Tollring. “We’ve can extract and consume with fresh eyes and fully to Tollring’s ability to keep has remained a long-standing been able to capitalise on our analytics as easily as consider the huge range its products relevant to the partner,” added Martino. these developments, for possible but not necessarily of opportunities that are market. “The latest ICS “The success of our Samsung example, with our cloud- via our own systems.” now available to them. We Online solution enables us relationship helped to based call recording IP that have secured access to new to repeat this approach in define our strategy on how is fully owned by Tollring,” Also in the pipeline is a new markets, now we need to a simpler way and offer we take our products to explained Martino. “The version of ICS Online and ensure that our audiences our white label solution to market and we have since evolution of BI also had an Desktop planned to launch are informed and understand all of our resellers,” stated mirrored this relationship influence on how we have in March. “We’ve made what we have to offer.” n Martino. “In turn, they can with other partners.” developed. One of our core significant enhancements around the user experience offer our services under Just a minute with their own brand. They can The OEM partnership with and updated the portal so We will take Tony Martino... differentiate their offer by Samsung expanded to partners can better utilise avoiding me-too products Europe in 2005 and in 2011 our services,” said Martino. what we’ve Role model: Steve Jobs: and ultimately have more to Australia. Two years later “The new products will help What a legacy he left. engaged conversations Tollring formed an OEM learnt in partners to understand their I like his ambition, with customers that don’t partnership with Samsung customers better and will determination, ideas revolve around price.” Telecommunications America. the UK and give them greater insight and ability to bring In 2011, a partnership was replicate into how customers are vision to life Tollring has been having formed with the sole UK consuming their services. In Name one thing you such conversations from distributor for Ericsson- it in global June we will also introduce could not do without in the outset. In the early 90s, LG, Pragma Distribution, the fourth iteration of the your job: My glasses with three staff working in to provide integrated call markets IC360 telecoms and expense What possession could Piccadilly, Tollring delivered management, contact centre management solution within you not live without? telecoms billing solutions and call recording solutions skills is the management and the reseller space. This has My kitchen knife that I to its London-based clients. for the iPECS PBX range. presentation of data in real- a strong end customer keep extremely sharp While these were not time to our clients. So the proposition so resellers What talent do you wish sophisticated by today’s In another significant move fact that BI is a key driver for can look at all telecoms you had? To ski. I tried standards they were cutting Tollring linked up with businesses is a big factor in expenses within an estate once but it was a disaster edge at the time. “For the BroadSoft in September our growth and success.” and see how customers What do you fear the old techies like me, our 2014 and joined the are using their services. most? Failure, not applications were written BroadSoft Xtended Developer According to Gartner a CIO’s just in business but in DOS and connected to Programme to introduce top three priorities are BI and “And while there are also in everything a PBX system with a RS iCS insight to the BroadSoft analytics, followed by the excellent billing providers Three ideal dinner guests? 232 serial cable,” recalled Marketplace. The OEM cloud and mobile. “We are in the market, we are Richard Branson, a great Martino. “On the back agreement with Mitel aligned with these priorities also looking to partner businessman but a little off of this we provided some followed in April 2015 under as we work to ensure our with these providers to the wall; Mohammed Ali, innovative telephony billing which Tollring delivers cloud analytics are available on enhance the offering that a legend; and my wife! applications. This was during analytics on the MiCloud any device at any time,” partners can take to their Your greatest strengths the rise of serviced offices hosted telephony platform. said Martino. “The key customers. The key focus and what you could and we successfully delivered “Mitel has recognised is not just telecoms but is consolidated billing and improve on? I’m good billing and communications how important Business unified communications. We utilisation of services to at creating a strong management tools for these Intelligence (BI) is for its are looking to offer some ensure our partners and team and have the right new office facilities.” customers so will provide iCS new cloud and UC services their customers have a full technical skills. But I’m rubbish at delegating Online to its channel partners such as Skype for Business understanding of their entire The extent of Tollring’s as a white labelled solution,” analytics that will have a telecoms infrastructure.” Tell us something about commitment to lasting commented Martino. strong partner focus.” yourself we don’t know? relationships is revealed in the Tollring’s analytics and BI I won a competition at High School for having values that have guided its Modern technology is End users are also investing services help resellers to the sexiest legs partnering policy for over 22 eroding business models heavily in sophisticated stay relevant by enabling Enter emerging markets with GCI Channel Solutions 0845 0030 655 | gcichannelsolutions.com | [email protected]

www.comms-dealer.com COMMS DEALER JANUARY 2016 33 Final Footer advert.indd 1 12/03/2015 10:44:46 COMPANY PROFILE Global 4 thrives on IP

broadband to seven brands in Not for nothing was Horsham- 45 locations, with three days based Global 4 Communications to spare. “This shows what can be done with design, crowned NEC’s Best Reseller in planning and implementation from a great team of EMEA for 2015. Here, Managing people,” said Barnett.

Director Nigel Barnett reveals the Global 4 also set up the latest NEC 3C IP solution firm’s winning growth strategy. in two exclusive London data centres with support from Gamma and Voiceflex. Meanwhile, the introduction of IP gives the firm circa 80,000 extensions to t didn’t take long for curve. The investment is now upgrade. Barnett is currently Barnett to get his foot showing a terrific return. rolling out projects for in the door and feel We are also ‘playing’ in the 10,000 IP extensions with comfortably at home in mobile arena and this will be over 2,000 already installed Ithe comms industry having driven forward in 2016.” Nigel Barnett and a completion of the secured a number of early balance planned for the end estate agency contracts. Fishing for tiddlers has on tough targets and high will be around £16 million of 2016. “Up to a couple The first deal snowballed never floated Barnett’s boat, quality customers meant and we are looking for of years ago Global 4 was and proved to be a turning but landing an order from we weren’t able to hit substantial growth next a lifestyle business and I am point for Global 4, which the Unipart Group for 268 the ground running. Lots year,” added Barnett. fortunate to have brought up was established in 1998. telephone systems while of the bigger customers five children, four of them “We secured an order for sitting at home negotiating don’t really want to deal “We have around 1,300 work for the company,” five telephone systems at the contract is right up his with people who work out customers and more than added Barnett. “It would be an estate agent in Kent,” street, and showed that his of their bedroom, even 10,000 sites which all have any father’s dream to see explained Barnett. “The business ethics were paying if it was rather large. telephony installed. Over their family on a daily basis, agent was then purchased dividends in the early days. the last three years we have but when they can actually by a large group with 150 Now 62, Barnett started “Now, with a payroll of complemented our range sell and create business offices. The group wanted selling when he was 18. around 100 people, systems by adding data and MPLS opportunities you sit back to repeat the model we had “I had several different and procedures are a never circuits. These have countered and say, ‘we haven’t done rolled out so we supplied businesses, predominantly ending daily challenge. We the reduction in call costs that bad’.” n it with systems. Within 12 selling photocopiers like have always outsourced and helped increase the months it bought another many of us in those days,” our billing but as we evolve business steadily with more Just a minute with group of companies with he recalled. “I was fortunate we have new requirements than 2,000 circuits in place. Nigel Barnett... 350 sites. Within six months and able to secure the sale of in reporting and discipline We wanted a client base with of that acquisition we had two businesses that allowed that now involve internal future opportunities, so the Role model: People rolled out NEC telephony me to take a few years off.” developers and marketing choice was: Do we have 350 who have built up to the entire group people. This brings a whole individual customers ringing empires from nothing including lines and calls.” He wanted to move away new cast to the stage.” us, or one person responsible Name three ideal dinner from previous business for 350 branches? With guests: Alan Sugar, Peter Global 4’s influence on models that relied on Offsetting challenges the second option it’s all Jones and Amanda Holden the High Street has grown many sales people and Growth in the telecoms about service and when What do you fear the significantly. “We have telesales selling on savings. market has always been someone rings, sort it.” most? Rejection many High Street chains So after a period of difficult, particularly as the Your strengths and as customers, with roughly careful consideration he cost of calls keeps dropping. That is exactly what Global weaknesses: I can look eight locations in every High established Global 4 with Yet despite the challenges 4 did when it threw a at any set of figures Street taking our services,” Rob Whyte-Venables (Service Global 4 continues to lifeline to a prominent and instantly put my stated Barnett. “As well Director) and Jenny Fright grow year-on-year. Three estate agency group after finger on the challenge. as reviewing their monthly (Administration Director) now years ago the company its telephony supplier went I forget to praise people when they do well expenditure we offer IP retired. “Our philosophy was branched out of B2B and out of business, terminating services using our recently based on selling one system entered the residential their contract with just What talent do you launched NEC 3C solution. to a company that had many market for broadband and six weeks notice and little wish you had? To IP is an interesting subject, other opportunities,” he calls with Home Telecom. support. Global 4 installed understand music and play an instrument but what a steep learning stated. “Setting our sights “Our turnover for 2015/16 100 lines, 400 extensions and

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34 COMMS DEALER JANUARY 2016 www.comms-dealer.com We are delighted to announce that Comms Dealer is the first channel publication to publish a Multi-platform ABC audit certificate for... l Comms Dealer magazine Comms Dealer’s ABC audited circulation provides the largest audience of UK resellers. If you want to engage with the partner channel (Average Monthly Circulation 16,429)* in print, digital and direct to desktop, talk to us now to find out how Comms Dealer can help l www.comms-dealer.com you reach more resellers. ABC audited website provides 24/7 access to channel news and is the only ICT channel magazine to Simon Turton independently audit web traffic e: [email protected] t: 07759 731134 (Average Monthly unique browsers 10,883)** l Comms Dealer Weekly e-news * Comms Dealer magazine total Average Circulation 16,429 Comms Dealers’s weekly, ABC audited e-newsletter (Jan-Dec 2014, 12,785 print, 3644 digital) ** www.comms-dealer.com Online property (1st January 2014 to delivers the freshest news to the UK ICT channel. 31 December 2014, Derived daily Average Unique browsers 643) *** Email Distribution (1st January 2014 to 31 December 2014, Average (Average Weekly Distribution 14,499)*** Distribution 14,499) BUSINESS INTERVIEW Time to get personal

information to customers Insight and personalisation will enquiring via SMS. The be the hot customer engagement TrainTracker Text service interprets journey information topic in 2016, according to provided by customers to interrogate NRE’s Live Martin Taylor, Director and co- Departure Board and Online Journey Planner systems and founder of Content Guru. automatically sends back texts containing real-time travel information, as well as calculate the optimal route between stations. The service he digital economy “Success was measured has several personalisation has empowered by average handle time, features and handles customers like service level, cost reduction, thousands of enquiries never before. They customer satisfaction and every day with an accuracy Thave greater choice, more other limited metrics. rate of 95-plus per cent. financial options and more opportunities to upgrade, “By the early 2000s the In another example, UK downgrade and swap. They first truly focused customer Martin Taylor Power Networks (UKPN) also are also more aware of their contact centres emerged. uses personalisation to deliver options and more likely to They often handled multiple to-machine interactions they think the consumer may information to customers. churn if they get a better customer contact channels and recognising the value like,” added Taylor. “Tourism “When customers call in the offer. “Today’s consumers with a much greater focus of employee engagement companies are identifying event of a power outage also have much higher service on workforce planning, and customer feedback.” customers that fit a particular they are asked to enter their expectations,” said Taylor. service quality, first contact profile to promote holidays. postcode into an IVR service,” “They are more demanding resolution and other quality He also underlined the Other organisations are explained Taylor. “Armed and less tolerant of delay, metrics. But tomorrow’s importance of understanding targeting particular points with this information the with the expectation that customer engagement hubs what matters most to on the customer journey cloud platform interrogates they are going to receive will improve the customer customers. “Every time to deliver a high value UKPN’s electricity monitoring instant access to information journey by connecting we make contact with an personalised service.” systems and identifies wherever they are, whenever contacts with agents organisation we leave a relevant information about the time, and over whichever suited to their personalities footprint of information,” Cloud platforms allow power status in their precise communications channels and requirements.” he said. “That information organisations to monitor location. This information is they use. Good service is collected across multiple activities and behaviours then read back to customers is no longer just about According to Taylor such hubs channels. The information from the moment customers over the phone using text- satisfying isolated consumer will also ensure customers that can be gleaned from first land on their websites, to-speech technology.” requests. It’s about the can converse seamlessly these interactions might through the buying and whole customer journey across preferred multiple relate to who we are, what registration stages, to the Key to these successful and knowing individuals, channels with no loss in we like, what we don’t time customers contact them implementations is the use their desires, preferences service quality; and enable like, what products and – via phone, email, web chat, of self-service technology and wherever possible organisations to develop services we own and rent, SMS or social media. “Many to deliver high volume their future intentions.” effective campaign strategies and what we’re interested cloud services also provide personalised (or mass (giving customers what in buying in the future.” advanced analytics and personalisation) services, and While this business they want when they need reporting capabilities which, the use of cloud services to transformation has been it); and be fully compliant Smart hubs when combined with past leverage information from driven by higher consumer with industry regulations. Smart organisations are purchase histories, customer multiple front and back expectations, it has also now using their customer feedback and data from office systems to create been enabled by technology “Future customer engagement hubs not only knowledge bases, ensure intelligent, customer friendly and changes in the way engagement hubs will also to collect and collate this that customer journeys experiences. Taylor added: organisations view their track unstructured demand information but also to gain are both optimised and “By taking advantage of service processes. “When using sophisticated real-time insights that enable them to personalised,” stated Taylor. cloud contact centre services the first call centres and historical reporting,” deliver proactive services. “On resellers can put together emerged the key objective added Taylor. “And provide recognising that a customer To illustrate his point Taylor product packages that resolve of operators was to improve value added services has regularly purchased a cited National Rail Enquiries more queries first time and call handling efficiency such as integrated secure particular grocery product, (NRE) which uses cloud deliver more personalised and standardise service payments over the phone; for example, online retailers communication services to experiences at every step of CD Strip_01.16.pdf 1 18/12/2015 10:56 delivery,” added Taylor. while supporting machine- are promoting other products deliver personalised travel the customer journey.” n

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Partnership Development Managed meetings Thought Leadership Social Networking DISRUPTIVE TRENDS KALEIDOSCOPE Disruptive trends: you ain’t seen nothing yet!

As a channel, we are very good at Over the last year in some parts of selling connectivity, but it’s what the channel, the commoditisation we sell on top that counts - and adds value. of standard service offerings has seen prices Cloud based services, whether Hosted PBX, driven down in a market crowded with near Data Backup or even Office 365, all represent identical offerings. Making the most of mobility an opportunity to provide that value and tie will be a key challenge for both vendors and the customer in, resulting in lower churn and the Channel in 2016. Having a truly viable higher margins. Owning the connection is cloud-based unified communications system one thing, the real opportunity comes from for mobile devices means that for ‘mobility’ in owning the delivery of services over that. I 2016 buyers will be able to read ‘agility’ and believe 2016 will also see IoT (M2M, H2M etc) ‘flexibility’ and this will be a game changer. gaining significant traction within the channel, Resellers have tapped into the ‘analytics’ trend with high forecast growth rates in connected and will continue to monetise it. Analytics have devices. Again, we need to ensure we consider given customers the ability to optimise the the proposition over and above physical way they run their businesses by unlocking the enablers, by focussing on customer education, intelligence within their call and UC data flows. STUART DAVIS management platforms and service wrap. CHARLES AYLWIN So another year begins and as we TOTAL 8x8 sit bloated and hungover from all the festive reveling it’s time for our annual trawl around the channel to assess what major players think will It is inevitable that next year we will The buzz words of 2015 were IoT disrupt the way we develop and see more IT service providers and and Big Data and while 2016 will telcos becoming much more aligned, and undoubtedly get us closer to a fully connected conduct our business dealings in the it is this coming together of providers that world, I don’t think the real financial year ahead. will drive solutions like mobile over Wi-Fi to benefits will hit the channel until later. More the fore in 2016. Owning the infrastructure immediate opportunities for us all lies in the Our channel ‘predictors’ suggest at network level, effectively means that changing of perceptions of small and medium they own the complete journey from the 4G businesses towards collaboration and making cloud communications will continue network to the Wi-Fi network, and so they sure they can access their applications and to gain traction, The Internet of are able to provide end users with a much data anywhere, anytime. Connectivity and Things will create more oppor- more seamless experience. We will also begin hosting underpin both, but please understand tunities and the demand for more to see a guise of quad-play action in the the battleground for differentiation has shifted business market next year, which has been so from the technology to the managed service agile, informative mobile working successful in the consumer market. There will experience. will increase at a pace. Ergo, Social be a a strong focus on product penetration Media will become part of a digitally with connectivity acting as the core enabler. transformed ecosystem, shaping DAVE McGINN HENRY WEST DAISY DISTRIBUTION ECLIPSE customer experiences whilst real- time and content marketing will become more sophisticated and portable. Based on our experiences, over the Perhaps the biggest short term past couple of years especially, we growth opportunity for the channel expect the boom in the adoption of Ethernet is the growth in hosted opportunities in terms Another trend on their radar is big services to continue and drive business uptake of improved customer experience, customer data and analytics which will be of dedicated connectivity. As more companies development and retention as well as critical even bigger in the year ahead. In adopt cloud based solutions and hosted margin improvement in the face of static or line with that view, the clever folk at applications, their reliance on connectivity will declining fixed line revenues. The disruptive only increase. The opportunity for the channel threat to traditional telephone systems is Application Intelligence giant CAST is to explain the benefits of using guaranteed cumulative, encompassing a reduction to the predict “even cleverer data insights solutions such as leased lines, EFM and GEA, capital expenditure for the customer, lower are possible thanks to super clever either as standalone connections or as part operating costs of the technology and a software that analyses every micro of a private virtual network where data needs reduction to the local servicing costs for the to be shared across the organisation. Pricing supplier. In the longer term, the Internet of moment of every smartphone and competitiveness and the continuing emergence Things (IoT) will provide the platform for huge web session”. of new technologies and variants is a hugely disruptive technologies in the channel. Huge attractive proposition for many development in mobile data (and Business analyst Brian Solis goes DARREN FARNDEN businesses and fantastic news for the ARON TEACHER in ways in which it is consumed) is ENTANET channel. FIDELITY GROUP predicted to meet this requirement. even further suggesting “marketers Total Focus Partner Programme Find out more about becoming an O2 Approved reseller through Total mobile made simple total-partners.co.uk email [email protected] Named O2 Wholesale Partner of the Year 2012 and 2013

38 COMMS DEALER JANUARY 2016 www.comms-dealer.com DISRUPTIVE TRENDS KALEIDOSCOPE Disruptive trends: you ain’t seen nothing yet!

Adoption rates of VoIP will be There are many opportunities for one of the industry’s biggest resellers to capitalise on in 2016. opportunities in 2016, and also a significant For some they will have to wrestle with how weakness if customer expectations are not to migrate their bases from a steady recurring met in terms of quality, reliability and in cost revenue to a new business model. savings. Alongside this, we can expect to There are still a lot of resellers with typical see greater acceptance of Cloud concepts lines and calls based businesses and with which will inevitably push demand for next the continued impact of the Cloud, times generation broadband delivery to be stepped are changing. Some have had safe robust up, and the realisation that Ethernet adoption revenue for over 20 years, but they need is now a necessity, not a luxury, for a to make a leap of faith by locking in and growing number of SMEs. upgrading their customers before potentially someone else does. On-premise or off- premise is another interesting question. The PBX arena will continue to come under threat as hosted gathers pace. will be able to analyse in-store PAUL BARNETT TOM MAXWELL experiences, footfall, visits online, ICUK NIMANS visits through apps, frequency of visits, behaviors and transactions, brand affinities, favorite products, demographics, location, loyalty Everyone in marketing talks about Hosted telephony is gaining program utilisation, service quality, Big Data, but I am advocate of traction in the true SME space Small Data – the recognition that most of us although reseller views on its profitability queue and abandonment, capacity do not work for blue chip organisations with for the channel vary greatly. This is also an planning and resource utilisation”. massive budgets for data collection, analysis, opportunity for Oak, however, as we partner algorithms and aggravation. However, if we with resellers on rental models (on-demand) These ‘Beacons’ will provide strive to collect the key contact and headline and we also look forward to partnering data from our customers at every touch with PABX manufacturers on their emerging businesses with endless oppor- point and then use it wisely to segment, hosted platforms. We also (gratefully) receive tunities to collect massive amounts engage and inform, then we will build the enquiries from hosted providers when call- of untapped data, such as customer close relationships that we all crave, become recording requirements are very specialised. dwell time at a particular location trusted and hence grow revenue and margin. 2016 will be a year of evolution, not It may lack glamour, but doing the basics revolution! within a specified time and date well is something that many organisations range, busiest hours throughout the fail to grasp, so by embracing this, you can day or week, the number of people be strangely disruptive, while making who walk by a location each day, MARK SAUNDERS your own business stand out and JAMES EMM NINE GROUP succeed. OAK etc. Retailers can then make improvements to products, staff allocation in various departments and services, and so on. As always our fantastically Rather than one big change, we innovative industry poses both envisage smaller advances bringing real challenges and real opportunities in the opportunities and challenges in Interestingly however, CAST analysts coming year. The channel should be focussed equal measure. These will include: increased envisage that “the clear choice to on the growth of major players in the SIP automation, as initiatives like SDN and NFV trunking market and must embrace the mature and a broader range of virtualized cloudify everything could get a bit and pay-as-you-go products materialize; change like never before. The 2025 date set murky as legacy apps and brittle things like firewalls and load-balancers will by BT is the date the last person has their be software devices in the Cloud available via architecture fail to hold up to the lights switched off, not the date everyone a portal, once hardware vendors make their demands in the Cloud. To solve needs to act and actively migrate both their licensing work in a new model; mobile and cloud performance, reliability and own client base to SIP. Targeting clients who fixed telephony will work more seamlessly haven’t been switched over yet will be the as hardware vendors feel less threatened by stability issues, business will simply only way to secure these revenues going the mobile operators; the IPv4 market will move apps back on premise.” forwards. The channel should also closely accelerate as address space gets scarcer and observe the actions of Microsoft and Google the value of those assets increases as a result; new standards regarding identity management It’s all enough to reach for the Alka who have ambitions in this space GUY MILLER and could gain significant market JAMES HICKMAN will emerge from IoT whilst privacy Seltzer. Cheers! TALK TALK BUSINESS share very quickly. VIRTUAL1 and integration issues get shaken out. Total Focus Partner Programme Find out more about becoming an O2 Approved reseller through Total mobile made simple total-partners.co.uk email [email protected] Named O2 Wholesale Partner of the Year 2012 and 2013

www.comms-dealer.com COMMS DEALER JANUARY 2016 39 SPECIAL FEATURE Headline sponsor

Put your hardworking teams in the limelight Acknowledging the success of your hardworking sales and marketing teams should never be underestimated and the opportunity to give them the recognition they deserve has come round again.

We are delighted to it’s time for our sales and awards gives companies announce that the marketing teams to come a unique opportunity to Comms Dealer Sales & to the fore. We are now achieve industry wide Marketing Awards 2016 not just evangelists, but recognition and widen their is open for entries! also educators for a whole status with customers and new way of working. partners alike. Any company Pete Tomlinson, Director of Sales, Marketing and Product at Eclipse. Now in its fifth year, the “I am a passionate that wants to be recognised Awards will once again give supporter of this awards as a serious channel player With a full range of supplier and reseller awards up ICT Channel businesses process because it gives us should take the opportunity for grabs, competition for places in the final shortlist will be as stiff as ever. Here are the categories: a unique opportunity all the chance to recognise to put their sales and to acknowledge the and reward our teams marketing teams in the Reseller Categories skill, determination and who spend their time limelight and this is it!” success of their sales making life easier and • Reseller Sales Team of the Year and marketing awards. better for our customers. The 2015 awards were (businesses up to £2.5m turnover) Their collective hard work, staged at the lavish Café • Reseller Sales Team of the Year Specifically aimed at teams positivity and pride are what De Paris in London, hosted (businesses £2.5m- £7.5m turnover) rather than individuals, the make the channel such a by popular TV presenter • Reseller Sales Team of the Year Comms Dealer Sales and privilege to be a part of.” Chris Hollins. One of (businesses over £7.5m turnover) Marketing awards will once the stand out winners • Best Marketing Campaign again be fully supported by Perfect platform was Berry Telecom who Eclipse – who take up their secured a Best Reseller Distributor Category position as lead sponsor Taking place on May Sales Team Award and for the third year running. 5th 2016, the Awards the coveted Overall Sales • Channel Account Team of the Year finalist ceremony returns Team of the Year Award. • Channel Marketing Team of the Year Pete Tomlinson, Director to the stunning ballroom • Channel Marketing Campaign of the Year of Sales, Marketing and at the refurbished Park Managing Director Simon Product at Eclipse, part of Lane Hotel in London’s Langford was thrilled with Vendor Category the KCOM Group, said: West End, which provides his team’s success: “The “These awards celebrate the the perfect platform awards have given Berry • Channel Account Team of the Year enormous contribution our to celebrate in style. confirmation that its sales • Channel Marketing Team of the Year sales and marketing teams strategy and service levels • Channel Marketing Campaign of the Year make in creating value, So why should you enter are recognised as leading by both in our own business your teams? Nigel Sergent, our own high performing Service Provider Category and for our customers. Editorial Director at Comms industry. We’re now able • Channel Account Team of the Year At a time when we are Dealer, summarised the to more easily quantify seeing the most successful benefits of participation: and communicate to our • Channel Marketing Team of the Year channel players reshaping “As a magazine we always customers, and prospective • Channel Marketing Campaign of the Year their organisations from applaud the success of customers, the level of being product centric into resellers, vendors and performance and service Best Channel Marketing/PR agency putting relationships at the distributors operating in Berry provides. Here’s to Overall Sales Team of the Year very heart of what they do, the ICT channel and these the awards in 2016!” ENTER NOW AT WWW.CDSALESAWARDS.COM

40 COMMS DEALER JANUARY 2016 www.comms-dealer.com CATEGORY sponsorS

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Reseller - Best Reseller – Sales Team Marketing Campaign of the Year £7.5m + LAST YEAR’S WINNERS OUTLINE THE BENEFITS…

Put your hardworking TOM METCALFE DUNCAN WILKINSON JOHN BIRD CHANNEL TELECOM TMS EXERTIS “Having been recognised “TMS were delighted “We’re were delighted to as Service Provider to win the coveted win the Best Distributor Marketing Team of Marketing Team of the Channel Account Team the Year 2015 was a Year Award. We had of the Year award for teams in the limelight terrific accomplishment worked hard to create the second successive and something we are a dynamic team that year. This ‘seal of incredibly proud of. We could deliver innovative approval’ from industry always try to be as innovative and creative and effective marketing messages. The award experts is the perfect tool in our sales ‘tool as possible with our marketing and for those was hugely uplifting to the whole of the TMS kit’ to validate the solutions we build for efforts to be acknowledge is enormously workforce, giving us a real boost in confidence our resellers, new and existing alike; new gratifying. The CDSA’s are a fantastic event with going forward and established more credibility resellers are comforted by the fact they are the award taking pride of place in our office.” for TMS with the channel community at large.” partnering with an award winning supplier.

PAUL TAYLOR ALAN SHRAGA CHRIS GOODMAN VOICEFLEX FIDELITY GROUP FOCUS

“The Comms Dealer Sales “Being awarded account “Winning the Comms & Marketing Awards team of the year at the Dealer Sales & Marketing is one of the highlight 2015 Comms Dealer Awards in 2015 was a events of the channel Sales & Marketing great accomplishment. and we are very proud to Awards 2015, reflects The award is a fantastic be a winner of the 2015 the hard work and high way to demonstrate awards. It is important standards of customer to both aspirational that we continue to recognise the hard work service the Fidelity team achieve every day. salespeople and established performers, that and achievements of staff and celebrate their This accolade has given Fidelity an edge in Focus Group is a business offering a platform accomplishments. It is always a pleasure to winning business and attracting new Channel to achieve great things both individually and as share success and network with colleagues at Partners who will only accept the best.” part of a successful team. It makes people want an enjoyable and entertaining event. “ to work for you, and that is priceless!”

WILL MOREY GARETH PRITCHARD TOM O’HAGAN PRAGMA UNION STREET VIRTUAL 1 “The Comms Dealer Sales “At Union Street we put “Our success in winning & Marketing Awards are a lot of thought into industry awards is a gauge a great reference point developing marketing against the targets we for the whole industry on campaigns and content set ourselves; Winning who the leaders are in that are of interest to Vendor Channel Account the channel at a vendor, the channel community Team of the Year was a distributor and reseller and that get Union Street great boost to our whole level. The event is a noticed. To have these team. We know that if we fantastic opportunity to celebrate the hard work efforts recognised and rewarded at the prestigious continue to win awards, then we are doing the and investment in building some of the most Comms Dealer Sales & Marketing Awards was a right things – and our partners know that we innovative businesses in the UK. We look forward very proud moment for our marketing team, and are still at the cutting edge and worthy of their to being part of the awards again this year.” indeed for everyone at Union Street.” trust.”

SIMON LONGFORD BERRY TELECOM

The Berry Telecom team were thrilled to receive the ‘Sales Team of the Year Awards’ for its revenue category and as overall winners. The awards have given Berry confirmation that its sales strategy and service levels are recognised as leading by our own high performing industry. We can now more easily quantify and communicate to our customers, and prospective customers, the level of performance and service Berry provides.”

ENTER NOW AT WWW.CDSALESAWARDS.COM

www.comms-dealer.com COMMS DEALER JANUARY 2016 41 BUSINESS MATTERS Top considerations for successful leadership in 2016

The question is, which leadership values and qualities will come to the fore this year. Here, seasoned channel leaders address today’s leadership priorities, challenges, pitfalls and opportunities, and discuss leadership models that will successfully address the pressing issues.

here was a time Every reseller comes from go and to communicate when leadership was a different place and will that clearly and effectively about leading from have their own challenges throughout the entire the front and pulling to overcome. But something business. “It’s the only way to Tthe rest of the business that no business leader in get results and get everyone along with you, but that’s no the channel can ignore is moving towards the same longer the case, according cloud computing, believes St. goal,” said St. Quinton. to Martin St. Quinton, Quinton. “You need to work “Give all your key staff a Non-Executive Chairman, out what the opportunities stake in your business.” Annodata. “You can’t be and challenges that cloud an expert at everything and presents are and how you Good leadership skills it’s a big mistake to assume are going to respond to take years to develop and that you have all the right them,” he added. “Few, what it means to be a answers and fail to get input if any, resellers are going good leader can change. from the other stakeholders to be untouched by the “Anyone can make decisions, in your business, not least cloud revolution. You either but it’s ultimately about sales people on the front line embrace it, no matter how good judgement,” said St. speaking to clients day-in taxing a process that may Quinton. “To have good day-out,” he commented. be, or have the rug pulled judgement you’ve got “If anyone is going to have out from under you by a to develop the skills and a feel for the market and competitor that has beaten experience to understand the ‘mood music’ it’s them. you to it and siphoned what you’re dealing with. Elsa Chen Successful business leaders off your client base.” Leadership is as much about recognise that. They are good knowing when to take It is so easy to become a numbers driven leader. Numbers listeners and communicators, In such an environment it’s risks and drive change as are of course important, but never forget that people are which ultimately helps them doubly important to have much as it is about knowing an asset. Listen to your staff, value and invest in them. to make informed and a clear vision of where when to sit back and considered decisions.” you want the company to maintain the status quo.” change happen. “The third The most important goal a key challenge is cash and reseller business leader needs A key priority for business investment,” added Chen. to accomplish this year is leaders in the channel is “Investment needs to be to create a three year plan, maintaining focus, pointed made continually to address according to Chen. “The out Elsa Chen, CEO, Entanet. the ever-changing conditions market is getting tougher “In the technology sector the in our industry. This can and many businesses are greatest challenge for any be for new technology, already under pressure to leader is to not be distracted new systems, new skills make significant investments by noises about the ‘next or simply more staff. to keep themselves in big thing’,” she said. “The the game,” she said. “If best leaders know when and “The market is fiercely you haven’t engaged how to maintain focus.” competitive, margins are tight in long-term strategic and growth is challenging, thinking and financial Another challenge is the so it is easy to become a modelling, do so now. balance between leading numbers driven leader and This will help to maintain change and developing forget that what actually the focus and prevent employees. It’s a typical trait makes a great business is unnecessary distractions.” of business leaders to lead its people. Numbers are of Martin St. Quinton change, but this poses the course important, but never The most important qualities challenge of bringing people forget that people are an of an impeccable leader are You can’t be an expert at everything and it’s a big on board and developing asset. Listen to your staff, integrity, communication and mistake to assume that you have all the right answers. their capabilities to make the value and invest in them.” commitment, believes Chen. Enter emerging markets with GCI Channel Solutions 0845 0030 655 | gcichannelsolutions.com | [email protected]

42 COMMS DEALER JANUARY 2016 www.comms-dealer.com Final Footer advert.indd 1 12/03/2015 10:44:46 BUSINESS MATTERS Top considerations for successful leadership in 2016

“Often you need people on these is almost always “Failure as a leader is when According to Hilton, a top to just trust your instinct, the difference between people are not prepared to priority for resellers this your decisions and you as a successful businesses and follow you. Finding people year is taking advantage of person,” she commented. unsuccessful ones.” who are not prepared to the current growth period “People will only over deliver accept the ordinary and in the market. “Sell more, if they respect you. That Good leadership is often who want to innovate adopt some of the newer respect needs to be built on about guiding, encouraging and make a difference is technologies like hosted the high moral standards that and nurturing from behind, a challenge. Striving to UC, look at the future and you practice in both your not just leading from the make your business stand assess how ready you are for professional and personal front, according to Gamma’s out among its competitors the competitive landscape life. Demonstrate how CEO Bob Falconer. “But the is key, and by focusing on of the next few years,” important the end goal is by Bob Falconer most important task a reseller the creativity of your staff, he commented. “There showing your commitment business leader needs to do encouraging them to feed will be more demand for even more at challenging Business leaders need this year is to find their place ideas into the business and customised products and times. If you don’t believe to find their place in a in a world where customers ploughing cash back into the tailoring to meet the needs of in yourself, who will?” world where customers increasingly want to buy all of company for R&D is key to customers. Business leaders increasingly want to their comms, often including the culture of innovation.” need breadth of experience, The biggest leadership buy all of their comms, the IT, from one supplier who knowledge and capability so blunder is not recognising often including the IT, can deliver well and integrate New generations are entering they can accommodate the and rewarding high from one supplier. it together,” he said. the workplace and their variety of challenges ahead. performers, while turning expectations are higher, their a blind eye to under- of leadership are rhythm, The biggest failure point of communication styles are “Have a clear purpose for performers, observed balance and discipline. business leadership in today’s different and social media your organisation. Develop Lee Shorten, a leadership Shorten advises leaders to market is believing in yourself is their primary means of a specific direction for the consultant and executive establish predictable rhythms too much, says Falconer. communication, noted Hilton. business so that all the coach. “Managers are within their organisations, “Self-confidence is important, “Their desire for progression people know their part too often created because so people know what is but the problem can be is higher and faster,” he to play in delivering the they have been employed expected of them weekly, closed ears, not challenging added. “You have to adjust service. That, combined with the longest or they are monthly, quarterly and yourself constantly and your pace to accommodate hiring great people, should technically the smartest, annually. “Talk to your adjusting your strategy them and engage them in equate to a high performing rather than being strong teams to ensure they are continuously. An ability to the right way to achieve team. And be flexible and leaders,” he said. “This on track. Listen to them, see the bigger picture and the purpose you’ve set as a adaptable. Regardless of how creates the exact opposite of they often know what how the parts interact is leader. Strong leaders have good your strategy is, no plan an environment that breeds they’re doing,” he said. important, along with having the ability to encourage survives first contact with great leaders, who in turn a clear differentiating strategy people to follow them. They the customer. Be prepared build great companies.” In terms of balance, Shorten that can, with confidence are clear about their purpose to bend and flex to the pointed out the required and back-up data, lead and where they want to go.” customer’s requirements.n As well as constructing balance between short- to sustainable growth.” a strong managerial term revenue, mid-term framework, building equity pipeline and long-term value. Finding, motivating, value while keeping the focus “There is a balance between developing and keeping high on day-to-day operational expecting hard work from quality people, particularly activities is also a priority for staff and supporting them, in the technical area, and most businesses, especially between servicing customers developing a culture of in the consolidating ICT and delivering efficiency, innovation is a tall order market. “The focus should between having enough for business leaders. Darren also be on moving away from resource and delivering Hilton, Director of Partner product specialists towards enough profit,” he added. Services at Timico, and who customer ownership,” said “There should be a continual spent seven years in the Shorten. “Customers expect review of these balances.” military where leadership more from their suppliers. skills and teamwork are They want partners as they Commenting on his third paramount, said: “To transition their businesses.” imperative, discipline, enjoy the luxury of a high Shorten said: “Business performing team you have Shorten believes people can owners and managers often the challenge of recruiting become great leaders if they know what needs to be and keeping skilled staff who Darren Hilton have the right attitude and fixed, what is working well will follow the direction that the right environment. His and who is not. Having the leader wants to take Develop a direction for the business so that all the three most important facets the discipline to execute the business in,” he said. people know their part to play in delivering the service.

www.comms-dealer.com COMMS DEALER JANUARY 2016 43 COMPANY PROFILE Unify’s big break in jails

Bird’s first links to ‘down The role of technology as a driver under’ were forged at the for business transformation is well age of 21 when he went to Australia and by chance understood. Not so well known is got a job selling mobile phones. Returning to the how ICT can help put lives that have UK he secured a position with a Cellnet mobile dealer gone off the rails back on track, and Siemens partner, where he first met future business according to Eddie Bird and Adam partner Esposito who was Esposito, joint Managing Directors working for a datacoms company that supplied the of Unify Business Solutions, who mobile dealer. “We went for a Little Chef together illustrate how rehabilitation within and our friendship was cemented over an Olympic prisons can be greatly enhanced Breakfast,” stated Bird. Eddie Bird and Adam Esposito by communications technology. “The idea of forming our own company came about after we both faced n early contract Correctional Facility. “As which reduces violence and The UCCS includes an redundancy. Initially, the win soon after we’d successfully provided cuts reoffending within the integrated reporting system business started out with just Chesterfield-based technology for prisons in prison system. Bespoke PIN as well as adjustable call the two of us but now we Unify Business the UK and the Channel systems offer the facility to rates so that prisoners can have a team of engineers, a ASolutions was established Islands it didn’t seem like dial predefined numbers, be billed different tariffs. software development team in 2003 set the company too much of a challenge along with call monitoring Furthermore, Unify offers its as well as sales, marketing on the path to becoming a to do it on the other side and recording, system own mobile detection system and finance. Our expansion global player in the prison of the world,” added lockdown and the ability which solves the problem of is reflected in the company sector. It all changed when Esposito. “We carry out to place time restrictions unauthorised mobile phones turnover which was £270k in the joint MDs signed up some of the work remotely on calls. It is targeted at in secure environments. the first year and is now over HMP Doncaster, which and have good contacts prisons, detainment centres, “The Unify Mobile Detection £4 million. We’re looking is still a customer. “That which ensures everything immigration centres, nursing System (UMDS) is completely at getting to £10 million initial link with the custodial runs smoothly. We also homes, hospitals and covert and because it detects over the next three years.” sector led us to work with have the support of a local anywhere where a secure rather than blocks it means a number of prisons in the company called Baycom.” telephone system is required. that it does not present Deals of importance won by UK, Channel Islands and any legal considerations,” Unify also include supplying New Zealand,” commented Unify claims two prison Offence reduction added Esposito. comms and IT systems for Bird. “We have developed sector firsts: Providing the “The ability for residents or London Cycle Hire, Rosebys our own in-cell technology first in-cell phones in the UK prisoners to be able to call Unify Business Solutions and Ronseal. They are all that aids the shift in focus and again in the southern predetermined numbers for is pressing ahead with likely to be long-term clients. to rehabilitation within the hemisphere. “We could family, friends or support opportunities in Asia “The businesses we work prison environment. Being have focused on just doing groups creates the incentive Pacific and plans are with, no matter how big or able to contact friends and telecoms and IT for business, to not reoffend and reduces under way to start work in small, tend to stick with us family in a safe and secure but we had the foresight to the lack of privacy,” stated Western Australia. Business for the long-term which is way can help support the employ our own software Bird. “When placed in the partner Serco currently a testament to our support reduction of reoffending.” development team and cell it removes queues for runs two prisons in the team,” said Esposito. “We’ll develop our own products,” wing phones and therefore region including Acacia continue to grow the Unify Business Solutions’ added Bird. “We’re looking the flashpoints that can cause Prison, a medium security business and prison services technology also provides at other areas globally where bullying and violence.” facility accommodating sides of the company. We high level speech analysis we can work with the prison approximately 1,500 male employ a hard working team which can quickly and easily sector and have increased Unify’s Call Control System prisoners. Unify is working who have a wide range of identify calls of interest and the number of people in our (UCCS) is a secure platform with Serco to provide product knowledge and provide intelligence to prison development team to support that polices all calls made to business plans to Acacia provide excellent customer service staff. The company the needs of each prison.” the outside world. Calls can Prison which will highlight service. It’s not all serious. recently deployed such be monitored and controlled, the benefits of in-cell There’s plenty of banter and in-cell technology for the Unify has developed its and recorded calls can be telephony and ‘make a lively discussions to keep newly built Auckland South own bespoke phone system played back on demand. difference on the inside’. everyone entertained.” n

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WHAT DELEGATES SAY ABOUT MARGIN IN VOICE & DATA

Thank you very much for yet another superb event. The speakers were excellent and it was THE date has been set and The long established MIVaD Industrial automation, great to make old and new connections. registrations are now open for model is already proven in en- We’ve come away with new energies and ideas, so thank you to you and your team. the UK’s leading channel net- abling vendors and resellers to n Logistics, Smart Grid, Smart CLAIRE MADDOX – EUROLINK working and thought leadership establish new business partner- cities, Health, Defence etc. event for resellers addressing ships or re-invigorate those SME business markets. with old friends. Route 2: Thanks for a very useful and enjoyable event I have followed up with some Merchant Services Margin in Voice & Data will This year Margin in Voice & contacts and will be developing the work with them in due course. return to the Forest of Arden Data’s conference programme n Card payment services in the West Midlands on June will take reseller delegates along TERRY LOCKWOOD – PARAVAIL 9th 2016 giving resellers a ‘once new income avenues helping n On-line payment services a year’ opportunity to engage them to benefit from joined We have avoided this sort of event in the past as we thought it would be a with their peers, meet potential up managed service provision, n Intelligent Terminals (M2M) waste of time, MiVaD was informative, Cloud Communications and the new partners and truly under- and entertaining and very efficiently run. stand the transformational tech- Internet of Things. n Fraud prevention We have already chosen a partner to nological trends affecting ICT work with that will increase our profits Topics to be debated and dis- service provision in the UK. significantly. cussed will include: Route 3: Recurring revenues DON MOORE – TELECOM RESOURCE Unlike a traditional exhibi- tion based format, MIVaD Route 1: n M2M – making money while Many thanks for an excellent event yes- is limited to pre-registered, Utilities/Eco-system management you sleep terday. I found the content very thought qualified attendees so no time stimulating and it was good to meet is wasted talking to people you n Energy Services – Billing, n Web RTc – monetising the contacts and friends old and new. don’t want to and vice versa! Green Energy, ICT energy ef- power of the Internet with STEVE HAYDN – GREEN TELECOM The event is based around a ficiency, cloud computing Business apps and VideoCloud managed programme of pre- communications – the Licence A big thank you to you and your team for scheduled 1-2-1 meetings and n Energy Management – Smart to make money! another successful Margin in Voice and is supported by an educational meters, Smartphone energy Data event. Without doubt the best show seminar programme, workshops control n Mobile Data – security, back in town. and an evening dinner including up, MDM (Mobile Service IAN BENGEFIELD complimentary overnight stay n Machine-to-Machine (M2M) Management), productivity B&I COMMUNICATIONS for delegates. – Monitoring and control, suites, custom apps.

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Partnership Development Managed meetings Thought Leadership Social Networking www.comms-dealer.com COMMS DEALER JANUARY 2016 45 THE COMMS PRODUCTS AND COMMSPAGES SERVICES PAGES To reserve your place and to be a part of the comms directory contact the Sales Team on 01895 454 603 or e-mail them on [email protected]

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Tel: 01235 526600 Email: [email protected] www.tms.co.uk Success is a journey, together. PRD Technologies Ltd software THE NATIONAL BUSINESS NETWORK CD Directory Ads_12.14.indd 2 19/11/2014 13:14 Tailored billing PRD Technologies Ltd Public Sector & Business Telecommuncations Service ViewPoint, Basingview • Monthly contracts Basingstoke, RG21 4RG TNBN.co.uk is looking for Agents to sell its National Phone Service • Free customisation with set-up • Independently owned Contact: Simon Adams Telephone: 01256 799 812 Mark up your own profit and we shall split it with you 50/50 • Established for 20 years Email: [email protected] • Bespoke billing solution l Local & National Calls 0.58ppm l UK Mobiles 1.99ppm Website: www.quickstart-billing.co.uk • Cloud billing l New PSTN line installs Just £49 • Bureau billing service • Out-of-the-box billing software Contact: Michael Hardy at The National Business Network Ltd The Arena Business Centre, Stockley Business Park, Uxbridge, Middlesex, UB11 1AA t: 0800 019 5563 f: 0800 019 5564 m: 07956 122314 e: [email protected] w: www.tnbn.co.uk

www.comms-dealer.com JANUARY 2016 commsdealer 47 COMMS PEOPLE Tom Kelly joins ONI Node4 gets

Former Logicalis Managing Director Tom Kelly has joined Luton-based IT firm ONI as a Non-Executive member of the board. He boasts 30 sales leader years industry experience and has held senior management positions in a variety of organisations including a ten year stint as Managing Node4 has Director for Logicalis between 2003 and 2013 when he oversaw the appointed John business’ transformation into one of the UK’s largest Cisco and IBM MacMillan to the managed services partners. Kelly is also Chair of the ICT Sector Panel newly created for the Welsh Government and advisor to several other public sectors. role of Sales ONI CEO Mark Collins said: “Tom is a widely recognised leader Director, reporting within the channel and adds invaluable strength and experience to to Business our board. We can already see how Tom can help accelerate our Development ambitious plans to grow and gain market share. As the technology Director Paul Tom Kelly John MacMillan market evolves and people transition to the cloud, IT is increasingly Bryce. He seen as a vital, strategic component of any organisation. This is ONI’s area of expertise. We work brings 15 years sales and senior management closely with our customers to ensure they are able to capitalise on their existing investment in on- experience and a proven ability to drive growth premise solutions and leverage the advantages of cloud technologies when it makes most sense.” in the IT sector having secured major deals in Kelly added: “ONI has established its credentials as a provider of physical and virtual cloud previous roles at Azzurri and Daisy Group. infrastructure, enabling it to make a significant investment in its Luton-based data centre facilities. MacMillan will lead a team of 30-plus sales, These new facilities have laid the foundation to grow sales in managed services and solutions to both pre-sales and account managers to focus on existing and new customers. However, the investment has not just been in the platform, it’s also been growing revenues within the enterprise mid-market in the people. ONI is better placed than ever to offer genuine value and quality services to its clients.” and verticals including the public sector. He said: “I can see a clear opportunity to take Node4 to the next level with its combination of technical Also on the move... expertise and solutions. I’m looking forward to West moves building a highly focused and ambitious team.” Phil Brown is to Bryce added: “We have purpose built our lead the commercial service offering to meet the market need for business units and IT an agile IT partner. John will be instrumental reseller base for B2B to CSP team in driving our next phase of growth.” and VAD solutions at Exertis following his Emily West has been promotion to Sales welcomed to Tech and Commercial Data’s Microsoft Director for IT. He MDS bolstered cloud solutions team Phil Brown previously operated as B2B Sales Director as newly appointed following a stint as Commercial and Marketing Business Development by CEO Bunney Director. Prior to Exertis he worked in sales and Executive. She will general management roles at ASUS, Samsung manage the growing Gary Bunney has Electronics and Computer 2000. Managing Director number of enquiries been appointed CEO Paul Bryan said: “Phil has already demonstrated his Emily West from resellers about of MDS, a provider skills and attributes. This is an important next step becoming a Microsoft of real-time charging, in our evolution as we enhance our focus in the Cloud Solution Provider (CSP). West previously billing and customer market.” Brown added: “This position will enable worked in the Microsoft licensing team supporting management me to help develop the Exertis proposition.” resellers on Office 365 and other solutions. solutions. He brings Venus Business Communications has expanded its Mark Whittle, Microsoft Business Manager, almost 20 years Gary Bunney provisioning team with the appointment of Denise said: “More end users are asking about Office experience in sales, Parlour as Provisioning Manager in charge of a 365, Azure and other cloud options. We’ve seen a operations and development, and is credited with growing team that steady rise in the number of reseller enquiries and turning small real-time revenue management coordinates orders adding Emily to the team will help us manage that businesses into £100 million turnover organisations. for fibre optic leased increase. As more businesses look at cloud options Bunney has also worked with large operators lines. She brings 23 in earnest it’s important for resellers to be prepared including BT, Vodafone Group and Telefonica O2. years experience in IT to field customer enquiries. We will continue “With its fully managed cloud-based provisioning and joins to work closely with Microsoft on advancing real-time charging, billing and customer Venus from a blue CSP and bringing more partners on board.” management solution, MDS is helping its chip pharmaceutical customers meet the changing requirements company where she Societe Generale Equipment Finance (SGEF) has of today’s digital enterprise,” he commented. Denise Parlour implemented and managed internal formed an Office Equipment division spearheaded “I’m excited by the great opportunity we network systems across 20,000 users worldwide. by Simon Rodway, Head of Office Equipment have to expand on the excellent work MDS Brian Iddon, Venus Director, commented: “Orders Channel. He will be based at the firm’s Richmond has already done in helping its customers win have tripled over the last six months, and as office and his remit is to set up and develop SGEF’s in an increasingly competitive market.” demand increases Denise will draw on her extensive position in this market sector with both dealers and MDS’ customers include BT, TalkTalk experience to lead the provisioning team.” manufacturers of office and telecoms equipment. Business, eir, ACN and Telefonica O2.

48 COMMS DEALER JANUARY 2016 www.comms-dealer.com