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VOL 23 ISSUE 5 OCTOBER 2018 www.comms-dealer.com

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3-19 Industry News Catch up with events in comms 22 Business Matters Q3’s big themes: Daisy and fibre channeltelecom.com 24 Dowden to open Business Profile Pragma evolves as service provider Comms Vision ‘18 32 MINISTER for Implementation Oliver Dowden CBE is to deliver the opening Interview keynote at next month’s Comms Vision Convention at Gleneagles Hotel. Ambition displayed with a Mirus twist SPECIAL REPORT delegates a strategic sense of create more commercial oppor- what Digital Britain means to tunities and make it easier and Dowden was appointed as Par- the channel following the Gov- cheaper to roll out the infra- 40 liamentary Secretary at the ernment’s full fibre switchover structure for 5G. Cabinet Office on 9th January plan which is expected to be According to Government Comms Vision this year and elected as the MP mainly completed by 2030. figures the UK has only 4% How to get it right for Hertsmere in May 2015. “To meet those timescales full fibre connections and lags in Digital Britain He is responsible for Gov- the Government has an essen- behind many key competitors ernment technology including tial part to play in helping to – Spain (71%), Portugal (89%) the Government Digital Serv- remove the roadblocks that hold and France (28%). 48 ice, Infrastructure and Projects our industry back,” stated Neil Adam Williams, Head Of Authority and the Crown Com- Wilson, Head of Products & Direct Sales at KCOM, stated: Comms People mercial Service. Marketing at Virtual1. “This is an exciting time for us This month’s Dowden’s keynote on Nov- The Government intends to to influence a digital strategy movers and shakers ember 7th will kick off a high increase competition and inv- that will make the UK a global calibre agenda that will give estment in full fibre broadband, competitive force.” See p40

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EDITOR’S COMMENT Solar snared plan.com TO SAY that the UK comms sector is entering leads fast a ‘transformational’ new epoch – perhaps the most disruptive and auspicious in its by Wavenet boomers history – would be to greatly understate the significance BEECH Tree Private Equity ISLE of Man-based plan.com of comms infrastructure backed Wavenet has acquired was crowned the UK’s fastest developments outlined in the Solar Communications Group growing tech firm in The Sun- for an undisclosed sum, signifi- day Times Hiscox Tech Track Stuart Gilroy Government’s Future Telecoms Infrastructure Review (FTIR) cantly boosting its capabilities 100 league table last month. published in July. In a clear reflection of the industry’s and presence in the UC market. The ranking measures the targeted shift away from legacy technology, telco giant BT The deal adds on-premise sales growth performance of has stated its intention to adopt a disruptive challenger engineering skills to Wavenet private technology companies brand position as the nation gears up for a full fibre and and accreditations in SD WAN over the last three years. 5G future. Its message, now seen in bold type across the and UC services. The group will plan.com also notched up the industry, is that the concept of Digital Britain is core to now service nearly 10,000 UK Bill Dawson highest sales rise figure in the today’s strategic thinking and extremely powerful and business customers. last ten years. It sells through a transformational, and now is the time to act appropriately. The deal comes soon after tion services to direct customers network of 650 partners across BT’s change of tact turns traditional perceptions of the Wavenet refinanced its bank- and resellers. the UK which helped grow sales incumbent operator on their head. The move redefines the ing facilities and raised a £75m The company has a par- an average 364% over three Group as an agile and disruptive contender as it seeks to acquisition war chest. ticular specialism in Cisco’s years to £35.4m in 2017. nimbly evolve from its extant network infrastructure. It’s Both companies have pur- BroadCloud solutions support- Commenting on the rank- symbolic of the new generation of connectivity provider. sued a buy-and-build strategy, ed by a range of connectivity, ing co-founder Keith Curran The FTIR effectively levels the infrastructure provider each acquiring four businesses security, cloud, voice and data enthused: “This is the combina- playing field and clears the decks with an emphasis on and integrating them over the offerings which it supplies on tion of everything we’ve worked full fibre and 5G, which plays straight into the hands past two years. its own managed network. for over the past four years.” of the altnets. But, ironically perhaps, Openreach Solar is a Mitel Platinum “Solar has been success- plan.com employs over 100 has become the biggest altnet with its Fibre First Partner, a Microsoft Silver Par- ful in developing the platform, staff and is developing a new approach and, it claims, the biggest posse of fibre tner and a Summit Partner of people and services required for seven floor hi-tech HQ with broadband engineers in the UK (see page 4). Silver Peak. growing the business,” added living walls, suspended meeting The changes we have witnessed at two of the “The combination of Wave- Dawson. “This has accelerated pods and a roof-top bar. biggest telco organisations – BT and Openreach – are net and Solar brings the benefits its transition to a fully managed mirrored by similar strategic repositionings industry- of scale, broader geographic cloud service provider.” wide, and they send a clear message: We share a reach, a stronger management Solar CEO John Whitty will common goal, which is a full fibre and 5G future – and team and significant enhance- remain with the business and most, if not all comms and IT providers should consider ments to the portfolio of servic- join the executive board. He a strategic rethink at this time. Small wonder ‘Digital es and solutions the group can stated: “Following 30 months of Britain, let’s make it happen!’, is the key theme at this offer customers,” commented growing our business the time year’s Comms Vision Convention (see page 42). Wavenet CEO Bill Dawson. is right to take the next step and Wavenet operates its own allow our customers to benefit Stuart Gilroy, Editor automated platform that pro- from our joint capability and vides cloud-based communica- experience in the UC market.” Keith Curran

www.comms-dealer.com COMMS DEALER OCTOBER 2018 3 INDUSTRY NEWS

COMMENT: SEEING IS BELIEVING 31,000 BT workers A NEW era in communication is about to dawn following the UK’s first live holographic call, casting doubt on the age-old adage that shift to Openreach seeing really is believing. Vodafone conducted APPROXIMATELY 31,000 BT the ground-breaking call Group employees have moved using 5G technology to Openreach in what is thought which is being hailed as to be the largest people transfer a significant milestone in UK corporate history under in UK communications. TUPE Regulations. The company hailed the transfer as the Richard Carter The landmark event at its Manchester office featured ‘final major milestone’ in creat- England and Manchester City Women’s Football Captain ing a more independent legally Steph Houghton MBE. Using 5G technology Steph separate business. appeared as a live 3D hologram on stage in front of an Openreach Chairman Mike audience at Vodafone’s UK headquarters in Newbury. McTighe stated: “Openreach Mike McTighe Her hologram gave footballing tips to 11-year- now has its own board, greater old fans and demonstrated the exciting possibilities strategic and operational inde- He also noted that BT Group on the transfer with unions and new technology can bring not just to sport but much pendence, a separate brand and and Openreach worked closely employees since July. an independent workforce, and with partner unions to ensure wider applications, as the 5G bandwagon begins to Got a news story? email: we’re ambitious for the future. a smooth transition of people, build. The call follows the announcement in June this [email protected] year that seven cities will become Vodafone 5G trial “We’ve set out a clear plan including a formal consultation areas and that it will have 1,000 5G sites by 2020. to invest in new, more reliable future-proof broadband technol- Exciting times are clearly ahead across the whole A BPL Business industry with the latest mobile-based technologies ogy and we’re in the middle Publication already inspiring a retail revolution. A new report from of our largest ever recruitment BPL Limited drive for 3,500 engineers.” Highbridge House, 93-96 Oxford Road, VoucherCodes.co.uk reveals that over half of retailers Uxbridge, Middlesex, UB8 1LU, United Kingdom Openreach claims to now T: 01895 454542 F: 01895 454413 that have adopted mobile payment methods believe they Editor: Stuart Gilroy have the largest team of fibre Subscriptions encourage shoppers to spend more per transaction than [email protected] 07712 781 102 Subscription rates for 12 issues: broadband engineers in the UK, £65; Overseas:£80 (incl p&p) they would do if they were using conventional payment Publisher: Nigel Sergent Back issues can be obtained: methods. Other findings highlighted how 37 per cent of country. “We’re determined to [email protected] 07712 781 106 UK £6 (incl p&p), Overseas £10 each (incl p&p) For subscriptions please call 01635 588 869 retailers confirmed that they had invested in Virtual Reality continue spearheading the nat- Managing Director: Michael O’Brien Views expressed in this magazine are not technology over the last 12 months, 38 per cent have ional roll out of next generation [email protected] 01895 454 444 necessarily those of the publishers. No part of this publication may be reproduced without the broadband networks,” commen- Sales Director: Simon Turton already introduced virtual assistants and 53 per cent are express written permission of the publishers. planning on doing so. In addition, 44 per cent of retailers ted McTighe. [email protected] 01895 454 603 All trademarks acknowledged. Photographs and surveyed offer AI powered chatbots to help shoppers. As part of its Fibre First strat- Production: Frank Voeten artwork submitted for publication accepted only [email protected] on the understanding that the Editor is not liable Who knows what’s around the next corner or egy Openreach is planning to for their safekeeping. roll out full fibre broadband to Circulation 01635 588 869 what will be thought of next, real or holographic. © 2018 BPL Business Media Limited. three million households by the ISSN 1366-5243 Printed by Pensord Limited Richard Carter, Channel Sales Director, Nimans end of 2020 with an ambition to Member of the Audit Bureau of Circulations ABC total average circulation 15,525 (Jan-Dec 2017, 12,587 print, 2,938 digital) reach 10 million by 2025.

4 ElevateCOMMS Adverts DEALER06-18.indd 4 OCTOBER 2018 www.comms-dealer.com14/06/2018 08:24 INDUSTRY NEWS

Chess targets NEWS ROUNDUP THE Community team at Premiership rugby club Exeter Chiefs has taken delivery of two vans courtesy of the TM Solutions club’s main sponsor swcomms. The team collected the keys from swcomms’ MD Brian 4 ways our software defined network Lodge and Commercial will change the way you do business... Director Jon Whiley at the comms provider’s HQ. “We have supported the work of the community department since its inception,” stated Whiley. “We understand the important contribution they make to promoting and supporting grassroots rugby. These vans ensure the team can easily visit schools, clubs and other simplification organisations in our region to no specialist training required David Pollock continue their terrific work.” our sdn handles all the complex bits you just select the outcome you want BILLING company TM Sol- Operations Director Helen DUBLIN-based MSP Trilogy utions (TMS), a long-time Booker will remain with the Technologies Group, which acquisition target for Chess business post-acquisition. also operates out of London, ICT, has been snapped up by TMS provides billing solu- is poised for expansion the Alderley Edge-based serial tions, hosted voice and data con- following its acquisition AGILITY acquirer of 100-plus firms. nectivity solutions to a network of Zinopy Security. The Chess founder and CEO of 112 channel partners. Its ‘out deal strengthens Trilogy’s our solution is open source making David Pollock commented: of the box’ managed billing managed security portfolio integration with us quick and simple “I’ve always been an admirer solution supported by a WLR3 and adds risk management of the TMS business. We have integration team provides a par- and consulting services. aspired to acquire the company ticular boost to Chess. The enlarged group will for a long time and waited for TMS was advised by chan- generate 20m euros annual the opportunity.” nel M&A specialist firm Knight revenue with a 100-plus Founder and Chairman of Corporate Finance. headcount. Zinopy was Abingdon-based TMS Suzanne founded in 2010 following Got a news story? email: Chappell is retiring while a management buyout at [email protected] the existing team including Entropy. In 2014 Trilogy profit acquired B2Lateral in central London, which gave the reduce your service costs and open up company a presence in the new revenues for enhanced service UK market for the first time.

FORMER Vodafone M2M whiz Jo Cracknell has joined Bamboo Technology Group as M2M Business Development Manager working with both channel and direct customers. She brings 30 years work experience in electrical engineering and knowhow in IoT. “Many of the bigger automation solution providers are focused on large scale companies, I integrate your systems directly HATS off to ProVu’s eight-strong team of runners who completed want to focus on supporting to ours to speed up delivery the Warrington English Half Marathon last month. The distributor SMEs and our partner channel teamed up with event hospitality sponsor Knight Corporate Finance in tapping into the power and its Corporate Challenge for the second year. MD Darren of the IoT,” said Cracknell. Garland commented: “Despite stiff joints on Monday morning “There is so much potential the team enjoyed the race. It’s been a great way to keep each for M2M in both direct other motivated and create some friendly rivalry in the office.” and partner channels.” for more info visit: To advertise in virtual1.com/software-defined-network contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER OCTOBER 2018 5 INDUSTRY NEWS

COMMENT: CHANNEL MATTERS Programme NEWS ROUNDUP WHEN launching a new THE joint venture between brand into the channel, or Sennheiser and William a recognised brand into a Demant, operating under the new market, it’s imperative Sennheiser Communications to do your research and switches off brand, is to be curtailed listen to what channel as both parties seek to partners have to say, rather THE relevance and popularity focus more sharply on their than shoehorn them into a of a key channel engagement respective core market preconceived agenda. For model deployed by vendors has segments. The business areas me, the focus should be on come into question following of Enterprise Solutions and open conversations around research by Canalys that identi- Gaming headsets will function fied a drop in the appeal of part- as an independent business Nick Powell improving the end-to-end experience for the partner ner programmes among VARs. as part of the William and their customers. Here are some of the main issues The importance of IT vendor Demant Group, while the that I have found partners are most passionate about... programmes to channel part- business segment of Mobile Real account management: At the centre of many ners has fallen this year com- Music headsets will become conversations is the need to be listened to by a person pared to 2016, according to part of the Sennheiser who has the ability to get things done. Channel Canalys which says just 77% Consumer business. partners want to work with a business that genuinely of those surveyed rated partner listens and doesn’t just demand new business. programmes as important when FOLLOWING the integration of Real provisioning people: The reputation of the channel evaluating vendor relationships, acquired companies Annodata partner depends on their quality of delivery. When a down from 94% two years ago. and Midshire Communications circuit order doesn’t follow a happy path the partner is Almost a tenth of respon- into Kyocera (UK) the often left in the middle of a demanding customer and dents rated partner programmes company has appointed a a support person that cannot resolve their issues. as ‘not at all important’, while new executive leadership Fewer but better relationships: With the plethora almost a quarter think they are team led by President and of network operators, a channel partner’s initial ‘lacking importance’. GM Hironoa Katsukura and CEO Rod Barthet. reaction is that they don’t want another operator. Alex Smith, Senior Research Alex Smith Yet, when you scratch the surface they do want to Director at Canalys, said: “The consolidate and settle on one or a few providers. results come as a warning to changes in partner business CITYFIBRE has deployed a Risk: While industry consolidation creates opportunities vendors that they must get part- models and to spur loyalty, Software Defined Access partners are savvy to the commercial realities. Margin ners aligned as the market faces but such changes can have the operating system across its erosion at a carrier level can only go so far and large disruption from cloud and digi- consequence of increasing com- fibre networks following networks need continuous investment to support growing tal technologies. plexity, leading to frustration.” a tie up with Calix and bandwidth demand and technology changes. Some “Increasingly, the ball is in The two big negative issues the roll out of its AXOS big names are struggling to make these investments. the channel’s court. Partners impacting the status of vendor platform. CityFibre says the In summary, partner requirements have evolved so have more levers to pull, they programmes were identified as move will see it emerge as new and existing brands would benefit from reviewing can provide more of their own their lack of consistency and an ‘advanced-intelligence their overall offering in terms of supporting their channel services or make new technol- over complexity in certifica- wholesale infrastructure and partners’ customers at every stage of their journey. ogy vendor partnerships to meet tions and specialisations. company’ capable of specific opportunities. delivering parallel 10 Gbps Got a news story? email: Nick Powell, Sales Director, Sky Business Communications “Meanwhile, vendors often connections with potential for [email protected] alter programmes to reflect speeds of up to 100 Gbps.

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MTI CEO’s on NEWS ROUNDUP PAN-European cyber security services provider Glasswall Solutions has closed a funding round of £15m to help growth path expand across North America and extend operations in MTI Technology’s performance Europe. The funding raise since its acquisition in January was led by UK entrepreneur last year by PE investor Endless and philanthropist Michael is reflected in positive results Spencer through IPGL, his that show 20% growth in pro- personal investment vehicle. fessional services and expansion in the security and data VODAFONE is to double the centre space. number of European cell In its financial results for sites in its 5G Narrowband the 16 month period ending Internet of Things (NB- March 2018 the Godalming- IoT) network footprint by based EMC partner reported Scott Haddow 2020. NB-IoT is Low Power £94.5m revenues and an under- Wide Area technology that lying EBITDA for the period of to a Microsoft Cloud Solution provides connectivity to smart £2.2m, representing a year-on- Provider designation. city apps like streetlights, year 12.4% increase. “We’ve made incremental healthcare monitors and “Since the Endless acquisi- but strategic investments over wearable devices with the tion we’ve worked hard to build the last year, the costs of which same security as 4G. THIS year’s Gamma Ball Rally staged last month smashed its fund raising target, taking the total amount raised for charities on our strengths and expand our have already been recovered as Action Through Enterprise and SpecialEffect to over £500k. service offerings,” stated MTI profits have remained stable,” SANGOMA has completed the Commenting on the Brands Hatch to Marseille event CEO Scott Haddow. added Haddow. $28m acquisition of Digium to Gamma MD Daryl Pile said: “Our aim was to bring the total “Combined with strategic In a separate statement create a circa $100m business amount raised in Gamma Ball history to £500k and we investments in management, MTI announced Pieter Knook with a combined workforce achieved this because of the channel’s support and generosity. sales and marketing, this has as a Non-Exec’ Director and of over 300 staff. “Sangoma This year’s rally has been our most successful yet.” enabled strong revenue growth Chairman. His experience inc- and Digium have a long Twenty five cars with a spending cap of £500 per vehicle took in 2018 with security and pro- ludes an 18 year spell at Mic- history of working together part in the rally which kicked off at Brands Hatch with the best fessional services performing rosoft where he became one of while also competing and dressed competition followed by some GBR style challenges and particularly well. its top 25 executives. have got to know each other a charity gala dinner and the Auction of Promises. Ultimate Rally “We’ll continue to invest in Knook also built a new well over the years,” said winner, Monsters Incom (pictured above), were closely followed the team, build out our services software services venture for Sangoma CEO Bill Wignall. by The SIPranos (Charterhouse Voice & Data) and in third place portfolio and look for acquisi- Vodafone Group, launching Founder and Chairman Spirit of the rally: Saturday Night Grease Brothers (Akixi). tions that offer a strategic fit in Vodafone 360. Other previous of Digium Mark Spencer Incom CEO David Hughes enthused: “We recognise the amount of added: “I created Asterisk effort that goes into organising this event and as such throw ourselves the coming year.” Vodafone roles include posi- into it 100%. It offers an unforgettable experience and we’ve had Endless has invested in tions on the Strategy Board, and Digium to be disruptive a huge amount of fun taking part. But most importantly we feel MTI’s managed service portfo- Marketing Board, Ventures in the communications honoured in helping to raise money for two well deserving charities.” lio including an expansion of its Board, CEO Council and Group industry. Now it’s time to cloud-based services which led Marketing Leadership Team. take it to the next stage.”

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Vonage buys NEWS ROUNDUP MILTON Keynes-based software developer IPCortex has shifted its channel recruitment drive up a gear CC specialist with a new four tiered partner programme and the VONAGE is targeting the high tomers (mainly mid-market and launch of a basic voice-only growth cloud contact cen- enterprise) including big names hosted comms package. tre market with the intended such as Adobe and Siemens “IPCortex Hosted Essentials acquisition of privately held and 400 staff. NewVoiceMedia responds to the current NewVoiceMedia for $350m in will continue to be led by CEO market conditions that show, cash. Vonage’s total addressable Dennis Fois. for hosted, there is still a market is forecast by IDC to Vonage CEO Alan Masarek significant market demand for grow 60% over the coming four said: “This acquisition acceler- a handset-based voice-only years to circa $80bn of which ates our growth strategy in cloud capability,” stated CEO Rob $9bn is attributed to future con- communications, strengthens Pickering. “Hosted Essentials tact centre business. our presence with global mid- provides a one-click migration “Vonage is acquiring a high market and enterprise clients, path for the whole company growth software company that and deepens our integrations to the full IPCortex unified brings a cloud native contact and key go-to-market relation- communications functionality centre solution that can be inte- ships with CRM providers, when they are ready.” grated with Vonage’s existing especially Salesforce.com.” assets,” stated Sheila McGee- The deal is planned to close LITTLE differentiation Smith, Principal Analyst at in the fourth quarter of 2018 and between today’s products McGee-Smith Analytics. Vonage expects to realise annual and services and the rise of The acquisition combines run rate synergies of circa $10m public cloud mass market Vonage’s UCaaS and CPaaS by year-end 2019. providers could tempt MSPs INTERNATIONAL wheelchair tennis ace Gordon Reid has signed up with 9 Group as a brand ambassador. Reid is now the UK’s most solutions with NewVoiceMedia’s to try and be all things to all cloud contact centre offerings. Got a news story? email: men on a shoestring. With successful tennis player having won the Australian Open, Wimbledon [email protected] and a singles gold medal at the Rio 2016 Paralympic Games. The deal also adds 700-plus cus- their resources over stretched Overall, he has won two singles and nine doubles Grand Slam they risk a race to the bottom titles adding his most recent doubles titles at the US Open and and waning standards will be Wimbledon with partner Alfie Hewett. Gordon will be hoping another inevitable outcome, to retain his current excellent form and collect more Grand according to the key theme at Slam titles on his way to the Tokyo 2020 Paralympic Games. this year’s Managed Services His first appearance for 9 will be at the Comms Vision Convention & Hosting Summit hosted by next month at Gleneagles where he will share his recipe for success Comms Dealer sister company with delegates attending boardroom sessions at the event. IT Europa. “Managed Services “We are delighted to have Gordon as part of our team,” providers have to take commented 9 CEO James Palmer. “He understands the passion, some tough decisions in commitment and drive it takes for businesses to achieve their order to avoid being pulled potential and then some. His attitude doesn’t change when it comes to how he believes 9 should support partners.” See page 44 in all directions,” stated IT Alan Masarek Europa Editor John Garratt.

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10 COMMS DEALER OCTOBER 2018 www.comms-dealer.com 118647_Comms Dealer_Ad_Oct_220x103mm_AW_v01.indd 1 19/09/2018 14:42 INDUSTRY NEWS A sign of the times: Taurus in Wildix link £50m Acquisition Fund

Jonathan Sawyer

TAURUS Clearer Communic- does not impact on those, but ation has reshaped its long-held complements our growth.” product and service mould fol- According to Wildix UK lowing a link up with WebRTC Channel Manager Ian Rowan and UC&C vendor Wildix. showing resellers a lead and Until now nothing has tempt- collaborating on the creation of ed the Exeter-based reseller to a growth plan will enable them augment its stable of voice ven- to effectively adopt new comms dor partners which has remained technologies such as WebRTC. unchanged for 25 years. “We have been talking with In deciding to diversify his Taurus Clearer Communication product and service operation for many months,” he explained. Taurus Clearer Communication “With a company this size it’s MD Jonathan Sawyer said two no easy process to simply start key determining factors swung selling a new solution. the argument in favour of bring- “From sales through to provi- Is Now the Time to Sell Your ing the Wildix WebRTC solu- sioning and every step between tion into the mix – no complex it means training and support. Business and Hit the Beach? integration issues with existing Together we put in place a plan services and straightforward to ensure that the introduction usage and deployment. of the product is successful.” WebRTC enables users to Taurus Clearer Communicat- To find out how much it’s worth collaborate via a web browser ion operates its own UK wide contact Richard Btesh in confidence without the need to install any data network along with Tier 3, further applications. BS7799 compliant data centres. “This has been no easy deci- Richard Whybra, Technical 0808 301 8334 sion but the way people com- Director at the company, added: municate has changed,” stated “WebRTC is a great addition [email protected] Sawyer. “It’s also about manag- and like any network solution ing relationships with our exist- it’s reliant on reliable and secure ing vendors as we have worked end-to-end connectivity.” with them for many years and Got a news story? email: need to ensure that our pro- [email protected] gression into a new relationship AWARD 100 BEST WINNING COMPANIES TO WORK FOR The UK’s No.1 magazine 2018 1st BUSINESS FS32851 for voice and data solution providers www.comms-dealer.com COMMS DEALER OCTOBER 2018 11 INDUSTRY NEWS High tech boost for IoT central to the hard of hearing future success

A MOBILE phone that impro- FUTURE business success will this digital age, and they must ves the clarity of calls for the depend heavily on IoT deploy- seize this opportunity now.” hard of hearing has been intro- ments, according to 58% of The findings of the research duced by Manx Telecom in the business leaders questioned for form part of a wider report into Isle of Man. a new study by Vodafone. the digital journey undertaken A UK launch is planned for Among businesses up to 49 by UK organisations. next year in partnership with BT employees, 41% believe IoT is It states that 79% of busi- once the technology is embed- vital for success, rising to 67% nesses rate digital transforma- ded in its EE network. across large enterprises (2,500- tion as a strategic priority, the Called MT clearSound, and plus employees). benefits being better efficiency, developed by Vannin Ventures, Anne Sheehan, Enterprise an improved customer experi- Manx Telecom’s business incu- Director, Vodafone UK, com- ence and competitiveness. bator, with technology innovated mented on the report’s findngs: To drive their digital agenda by Goshawk Communications, “IoT can drive innovation and forward 82% of businesses say the product is now a registered value within an organisation, investing in new technology is medical device and 90% of its helping it to achieve operational a priority. These technologies trialists experienced clearer Gary Lamb efficiencies, build more valu- include real-time analytics, uni- speech and greater call quality. able relationships with its cus- fied communications, Artificial Manx Telecom is offering phone calls to meet the user’s A number of medical and tomers and facilitate entirely Intelligence and Blockchain. the product free to PayMonthly personal hearing needs.” audiology experts have backed new business models. Got a news story? email: customers on its network. At four years old Goshawk the product including Doctor “It offers all organisations [email protected] “The technology behind the founder Matthew Turner suf- Charles Stone, Senior Research a huge opportunity to thrive in MT clearSound registered med- fered hearing loss. Fellow in Audiology and Hear- ical device is located within the Spurred by deafness he was ing Sciences at the University of network and requires no pur- determined to create a solu- Manchester, who worked with chase or installation of special- tion that ultimately led to MT Goshawk and Manx Telecom on ist equipment by the user,” com- clearSound, which is based the technology. mented Manx Telecom Chief on the algorithms of Professor Lamb commented: “MT Executive Officer Gary Lamb. Brian Moore of the University clearSound will empower peo- “A user completes a short of Cambridge, who is known as ple suffering from moderate online registration and a hearing one of the world’s top authori- to severe hearing loss, indeed assessment using any mobile ties on auditory perception. every mobile user seeking phone on the Manx network, Turner commented: “I creat- greater call clarity. enabling MT clearSound to cre- ed a ‘hearing aid in the sky’ out “The launch of MT clear- ate a tailored individual hear- of frustration with comms com- Sound in the UK next year has ing profile. This fine tunes all panies that did not understand the potential to change the lives incoming and outgoing tele- people with hearing loss.” of millions of people.” Anne Sheehan

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NEWS ROUNDUP VC firm eyes Parker named PURDICOM has extended its reach into the mobility handset space following a distribution partnership with Ascom and a six figure order start-up app Masergy CEO for a range of its workflow mobility handsets, smart THE founder of start-up comms MASERGY CEO Chris Mac- phones and software. It’s provider Ascendia, which enab- Farland is to switch roles in Purdicom’s first venture les small firms to use a land- December when he becomes beyond providing wireless line to manage mobile calls via Executive Chairman and Chief solutions to its network of an app called DropCall365, is Technology Officer. 1,300 channel partners from to undertake a 10 week busi- Moving into the CEO posi- vendors such as Ruckus. ness growth course at Stanford tion is James Parker who Purdicom MD Hugh Garrod University paid for by Y Com- brings over 20 years leader- said: “Ascom’s interoperability binator, a start-up incubator ship experience in the tech- with wireless vendors was and VC firm in Silicon Valley nology sector across soft- Adrian St Vaughan key to Purdicom. Ascom is which spotted high potential in ware and telecommunications also a Ruckus partner for its Ascendia’s new venture. nesses lose clients because they including stints at Microsoft, DECT and VoIP solutions.” Adrian St Vaughan hopes only use a personal mobile for CenturyLink and most recently the investment will provide a work, according to St Vaughan. Tata Communications. James Parker IT RESELLERS seeking to offer boost to his DropCall365 ser- “That doesn’t look profes- “James is a seasoned execu- their customers hosted voice vice which he dubs ‘a business sional, and many calls will tive in the technology sector,” Parker stated: “Masergy’s and connectivity options have phone system in your pocket’. divert to voicemail if the small said MacFarland. “Our shared solutions help global enterprises fallen under the gaze of V12 DropCall365 is based on business owner is engaged on vision is for Masergy to become to realise their digital ambitions. Telecom which aims to boost Simwood’s platform which other matters,” he said. a $1bn-plus company by out- I will work closely with Chris partner numbers by 20 within enables comms providers to To overcome this problem St pacing our competition with and the leadership team to capi- a year. The Swindon-based develop new ideas into mar- Vaughan provides small firms product innovation and a focus talise on the market opportuni- company hopes to tempt IT ket-ready propositions which and sole traders with a land- on the customer experience.” ties in front of us.” companies with its portfolio are then backed by the Bristol- line number and the app man- of hosted based company’s support team. ages incoming calls, providing voice, SIP “Adrian has been a custom- AI generated automated mes- and Internet er of ours for some time and sages designed to answer com- access using always manages to innovate mon queries. Unresolved calls Ethernet, using our platform, whether are forwarded to the business’s FTTP and it’s using the Simwood API or mobile phone using their data FTTC. MD blocking fraudsters using our plan. Outgoing mobile calls dis- Charles Rickett (pictured) honeypot data,” stated Simwood play the landline number. said: “We want to form more MD Simon Woodhead. “The “This technology is histori- relationships with partners DropCall365 venture seems to cally expensive and aimed at who are interested in unifying be a hit and we’re watching it call centres,” said St Vaughan. their communications for with great interest.” “Nobody thought about it from a a more streamlined and The rationale behind Drop- small business viewpoint, espe- seamless IT experience.” Call365 is that many small busi- cially for 20-30 calls a day.” Rainbow proves a safe bet and 262 staff. It has been a Rainbow client since 2014. Toals Director Lauren Toal said: “We aim to make the most of any new technology available that will benefit our patrons and staff. This investment will A QUIZ night staged by Virtual1, the network operator’s second such event, raised over £17k in aid of Restless Development, a charity Lauren Toal and Stuart Carson drive efficiency and cost-effectiveness for Toals.” that helps young people in Africa and Asia lead the development of IRISH bookmaker Toals made a broadband with a hosted phone Rainbow Sales & Marketing their communities. More than 120 quiz-goers from 14 companies converged on The Balls Brothers in London where comedian, actor safe bet when it tasked Belfast- system and MPLS network that Director Stuart Carson added: and presenter Rufus Hound (pictured) hosted the clash of general based Rainbow Communicat- will connect all Toals sites to its “The evolution of MPLS comes knowledge, with Virgin Media ultimately crowned quiz champions. at a time when ISDN lines are ions to upgrade its telecoms HQ in Belfast. Virtual1 has raised over £100k for Restless Development since network in a £500k deal. Toals Bookmakers currently becoming increasingly defunct, mid-2016. CEO Tom O’Hagan enthused: “It’s a fantastic feeling Rainbow is replacing Toals’ has 50 locations across the six so it is imperative for organisa- knowing that we are making a real difference to peoples’ lives.” single landlines and traditional counties of Northern Ireland tions to be ahead of the game.”

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FLUIDONE’S investment in enhanced Ethernet services from A REPORT by Maintel sug- Software Defined Networking Sky to customers and partners. gests that consumer tools are technology will be key to ach- “The SDN layer will facili- becoming much more popular ieving CEO Russell Horton’s tate ongoing releases of distinc- than many enterprise grade plat- five year goal to treble the size tive Software Defined Network forms, with a surprising number of the business, with a channel features over the coming year,” of workers preferring to use expansion strategy at the heart stated Horton. Snapchat or Facebook Mess- of his growth ambitions. “Ethernet on Demand is enger for work purposes. The data connectivity provid- particularly strong in industries According to the research, Rufus Grig er’s in-house development team that have variable or seasonal 24% say they want Snapchat to has created Ethernet on Demand trading and operational perfor- be approved by their employer, employees fail to use these tools (EoD) and to support its launch mance across the year. 19% Twitter, while 17% say it’s usually because the expe- the London-based company has “Retail, hospitality, events, they would like to use Facebook rience, compared to consumer formed closer links with net- travel and education all see peak Messenger and FaceTime to platforms, can be poor. work partner Sky which rolled Russell Horton bandwidth needs in busy peri- communicate with colleagues, “Blocking certain tools and out its own channel Ethernet ods. During school term time, customers and partners. mandating others is only part of proposition last month. Dash Portal, part of Platform for example, Easter and Christ- Maintel CTO Rufus Grig the solution. Sky’s network has avail- One, its national fibre network. mas for retailers or in the sum- stated: “Employers have a good “Businesses must work ability in over 2,800 Ethernet FluidOne has collaborated mer holidays for travel firms. reason for providing effective, closely with employees to und- exchanges and FluidOne’s SDN with Sky’s Business Comm- “EoD allows our partners safe and sanctioned commu- erstand their frustrations and functionality for Ethernet gives unications division for two to see their bandwidth utilisa- nication tools at work. They select solutions to make these partners the ability to quote, years and the addition of SDN tion and ramp up to meet these want to maximise efficiency platforms more compelling.” order, manage and flex band- to Platform One’s existing seasonal requirements and back and productivity, reduce costs Got a news story? email: width up and down on demand integration with Sky’s carrier down again to a steady state and travel, ensure compliance [email protected] in seconds using FluidOne’s grade network enables it to offer norm for the rest of the year.” and optimise security. But when

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461_flexaBILLity_adverts_OUTPUT.indd 1 13/09/2018 10:44:02 INDUSTRY NEWS Ford takes MD role as McMinn retires

MARSTON’S Telecoms MD Mike McMinn is to retire following a ten year stint in the role. He is replaced by Operations Director Tony Ford who joined the business last year as part of a succession plan. McMinn’s IT and telecoms career spans over 30 years during which time he featured twice in the CIO Top 100 ranking. He joined Marston’s as Group IT Director in 1997 and his influence on the business 0 Mbps 1 Gbps helped to transform it from a £250m turnover operation in 1996 to £900m in 2018. Mike McMinn McMinn played a founding role in creating Marston’s Telecoms to meet the needs of “Working with Mike is a the PLC and target potential career highlight and massive growth in other sectors. knowledge share for all of us,” Scale up or down your Ethernet usage “I am confident that Tony he commented. in real time. Only use the bandwidth will maintain the vision, phi- “We will continue Mike’s you need, when you need it. losophy and momentum of the legacy as we lead the charge business and at the same time for innovation in our specialist bring fresh ideas, skills and sectors. In recent months the a great deal of experience to team has grown substantially to bear,” stated McMinn. drive our ambitious vision for Ford’s 20 year tech experi- the future.” ence encompasses specialisms SDN ENABLED Got a news story? email: in management, the Internet, [email protected] Scale bandwidth up and down Tony Ford Wi-Fi, WAN and LAN. dynamically in seconds

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KEEPING partners engaged AVAILABLE ON THE and up-to-date on the latest ICT SKY NETWORK customer opportunities was the thinking behind a series of successful roadshows run by channel service provider NSN. Events held in Cardiff, Chesterfield and London gave partners across the UK the CONTACT FLUIDONE ON 0345 457 3411 NOW chance to meet and discuss TO TAKE CONTROL OF YOUR ETHERNET prospects for widening customer NSN at the Imperial War Museum venue in London engagement with the NSN team and its vendor partners includ- “We operated each event on keting support programme. This ing Gamma and MyPhones. a speed dating process covering enabled our partners to get a “We have re-engaged with off subjects such as data and real understanding of how to over 50 resellers over the course Software Defined Networks, gain access to great wallet share 0345 457 3411 of the roadshow programme,” hosted and mobile services and and feel part of a wider team of [email protected] said CEO Mark Shraga. our own Platinum Partner mar- channel specialists.” 5 Hatfields www.fluidone.com London SE1 9PG To advertise in contact The Sales Team on 01895 454411 18 COMMS DEALER OCTOBER 2018 www.comms-dealer.com INDUSTRY NEWS

NFON set for NEWS ROUNDUP ELITE is offering Openreach’s OSA Filter Connect product to partners and wholesale customers. OSA Filter stronger push Connect provides scaleable bandwidth from 10Gbps synchronous to 100Gbps synchronous without needing to regrade the fibre due to into north UK configuration limitations in the local exchange.

CLOUD data integration The Only Place For solutions vendor Talend has appointed Alan McFarlane as Partner Manager for the UK and Ireland. “Talend expects to see rapid take-up of its end-to-end Big Data and cloud integration solutions through the scale and reach that a value-based network of cloud-first channel partners can provide,” he said.

CO-FOUNDER and MD of Cloud Distribution Scott Dobson has left the company. He is replaced by fellow co- Myles Leach founder Greg Harris while Adam Davison remains as NFON UK has extended its “This is being fuelled by the rise Sales and Marketing Director. reach to the northern region in mobile working and invest- Harris said: “Almost a decade with a new Manchester office. ments that businesses are mak- on from where he and I The move is expected to ing in digital transformation,” started, Scott’s work with significantly boost the pan- he commented. Cloud Distribution is done, European cloud PBX provider’s “Moving to the Northern and he’s made the decision A Sky Ethernet UK revenues which are already Powerhouse will catalyse our to move on to new ventures. tracking at plus-25% over the business to the next stage given Scott is a true entrepreneur Wholesale Partner past three years. the huge potential for growth in and a start-up genius.” The office, located in Man- the region.” chester Business Park, is the According to NFON’s CEO SSE Enterprise Telecoms has company’s second UK base, and CFO, Hans Szymanski, the inked a fibre agreement with adding to its London HQ. The investment in a new regional Three UK and O2 that centres regional operation facilitates office marks out the UK as a around the use of SSE’s fibre Available On closer collaboration with part- strategic priority. ring. Part of the network ners in the north who now have “Cloud is boundless and org- is located in the Thames handy access to training facili- anisations in the UK are ahead Water waste water network ties and localised distribution. of the European curve when it which will enhance Three “We now have a foothold in comes to seeing the benefits of UK and O2’s connectivity the region,” enthused NFON UK moving voice to the cloud,” he backhaul capabilities and MD Myles Leach. “We already said. “We see tremendous mar- facilitate further 4G and 5G have a number of staff working ket opportunities in the north of deployment by connecting and hot-desking in these offices the UK and the formation of this cell sites and masts. and are on a recruitment drive new regional office will enable The agreement will see for new team members. our UK division to go from stre- approximately 100 points of “The market for cloud tele- ngth to strength.” connectivity exit from the phony is increasing at a rapid NFON published its half central London sewer network rate and much of this growth year results on September 20th, via two BT Exchanges. Three will be in the north.” reporting consolidated revenue UK and O2 can operate their Leach noted that in the UK of 20.6m euros. own Central London Area cloud telephony penetration is (CLA) network, while also Got a news story? email: circa 13% and expected to grow accessing spare fibre ducts for [email protected] to approximately 27% in 2022. future initiatives in London. To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER OCTOBER 2018 19 BUSINESS INTERVIEW Time for a PBXIT plan

VanillaIP’s cloud VanillaIP’s response to its own communications portfolio is configured to replicate and research could hardly be clearer: enhance the functionality With 80 per cent of the market still of on-site PBXs via the Uboss portal through which serviced by traditional PBXs they resellers manage all services. “Whether traditional resellers must be supported and shown a are transitioning to sell, to reset their business for a clear path to the cloud, concludes revenue-based future or position themselves to be Iain Sinnott, Sales and Marketing an acquirer in the M&A Director, who reveals a new product world, the PBXIT programme strengthens the hand of all and programme strategy that meets parties,” commented Sinnott. these pressing requirements. The PBXIT support programme will also be available through VanillaIP resellers which, says Sinnott, may encourage local partnerships. “The increasing pace of mergers tanding tall and PBX resellers with strong and acquisitions in our sector stubborn, traditional pedigrees. With just six Iain Sinnott cannot be ignored, and PBXs have not yet years to go until the total having been involved in the had their day and switch-off of PSTN services it mobile industry throughout Scloud migration lags far became clear that we needed There was no crash-bang- the 1990s and early 2000s behind initial expectations. to support PBX and hybrid I would suggest this may Defying all early projections, deployments in addition wallop to disrupt traditional be an excellent opportunity there was no cloud-driven to our advanced cloud for successful and long- crash-bang-wallop to disrupt communications portfolio.” models as many expected established resellers to fully traditional models as many capitalise on a lifetime’s thought probable, including The rewards for migrating investment community. cloud migration would never work,” he commented. VanillaIP which has this customers to a cloud “They’re interested in work, so VanillaIP has, in month responded to the environment are shown by customer bases, revenue addition to the launch of SIP Never a company to rely stasis with the launch of a full the high valuations of tech streams, easy centralisation trunk options, introduced on sales of PBXs, VanillaIP range of SIP trunk products resellers operating wholly in and streamlining – not the PBXIT programme. started life as a staunch from basic ISDN replacements the cloud space. And every vans, spares, bricks and supporter of PBXIT having to more sophisticated user sensible report on such mortar,” he said. “The paradox for some invested in a BroadSoft overlay propositions. matters reaches this same resellers is that to realise switch and the tools required conclusion: The argument is Migration strategies the maximum return for to support the channel. “We “In 2012 we didn’t see no longer just about cloud While talk of actual survival a life’s work they may remain heavily invested in the need to play a big role versus PBX, but which will over the short-term may be best served migrating that space but with a new in the SIP trunk market,” build long-term value into be exaggerated, non-cloud their customers to cloud mindset based mainly on our said Sinnott. “We expected a business. For diehard PBX resellers are nonetheless solutions,” said Sinnott. “We research that found 80 per businesses to recognise the resellers the consequence of toying with their future are therefore launching the cent of businesses still use cloud dividend and move sitting on their hands in the and livelihoods, believes VanillaIP PBXIT programme a PBX,” reaffirmed Sinnott. to hosted PBX. Surprisingly, face of a cloud future would Sinnott. However, a PBX- which is structured to include “We have evolved Uboss and 90 per cent of the cloud damage any prospect of a to-cloud transition pathway commercial and physical the VanillaIP product portfolio solutions offered to the bountiful exit. According to has to make sense to them, support for traditional PBX to seamlessly support all market were simplified PBX Knight Corporate Finance and VanillaIP says its new resellers moving to the current and future strategies, replacements rather than Director Paul Billingham, coherent migration strategy cloud. The duration of each enabling resellers and their all-embracing flexible cloud a comms sector M&A means a future avenue for project will be dictated by customers to review each solutions. This dynamic is fine specialist, unless a business PBX resellers is clearly defined the reseller, but may be requirement in isolation and for lines and calls players, is predominantly cloud it and their cloud dilemma between three and five select whichever solution is but has not challenged the will not be attractive to a resolved. How? A fragmented years depending on factors appropriate, all managed dominance of experienced significant portion of today’s approach to speeding up peculiar to each partner.” within one portal.” n

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Philip Carse, Analyst at Megabuyte.com, reports on the trading performance of leading companies in the comms space during the last quarter.

orporate activity (Taylor Made), IP Integration in UK Telecoms & (Managed Networks) and Networks over the Adept Telecom (Shift F7). last quarter can Cbest be summed up in two Somewhat coincidentally, this words: Daisy and fibre. In a last quarter included results flurry of developments Daisy from four ISPs targeting niche canned a sale process in mass accommodation units: favour of a debt refinance, Ask4 (revenues up 4% at agreed with TalkTalk to end £13.5m), CableCom/Glide the £175m acquisition of the (an M&A-assisted 57% latter’s direct B2B business, growth to £43.3m), Optify acquired two small add-ons (flat at £8.3m) and Wifinity (DV02 and Voice Mobile), (+28% to £8.8m). There while for good measure were also results from two Daisy founder Matt Riley of the best funded fibre new exited pan-European comms entrants – Gigaclear (more player Damovo to Eli Global. than doubling to £7.4m) and Hyperoptic (+89% to The most likely consequence £16.6m). More connectivity- Philip Carse of Daisy’s decision to opt for related results have come a debt refinance rather than from Zen Internet (+12% to sale to private equity is that £63.8m), euNetworks (+9% The Telecoms & Networks peer group had it will be a less voracious to 138.1m euros), Spitfire buyer of UK comms and (+2.5% to £26.1m) and another poor quarter in share price terms IT assets, as a new private Sohonet (+29% to £18.1m). equity owner would have Vodafone, O2 and 3UK), and is more marked on a 12 rising software valuations, probably targeted significant Other results include we also review continued month view, down 9% though the difference M&A led growth. Hence, in disappointments from strong growth (20-30%) from versus the Megabuyte All- between software (19.5x our view, we are more likely quoted KCOM (-9% to US-listed UCaaS providers Share’s +12% and the FTSE current year EBITDA) and ICT to see deals like the two £301.9m), Redcentric (-4.4% (RingCentral, 8x8 and All-Share’s -1.6%. The main (13.3x EBITDA) has narrowed smaller ones undertaken by to £100.0m) and Cloudcall Vonage) as well as leading culprits are TalkTalk (-40%), over the last quarter, but Daisy rather than those of (first half, up 31% to £4.1m CPaaS player Twilio (+54%). BT (-26%) and Vodafone with Telecoms & Networks £100m-plus revenue peers. versus 37% forecasts) plus Vonage since announced (-18%), aided by Maintel on a lowly 7.0x. Most of continued progress for the acquisition of UK-based (-14%), Telecom Plus (- the quoted telco players are In fibre, money continues to Arrow (M&A-assisted 19% contact centre specialist 9%) and Toople (-67%). In in the 6-10x current year be thrown at connectivity to £28.2m), Adept (M&A- NewVoiceMedia for $350m. contrast, there were gains EBITDA range, the outliers players, with Hyperoptic assisted 35% to £46.4m), for LoopUp (+151%), Sky being BT (4.6x), Gamma and (£250m debt), Airband Britannic (+7.6% to £14.4m), Peer group performances (+56%, on M&A), Gamma Telecom Plus (13.5-15x), and (£166m) and ITS (unspecified) Gamma (first half, +11% to The Telecoms & Networks (+19%) and Adept (+15%). LoopUp (35x). n receiving debt or equity £263.6m) and Solar (an M&A peer group had another poor CityFibre exited the index IS Research publishes www. funding. Other deals of assisted +37% to £20.3m, quarter in share price terms following its take private by megabuyte.com, a company note include acquisitions since acquired by Wavenet). with an 8% decline versus two infrastructure funds. analysis and intelligence for Arrow (360 Solutions), +1.6% for the Megabuyte service covering over 600 Maintel (certain Atos UK As usual, it was a tougher All-Share, though it was in This underperformance is public and private UK customer contracts), Wavenet time for the big boys line with the FTSE All Share’s reflected in declining current technology companies. (Solar), Peach Technologies (BT, Virgin, Sky, TalkTalk, -7%. The underperformance year valuations at a time of [email protected]

22 COMMS DEALER OCTOBER 2018 www.comms-dealer.com Daisy and fibre dominate Q3 activity Make the move

COMPANY NEWS ROUND UP

WIG raises funds for 2017 which crystallised by services such as IaaS, data neutral-host networks a significant loss for connectivity and cloud, and WITH 3i-backed Wireless Livingbridge. EBITDA losses by operational efficiencies Infrastructure Group (WIG) halved to £0.3m on static from a simpler corporate announced a £220m revenues of £7.5m, but CEO structure. On an update debt fund raise that will Matthew Parker outlined a call, founder and CEO Chris PBXIT is today’s big debate, accelerate its investments subsequent return to organic Goodman and CFO James into neutral-host, 5G-ready growth and profitability Fletcher revealed a new M&A driven by the M&A question, but wireless infrastructure, with boosted by the £787k June strategy being funded by a what will it look like in 2022? the new 12 year funding 2018 acquisition of Direct new £25m bank facility. being provided by three Response Plus, as well as investors and three banks. elaborating on medium term Maintel’s mixed interims Meanwhile, accounts for targets which suggest some but positive outlook the year to December 2017 significant M&A on the way. Business comms and IT reflect a continuation of provider Maintel has reported recent trends with EBITDA up NFON seeks stronger a mixed set of interim 2018 7.1% to £21.8m on revenues second half results with EBITDA to June V up 13% (all organically) to German-listed UCaaS 2018 down 2% at £5.0m on £41.0m, with the EBITDA provider NFON reported solid revenues up 14% at £66.5m margin being diluted by interims to June 2018 with (estimated 3% decline), a growing contribution revenues up 22% at 20.6m due to margin impacts from services. The one euros (with 80% recurring) at from last year’s Intrinsic big change was an 80% EBITDA breakeven, aided by acquisition and growth PBX Resellers have to re-evaluate how they can increase in capex to £6.2m 30% growth in seats to 222k investments. However, the get the best value for a lifetimes work building a as the company invests and slight ARPU dilution company is upbeat on the successful telephony business. in newer city networks. to 10.05 euros per seat second half due to a strong per month from a growing order book and pipeline, Chess makes billing wholesale channel. An aided by Avaya, cost cuts move with TMS operating loss of 6.9m euros and underlying growth in VanillaIP launches a Chess acquired Abingdon- and operating cash outflows managed services and ICON, based billing company TMS. of 2.7m euros were primarily which should result in a 2019 PBXIT program We understand from Chess due to IPO-related costs, return to organic growth and that aside from boosting its while capex rose 14% to significant EBITDA growth. Designed to support PBX resellers channel proposition TMS 0.4m euros. After 50m euro transitioning their base to the cloud either: brings about £6.5m revenues, IPO proceeds, period end net Commsworld sets sights • To exit the industry, realising the providing a handy uplift to an cash was 44.1m euros. UK beyond Scotland maximum return estimated run rate of about revenues rose 24% to 2.9m Owner-managed Scotland- £115-120m, boosted in May euros at a 250k euro EBITDA based comms and network • To develop and build a Cloud Revenue by the acquisitions of Frontier loss. The company reiterated provider Commsworld has into the business Voice & Data and StoneHouse 2018 guidance of growth reported another strong • To buy and build their value, through Logic. However, the EBITDA above 2017’s 17% and 75- growth year for calendar their own M&A program uplift will be lower given the 80% recurring revenues, 2017 with EBITDA up 6% to wholesale nature of TMS, though the current consensus £0.94m on revenues up 16% taking Chess to about a of 26% growth will need a to £15.4m, aided by Scottish £17-18m EBITDA run rate. much stronger second half. public sector contracts. In an update, Commercial Current VanillaIP Babble Cloud starting to Focus Group adds M&A Director Andy Arkle outlined partners can offer the shake off IP Solutions past to organic growth plans Commsworld’s growth Babble Cloud, the recently Latest accounts to November strategy including a major same support program to renamed hosted voice 2017 for owner managed network expansion outside any PBX resellers, as part specialist previously known comms and IT provider Focus Scotland, elaborated on as IP Solutions, has released Group show continued strong May’s £1.2m ECS acquisition, of an M&A strategy. accounts to November 2017, growth, with EBITDA up and detailed some strong leading up to the sale of the 37% to £6.1m on revenues growth figures for 2018 off Join our PBXIT webinar company from Livingbridge up 19% (estimated 16% the back of further Scottish to LDC for £4.6m in October organic) to £54.2m, driven public sector contracts. n to hear the debate vanillaip.com/pbxit To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER OCTOBER 2018 23 BUSINESS PROFILE Pragma: From distie to service provider

Pragma has cemented its position as one of the most successful comms industry start-ups and continues to gain ever more influence in the channel as an evolving service provider.

ragma was launched Pragma’s main focus is the in 2012 by the traditional voice reseller late David George, channel where it has Managing Director experienced significant PTim Brooks and Sales success helping resellers and Marketing Director develop a cloud strategy. Will Morey, all colleagues “Many voice resellers we with ‘previous’ in comms meet don’t like selling distribution having worked cloud as most SIP-based together at Crane which offerings are less featured was acquired by Westcon. and inflexible compared to “Many in the industry the systems they are used thought we were crazy to selling,” added Brooks. to establish Pragma given “But iPECS Cloud is based the size and scale of our on a true IP PBX platform competition,” noted Brooks. and has all the features you expect of a system, West Sussex-based Pragma’s yet with the advantages primary vendor is Ericsson- of a SaaS platform.” LG and its proposition is based on a single family Ongoing growth of products called iPECS, Last month Pragma, which providing telephony and UC now has a 35 headcount, functionality to customers capped its sixth year of from two to 5,000 users. trading with annual revenues “iPECS can be cost-effectively exceeding £8 million, Tim Brooks and Will Morey deployed as an on-site, cloud representing 18 per cent or hybrid solution,” stated growth on the previous Morey. “Therefore resellers year’s sales. The company We see ourselves as more of a service provider, don’t have to carry multiple has achieved between 15 products to address each per cent and 25 per cent albeit with a distribution capability option, and they can offer growth every year since their customer true choice its launch, and barring One notable feature of to support them, and they Another key aspect of and the ability to evolve their the first 12 months it has Pragma’s growth pattern is no longer have access to Pragma’s proposition, noted communication solution from delivered a profit every year. that the number of trading the iPECS range. This allows Morey, is the deployment on-premise to cloud as and resellers, approximately us to selectively add new of field-based sales and when they choose, avoiding “We are committed to 120, has remained largely resellers without flooding support staff in reseller costly forklift upgrades. generating similar organic unchanged as the distributor the market, therefore our offices, providing sales, growth with a focus on increased annual revenues products are not over technical and marketing “We recognised from the increasing our annuity from £2 million to £8 million. distributed and resellers can assistance face-to-face. outset that cloud was revenue through increased “We do this by applying our retain strong margins.” “Many competitors rely on key to our future success adoption of cloud services energy and resources to the websites and call centres to and started working with and associated applications,” smallest number of resellers Business model engage resellers,” he added. Ericsson-LG in 2013 to stated Morey. “We moved possible who have both the The factors that are shaping develop a cloud UC platform to our new purpose built desire and capacity to grow,” the evolution of Pragma Pragma is also leading the based on its iPECS UC headquarters in January explained Brooks. “We also include a shift to a more use of multiple channels to solution set. Our cloud service this year, giving us three review the lower half of our service provider type business communicate with current was launched in February times more office and reseller list regularly and model and implementing and potential new resellers, 2016 and has been a huge warehouse space than close accounts if we have the technology, systems including social media success, making Pragma the previous location, not achieved meaningful and processes required to channels. Meanwhile, new the cloud ‘poster child’ for enabling us to continue the engagement with them, support this, such as billing, technology areas firmly on Ericsson-LG globally.” growth curve we’re on.” meaning we no longer need provisioning and portals. Pragma’s radar screen include

SPONSORS THE THE COMMS NATIONAL AWARDS 2018 VENDOR BOOK DISTRIBUTION 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! CATEGORY 24 COMMS DEALER OCTOBER 2018 www.comms-dealer.com Pragma: From distie to service provider

native mobile integration with the value or requirement Some of the most successful cloud, providing a unified for a desk phone. “Also, resellers in Pragma’s channel communications platform for new collaboration tools have acquired IT support both fixed and mobile users; such as Teams and Slack skills, allowing them to and desktop integration as are being positioned as offer a more comprehensive comms platforms have to be potential replacements for ICT solution and support integrated with customers’ traditional communications package, while at the same CRM, ERP and workflow platforms,” he added. time removing the threat applications in a digital in these accounts from transformation programme. Yet Pragma has witnessed its IT companies looking to Video and collaboration tools on-premise business continue win the comms business. also need to be integrated. to grow following the launch “Resellers should position and strong take up of a themselves as a digital Key priorities cloud service. “We expected transformation expert to In planning for future growth to see a modest decline in ensure the customer views Pragma has identified its revenue and unit sales of them as a strategic partner immediate and longer-term our on-premise products as rather than a supplier that priorities, including the more of our resellers either can be managed through formation of a management offer customers the choice a procurement process,” team to help take the of how their UC service commented Brooks. business forward, further is delivered, or in some staff recruitment, and cases resellers now leading Choice matters advancing its own digital with cloud,” commented “We firmly believe that transformation project to Brooks. “However, due to resellers will continue to be unify the numerous systems a number of competitors in the dominant route to market it acquired over the last the on-premise space pulling for SMEs. Small business six years into a cohesive back from or reducing their owners want to deal with and connected strategy. support for UK partners we people who they know and have seen a wave of resellers trust. We also think offering Furthermore, maintaining move to iPECS due to the choice is key. For example, close and collaborative proposition and ongoing not forcing a customer to buy relationships with vendors investment from Ericsson- cloud or on-prem because enables Pragma to influence LG in both cloud and on- that’s the technology the their product strategies premise based solutions.” reseller is most comfortable and roadmaps thereby with. Resellers with suppliers ensuring its portfolio is Award wins that can offer a solution that relevant to resellers. “We The iPECS platform has addresses a broad range of see ourselves as more of a been recognised at the CNA deployment options within service provider, albeit with Awards for the last four a single product set will a distribution capability,” years in a row, and Pragma have the best chance of stated Brooks. “Technology received the Convergence winning, while at the same threats from mobile and Distributor of Year award time keeping the costs of collaboration providers in 2016. Ericsson-LG hailed managing their portfolio and means we need to build Pragma as its Global Partner suppliers as low as possible.” out our cloud UC platform of the Year in 2014, 2016 to provide native mobile and again in 2017. For This win-win scenario is capability, collaboration tools, good reason. “Over the reflected in Pragma’s overall desktop integration and last six years we’ve created optimistic assessment of the contact centre capabilities a reseller channel that is market and its growing role to remain relevant.” a force to be reckoned in the partner channel. “The with, embracing change, industry and our channel is The big market trends of launching new products strong, vibrant and dynamic, most interest to Pragma right and adapting to an ever so there are always new now include the transition evolving world,” explained opportunities and potential to cloud, noted Morey. Morey. “At the same time for growth,” enthused And he cited the growing we’ve built many strong Morey. “We’ve enjoyed use of mobile phones and lasting relationships as working in the channel for within the office which can well as a real community many years and plan to prompt people to question feel across our channel.” continue for many more.” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER OCTOBER 2018 25 BUSINESS INTERVIEW Fidelity Energy powers to £100 million

After hitting the ground running at Comms Vision just three years ago Fidelity Energy has powered past the £100 million TCV milestone thanks to a raft of rapidly maturing channel partnerships. Here, Managing Director John Haw explains the magic formula.

John Haw

or many ICT resellers, our amazing group of ICT Focus Group, for example, adding energy partners,” commented. You can’t give a telecoms or has Focus Energy, Arrow services to their “They are all entrepreneurial IT reseller a portal and expect recently acquired a broker to portfolio may be go-getters who identified enter the space and the likes Fseen as a distraction from the opportunity diversifying them to go out and become of Verastar, XLN, Telecoms their core activities, but into energy brings and have Plus and Blizzard are long- Haw believes the operations embraced it successfully.” energy experts on their own term energy suppliers. centre he has established, combined with the Ambolt Fidelity Energy now has a The timing of Haw’s partner portal perfected by broad church of channel which are signed using operated on a channel-only, recruitment at the genesis Fidelity Energy’s IT genius partners across a broad range our DocuSign platform.” profit share basis, Payne of Fidelity Energy was Howard Richards, means over of businesses, noted Haw. was convinced the supply of perfectly timed. Having 300 resellers will be selling “Our partners have signed Mastermind energy would fit seamlessly spent 10 years heading up energy services to customers up major sporting venues, Fidelity Energy Chairman into the channel mould Gamma’s channel he knows by his third anniversary as housing associations, care Simon Payne was the original and his instinct was right. how resellers tick and was Managing Director. “The home, hotels, restaurants mastermind behind the Many telecoms companies undaunted by the challenge last three years have gone etc, and on average we are company’s channel launch. now have energy supply as of persuading ‘dyed in the in a flash, but we would not securing 250 new customers Having already built and a crucial part of the joined- wool’ comms resellers to be where we are without a month, 90 per cent of sold telecoms businesses up services they provide. start selling a completely

SPONSORS THE THE COMMS NATIONAL AWARDS 2018 BOOK RESELLER OF THE 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! YEAR - ENTERPRISE 26 COMMS DEALER OCTOBER 2018 www.comms-dealer.com Fidelity Energy powers to £100 million

different set of products from the core business and use the company to secure some an unfamiliar and complex current sales team to take it major clients such as Bath industry. “The plan was to to market. Some hire a sales Rugby Club and the world grow the number of channel specialist to purely focus on famous Kia Oval but, as Sales partners and to get 30 key the cross sell into the base. Director Dixon stressed, for Are you working partners earning £10,000 Others have set up entirely reseller partners more low each in commission,” new businesses that leverage hanging fruit has set many recalled Haw. “To do that the current reseller brand. on the road to success in with a cloud we needed a rock solid There is no right approach, energy. “Without exception, operational proposition, it’s tailoring the approach to every partner we work with comms service the ability to scale sales the partner’s needs, and our could pick the phone up without exponential systems allow us to do that.” to 30 customers that they headcount growth and a class as friends or close provider that wider choice of suppliers. So, does Haw believe associates,” added Haw. resellers can make more “Leveraging that relationship fully understands Game changer money selling energy than is simple, and as you really “The back office is now telecoms products and are helping them to save compliance? complete and Ambolt is network solutions? “Well money it’s an easy sell.” recognised as one of the that’s a question! I wouldn’t best in the industry. It has expect anyone to believe me With 40 per cent growth been a game changer for us. if I said yes, and in truth if last year and two billion By understanding telecoms kilowatts of energy now businesses and just how under management across tough they are on making We had our its partner base, Fidelity sure the customer experience best month Energy is poised for its next is right, we basically crafted expansion project which Haw the processes from scratch. in August describes as another ‘game This means the portal we changer’. “We are currently have built prevents errors for channel: working on a massive project and ensures customers get a for a large client which Be a trusted advisor to your good experience. In addition, Incredible encompasses a bespoke customers, provide them with we support the channel software portal for dealer from a sales perspective. given the management, an online services that tick all the boxes... You can’t give a telecoms number of B2B switching platform and or IT reseller a portal and an operational outsource PCI DSS expect them to go out and people on to enable them to target become energy experts their entire direct customer GDPR on their own. We support holiday base,” he explained. sales, marketing and we do MiFID II that with real enthusiasm telco is already established in With its credo to disrupt and a sense of fun.” their business it would take the ICT channel and create some serious displacing,” opportunities on the back Haw admits that not all he said. “But it’s easier to of its portal technology and Pure facts about compliance: resellers are taken with grow the energy business back office support, Fidelity inclarity.co.uk/compliant the idea of energy resale and there are no new Energy believes it has a bright immediately until they overheads, so contribution future alongside its reseller understand how cash wise it’s a strong contender.” partners regardless of energy generative it can be. “As with market fluctuations. “The DIFFERENTIATE YOUR anything new, there can be Haw has some heavy hitters market is much harder than SERVICES WITH INCLARITY resistance,” he stated. “If I alongside him to support his it was two years ago but had one pound for every time channel sales programme our market understanding, people used the same excuse including co-founder Paul systems and partner not to sell hosted in the Havell, (former Sussex and relationships more than early days of that product, Derbyshire bowler), James make up for that,” stated I would have enough for Benning (former Surrey and Haw. “We had our best 0800 987 8080 a very good lunch! It’s fair Leicestershire batsman) plus month ever in August in the inclarity.co.uk/thefullpackage to say that resellers adopt former UK international channel, which is incredible differing approaches. Some rower Sean Dixon. Such a given the number of people integrate the product into pedigree has enabled the away on holiday.” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER OCTOBER 2018 27 THE COMMS NATIONAL AWARDS 2018

11th October / Hilton Park Lane / cnawards.com

Join your channel colleagues for BOOK YOUR TABLE NOW the biggest and best night out in Britain’s ICT industry calendar

Now in their 17th year, the Comms illustrious Entrepreneur of the Year Award. National Awards is the ICT channel’s most respected and coveted prize and now’s the With past hosts including, Jimmy Nesbitt, time to get involved and book your places. Ronnie Corbett, Patrick Kielty, Rufus Hound, Hugh Dennis, Stephen K Amos, Sponsored by 9 Group for the sixth Michael McIntyre and Vernon Kay the successive year and independently judged entertainment as ever will be top drawer. by a panel of industry experts, The Comms National Awards recognises quality across This powerful combination means the the channel spectrum with awards in both Comms National Awards is the ultimate reseller (customer solutions) and vendor evening for the ICT channel to gather (service to the channel) categories. We will together, recognise excellence and again also acknowledge the contribution innovation, network with industry friends made to the ICT channel by one special and colleagues and, of course, have some individual who will be presented with the much-deserved fun!!

9 MAKE IT A STRAIGHT SIX BY TAKING POLE POSITION AT NATIONAL AWARDS

This year’s Comms National Awards, to be held at The Park Lane Hilton, London on Thursday 11th October, will be sponsored for the sixth successive year by leading service provider, 9 Group. According to Marketing Director, Mark Saunders, there was not even a moment’s debate around renewing the service provider’s commitment to the event, which is the unquestioned highlight of the awards calendar. “Last year was another memorable evening and it’s wonderful to recall how welcome our brand ambassador, Josh Webster, was made to feel by everyone in the hall as he opened the event, ably supported by a hugely amusing host, James Nesbitt. Saunders believes the standard of award entries will improve once more, meaning the judges will again face the unenviable task of separating them. “If you win one of these awards, you really can legitimately claim to be the very best at what you do and I look forward to seeing a healthy mixture of familiar and new faces on the podium this year. “I hope the channel’s top people will be there to enjoy the very best night out in our industry and will enter as many categories possible to showcase the incredible range of talent that this industry should so rightly boast about.”

Headline Sponsor Sponsors

28 COMMS DEALER OCTOBER 2018 www.comms-dealer.com BOOK YOUR AWARDS TABLE NOW!! Simon Turton 01895 454 603 07759 731 134 [email protected]

A WORD FROM OUR SPONSORS...

Business Category After Show Rockaoke Video Studio Sponsor Sponsor

Mike Greening Justin Blaine Richard Thompson Strategy and Channel Sales Manager Director of Partners Commercial Director NTA TalkTalk Business Sky Busines “NTA is proud to yet again be a sponsor at this year’s “It has been yet another exciting year for the Channel “Sky Business is proud to be sponsoring the highly Comms National Awards. The awards are recognised with lots to celebrate. The sector has seen a number anticipated Channel Network Awards. This annual event as one of the most prestigious within in our industry of mergers and partnerships, (something that we are brings together the best in Channel and showcases some and this year we are sponsoring the Business Awards very strong advocates of here at TalkTalk Business.) of the most innovative tech solutions of 2017/18. Sky is Category. There are a number of new awards in this that continues to make this such a buoyant market. passionate about pioneering new possibilities for Channel category including ‘Best New Innovation’ and ‘Best This industry can be very complex, and I think we partners and we are looking forward to welcoming the Business Growth’ to recognise enterprising and forward- forget that at the end of the day our customers winners into the Sky Studio to find out more about their thinking businesses in our community which we endorse just want things to work. So, it’s up to us to work past successes and plans for the future. wholeheartedly. collaboratively to unbundle the jungle that we call telecoms. “Every business nominated for an award has “All of the NTA staff would like to take this opportunity to demonstrated a fabulous contribution to telecoms wish all entrants in all categories the very best of luck. “I’m pleased that we are once again able to bring development and innovation and the CNAs is a The CN Award finals night is a highlight of the industry together friends that are now like family so we can celebration of these achievements. We would like to wish calendar and we look forward to seeing channel friends celebrate each-others triumphs.” all nominees the best of luck, we will raise a glass to and colleagues and celebrating success on the night.” each and every one.”

Enterprise Reseller Network Category Reseller of the Year – of the Year SME

9 MAKE IT A STRAIGHT SIX BY TAKING Charles Aylwin Wail Sabbagh Garry Growns Director of Channel Managing Director Sales Director POLE POSITION AT NATIONAL AWARDS 8x8 Strategic Imperatives Daisy Wholesale “At 8x8, we’re delighted to be sponsoring the Comms “Strategic Imperatives is the UK market leader in “Entering the prestigious Comms National Awards not National Awards again this year. The evening is SaaS billing with our ground-breaking billing platform only brings together great individuals and companies, always a great celebration of the best our industry Elevate, as well as being highly regarded for fixed whilst showcasing businesses’ successes, it allows has to offer. It’s also a fantastic recognition of line provisioning with award-winning multi-carrier you to acknowledge the hard work, talent and the true excellence in communications, whether solutions for Local Loop Unbundling, WLR, Fibre and determination of your teams. At Daisy Wholesale, we rewarding vendor solutions, resellers, innovative traditional broadband. believe the SME sector has huge potential which is technology or outstanding customer service. The why we are proud to support our fantastic partners channel is essential to the continued growth of “That’s why we are so pleased to be among other and the channel by sponsoring the SME Reseller of our industry and at 8x8 we will continue our rapid leaders of the channel in supporting the UK’s No 1 the Year category. This is your opportunity to reward expansion with the unrivalled expertise of our awards programme and event. The Comms National the people that make your business a success, so channel partners. We want to wish the best of luck to Awards celebrate product and service quality in the grab it with both hands and get your entry in now.” everyone that has entered and we’re looking forward channel which rings perfectly with our commitment to to celebrating on the night!” ‘Elevate’ partners to a new level of billing excellence. We congratulate all the finalists and look forward to celebrating success with them on October 11th.”

Sponsors

www.comms-dealer.com COMMS DEALER OCTOBER 2018 29 NEWS INTERVIEW FluidOne pulls in West

services of 26 cloud service, FluidOne has recruited KCOM data centre, mobile operator, broadband supplier, fixed Head of Channel Henry West line operator and telephony as Channel Sales Director in a service providers into a common service network. move that completes the data And the company’s in- house developed Dash connectivity provider’s leadership portal enables partners to access and manage these team as it seeks to fulfil aggregated services. “The portal is king,” added West. aggressive growth ambitions. “We hear it from customers all the time – ‘give me choice, operational benefits mpressed by previous ready to drive our five year and make it easy to consume dealings with West mission to treble in size.” and manage my services’, FluidOne CEO Russell they say. Having an in-house Horton set his sights West, who has 20 years team of developers will Ion recruiting him as a key channel experience under ensure the portal continues part of the company’s five his belt, joins FluidOne this to evolve at pace.” year plan to become a £75 month following an 11 million business. Horton, year stint at KCOM where Such agility is key, noted who took the CEO job in he headed up the reseller West, not simply because April, said at the time of channel leading a team that the connectivity market is his appointment: “When I manages circa 600 partners. crowded – it’s also moving was approached about the “I had a fantastic 13 years fast and customer reliance role I noted a lack of brand at KCOM working with a on infrastructure is the de presence in the market, great team and building a facto imperative occupying under investment in sales successful channel business, Henry West the minds of key providers. and marketing, particularly so it was no easy decision “In a cloud-centric on- in the channel, but great to leave,” he explained. demand world customers potential for growth.” “However, when I met The opportunity to step up will need to connect to the FluidOne team for the people, places, assets and The company currently first time their passion and to director level and lead the things from many different generates revenues of £27 determination to succeed and origins, together and to the million, has 100 staff and differentiate in the channel channel strategy has always services they need,” added over 300 channel partners was huge. The opportunity to West. “This is amplifying alongside a direct business step up to director level and been on my agenda the need for quality, choice that focuses on enterprise lead the channel strategy has and flexibility. However, it’s customers. Horton stated: “I always been on my agenda. finance, sales and marketing, simply finding ways to sell not all about Ethernet right was a customer of Henry’s I am confident that what we and our in-house software higher volumes of what now. We have also started to and he always impressed will achieve in the next five development team.” our partners consume see demand for FTTP, G.fast, me with his commercial years at FluidOne will surpass from us today, delivering 4G and soon there will be negotiations, integrity, my career expectations. Voice of the channel operational benefits that 5G services in the mix. honesty, high service ethos, While creating brands and enable our partners to serve drive and humour. He is well “We’re already in a position scaling sales teams are their customers better and “The high speed and known and respected by the to give the key players in important to any business, differentiate in this highly commercial advantages these reseller community and we the market a run for their being the ‘voice of the competitive market, or access technologies deliver are lucky to have enticed him money and there is so much channel’ at leadership helping partners to enter enable FluidOne and our away from KCOM. Henry’s more to come. One of my meetings is critical, noted new high growth markets partners to address all aspects appointment gives us a great core objectives is to triple the West, who relishes the – all of which are essential.” of the market together and blend of historic knowledge business. No easy challenge, opportunity to translate in collaboration. I really enjoy of the business, customers but the market is huge and feedback from customers West is tasked with taking the channel and creating and products, along with most importantly FluidOne is and partners into more FluidOne’s Platform One (its long lasting relationships with external experience of scale, channel-focused. In this we meaningful strategic national fibre network) and customers and colleagues, acquisitions and organic have clarity, direction and partnerships. “Why? To Dash portal to the reseller while not forgetting to have sales growth. The leadership the full support of the whole enable real growth,” he market. Platform One some fun along the way and team is now in place and business from operations to stated. “This could be interconnects the wholesale creating great memories.” n

THE COMMS NATIONAL AWARDS 2018 HOSPITALITY BOOK SPONSOR 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! 30 COMMS DEALER OCTOBER 2018 www.comms-dealer.com ENERGY UPDATE in association with Cloudcell ramps up Energy puts some growth plans with power into Sprint

channel campaign DIVERSIFICATION into the sell energy especially into the supply of energy services vertical markets they serve. alongside Fidelity Energy is inchester-based According to Boyle, overall paying off in spades for Sprint “100% of our customers use Cloudcell messaging in the channel Scotland. electricity and they must buy Technologies is looking ‘tired’, almost it from somewhere, so it is Since being signed up as a a perfect opportunity for us. has successfully unchanged for ten years, reseller with Fidelity last year, It is very easy to integrate, Wcompleted the first phase of he believes. “The time is the Kilmarnock based supplier and customers appreciate the its fast growth strategy and, ripe for disruptive forces to of unified communications, support we offer. Fidelity helps says Managing Director Kevin make their influence felt mobiles, hosted telephony and with quoting and contracts, Boyle, the company is poised by introducing alternative IT support is now successfully which reduces our time spent selling energy to both current on signing up deals. Basically, to embark on a ramped up solutions that create new and new customers, as partner we can continue to serve channel building campaign revenue opportunities, Kevin Fagan confirmed. our customers and offer an that marks the beginning of like the latest in SD-WAN additional product that helps a new period in the Cloudcell technologies,” he stated. “We are addressing both. them save money so it’s a win- We inform our existing win. journey towards becoming customers of the opportunity what he describes as ‘the Kevin Boyle “As an early adopter of and whenever we meet new “Energy is relatively easy to sell, dominant force in enterprise SD-WAN we were among customers it forms part of Customers can be surprised a new conversation. Energy that rates are increasing, but grade connectivity’. We are addressing the first proponents of the technology’s broad range has been part of our portfolio in comparison to their renewal since November 2017 and rates they understand we Boyle, a former Sales Director the ever inherent of benefits, including hot approximately 50% of our can offer a better deal and of prominent and fast and continuing issues failover, load balancing and customers are now signed fix rates for longer periods growing reseller companies, with traditional forms more importantly bonding up. Also, with forward than expected. Also, they are decided to turn personal of connectivity. – using commodity WAN procurement we can continue receptive to switching suppliers, vision into strategy and create options without having to engage and renew our especially in this current existing customer base.” market and they’re happy to his own business, establishing awareness of our propositions to invest in dedicated, Fagan says working with the discuss other options to save as Cloudcell Technologies in these key sectors, such expensive Ethernet circuits Fidelity Energy team has been much money as possible. Our three years ago in response as our participation in UK or experience deployment seamless and their help has customers trust the advice we to the convergence of Construction Week this delays. The advent of hosted enabled Sprint Scotland to give and appreciate it when we connectivity and cloud- month. We are also running VPN termination in the secure another revenue stream have negotiated better rates alongside its core ICT solutions from a wide comparison. based services. The company a free data promotion cloud is another significant business. quickly gained traction in for new customers until game changer, eliminating “We are now successfully its chosen markets and has the end of 2018.” hardware lead times and “The team at Fidelity Energy targeting housing associations. witnessed notable success enabling a Connectivity-as- has been extremely helpful Fidelity Energy’s EMS (Energy with blue chip organisations. Technology focus areas a-Service business model.” in getting us started. They Management System) platform respond quickly, and their makes quoting these multi-sites The launch of Cloudcell Cloudcell’s primary internal account managers very simple. After we have seen Connect, an enterprise technology partners include Having successfully launched provide excellent ongoing how easy and quick we can grade connectivity platform, Peplink, Panorama Antennas, his reseller proposition and support and training. They are quote several sites, we set out into the construction sector Poynting Antennas, EAD, experienced rapid traction always available to offer help to find more multi-sites and and advice and they make it quote several meters quickly.” was followed by a similar EE, Gamma and Daisy. New with partner recruitment very simple to introduce and roll out to large marine technology areas of particular it soon became apparent advise our customers without So, would Fagan recommend vessels, the events industry interest to Boyle right to Boyle that he needed time consuming admin.” other ICT companies to add and also to provide pre- now are in the migration to invest in engaging and energy to their portfolio? Ethernet support for a of enterprise connectivity educating the channel. He Sprint Scotland co-partner John Brown says customers like “For me it’s a no brainer,” he number of channel partners. solutions to the cloud, commented: “Who in the having energy services built into said. “We rate this opportunity such as cloud-based VPN channel hasn’t experienced the company’s portfolio and very highly as it is creating “CloudcellConnect can be concentrators. “We also network issues or a failure like the advantages of a ‘one fantastic new opportunities and supplied to any location, spend time and resource on to deliver on time with a stop shop’. He is also delighted recommendations from our urban or rural, on land or antenna expertise, focusing traditional vendor? We are by how easy it has been to customers which is a bonus.” at sea,” stated Boyle. “We on the right hardware not addressing the ever inherent are currently experiencing only for the now but for and continuing issues significant growth in the the future,” added Boyle. with traditional forms of marine and construction “For example, Peplink has connectivity and maximising Fidelity Energy’s EMS (Energy sectors, in part driven a diverse product set for our reach by actively Management System) platform makes by investments in raising SD-WAN applications.” recruiting resellers.” n quoting these multi-sites very simple To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER OCTOBER 2018 31 BUSINESS PROFILE Ambition with a twist

his focus on Office 365 integration as well as Just a minute with Entrepreneurs are addressing opportunities Paul Tomlinson... in the provision of security so often fuelled services. “We have a plan Role models: My to tackle these areas and management team: They’ve all got different by all-consuming will always keep our eyes qualities which I respect open for new solutions that and admire greatly gas guzzling would benefit customers and maximise our margins,” he What talent do you ambition, but not wish you had? To sing commented. “The migration Mirus IT Solutions away from on-premises What do you fear the phone systems is also most? Things that are Managing Director something we’re keeping outside my control a close eye on as we’ve In hindsight: I’d have Paul Tomlinson got solutions that can help focused more on quality of service in the early days with the transition to cloud who’s driving hard environments. Traditional Tell us something about and fast on a mix box shifters need to look at yourself we don’t know: this trend and start aligning I’m working at becoming a qualified Mountain Leader of aspiration and services to their products to ensure customers get the Top tip for resellers: contentment. most from their purchase. Collaborate: We should share ideas and grow There will be less demand for together rather than Paul Tomlinson a product shifting approach always compete and a growing expectation Your greatest strength from customers that an ICT and what could you long-held interest “This acquisition was a This outlook reflects the solution should deliver real work on? I’m a good in technology major change for us,” said strong top line growth value and make an impact people person and can brought a dose Tomlinson. “We recognised experienced by Mirus in on their organisation.” read others well, but of inevitability to the need to provide high its early years. “But then sometimes underestimate Athe direction of Tomlinson’s margin services to our the world changed and Vaulting ambition, like a the time it takes to career journey which began customers and by acquiring we moved away from hard and fast growth target, bring change, forgetting with an engineering role an existing provider it gave large technology projects is an overrated concept in people need time to alter for a small Milton Keynes- us a larger client base to sell to monthly services which Tomlinson’s book. Instead, habits and behaviours based IT provider. Spurred by our current services into.” had a positive impact on ambition tempered by Name one thing you bigger ideas he went on to our recurring revenue,” contentment is the running couldn’t do without in your launch his first business, an Growth strategy noted Tomlinson. “However, theme. “We’re privately job: My Outlook calendar IT support operation, before Tomlinson aims to complete introducing hosted VoIP owned so don’t need to What’s the best piece of co-founding Mirus IT in 2002 an acquisition every two and mobile telephony was worry too much about advice you have ever been as a provider of IT support for years so long as a right-fit something new and different. pushing for aggressive given? Not to overreact local SMEs. “The plan was to prospect appears on the growth plans,” commented to normal challenges keep things relatively small radar screen. The security “My background is Tomlinson. “Mirus is doing in business. Now I’m but over the years we’ve space is a likely target predominantly in IT services very well and the culture more comfortable just added a comms company given his view that Mirus’s so the introduction of data within the business is the working through these and a managed print business turnover could double if he connections was a simple best it’s ever been, so we’ve If you weren’t in ICT what to the group,” he said. “Our cracks into augmenting his enough change. Not the got some conservative targets would you be doing? key vendors now include portfolio with cyber security same experience with of adding around £1 million Leading people up and Microsoft, Gamma, Datto, services. “Providing we can mobiles. I still struggle with per annum turnover in the down mountains Mimecast and Olivetti.” complete our acquisitions the direct model competing group with circa 75 per cent Name three ideal dinner and continue the organic against the reseller channel. of that being from recurring guests: My nan who is Mirus secured a presence in growth we’ve undertaken In most other areas services. I love what we’re a very funny Irish lady, the managed print sector we’ll generate circa £15 there’s a clear approach doing right now and am Shane MacGowan for music and Oliver Reed with the acquisition of million revenues with around to engaging with the end proud of the exceptional to liven things up Leighton Buzzard business £11 million recurring revenue user, but with mobiles team I have around me. If we 2r Systems in June last year. within five years,” stated we’re just in a big fight.” just keep up the great work How would you like to be remembered? As a great The deal boosted Mirus’s Tomlinson. “But if things we do and don’t hit those father to my children and revenues to circa £10m and happen with security it could Tomlinson has higher hopes financial milestones I’ll still be a firm but fair leader headcount to 100-plus. be a very different story.” in voice and will sharpen a happy man.” n

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KCOM_Partner_Strong_CD_Oct_2018.indd 1 20/09/2018 13:20:59 DIGITAL BRITAIN KALEIDOSCOPE The drive to Digital Britain: who’s really at the wheel?

efore he was transferred to sort out the NHS (good luck with that!), Matt DOES UK NETWORK DELIVERY RUN ON A LEVEL FIELD? Hancock was Minister for Digital and just under a year ago gave a speech Regulation has enabled a more level playing field, but further work is required to ensure this continues and that more Bto the Broadband Stakeholder Group Conference. competition is encouraged. ARE CUSTOMERS DEMANDING GREATER BANDWIDTH? In that speech he said he was forever being harangued by people about the There is definitely a demand for greater bandwidth. but it’s not just bandwidth that’s important. In the business world, quality and resilience of their broadband. One was none other than British response times (data latency) and service availability are both astronaut Tim Peake, who complained about connectivity on the international extremely important. CAN THE PRIVATE SECTOR DELIVER DIGITAL BRITAIN? space station. Hancock’s answer was: “Tim, for next time you’re up there, I’m A combination of investment from both public and private sure one of our ambitious Altnets can help”. sector is required. Private sector alone would mean investment would most likely focus on the quickest ROI, leaving densely populated areas behind. Now, Hancock was obviously saying this with tongue firmly in cheek, but there WHY WILL IT TAKE SO LONG? was a hidden message there which he expanded upon later. “I will be on the The cost to build out networks is significant, and particularly side of the challenger, helping in every way I can to deliver fair competition and a in rural areas, ROI takes longer. Increased market competition, removing unnecessary red tape and more government level playing field. I meant it then, I mean it now. And I am delighted the Altnets loans/investment to network providers and local authorities are going from strength to strength”. LAUREN MCMANUS (particularly in areas where ROI makes investment less DAISY WHOLESALE commercially attractive) to build out networks would accelerate the programme. He was of course referring to the likes of City Fibre and TalkTalk who, unburdened by regulation, are leading the charge to a full fibre future for the UK. theme, delegates from the UK’s leading comms providers will get the chance to hold back regional development. hear from leaders of these companies, and others like them, which are investing ARE CUSTOMERS DEMANDING GREATER BANDWIDTH? in full fibre connectivity alongside or in competition with Openreach, to deliver An increasing majority of businesses want to be able to move to cloud based solutions like AWS, Office365 and VoIP, which the bandwidth customers are demanding. naturally requires both extra bandwidth and greater reliability. CAN THE PRIVATE SECTOR DELIVER DIGITAL BRITAIN? Full fibre deployment requires hefty investment and the private At the time of writing, we were hoping a senior representative from Westminster sector cannot bear this cost alone - Government must support will be available to attend and explain to our industry how the British consumers and businesses in the meantime and work with Government is supporting private firms to help connect 15 million premises to alternative network providers to overcome the state we find ourselves in. full fibre by 2025 and 5G coverage countrywide by 2027, goals set out in its WHY WILL IT TAKE SO LONG? recently published ‘Future Telecoms Infrastructure Review’. Right now, installation of FTTP is too expensive to deploy for many businesses. Schemes, such as the Gigabit Broadband Voucher Scheme will undoubtedly play a part in democratising Cash and looser regulation is promised but it seems reliability on private sector JAMES WARNER access to full fibre. innovation and drive remains to the fore. GLIDE

DOES UK NETWORK DELIVERY RUN ON A LEVEL FIELD? DOES UK NETWORK DELIVERY RUN ON A LEVEL FIELD? No, resellers can only sell what’s available to them. The UK’s current network provision may not be entirely While Ofcom has announced full fibre services will be rolled level, but I believe it’s as level as it has ever been. Now that out in the UK by 2033, Openreach is yet to confirm the independent managed connectivity providers such as Virtual1 specifics. are establishing their own direct presence in exchanges ARE CUSTOMERS DEMANDING GREATER BANDWIDTH? across the country, as one of their partners, Inclarity can now Customer conversation has evolved and now compete directly with the biggest players in the market. each solution we sell is cloud-based. Therefore, bandwidth ARE CUSTOMERS DEMANDING GREATER BANDWIDTH? and connectivity reliability is more critical than ever As a hosted UC provider, we are primarily concerned with for Wavenet Wholesale customers. supporting only voice and video communications. Our CAN THE PRIVATE SECTOR DELIVER DIGITAL BRITAIN? channels are mainly focused on small businesses who do not Yes, however digitalising Britain is partly reliant on commercial have significant bandwidth needs in this regard. viability for the network providers. Some geographic areas CAN THE PRIVATE SECTOR DELIVER DIGITAL BRITAIN? are in danger of falling between the gaps and a preventative Different individual businesses face different challenges and solution is required. have quite different digital requirements. It is clear though that WHY WILL IT TAKE SO LONG? leading service providers in the private sector have a better Investment is key and currently Openreach isn’t driving understanding of the latest technologies than many decision the market hard enough. Consumers are driving demand, makers in the public sector. but Ofcom must initiate the rollout. The reseller community is WHY WILL IT TAKE SO LONG? ANTONY BLACK working to ensure customers are digitally ready with cloud- MIKE NUDD No comment! WAVENET based solutions, but fulfilment can only happen in the future INCLARITY and higher bandwidth is crucial.

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34 COMMS DEALER OCTOBER 2018 www.comms-dealer.com DIGITAL BRITAIN KALEIDOSCOPE The drive to Digital Britain: who’s really at the wheel?

DOES UK NETWORK DELIVERY RUN ON A LEVEL FIELD? DOES UK NETWORK DELIVERY RUN ON A LEVEL FIELD? In general, it’s a competitive market with more customers From a mobile perspective, no—it’s clear that certain networks having access to on-net services. Bandwidth is growing and are more proficient than others in terms of speed and quality. prices are falling, but it’s not all about price, it’s the wrap The divide is real, and measurable through coverage changes around services guaranteeing resilience and support which are across the UK. a necessity. ARE CUSTOMERS DEMANDING GREATER BANDWIDTH? ARE CUSTOMERS DEMANDING GREATER BANDWIDTH? HD Video conferencing and screen sharing is now as There’s more and more bandwidth required to perform commonplace as dialling into a conference bridge. And users ever more complex and data hungry tasks. Applications are are quick to notice a quality drop; being knocked down to growing in an always-on, always-connected world. Edge or 3G triggers an emotional response. In these cases, The lines between 4G and fixed connectivity continue to blur. high bandwidth is as important as ever. CAN THE PRIVATE SECTOR DELIVER DIGITAL BRITAIN? CAN THE PRIVATE SECTOR DELIVER DIGITAL BRITAIN? The Government’s Gigabit voucher scheme is currently Definitely. With less people required to sign off ideas, the providing a great incentive particularly for SME’s and private sector is more flexible and quicker to make decisions consumers, with tangible help on hand. Digital Britain is than the public sector, and the presence of competition means happening. digital solutions are pushed to be the best they can be. WHY WILL IT TAKE SO LONG? WHY WILL IT TAKE SO LONG? Political, legal and investment factors delay progress – 5G Operators will want to secure ROI from 4G before burning a has been hampered by Ofcom licencing and spectrum auction new path, and mass market device providers like Apple and STEPHEN MCINTYRE delays. 5G ready devices will become available in 2019 which DAN CUNLIFFE Samsung can’t bring out 5G devices before operators are NIMANS will hopefully speed up the race for networks to release their PANGEA ready—it’s a chicken-and-egg situation. 5G offerings.

playing field is level but requires significant investment. placed to leverage its scale and proven heritage in providing ARE CUSTOMERS DEMANDING GREATER BANDWIDTH? great value connectivity. Our customers come to us specifically for higher bandwidth ARE CUSTOMERS DEMANDING GREATER BANDWIDTH? Ethernet solutions. We have seen an exponential increase in the demand for The challenge of getting fibre to premises is only the start and higher bandwidth services. In part this will be driven by then network operators will need to scale their infrastructures customers looking to future proof; but the adoption of cloud- by 5, 10, 100 times. based applications is certainly fuelling the need for more CAN THE PRIVATE SECTOR DELIVER DIGITAL BRITAIN? bandwidth. The private sector will always deliver where it is economically CAN THE PRIVATE SECTOR DELIVER DIGITAL BRITAIN? viable to do so. The relationship between Public Sector and The private sector will always be the catalyst for change, Private will be what enables the more challenging areas that but greater government backing is required. Collectively we don’t offer the desired return need a real focus on how we drive infrastructure and get the WHY WILL IT TAKE SO LONG? ‘plumbing’ right. It’s important that this is done well with the correct planning WHY WILL IT TAKE SO LONG? and engagement in place. We want to see the key players The economics of delivering full fibre are challenging. This has working collaboratively to speed delivery up. Demand is there cultivated pockets of coverage delivered through niche, sub NICK POWELL now, and delays cost businesses significantly. RICHARD THOMPSON scale players. As the supply chain matures, capital investment SKY TALKTALK BUSINESS and government support increases.

DOES UK NETWORK DELIVERY RUN ON A LEVEL FIELD? DOES UK NETWORK DELIVERY RUN ON A LEVEL FIELD? We are getting closer, having another infrastructure player Currently, no. The challenges of bringing high speed internet to emerge is good for everyone, it raises the game all round. remote locations is well documented and it goes beyond the Duct and pole access is another step forward and will also rural/urban divide. The Government has set out a bold vision, present more opportunities for disruption but it has to be industry led. ARE CUSTOMERS DEMANDING GREATER BANDWIDTH? ARE CUSTOMERS DEMANDING GREATER BANDWIDTH? At a wholesale level we have seen a marked increase in We have great insight, with Hull leading as the superfast connectivity demands, for example 50% of our 1Gb circuits capital of Europe. Demand is there; it enables our customers are already being sold at full capacity now. to run the overlay services of their choice. CAN THE PRIVATE SECTOR DELIVER DIGITAL BRITAIN? CAN THE PRIVATE SECTOR DELIVER DIGITAL BRITAIN? If we want to make up ground on the rest of the world and be We’re moving in the right direction; new legislation will bring a true digital leader in those timescales, the government has this to the forefront of everyone’s mind and it’s actually a an essential part to play to help remove the roadblocks that really exciting time for us to influence a digital strategy that hold our industry back. will make the UK a global competitive force. WHY WILL IT TAKE SO LONG? WHY WILL IT TAKE SO LONG? The biggest challenge I see is getting connectivity in the There are realities we can’t ignore like the cost of roll-out. ground fast enough. Driving forward Duct and Pole is our next We have a responsibility to show the model works and challenge, particularly in more remote areas where they is yet demonstrate there will be a clear return on investment. to be diverse suppliers NEIL WILSON ADAM WILLIAMS VIRTUAL1 KCOM

www.comms-dealer.com COMMS DEALER OCTOBER 2018 35 BUSINESS INTERVIEW Legacy to leading edge

network, applications and Of course the migration from cloud-delivered services away from traditional architectures legacy to leading edge in the without breaking the bank.” comms industry poses challenges, In implementing a solid but it also creates a range of business and technical game plan enterprises can new opportunities and may address legacy systems early in the digital transformation be easier achieved than first process and leverage existing assets, keep value thought, according to Patrick from trusted longstanding Joggerst, Executive Vice President relationships with customers and build new solutions of Business Development for based on a flexible enterprise architecture (such as micro- Ribbon Communications. services technology).

Here is Ribbon’s forte. It provides open, software n considering leverage software-driven driven, virtualised and the important RTC advantages.” modernised infrastructure matter of legacy Patrick Joggerst RTC solutions, while also modernisation He noted that the migration moving up the stack into Oand integration in the to OTT voice and other the application layer with comms industry many good messaging apps has sounded There are ways to transform its Kandy Communications reasons to upgrade to real- the death knell for fixed Platform as a Service (CPaaS). time communications (RTC) landlines, but despite the the network, applications The company gives some of networks and platforms revolution enterprises cannot the largest CSPs in the world quickly emerge into common quickly abandon switched and cloud services away from a leg up to transforming sense. The digital revolution access. “CSPs understand this their networks, which in is accelerating and IP-based and are providing paths to traditional architectures turn enables them to help services are disrupting how transformation which allow enterprises modernise the consumers and businesses for uninterrupted services without breaking the bank way they engage with an communicate and engage. even as they move their large increasingly digital world From mobile applications enterprise customers into operational budget. “IP pointed out Joggerst. It in terms of planning, to omnichannel customer virtualised, software defined softswitches consume one means square footage can budgeting for and rolling service, from web-centric services,” added Joggerst. tenth to one quarter of be repurposed as data out pure IP environments. e-commerce solutions to “The incentives to modernise, both data centre space and centre space for critical IT ‘everything as a service’ besides productivity gains and power,” added Joggerst. revenue streams including “By leveraging Cloud delivered via the cloud, easier ways to stay connected “Network operators and content hosting, outsourcing Communications as a the world is changing with customers, are clear and large enterprises are well and cloud services. Service (CCaaS), Unified – and telecom carriers and tangible. While businesses aware of the savings in Communications as a enterprises understand they continue to rely on the space and power that IP Development ecosystem Service (UCaaS), embedded must modernise to remain PSTN for mission critical offers, along with improved “For both CSPs and large communications – for or become market leaders, applications in addition network flexibility and enterprises building new example voice, video and according to Joggerst. to voice – including alarm ease of configuration and IP application revenue chat built into web and systems, auto dialers, ATMs management. Furthermore, streams, IP platforms and business applications – and “Once digital and PoS terminals – the cost IP soft switches generate 25 approaches dramatically other beneficial innovations, transformational projects of maintaining PSTN and per cent of the emissions shorten, simplify and expand comms service providers get underway, contending IP networks is considerable produced by TDM switches, the development ecosystem and the enterprises they with legacy technologies from capital, operational resulting in tax breaks as more revenue is being serve can improve service and infrastructure is one of and facilities perspectives.” and helping operators generated by IT solutions to their customers, while the biggest obstacles they achieve their environmental than traditional network saving money given the face,” he stated. “But the While the PSTN may be improvement goals.” access,” said Joggerst. higher margins generated good news is that there is largely depreciated with little “While the transition to IP by software defined RTC, no need to rip-and-replace impact on capital budget, Less space for IP means a is a strategic must-do there along with lower total cost of legacy phone systems to it does however impact the lot more than cost savings, are ways to transform the ownership,” said Joggerst. n

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up and improve quality. For whom does the comms Looking ahead, new delivery mechanisms will channel speak? For end users of facilitate more frequent course, and more than ever their feature updates.” voice is heard loudest in centres Long gone are the days when customers just wanted of technological innovation. to contact their product or service provider by phone, observed Colin Gill, Product Manager at Akixi. “Of course, simply offering additional nnovation is far less data. The combination of new communication channels spurred by technology UC propositions on VoIP will not provide a successful advances for their networks and the improved solution on its own,” he own sake than the accessibility of machine said. “Just as with calls, it Ivoice of the customer, its learning and AI tools makes is as important as ever to volume cranked up by how for exciting developments.” analyse the utilisation and they want to engage and effectiveness of each new interact with businesses, Tollring is investing more in communication channel as noted Tollring CEO Tony R&D than ever before in its a whole. Our focus is to Martino. And a sharpening history and expects to double deliver omnichannel analytics focus on the customer resources and strengthen its Phil Reynolds to the mainstream.” experience as a differentiator global reach. “The challenge means that reporting and with this is architecting our His near and long-term interaction management has product for scale, which We ensure that the voice objectives are not only assumed a greater and more includes ensuring that varying providing analytics for the significant role, he says. customer requirements of the customer is heard in ever-changing communication can be engineered in, in channels, with current trends “Furthermore, a lack a controlled way,” noted development meetings moving towards a more of differentiation in the Martino. “Simple, low mobile workforce, but to hosted UC marketplace has overhead deployment is key.” We believe this is just the in keeping with global continue to make it easier for prompted the channel to beginning of the cloud technology trends. Expect users to access and operate look at analytics to add value Today, most think of journey. The real benefits native mobile applications Akixi while on the move and engage with customers omnichannel interaction and will be derived from a smart and virtual/augmented from mobile devices. “Our in a consultative way,” he reporting as a multi-channel choice of infrastructure reality where a more wallboard app launched in said. “And advances in big environment. Looking ahead, and partnership to deliver a immersive experience will 2018 was the start of this data and speech analytics the growth of voice control, wide range of cost-effective lead to higher adoption. initiative,” added Gill. mean that we can analyse AI and intelligent ‘things’ capabilities leveraging more areas of customer will continue to blur the advanced technologies “Oak’s management team Listening to the people interaction in greater edges and create a truly like sentiment analysis.” have placed more emphasis who actually interact with a depth. Omnichannel is a integrated environment, on understanding market product is key to its success, key area for development believes Phil Reynolds, CTO at Integration trends, thought leadership noted Gill. “The requirement which will be augmented Oak Innovation. “Customer In the near term, noted and innovation. We ensure for us to capture feedback with machine learning.” interaction will become Reynolds, interface that the ‘voice of the from all users, plus the size less dependent on screen development continues to be customer’ is heard through of company we now are, Nor is that all: The cloud, interfaces with reporting a focus for Oak. “By fitting a monthly development prompted us to develop a web and subscription and analysis elevated from with the customer’s chosen meeting attended by sales new feedback initiative that economy is also changing siloed quantitive information IT frameworks, our channel and marketing. We have will allow end users and the way that businesses want to qualative business partners can address a a tough job balancing channel partners to directly to consume technology. intelligence,” he commented. wider range of opportunities innovation with day-to-day feedback ideas anonymously “We are seeing greater and differentiate through field requirements and the to us, and to vote and uptake of UC and customer “Currently, cloud benefits capabilities like CRM delivery of quality software comment on those ideas,” analytics tools delivered via are predominately derived integration and payment through a combination he explained. “Innovation at the cloud,” added Martino. from shared infrastructure. automation,” he added. of in-house resource and Akixi is driven by the need to “Accessibility is key. Cloud This gives rise to improved “Increasingly, our applications partnership. The adoption of deliver a relevant and reliable AI services will unlock more flexibility, better security will be cloud-based and agile software development service that delivers value for and more valuable customer and simplified support. use a mobile-first approach has helped to speed things money and just works.” n

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www. www. www. COMMS VISION SPECIAL FEATURE High calibre keynoters set for Comms Vision

Comms Dealer has announced a high calibre line-up of keynoters and industry thought leaders for this year’s Comms Vision Convention (7-9th November, Gleneagles Hotel), which will reflect one of the biggest triggers of change ever seen in the comms and IT sector following the Government’s Future Telecoms Infrastructure Review (FTIR) published in July which set out a national long-term digital strategy for the UK.

omms Vision 2018 will explore the new realities In their exclusive on-stage interviews leading lights of Digital Britain, their potential impact on from Platinum sponsors 9 Group, BT Wholesale, the channel and how to take the lead as the CityFibre-Entanet, Gamma and TalkTalk Business will migration to full fibre and all-IP continues to offer high level insights as we seek to answer today’s Cdisrupt traditional models. With the concept of Digital big industry questions. “The dominant challenge and Britain emerging into market reality former President of opportunity today is the transition from legacy networks Virgin Galactic and Richard Branson’s ‘right-hand man’ and traditional comms technologies as the UK drives Will Whitehorn will inspire Comms Vision delegates towards a full fibre and 5G future,” said Comms to reach for the stars on the road to an all-IP world; Vision Content Lead Stuart Gilroy. “In embracing the while an illuminating session from legendary Athletics Government’s FTIR and drive for Digital Britain new ways coach Frank Dick OBE will aim to put Comms Vision to innovate and adapt will be required across all comms delegates on track to win the race to Digital Britain. sector categories. For IT and comms service providers a full understanding of the imperatives, challenges The comms channel now faces an important question as and opportunities they face is vital to stay ahead. COMMS Vision is we seek to uncover the full implications of digitalisation: the leading annual What’s next? With momentum building around Digital Digital strategies leadership forum for Britain what will the technology ecosystem look like “We will also consider why channel players need a digital CEO, MD and CTO and how will partner/customer relationships be held strategy and discuss the core strategic components and delegates making together? Furthermore, from which technology areas elements that will have the most positive impact on up the major league will business growth be generated and how will our capturing value and future business success. This year’s of the UK reseller day-to-day working relationship with technology evolve? Comms Vision Convention will provide Chief Executives community. Places These are some of the questions Tom Cheesewright, and Managing Directors at the helm of ICT reseller are limited and by Applied Futurist and founder of Book of the Future, businesses, MSPs, SIs and VARs with an understanding of invitation: If you will answer as he applies true foresight to unravelling the developing infrastructure, voice and data ecosystem, would like to join these challenging future problems and building and enable them to take the strategic action required to us this year, please strategies for sustainable success. Also, economist, prepare their organisations to thrive on the pathway to register your interest Harvard lecturer, politician and broadcaster Ed Balls Digital Britain. Now is the time for business leaders in the to attend at www. has been confirmed as after dinner speaker at the channel to make their mark.” n commsvision.com Comms Vision gala evening on November 8th. Comms Vision 2018 update continues on pages 42, 44-47

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www.comms-dealer.com COMMS DEALER OCTOBER 2018 41 COMMS VISION SPECIAL FEATURE Planning Digital Britain

Next month’s Comms Vision Convention (7-9th November, Gleneagles Hotel) is set to drive the Digital Britain agenda with a stand-out conference line-up.

Day One: Wednesday 7th November 2018 practical actions he will engage to ensure long- incentives, regulatory framework and competitive term success for both Gamma and partners, as environment the UK’s communications 13.05-13.30pm he seeks to capture value from existing and new infrastructure rebuild will falter. In their Comms Conference opening keynote and interview: products and more integrated channel partnerships. Vision interview Elsa and Mark consider the Oliver Dowden CBE, Parliamentary core challenges posed by the Government’s Secretary (Minister for Implementation) Day Two: Thursday 8th November 2018 digital strategy and how they should be met; and explore the optimistic prospects for 13.30-14.00pm 10.00-10.30am proactive resellers wanting to play an important Interview: Alex Tempest, Managing Keynote and interview: Tom role in the nationwide roll out of full fibre, Director, BT Wholesale Cheesewright, Applied Futurist ensuring the UK goes the digital distance. Beyond legacy: Delivering Are you future-ready as we transformation in Digital Britain move into Digital Britain? 14.00-14.30pm The appointment of Alex Tempest as BT Wholesale’s The comms channel faces an important question Interview: James Palmer, CEO, 9 Group Managing Director earlier this year reflects the as we seek to uncover the full implications of Demystifying Digital Britain changing face of BT’s channel organisation and its digitalisation: What’s next? As momentum builds In his Comms Vision interview 9 Group CEO James acceleration from ‘elder statesman’ to ‘challenger around Digital Britain what will the technology Palmer will look to demystify what Digital Britain brand’. In her Comms Vision interview Alex ecosystem look like and how will partner/ means for the leaders of channel partners and will reveal how BT Wholesale is emerging as a customer relationships be held together? From their business customers. James will examine how disruptive force that’s challenging the status quo which technology areas will business growth be recent shifts in buying behaviour, connectivity while supporting and engaging the channel to generated and how will our day-to-day working infrastructure and flexible working styles are prepare for the big shift to all-IP and Digital Britain. relationship with technology evolve? These simplified by distilling what customers really are some of the questions Tom Cheesewright, want into three key elements and ensuring that 14.00-14.30pm Applied Futurist and founder of Book of the emerging technologies supplement an existing Keynote: Will Whitehorn Future, will answer as he applies true foresight product portfolio. To add value in each of these Reaching for the stars in Digital Britain to unravelling these challenging future problems areas there is a clear opportunity to succeed Will Whitehorn, former President of Virgin Galactic, and building strategies for sustainable success. in the converged comms and IT market. Virgin Brand Development Director and Richard Branson’s ‘right-hand man’ has a habit for driving 10.30-11.00am 14.30-15.00 pm industry disruption. In his Comms Vision keynote Interview: Kristine Olson-Chapman, Keynote: Frank Dick OBE Will aligns his disruptive leadership experience to Managing Director, TalkTalk Business Winning the race to Digital Britain the revolution in communications technology, and Is Britain’s infrastructure ready Crossing the winning line first in the race to lays down the markers for realising innovation for an all-digital future? Digital Britain will mean reworking aspects of your and opportunity through strategic planning as At a time of massive disruption we interview business, perhaps most importantly individual and Digital Britain moves from concept to reality. Kristine to explore how technology and innovation team performances. As Digital Britain unfolds, is reshaping the digital landscape, and how meeting the challenges and opportunities with a 14.30-15.00pm the channel should prepare for the biggest ‘people strategy’ and development programme is Interview: Andrew Taylor, CEO, Gamma connectivity change in more than a generation crucial. In his keynote address legendary athletics The transition to Digital Britain: – and seize the opportunities on offer. coach Frank Dick OBE will share his experience and What next for the channel? research into individual success and achievement In his Comms Vision interview Gamma CEO 11.00-11.30am which, as the British Athletics Federation’s Director Andrew Taylor will discuss how the drivers of Interview: Mark Collins, Director of of Coaching, put athletes such as Daley Thompson, Digital Britain are influencing Gamma and business Strategy and Public Affairs CityFibre Steve Ovett and Sebastian Coe on track to leaders in the comms channel. And in reflecting on and Elsa Chen, CEO, Entanet European, Olympic and world honours. n his own digital strategy Andrew will signpost how Building Digital Britain: Meeting the (See pages 44-47 for more Comms Vision updates) Gamma’s objectives align with the future direction challenges and creating value Comms Vision places are by invitation: of the communications sector. He will also consider Full fibre and 5G are the single most important Please register your interest to attend the channel’s future role in Digital Britain and the drivers of Digital Britain but without the right at www.commsvision.com

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42 COMMS DEALER OCTOBER 2018 www.commsvision.com CHANNEL UPDATE produced in association with

Integrated Communications for a Smarter Workforce Integration. It’s a term we are finding increasingly popular in the business software and communications market. Allowing businesses to take the conventional workplace and change it into an interactive and collaborative space that enables teams to engage in a more interconnected way is proving a huge benefit to employers.

ooking at the evidence, there tasks manually. As development of 3CX a growing capacity to provide 3CX’s PRO edition, the integration that have a heavy focus on is an average increase of integrations between systems more compatibilities to customers. feature can be used to install a new customer satisfaction, is integral to L36-48% in productivity and improves, the barriers for teams to integration with a few simple clicks. keeping operations running quality of work when interaction adopt new systems are breaking Your PBX, Your Way 3CX strives to make its system and smoothly. 3CX includes inbuilt call management solutions are down. Synchronization between 3CX has always gone above and integration with other systems as center features for enhanced call employed and resellers are apps is no longer a novelty, or beyond standard PBX solutions, seamless and straightforward as management and reporting. benefiting from providing solutions difficult to implement task; it is now providing a product that boosts possible. Available in the Pro and Enterprise that can be customized and expected in the modern corporate productivity and efficiency within editions, the 3CX call center module combined to provide an world. the work-space. With this in mind, it Out of the Box Integration helps customers achieve improved all-encompassing and truly unified, is only natural that 3CX would with Even More Apps first contact resolution rates with communications experience. With a software solution like 3CX, seamlessly integrate with all major As growth continues in the UC features like call queuing and integrations are key to the value CRMs including Salesforce, Zendesk, industry, 3CX continues to expand recording, Call Flow Designer, Increasing Workflow proposition. The power of 3CX lends Nutshell, Freshdesk, Zoho and the our integrations by supporting more wallboard, switchboard and more. Efficiency by Managing business applications than ever This powerful module for call center Communication before. Out of the box integrations management enables customers to Interaction management is at the as well as a scriptable interface, direct manpower and resources very heart of unified communica- makes it easy to integrate the phone where they are most needed, tions (UC). By enabling teams to system with any CRM. And we have getting calls answered rapidly by collaborate in a myriad of ways, made it easy to deploy network- the right agent. there is a greater scale of efficiency wide and to conduct maintenance that can be achieved. Features like centrally, which means less time Being able to track the usage of UC presence, audio and video confer- taken away from IT administrators. systems and optimize teams by encing, instant messaging, fax to Server-side integration enables seeing where productivity can be email, screen sharing and more administrators to perform necessary reworked and improved is mean there are more ways to configuration with just a few clicks something that 3CX customers are communicate than ever before. 3CX from the management console; no taking advantage of more and more provides all of this and more in one need for changes in the app for with our reporting functionalities. simple licensing structure, which individual extensions. And productivity gets a huge boost means their full potential is realized from 3CX’s partnerships with the at a low price point compared to Quality Reporting for wealth of 3rd party apps that 3CX other options. Better Use of Resources tests against and develops integra- itself for a true UC experience. newly added Microsoft Dynamics. Reporting functions have come tions for. This combined with the In-built, Custom and Whether your customer is a hotel This gives teams using 3CX the along way for UC solutions. With various features that cover all Personalized Integrations looking for a phone system to ability to take full advantage of software like 3CX there is a whole aspects of team communication is Businesses need software to tackle integrate with their PMS system, these industry leading CRM systems host of reporting features to better one of the reasons that customers all the problems faced by a modern such as Protel or Micros-Fidelio, or and vice versa. track customer engagement and the keep returning to 3CX and why our workforce and no one provider can needs flawless compatibility with a efficiency of phone calls. These global presence continues to hope to tackle it all. Integration is CRM, 3CX has the plugins and APIs What’s more, 3CX allows you to advancing aspects of the UC expand. the answer to this. Different available to make integration quick, create customized integrations for industry are driving the innovation software products have to work easy and a joy to work with. your customers when their preferred and building stronger and more well seamlessly with each other, enabling system isn’t in the list of supported connected workforces. Become a 3CX greater levels of efficiency and The constant development of new applications. Administrators can Partner Today productivity by avoiding the need to partnerships with app developers create their own integrations easily Tracking the usage of time for switch between apps or perform and CRM system providers gives using 3CX’s scripting module. With businesses like call centers, or those www.3CX.com

www.3cx.com +44 (0) 203 327 2020 [email protected]

www.comms-dealer.com COMMS DEALER OCTOBER 2018 43 COMMS VISION SPECIAL FEATURE The rise of Digital Britain and what it means for the comms channel

What should we all make of the challenges and opportunities bursting from the swing-doors of Digital Britain? Enter 9 Group CEO James Palmer (Platinum sponsor) who is on a mission to demystify the upcoming all-digital revolution.

t is becoming increasingly clear that the channel possibilities and unknowns that come with an all-digital will have to find a way for Digital Britain to be future. He applies the same approach to understanding demystified. That is the only plausible way to marry how customers should be engaged in the digital world. strategy with market reality, according to Palmer. “Buyers are getting younger and far more interested in IBut how to achieve this with today’s market shifts is for technology,” he stated. “We are already seeing this in many a baffling prospect, he believes. “The welcome the VoIP arena where customers are specifically asking improvements in connectivity bandwidth, ubiquity and for options like mobile apps and collaboration solutions. reliability is facilitating the deployment of emerging These are no longer an optional extra but essential to new technologies and a raft of new applications and secure the sale. Along with changes in buying behaviour solutions,” he stated. “But how do we make all this are flexible working arrangements – most notably those digestible for partners and customers? There is a role arising from purchasers being super-informed by the for service providers to both promote and de-hype availability of information and reviews online – which expectations around full fibre and 5G capabilities and creates new challenges for service providers to address.” timescales, so that customers can make informed Government decisions and be better served immediately and for a Partnerships of the future longer period as these new technologies become viable.” Digital Britain is the channel’s chance to build new and Ofcom propositions and relationships, believes Palmer, as the While the Government’s commitment to create an all industry will need to work together in the national must digital future is welcome, much more thought needs to interest. “In delivering Digital Britain partnerships will provide be given to how that can be achieved most effectively, be crucial,” he stated. “Those with the skills to provide believes Palmer. “Government and Ofcom are key the planning and the underlying infrastructure will need the right stakeholders in this journey so must provide the right to work with others who have the sales and marketing framework to allow innovative and nimble operators experience. Also key is the prioritisation of a seamless framework to thrive,” commented Palmer. “We are all aware of process for customers to transfer any comms or IT the challenges around certain areas including number service to their chosen provider to encourage choice and to allow porting and last mile delivery. However, the post-WLR competition. Service providers should rely on outstanding world could open the door for many new operators to customer service, high level engagement and personalised innovative enter the market and develop and deploy new services relationship management, and less on contractual and nimble less onerously than the current large incumbents. Exciting handcuffs to build value in their own businesses.” possibilities abound if this proves to be the case.” operators to There has to be a move back from the notion of Palmer’s demystifying approach to Digital Britain is handcuffing customers as conventional modes of thrive intended to clear the complex air round the various operation cannot be squared with what’s coming,

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44 COMMS DEALER OCTOBER 2018 www.commsvision.com GLENEAGLES HOTEL 7-9TH NOVEMBER 2018 The rise of Digital Britain and what it means for

reiterated Palmer. “The communications sector has fast moving nature of the market will mean agility is moved on rapidly since the original 2009 Digital a key attribute. Being responsive and agile in the way COMMS Vision is Britain report which formed the basis of the Digital we engage is a continual challenge and increasing the the leading annual Economy Act 2010, and while the themes remain personalisation of these responses is also going to be leadership forum for broadly the same customer expectations have grown a differentiator for our business moving forwards.” CEO, MD and CTO as digital continues to rise in importance in both business and personal lives,” added Palmer. Palmer’s expertise lies primarily in understanding the delegates making market, cutting through the noise, sensing the direction up the major league Key targets of travel and creating deals and opportunities. “Customer of the UK reseller “Full fibre by 2033 is a fantastic goal. Once each UK engagement will be paramount and we don’t need GDPR community. Places property has access to huge bandwidth the legislation to alert us to the fact that customers are limited and by digital economy can truly be delivered. want to choose who they listen to and invitation: If you The UK is a small island and while how they interact with our business,” would like to join over 80 per cent of residents he commented. “This provides us this year, please live in urban environments, an unprecedented opportunity register your interest delivering fibre to the final for those with the right to attend at www. 20 per cent who are more skills and product set to commsvision.com rurally based will be challenge and improve important. There must how customers operate, be incentives in place allowing more flexibility not to put these areas and more granular at a disadvantage purchasing of services for either businesses tailored to each or people, while at opportunity. Strong, the same time look effective channel at the overbuild of partnerships are multiple competing critical to providing networks in urban the seamless end- areas. Whichever to-end service that network delivers customers demand. fibre to a specific area The challenge we or site, the option to all face is equipping choose the supplier is ourselves with technical important so there is no insight and knowledge and ‘one choice’ scenario and articulating this in ways that are competition can flourish.” meaningful to our customers.”

In one parallel area after another new As Digital Britain appears on the horizon technology roll outs will require resellers to be channel businesses that are unprepared are likely Our market is more agile and adaptive if they are to have more than to wane while the digital-ready gain ever more market a modicum of potency in emerging markets like 5G influence and traction. “Reacting positively to change and changing in and the IoT. “As with any stride forward in connectivity challenges requires a winning combination of investment 5G will bring a new wave of technology to further and innovation,” noted Palmer. “Our market is changing a spectacular transform the mobile experience,” noted Palmer. “The in a spectacular and explosive manner which is brilliant emergence of low powered connectivity solutions will news for us all as it presents lots of new opportunities. and explosive make IoT deployment much more cost-effective, so Change is inevitable so don’t bury your head in the we are going to see a far more connected world. The sand. Instead, work with the very smartest people, listen manner opportunity here for the channel is massive as selling to advice and seek guidance, then layer on your own these solutions is far more consultative and the margins creativity. Most importantly, when you write or envisage which is a lot higher. Any savvy channel partner should be your business plan, put the customer at the start, in the brilliant news preparing an IoT strategy now while the market is still middle and at the end. In fact, just put the customer in its infancy. While the opportunities are immense, the viewpoint and experience everywhere.” n for us all

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www.commsvision.com COMMS DEALER OCTOBER 2018 45 COMMS VISION SPECIAL FEATURE From competition to collaboration: Digital Britain dominates the agenda

The message from the Government’s Future Telecoms Infrastructure Review (FTIR) is glaring, says TalkTalk Business Director of Partners Richard Thompson (Platinum sponsor), who also champions the dominant issue in the comms sector at present – Digital Britain and the roll out of full fibre.

he full fibre issue continues to divide the UK deliver more investment and these changes will make it from more progressive digital front runners on easier and cheaper for companies other than Openreach the continent. But for how long? As a wave of to build networks. The race to full fibre is critical. Now Government driven full fibre-ism sweeps across is the time to invest and take action on full fibre.” Tthe nation efforts to close the digital divide will call for levels of competition and collaboration not seen The demand for faster broadband speeds and ‘all you before in the industry. According to Thompson the can eat’ bandwidth shows no sign of slowing down, FTIR is ‘unashamedly pro-competition’ and the fibre roll and investors have spotted long-term investment out will be market-led. But as the FTIR promotes and opportunities in the UK and are spending big money to nurtures a new era of competition it could also usher accelerate the roll out of full fibre. “However, the UK in a period of close collaboration between competitors is woefully behind in the FTTP space in comparison to which not long ago was deemed unthinkable. “This is our neighbouring countries,” commented Thompson. a significant change for UK digital infrastructure but “Introductions like G.Fast will help to sustain the hunger will connect up more businesses and homes faster for higher bandwidth. But as technologies continue to than just one provider could achieve,” commented develop the requirement for speed and bandwidth will Thompson. “Collaboration between competitors to only intensify, and the varying speeds, performance tackle common industry barriers will be needed.” and availability across new access variants will bring increasing complexity. Channel partners need to navigate The Government’s target to roll out full fibre by 2033 this and insulate their customers from the confusion. is ambitious, believes Thompson, but consultation Our position is to make new access variants available The race to between industry and Government has already paid in a ubiquitous way that is simple to understand.” off with customers being presented better options. full fibre is “During the review process we asked the Government Key trends to remove some of the barriers telcos face when trying As well as ever growing demand for greater bandwidth, critical. Now to build, which will be essential if we are to reach end user behavioural changes such as limited attention these targets,” commented Thompson. “Early wins are spans is also a key trend picked up by TalkTalk Business, is the time changes to the law on wayleaves which make it easier for to which it applies some significance. “There is an to invest connectivity suppliers to get permission to build; as well expectation for training to be delivered in three as streamlining the rules around closing roads for digging minutes and news to be less than 100 characters,” and take and a commitment to duct and pole access. These steps explained Thompson. “Therefore our focus is much should make it quicker and cheaper for companies to more customer centric to ensure we are meeting the action invest in full fibre. It is only competition at scale that will trending needs of customers and adapting to this

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46 COMMS DEALER OCTOBER 2018 www.commsvision.com GLENEAGLES HOTEL 7-9TH NOVEMBER 2018 From competition to collaboration: Digital Britain

transient behaviour. Customer satisfaction should be heart of the technological journey, so the comms the primary measure of success, and in the new digital sector needs to be more customer centric rather than COMMS Vision is world service and training models must transform.” IT focused. People, processes, systems and customer the leading annual engagement should be re-engineered. End users do leadership forum for Many channel players will be in need of a digital not want to be told to ‘call this number for X product’, CEO, MD and CTO reinvention, claimed Thompson, rather than continue they want a path of least resistance to implementing to operate as simple ‘product creators’. This significant new products and services, and connectivity is the core delegates making point was underscored during TalkTalk Business’s latest enabler of their digital experience and foundation of up the major league Partner Summit where digital transformation and cloud new technologies such as AI and Machine Learning.” of the UK reseller migration were hotly debated subjects. “While the community. Places majority of the channel is aware that the Advances in Machine Learning will soon bring are limited and by market is changing, the real surprise lies about human-machine hybrid workforces, invitation: If you in the speed of change,” commented believes Thompson, but only if would like to join Thompson. “Industry researcher businesses leverage technology to us this year, please Ovum calculates that by the its full potential. “This is why register your interest end of this year 80 per training and education will to attend at www. cent of businesses will be be key for successful mass commsvision.com dependent on the cloud. adoption,” he added. But many don’t realise “We have transformed they already have a ways of working within presence in the cloud. TalkTalk, most notably with the opening of Education matters our state-of-the-art “We recently office, Soapworks, conducted our own in Salford last year. research with SME Office 365, robotics customers. Only 48 and automation are all per cent of respondents key in driving greater claim to be already efficiency and improving using cloud technology. the customer experience. But when prompted about We’re also using Big their use of particular cloud- Data to reduce churn and based apps or tools like Office understand Customer Lifetime 365 or Dropbox the response Value. We will package these jumped to 72 per cent, so there is learnings to share with our partners. much work to be done in educating customers. It’s the role of partners in the “If you demonstrate how new tools will improve channel to do this and act as digital experts. Businesses your workforce’s productivity and work experience, they can’t make this transition without support. Only three per are much more likely to embrace it. Robotic processes cent of respondents in our survey said that they would have saved our operations teams 200 hours per week. be comfortable in approaching cloud migration directly. The technology has removed layers of administrative The UK is That represents a fantastic opportunity for the channel.” work, allowing staff to focus on interactions with customers. We involved our people from the outset, woefully TalkTalk Business’s research study shows how the channel asking which elements of their jobs were time consuming, is key to driving the adoption of digital innovations and repetitive and stopped them from adding value to behind in the experiences, affirmed Thompson, who also noted that customers. This not only identified which elements to the channel needs to think like a systems integrator automate, it made us more efficient, increased morale FTTP space and demonstrate to the end user how they add value. and enhanced our customers’ service experience. In Digital “Products and services are increasingly pre-packaged Britain the combination of technology and staff buy-in compared today and the value is more in how you enable and will be what matters. It’s about making sure you deliver a to other educate customers about which solution is best for quality and reliable service that works underpinned by a their business,” he added. “People need to be at the future proofed full fibre infrastructure.” n countries

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www.commsvision.com COMMS DEALER OCTOBER 2018 47 COMMS PEOPLE Doherty goes digital Gilder hired

ELAINE Doherty is to spearhead a £110m project to roll out digital as Colt CCO infrastructure in Edinburgh and Stirling. Her appointment by FORMER Ciena CityFibre as City Development Communications Manager is part of CityFibre’s plan sales leader and to bring full fibre connectivity EMEA VP & to one million UK homes General Manager and businesses by 2021 in Keri Gilder has partnership with Vodafone. joined Colt as Doherty will be the local Chief Commercial point of contact for all city Officer. She said: Elaine Doherty stakeholders and brings more “Colt recently than 25 years experience became a truly Keri Gilder in the telecoms industry including senior leadership roles at Motorola Global Handsets, Logica and global business, most recently Director of Marketing, Sales and IT for Scottish travel operator Rabbie’s Trail Burners. launching into the US market, and I am looking “Digital infrastructure is going to play a crucial role in growing Scotland’s economy,” said Doherty. forward to taking Colt’s current trajectory and “The benefits of full fibre connectivity are massive, not only to businesses but also residents.” accelerating it over the coming months.” CityFibre Commercial Director Rob Hamlin said: “Elaine ticked all the boxes of what we were CEO Carl Grivner added: “Keri’s global sales looking for in terms of a City Development Manager. She has first-hand experience of both Edinburgh experience and customer knowledge will ensure and Stirling and knowledge of the telecoms industry and how it is continuing to evolve.” we continue to challenge the marketplace. Keri has a track record of leading global sales organisations and working closely with Also on the move... partners across the wider digital ecosystem.” Yates moves Gilder also has a background as an engineer and EX-TECH Data network architect and is credited with founding Advanced Solutions a global internal networking initiative at Ciena Managing Director which aimed to encourage diversity through for UK&I Rob Tomlin to Voiceflex motivating and inspiring women at all levels. has joined Dell EMC as UK&I Channel VP NORTHERN-based & GM. He replaces Voiceflex partners are Sarah Shields who was to be supported by recently appointed as Yealink UK sets EMEA VP of Channel incoming Channel Account Manager for Rob Tomlin Enterprise Europe. “Rob’s appointment the region Marcus up support unit comes at an exciting time as the Dell EMC partner Yates who moved programme gets firmly into its stride 20 months from Nimans where after its official launch,” said Michael Collins, he was Business Marcus Yates SVP, Channel, Dell EMC EMEA. “More and more Manager for comms partners are joining our programme, contributing vendor accounts including NEC and Unify. Yates’s to double digit growth across all of our strategic previous experience also includes an eight year spell lines of business in the UK and Ireland.” as Northern UK Channel Manager for Alcatel. Voiceflex Sales & Marketing Director Paul FOLLOWING an 18 month stint working as a consultant to Red Box Alison Young has been Taylor said: “We are in exciting times and it is appointed COO of the business. She brings over 15 key that we provide our partners with assistance years experience working in the technology and and knowledge to ensure they can exploit the financial services opportunities available with our existing products The Yealink UK team sectors. In 2003 and new applications. Marcus’s experience Young established and knowledge will be invaluable to help YEALINK UK has ramped up its channel growth a compliance our partners exploit these opportunities.” ambitions with a new support team working under consultancy and the leadership of UK chief Joe Casari. Joining online training LENOVO’S swoop on Smart Technologies MD Jane the team are Channel Business Development company that Ashworth will provide a boost to partner relations Manager Lee Fletcher, Video Conferencing Services she sold to Focus and strengthen its play in the education market, Business Development Manager Chris Hopkins, Solutions in 2008. according to UK&I GM Preben Fjeld. “Jane’s strong Customer Services Administrator Sue Greenlees Alison Young She also provided consultancy services background will energise relationships with and Marketing Manager Nichola Clayton. “There to Standard Life and Hewlett Packard. CEO Richard partners in the UK and Ireland,” he said. Ashworth is huge potential to grow the Yealink business in Stevenson stated: “Alison’s expertise and experience brings 20-plus years industry experience including the UK and Ireland,” said Casari. “We have put the will be invaluable as we continue to focus on senior positions at a number of major blue chip foundations in to make sure we have a strong go- capturing, securing and maximising the value organisations including HP, Sony and most recently to-market strategy. We will be focusing on the two of voice communications for our customers.” education sector specialist Smart Technologies. key areas of end points and video conferencing.”

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