MIT’s Andrew Lippman AV tech innovator confirmed as Chair of thrives on visionary Comms Vision p40 foundations p48

VOL 22 ISSUE 2 JULY 2017 www.comms-dealer.com

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Experience the 28 C CityFibre acquires Company Matters M Comms sector Y trading update

CM Communications Cloud MY Entanet for £29m CY We get your 36 CMY employees, Fast-expanding CityFibre claims to have transformed the UK connectivity Business Profile landscape with the £29m acquisition of wholesale comms provider Entanet. K customers and Oak: A truly unique parent company apps talking SPECIAL REPORT annum within three years by tivity portfolio of fixed, wire- combining its fibre infrastruc- less and mobile data connectiv- CityFibre’s swoop on Entanet ture with Entanet’s wholesale ity services as well as hosted 50 was accompanied by a £200m products, systems and relation- voice and telecoms. fund raise that doubles the ships with channel partners. CityFibre’s Chief Executive Special Report firm’s market value. Telford-based Entanet has Officer Greg Mesch (pictured Postcard from The all cash Entanet acquisi- amassed more than 1,500 chan- above) said: “With Entanet now Margin symposium tion enables the alternative fibre nel partners which substantially part of the CityFibre family, our infrastructure provider to offer increases CityFibre’s broaden- combined offering will acceler- wholesale fibre services and ing wholesale capabilities. ate the take-up of services over 53 speed up the commercialisation The deal gives Entanet’s our growing network footprints of its fibre assets, while the partners access to CityFibre’s as we leverage Entanet’s chan- Comms People funding enables it to ramp up its growing national footprints to nel partner network and con- This month’s Gigabit Britain build-out. deliver gigabit-speed services. tinue to transform digital con- movers and shakers CityFibre expects to realise These will be offered along- nectivity for thousands of UK synergies of over £3m per side Entanet’s existing connec- businesses.” Full story on p32

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INDUSTRY NEWS

EDITOR’S COMMENT PSU nets Baikie via Is technology-centric talk past its zenith? Is the jargon wheel grinding slower than previous years? Are we entering a post-digital era acquisition of Hub that leaves behind abstract language like ‘digitalisation’ Cheltenham-based PSU and ‘cloud’? Perhaps we Technology Group has bought are: Industry change has in additional leadership exper- tise and technology capabilities Stuart Gilroy brought about something far more tangible, something with the acquisition of local more easily understood by employees and customers rival Hub Business Solutions. – the raw ‘experience’ of felt interactions, which is both Headline news from the deal is dependent on technology and also a reaction to it. the appointment of Hub Direc- In this ubiquitous experience landscape, what are tor Stuart Baikie as PSU’s the channel’s challenges and opportunities, and how Director of Telecoms Sales. can we build a future-proof digital channel that delivers Baikie co-founded Total the promise of next generation ‘experience’ laden (now Bamboo) which he led as Glyn Evans, Stuart Baikie and Lorne Fry solutions? To answer these key questions Comms Dealer MD before leaving in 2014 hav- has introduced the concept of the Experience Defined ing built a £12m business. Hub’s Lorne Fry and Glyn “Hub Business Solutions has Workplace, where an organisation is identifiable by the “Joining the PSU team was a Evans also take up lead roles as built up a strong reputation for ICT experiences it provides to workers and customers. no-brainer,” stated Baikie. “We heads of departments for telco its mobile solutions, rapid site With the ‘experience’ becoming the new differentiating share the same ideas about it’s and mobile, reporting to Baikie. deployment, wireless network- battleground, the provision and management of not what you are using, but how PSU MD Michael Lounton ing and IoT deployments, mak- experience-based outcomes has become the lynchpin and why you are using it. PSU commented: “Over the past year ing it the perfect fit for PSU.” is the right place for us to con- our customer growth and take of customer acquisition, client care and customer Got a news story? email: tinue to create customer centric up of multiple product lines has retention. It is remarkable experiences that burn into [email protected] the memory, not the mechanisms through which they end-to-end solutions.” continued to flourish. are delivered. If a customer has a great experience dealing with you they are unlikely to flit elsewhere. FluidOne’s Bandwidth Bandits led by Chief Exec This month we launch our editorial programme as Piers Daniell conquered ‘10Peaks: The Lakes’ in aid part of the lead up to 2017’s Comms Vision Conference, of charity Place2Be, which works to improve the offering a platform to gain more insights into the emotional wellbeing of children and their families Experience Defined Workplace, a theme that underpins suffering from bereavement, domestic violence and this year’s event (see page 40). Also in this issue is a round- bullying. The 10Peaks events are a challenge for up of last month’s Margin in Voice & Data symposium the toughest competitors and include ultra-distance where speakers put a spotlight on some of the strong running and hiking across some of the UK’s most market opportunities at hand, including WebRTC and rugged and mountainous terrain. The non-stop the IoT (see page 50). Valuable insights were gained by courses vary from 48km to 89km and must be finished within 24 hours. “We completed the 3-peaks challenge a couple of years ago so this was the delegates, and a wonderful experience was had by all. next step for us,” commented Daniell. “We covered over 50km across 3,500 meters of ascent in just Stuart Gilroy, Editor under 18 hours. It was sheer agony. Having risen well over £20k since 2015 through various company activities, we’d really love to smash that figure in 2017.”

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COMMENT: TIME TO STAY STRONG Daisy opens doors Resilience is one of the greatest strengths of any successful company, especially when times get tough and uncertainty appears. for mobile dealers Following a monumental few months for the cities of The power of education as a Manchester and London due door opener to adjacent markets to the terror atrocities and the has been emphatically under- Grenfell fire, it’s been great scored by the success of Daisy to see how local communities Distribution’s Partner Academy launched in April. Richard Carter and businesses have pulled together in times of trouble. The scheme has already Manchester has been our home for the last 36 years and seen scores of mobile-centric it remains a dynamic, resilient and vibrant place, although it partners extend their reach into inevitably needs time to recover from the Arena bombing. areas once alien to them. Dave McGinn The feeling that, despite all the foiled terror plots of the Dave McGinn, Daisy Distri- past, it could never happen here has sadly gone. There’s bution MD, said: “Airtime was allows them to connect with Break-fix Maintenance, Daisy been many tears along the way but the overriding emotions our bread and butter, it’s our their customers and play a key Wi-Fi and Intelligent Mobile. of love, spirit and pride are still evident everywhere. heritage and many of our part- role in their digital journeys.” McGinn also confirmed Sadly, just a short time later London was savaged ners’ too. So to expect them to Subjects covered by Daisy that two additional themes will too which only worsened the pain, on the eve of the grasp connectivity, Wi-Fi and Distribution’s Partner Acad- be introduced later in the year One Love Manchester pop concert which showcased cloud etc overnight would be emy so far include Daisy’s – Connectivity for Productivity the resilience of the city to a worldwide audience and foolish of us. That is how the hosted voice solution HV.Select, and the Digital Workplace. reinforced how Manchester has come together. Partner Academy came about.” Six sessions have been com- It’s fantastic how Manchester picked itself up. Visiting A BPL Business all the flowers in the city centre was a moving and sombre pleted by 64 partner delegates Publication experience. Despite the big crowd it was quiet and peaceful with a further 94 booked into BPL Limited Highbridge House, 93-96 Oxford Road, the scheme. Editor: Stuart Gilroy but uplifting at the same time. We are living in uncertain Uxbridge, Middlesex, UB8 1LU, United Kingdom [email protected] 07712 781 102 times but must carry on. Manchester reinvented itself The distributor has already T: 01895 454542 F: 01895 454413 Publisher: Nigel Sergent Subscriptions following an IRA bomb in 1996 and it will recover again. seen 45 of those traditional Subscription rates for 12 issues: [email protected] 07712 781 106 The country has also witnessed a General Election mobile partners place orders UK, £65; Overseas:£80 (incl p&p) Managing Director: Michael O’Brien Back issues can be obtained: which resulted in a hung Parliament as we prepare for lines and calls, broadband, UK £6 (incl p&p), Overseas £10 each (incl p&p) [email protected] 01895 454 444 For subscriptions please call 01635 588 869 for Brexit talks to split from the European Union. Ethernet, hosted voice, mobile Sales Director: Simon Turton Views expressed in this magazine are not More uncertainty lies ahead. But the UK remains in and Wi-Fi. [email protected] 01895 454 603 necessarily those of the publishers. No part of “It’s fantastic to see in such this publication may be reproduced without the good shape with low unemployment and a powerful Sales Executive: Sophie Timms express written permission of the publishers. economy. Stay safe, stay strong and remain resilient. a short space of time how these [email protected] 01895 454 476 All trademarks acknowledged. Photographs and sessions have helped our his- Production: Frank Voeten artwork submitted for publication accepted only Richard Carter, Director of Channel Sales, Nimans [email protected] on the understanding that the Editor is not liable torically mobile-centric partners for their safekeeping. open up their businesses to new Circulation 01635 588 869 © 2017 BPL Business Media Limited. opportunities,” added McGinn. ISSN 1366-5243 Printed by Pensord Limited • Centile’s renewed focus on the UK channel is playing into the “It’s about us connecting Member of the Audit Bureau of Circulations ABC total average circulation 16,020 hands of resellers, says Director General Bertrand Pourcelot (p26). (Jan-Dec 2016, 12,634 print, 3,386 digital) with our partners in a way that

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4 COMMS DEALER JULY 2017 www.comms-dealer.com INDUSTRY NEWS Cogent offers Stalwart bows out fresh options full-time

Wireless networking distie Gamma’s Director of Busin- Cogent Distribution has plug- ess Development Richard Bligh ged a gap in the UK channel stepped down on 30th June but market with the introduction of will retain professional links as an alternative set of wireless and a part-time consultant for the mobile connectivity solutions, firm’s Accelerate programme. claims MD Jim Kernahan. CEO Bob Falconer stated: The company launched last “It has been a real pleasure to month following a link-up with work closely with Richard over Peplink which provides SD- the last 13 years and he deserves WAN, load balancing, VPN and much credit for his significant proprietary bonding solutions role in developing Gamma into designed to increase and secure the business it is today.” Jim Kernahan wireless bandwidth. Gamma Chairman Richard OUR “The rapid expansion and Cogent Distribution’s Pep- Last added: “I have thoroughly uptake of mobile and smart link portfolio is supported by enjoyed working with Richard devices underscores the impor- radio solutions from Siklu and at Board level and welcomed NETWORK tance of delivering reliable high Mobile Mark’s range of anten- his valuable counsel. speed wireless connectivity,” nas that work with Peplink’s “While his presence will be commented Kernahan. mobile data routing products, as missed by the team at Gamma, WILL COVER He also noted that the com- well as covering other areas of I am delighted that the company pany has three core focus areas wireless connectivity. will continue to leverage his – high speed outdoor fixed wire- “Cogent Distribution is wor- experience as a consultant in 75% OF UK less, indoor wireless and mobile king closely with a number of the future.” data routing – and that technical manufacturers to deliver new expertise and fast product avail- products, consultancy and design BUSINESSES ability are also a priority. services that integrate into exist- “In the UK and Ireland there ing customer infrastructures,” is a big opportunity to bring confirmed Kernahan. Peplink products to a wider aud- Analyst forecasts indicate ience,” said Kernahan. “We are that spending on wireless tele- well placed to do so and look coms worldwide will hit circa forward to the challenge.” $871bn by the end of 2017. Richard Bligh ProVu names boss of sales ProVu’s founder and Sales Director Ian Godfrey is to retire from the business paving the way for incoming Sales Director Craig Herrett who joins the dis- The UK’s leading Four Directors from South West Communications Group have tributor from VoIPon Solutions scaled the UK’s highest three peaks to raise money for the Prince’s where he was COO following a Digital Service Provider Trust. swcomms’ MD Brian Lodge and fellow board members Jon stint as Sales Manager. Whiley, John Holdstock and Sean Doyle climbed Ben Nevis, Scafell Herrett brings 20 years sales Working exclusively for the Pike and Snowdon in 23 hours and 20 minutes to beat the Three experience and was no stranger wholesale markets, we operate the Peaks Challenge 24-hour deadline. They also achieved this 29 mile, to ProVu MD Darren Garland most advanced network in the UK. 3,064 metre feat on one of the hottest days of the year. who said: “Having known Craig Lodge said: “It was an experience I’ll never forget. I was very for a number of years I have Our world class infrastructure proud of the total commitment shown from a great team who always admired his approach to connects the critical digital services despite some serious pain never had it in their heads to fail.” work and his enthusiasm.” ICT Director John Holdstock added: “It was one of the most that makes UK business work. physically enduring challenges I have ever undertaken. However, it Herrett added: “I will sup- was also one of the most fun things I have done. There’s a thin line port the next level of growth between pain and ecstasy!” Pictured: The team atop Ben Nevis. while ensuring we stay true to ProVu’s core values.” To advertise in www.virtual1.com contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JULY 2017 5 INDUSTRY NEWS

NEWS ROUNDUP Purdicom in GCI disposes Channel Telecom MD Clif- ford Norton is in a full swing of anticipation ahead of the firm’s annual partner golf day, the ninth of its kind and this UKB buyout of Voda base year staged at the dazzling RAC Club, Woodcote Park in Distributor of wireless GCI is to focus on core busi- GCI,” said Thirkill. “There are Surrey, on July 27th. communications kit Purdicom ness following the sale of its simple drivers behind our deci- “This exceptional course has gained a stronger foothold Vodafone mobile base to Con- sion: It’s about enabling GCI to offers players the opportunity in the CCTV sector following its nect Telecom. focus on what we can be great to enjoy one of the most supe- acquisition of UKB Solutions. The deal also sees Connect at. That’s our integrated suite rior golfing day’s available,” Purdicom says the move is Telecom commit to a Skype of managed services – cloud, he enthused. the first in a buy and build for Business platform from UC, security and compliance, strategy and it hopes to double GCI which in turn will leverage network and infrastructure.” Broadband provider Voneus business within 18 months on Connect’s capabilities to fulfil Scott Ritchie, CEO at Conn- has secured a £4.8m growth the back of the deal. smartphone requirements. ect Telecom, added: “As one capital loan from BOOST- Purdicom will continue to Hugh Garrod According to GCI’s CEO of only a handful of Vodafone &Co alongside a £500k equi- serve UKB Solutions’ custom- Adrian Thirkill the move is a Total Communications Partners ty funding round raised by ers, primarily in the CCTV and tary wireless markets and share reflection of the MSP’s stream- in the UK and as part of a Jenson Funding Partners. security space. many of the same vendors. lined strategy which has deliv- reciprocal arrangement Connect Voneus provides super-fast Hugh Garrod, MD at Purd- “This acquisition is signifi- ered in the year to May 2017 Telecom has partnered with broadband to customers in icom, commented on the deal: cant as it provides us with both revenue growth of over 50%. GCI to support the growing UC UK rural and metro commu- “UKB Solutions is an excel- expertise and customers in the “This is a positive step for requirements across our 45,000 nities where alternative ser- lent fit as we serve complemen- CCTV and security markets.” both Connect Telecom and strong customer base.” vices may not be available.

Chess is offering a leasing option to over 600 partners Energy paying off for hardware products includ- ing mobile phones, PBX, Fidelity Energy has secured tablets and iPads, along with over £50m worth of energy sup- additional commission. plies under its management just The offer follows a link up three years after launch. Berry Telecom has joined forces with distributor Pragma in a deal with Henry Howard Finance, The Newbury-based busi- that sees the Salisbury-based reseller take to market Ericsson-LG’s a pioneer in the mobile hand- ness enables resellers to add iPECS range of on-premise, cloud and UC solutions. Paul Hallam, set leasing marketplace. energy solutions to their port- co-owner of Berry Telecom, said: “In launching iPECS as our comms John Haw Chess Partner MD John folios and build on established platform we are confident that with support from Pragma we will Pett said: “We are keen to customer relationships. sive renewable energy offers continue on our path of rapid and profitable growth.” Pragma MD expand the products and ser- MD John Haw said: “This and marketing support are giv- Tim Brooks added: “Berry is a phenomenal reseller and we look vices we offer and leasing is is a significant achievement for ing our partners an edge in the forward to supporting its business growth over the coming years.” Pictured (l-r): Simon Langford, Berry co-owner; Jo-Anne Udy, Berry a key part of our partner sup- the business and testament to the market. Couple that with their Finance Director; Tim Brooks; Paul Hallam; Helen Ranaghan, Pragma port growth strategy.” work that our team and partners strong customer relationships BDM; and Peter Marlow, Pragma Account Manager. have put in. The portal, exclu- and it’s a winning formula.”

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COMMENT: MARKETING MATTERS PMGC merges with Earlier in my career the focus was always on differentiation and answering the following questions: How do we stand apart Voda partner Pure from our competitors? What makes us unique? If we PMGC’s acquisition of fellow cracked those two, then like Vodafone Total Communicat- a Wayne’s World concert ions Partner Pure Business customers would flock. Services for an undisclosed sum In recent years, however, creates a combined entity that I’ve started to look past boasts over 70,000 connections and annual revenues of between Neil Wilson this view. Especially when you consider that in the £16m to £20m. channel stated differentiating factors can be the same PMGC hopes that the deal as everyone else’s. How many businesses use one or will give it the critical mass and more of the following?... We have the best service, we scale to become one of the larg- deliver solutions not products, we provide the entire est independent telecoms and IT and telecoms suite, we have consultants, not sales IT managed solutions providers people. So, in a world where all businesses are essentially in the UK, operating out of six saying the same thing, why are some more successful offices (London, Birmingham, than others? Adept businesses will clearly deliver Bristol, Edinburgh, Northamp- better on their differentiation than others, but often a ton and Manchester) and with Shez Cheema customer doesn’t find this out until they are on board. an increased headcount of 110. To grow you need to attract new customers but in Shez Cheema will remain as moving us from a pure play Vodafone Total Communications most cases differentiation won’t work if target clients CEO of the enlarged business. fixed and mobile provider to a Partners coming together. don’t notice you in the first place. This is why you should He previously played a key role unified telecoms and IT fully “Combining their range park differentiation and focus on being distinct instead. at Azzurri Communications managed service provider is of skills in mobile, Unified To attract attention, building a strong and distinct where, as CFO, he was involved now our sole focus. Communications and IT ser- brand that customers will recognise and remember is in 16 acquisitions over a six “The acquisition gives us vices will be key as business- essential. When they come to consider the market, you year period that took the busi- a springboard to enable some es increasingly look for fully are one of the first names that come to mind. There are ness to circa £150m turnover. ambitious longer-term strategic integrated communications and some distinctive examples already in our marketplace, John Handley, CIO of Fina- aims that include IP voice, IT technology support.” companies you recognise straight away, and it’s no nce Birmingham and former hosting and cloud computing. Pure Business Services was surprise that they are the more successful businesses. Head of Lloyds Development “Further capability based established in 2006 and has a While understanding what sets you apart is important, Capital becomes Chairman. acquisitions are being consid- head office in Northampton and for me it’s not as important as making sure you are PMGC’s Sam O’Donnell ered, and we are in discussions satellite office in Warrington. always at the forefront of your customers’ minds, which continues as COO while Pure with a number of strategic IT, The firm generates £8m-plus can only be achieved by prioritising your distinctiveness Business Services’ Ricky Bay- mobile and fixed line partners.” annual turnover and is also a above your supporting primary differentiating factors. liss takes the Head of Conver- Helen Freestone, Partner- Strategic Gamma Partner. ged Services position. ship and Alliances Director at Got a news story? email: Neil Wilson, Product and Marketing Manager, Virtual1 Cheema commented: “Grow- Vodafone UK, commented: “It’s [email protected] ing the business organically and exciting news to see two strong

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COMMENT: INFORMAL MATTERS IT projects stymied When you think of a contact centre what do you see? An aircraft hangar sized space full of headset wearing agents? Or a handful of staff by ill-defined RFPs handling customer service enquiries within a busy office? The outcome of most IT proj- future-proofed, has led KCOM In reality, it’s more likely ects is stymied by the very pro- to conclude that the traditional to be the latter. Currently cess that brings them into life, approach to enterprise technol- there are 766,000 people according to KCOM, which has ogy projects needs an overhaul. working in contact centres called for an urgent review of IT It is a process that has barely in the UK. However, there Request for Proposal (RFP) pro- evolved in decades. cesses which are all too often “Business strategies that Charles Aylwin are more than six times this number (4.6 million) dealing tilted towards IT matters rather focus on collaboration, custom- with customer service enquiries who don’t work in a than taking into consideration er centricity and future proof- traditional contact centre. This ‘secret army’ represents a the wider business goals. ing are remarkably rare in a huge proportion of the customer service market in the UK. KCOM claims this skewed typical RFP. The process is too It also represents a significant opportunity for resellers. approach stifles partner innova- rigid, restrictive and defensive Research recently carried out by 8x8 reveals that tion and fails to meet an end Stephen Long for business ambitions to be this group of informal contact centre workers aren’t user’s future requirements. reflected, or for the supplier to getting the same support as those who work full-time KCOM bases its argument project would improve the cus- act as an innovative partner, in a more formal contact centre environment. One on an examination of RFPs it tomer experience, with the rest jeopardising the ultimate suc- area that has been identified as lacking in investment received in 2016 and 2017 for focusing on IT metrics. cess and commercial benefit of is technology. More than two fifths of informal contact strategic IT projects. More than half of the RFPs the project. centre staff say they don’t have access to customer The aim of the study was examined failed to ask vendors “For many industries, cus- service technology that would assist them. to determine whether the RFP how they would ensure their tomer experience is one of the This is despite their jobs becoming more complex process encouraged innovation proposal was future-proof. last differentiators available as businesses offer customers more channels to get in and supported the overall busi- “Our analysis reveals that to them, so enterprises can ill touch. Over half of these strained staff say there’s been ness goals such as an improved the overwhelming majority of afford to limit the potential of an increase in customers getting in touch via social customer experience. RFPs were developed in ‘IT iso- technology projects intended to media, email and webchat in the last 12-18 months. But The upshot is that just 14% lation’, with measures of suc- enhance this service delivery. only around a third are very confident when handling of RFPs showed evidence of cess being IT-centric rather than “The current enterprise IT multiple service enquiries across different channels. collaboration between IT and focused on broader business or RFP process is not fit for pur- Resellers can help by understanding the customer service the wider organisation. customer outcomes, even where pose. Realistically, the process demands of these struggling businesses and offering A lack of input from exter- project objectives were specifi- is unlikely to be replaced whole- the right solution, even for a small two or three person nal sources such as suppliers cally to improve the customer sale, but it can be improved. team. With the advent of cloud-based contact centre is also a block to innovation, experience or improve service “Over specifying technical technology this doesn’t have to be a huge investment along with a reluctance to form delivery,” commented Stephen requirements, restricting dia- for businesses, but rather a great weapon to improve strategic partnerships that might Long, EVP at KCOM. logue with prospective partners overall customer service that can boost your bottom line. deliver better long-term results. “This, combined with a and an over reliance on a score- Only 30% of RFPs for con- common failure to encourage card procurement process does Charles Aylwin, Director of Channel & Public Sector, 8x8 sumer-focused projects required technology providers to propose not demonstrate innovation and a measurement of how the IT solutions that are innovative and thought leadership.”

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COMMENT: MAKING PROGRESS Watson sets Centile to As our new Government scrabbles to get its ministerial target UK portfolios in a row before everyone clears off on holiday, their job is hampered out strategy with PaaS by the sheer number of business organisations Aurora Kendrick James has France-based UC provider filling their in-boxes with confirmed that it will continue Centile Telecom Applications well meaning suggestions. to trade under the Aurora brand has signalled its intention to name and remain independent expand further into the UK mar- Dave Dadds So here’s a simple one on behalf of the channel of the Daisy Group which ket with the appointment of for- – carry on as you were, please. The last nine months or acquired Aurora’s parent com- mer 8el and Ultracomms Chief so saw a huge political shift in favour of our industry. pany Alternative Networks in Executive Justin Hamilton- Organisations like FCS and INCA that have been November 2016. Martin as UK Business Dev- banging on for years about infrastructure competition Aurora MD Derek Watson elopment Director. and business grade connectivity suddenly found stated: “With the Daisy acquisi- Derek Watson Bertrand Pourcelot, Director DCMS was taking them seriously. The Minister even tion now finalised we are invest- General, stated: “The UK cur- coined a new phrase, ‘full fibre’, to leave nobody in ing heavily in our Affinity bill- should expect their call rating rently accounts for about 10% any doubt where the Government sees the future. ing platform with a raft of new activity to be completed within of our global revenue and we see For the first time in British political history the word products set to be released.” a two hour window. huge potential to grow that.” ‘infrastructure’ was used officially for something more Watson outlined that Aurora “Aurora has also intro- Hamilton-Martin will work than motorways, railways and runways. Broadband is has put in place a long-term duced new capabilities that will with telecom service providers now specifically included in the National Infrastructure investment programme aimed at increase customers’ productiv- and resellers and also manage Commission’s terms of reference. To make sure it all high end customers and a strate- ity and ensure they are able local Centile customer services. happens we were given a cross-cutting Cabinet-level gy to secure a greater proportion to get new products to market He said: “The time is right committee including heavyweights like the Paymaster of its target billing market. quicker,” added Watson. for a challenger brand like General, Chief Secretary to the Treasury, Universities “Investments will enhance “Packages can be altered to Centile to grow in the UK. As Minister, Housing Minister and Rail Minister. Aurora’s supplier integrations to best suite usage profiles while well as carrier grade telecom Within DCMS, a new Directorate of Digital and Media extend the single key provision- our revenue assurance and bill services we will also be intro- Policy was created, headed up by no-nonsense former ing to billing capability across shock prevention system can be ducing a Platform as a Service ambassador Matthew Gould. All of this is a hugely a greater range of products and fine-tuned to the needs of the (PaaS) offering in the UK based encouraging direction of travel, not just for the channel, suppliers,” added Watson. end user. on our success in France. but for UK plc as it seeks to empower and equip British “Affinity’s cloud billing “This facility raises alerts on “This will create an entry business with the connectivity necessary for post-Brexit capability will also see further targeted usage via email and level solution for companies international trade. It’s also a vindication of FCS’s efforts investment along with the prod- SMS and can also enact network new to IP Centrex, or who don’t to influence the policy makers on the channel’s behalf. uct plan.” bars to reduce further exposure want to run their own data cen- We should be encouraged to see Karen Bradley Aurora’s data centre hard- to exceptional usage.” tre assets and in-house techni- and Matt Hancock re-appointed to their old roles ware is undergoing an upgrade Aurora has also enhanced cal expertise. We also anticipate at DCMS. Let’s hope they can rapidly pick up that will triple the number of Affinity’s reconciliation facili- interest in our FMC solution.” where they left off. More of the same, please. customers using Affinity’s host- ties to allow customers to match Centile supports around 100 ed bureau billing services. their supplier invoices to the service providers in 20 coun- Dave Dadds, Chairman, FCS Watson also emphasised charges they are passing on to tries with its UC, IP Centrex and that Aurora’s largest customers their customers. FMC products. See page 26

12 COMMS DEALER JULY 2017 www.comms-dealer.com INDUSTRY NEWS GCI swoops Node4 in database on Blue Chip mgt deal

GCI’s acquisition of IT man- Node4 has added database aged services giant Blue Chip managed services to its portfo- marks another step towards a lio following an investment in channel ‘sea-change’ according Nottingham-based Onomi. to CEO Adrian Thirkill. Node4’s Chief Executive Announcing GCI’s third and Andrew Gilbert commented: biggest acquisition in 18 months “Onomi’s capabilities give us an Adrian Thirkill for an undisclosed sum, Thirkill opportunity to introduce cloud indicated that channel partner- stand-alone,” he said. “The sup- database skills and management ships built by GCI Channel port will continue as normal but services to our customers.” Solutions are likely to realign the type of partners we engage Database managed services as the company continues its with will change. cover areas such as implemen- Upgrade your transformation programme. “If you are an old fashioned tation, database administration, This includes the absorption partner wanting to buy connec- optimisation, support, mainte- of the profitable £6m Channel tivity at a cheap price, then go nance and disaster recovery of Polycom 300 series Solutions division into the com- to somebody who does that as business critical databases. pany’s overall MSP model. their core business. Julian Boneham, who is phone with a Director of Channel & Mid- “A channel partner that is the Director and co-founder at Market Sales Mark Whitehead sophisticated, wants to digitise Onomi, commented: “We’ve departed the firm last month, themselves and deliver end- grown quickly and therefore UC-1 License but Thirkill stressed it will be to-end business outcomes will needed to develop our back- business as usual for certain understand how to engage with office operations, but doing it to a Polycom 400 channel partners. us and find it easier to do so. on our own would have required “We have people in the chan- “The acquisition also deliv- us to slow down.” nel business that will take on ers a fifth service pillar, a con- Andrew Slater, Director and series FREE of charge. the responsibility, which is now sultative capability already co-founder at Onomi, added: wider and deeper within our inherent in GCI’s DNA but now “This investment enables us to organisation rather than being elevated to a whole new level.” scale the business without any disruption to our customers. We now have the ability to scale and invest in staff and technol- ogy to continue to innovate.” Jola adds to mobile offer Jola has added O2 SIMs to its JolaMobile portfolio, mean- ing that partners can now order voice and data SIMs for devices from either Vodafone or O2 and control them via one portal. Lee Broxson, Sales Director, said: “At Griffin we launched ‘ISP in a box,’ a white label pro- visioning system for resellers to manage their own Internet con- nectivity from multiple carriers. Nimans has collected Polycom’s Distribution Partner of the Year “Now Jola has developed a award following a 20% uptick in sales driven primarily by shipments similar system for partners to of RealPresence Trio and the VVX handsets. Ian Brindle, Nimans’ manage mobile SIMs. Head of Conferencing and Telephony Sales, commented: “Like-for- “With the increasing demand like sales from 2015 to 2016 rose significantly not just in terms of for 3G and 4G connectivity and volume but also percentage growth compared our rivals.” Pictured For more information please call: 5G in the future, resellers need (l-r): Jeremy Keefe, Area Sales Vice President UK, Ireland and 03300 539 169 Southern Europe for Polycom with Ian Brindle. something to manage burgeon- ing mobile estates.” or email: [email protected] To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JULY 2017 13 INDUSTRY NEWS Cloud security lifts Inclarity adds off as SMBs adopt licenses offer

The rapid ascent of cloud-based that cloud deployments can also These include cloud work- Inclarity channel partners security has been spotlighted by reduce costs. load protection platforms, rem- can now make one-off purchas- figures from Gartner which sug- “The cloud medium is a nat- ote browsers, deception security es of licenses, own them out- gest that the global market value ural fit for the needs of SMBs,” to trick and confuse hackers, right and make more margin by in 2017 is up 21% on last year said Contu. “Its ease of deploy- endpoint detection and response selling them via a SaaS-based at $5.9bn. ment and management, pay-as- to pinpoint unusual behaviour, monthly subscription model. Analysts have confirmed that you-consume pricing and sim- network traffic analysis, man- “LifeTime licenses are a the market will remain strong plified features make this deliv- aged detection and response pre-purchase capex option that and they predict that the cloud- ery model attractive for organi- third party services, micro-seg- allows Inclarity’s channels to based security services market sations that lack resources.” mentation to limit damage from purchase licenses up front giv- will hit $9bn by 2020. Gartner also highlighted new a breach, software-defined per- ing them a permanent right of Security information and security defences that it says imeters and container security. use,” commented Enzo Viscito, event management (SIEM) sys- should be considered in 2017. For more on security see p34 Inclarity’s MD. tems and identity access man- Each license gives the user Enzo Viscito agement (IAM) along with access to all subscriber features emerging technologies have on the Inclarity Broadworks and welcome new channels that been touted by Gartner as the Comm-Tech snares VoIP platform. They can be see the revenue potential in this fastest growing cloud-based se- used with any type of supported lucrative license model.” curity services segments. handset or soft phone and any In other news, Inclarity has “Email security, web securi- local firm Fine Line of Inclarity’s bolt-on advanced added the full range of Polycom ty and identity and IAM remain features and services. VVX handsets to its VoIP tele- organisations’ top three cloud Norwich-based Comm-Tech “When purchased these lic- phony bundles. priorities,” commented Gartner Voice & Data has bagged Great enses become the property of Viscito commented: “Bus- analyst Ruggero Contu. Yarmouth company Fine Line the channel partner enabling re- inesses are demanding high The emerging technologies Communications following the use at the end of each customer quality, flexible and secure VoIP of note include threat intelli- retirement of its owner. term,” added Viscito. bundles at a keen price. gence enablement, cloud-based Fine Line will continue to “We are making the deal “This is why we are offering malware sandboxes, cloud- operate under its own brand. more attractive to our channel our channel the widest choice of Justin Millar based data encryption, endpoint Comm-Tech MD Justin partners by enabling favourable Polycom VVX business media protection management, threat Millar stated: “With the skill the company in good hands. finance options for up to five phones, along with the interna- intelligence and web applica- sets and assets both businesses Comm-Tech will strengthen years which allows partners to tionally recognised BroadSoft tion firewalls (WAFs). can bring together this is the every aspect of the business and spread the cost of their licences Enterprise License and virtually Gartner says SMBs are driv- natural choice to continue the take the customer experience to over a similar term to an end unlimited minutes. ing growth in the cloud-based legacy of both companies.” the next level.” user contract. “To help resellers sell our security services market as they Former Fine Line owner Comm-Tech was established “We are taking a flexible bundles we include number are becoming more aware of Kenny Leak said: “Having 30 years ago and is a Vodafone approach with the services and porting, DDI numbers and a security threats and have noted decided to retire we have left Total Communications Partner. models we offer to our channels, quick migration turnaround.”

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KCOM_CommsDealer_PartnerAd3_2017.indd 1 19/06/2017 15:03:36 INDUSTRY NEWS Distributors BT ramps up Arista in push for rack up sales channel play partners

The European IT market out- The launch of a new partner broadband and mobile services Arista has joined forces with stripped its American counter- programme is clear evidence over the next three years.” Cloud Distribution in a partner part in Q1 2017 according to the of BT reinvigorating its chan- The refreshed channel pro- recruitment campaign to bring Global Technology Distribution nel commitment, according to gramme is supported by an its software-based data centre Council (GTDC). Steve Rathborne, BT Business enlarged partner sales team, a solutions to market. Nearly all European coun- Partner Channel Director. revamped service model, imp- Figures suggest that the tries registered growth in sales The move follows the inte- roved training and access to global data centre switching through distribution up 3% from gration of EE and BT and means sales and marketing campaigns. market will grow more than January to 6% in March 2017. partners can sell branded fixed “These initiatives will make 30% between 2016 and 2021. The period saw a turnaround and mobile products. it easier for partners to work Bruce Hockin, Director of in fortunes for countries that not “We’re looking to extend with BT to increase sales and Data Centre Solutions at Cloud so long ago posted declines. more benefits to business cus- deliver an improved customer Distribution, stated “We recog- In March, Spain was up tomers that would prefer to experience,” added Rathborne. nise the huge opportunity for 13%, Portugal 19% France 4%, source BT and EE services thro- BT is planning to introduce partners to capitalise on data Belgium 12% Germany 7%, ugh channel partners,” com- the Business Partner Gateway centre growth which is why we Norway 16% and the UK 12%. Tim Curran mented Rathborne. in Q3, a portal that offers access have created a new data cen- “This shows that there is “BT has committed to invest to quote tools, customer service tre infrastructure team purely a real opportunity for growth “Distribution can also help more than £6bn in improving channels, management informa- focused on this market.” in the industry,” commented solution providers with skills the speed and coverage of UK tion and marketing collateral. Arista Senior Vice President GTDC CEO Tim Curran. shortages, particularly in the of Global Operations and Mar- “There is a bold new world technology solutions around keting, Mark Foss, commented: in distribution, providing more cloud. Vendors often say they “Our partnership with Cloud than pick, pack and ship, and as need help to enable their part- Distribution will help facili- a resource for vendors in their ners to take advantage of the tate the customer shift towards go-to-market strategies. new ways of working. cloud networking.” “We come from an industry “Distributors are doing this Arista partner Flomatik’s based on inventory, cost and now but vendors are still not MD Ben Allwright anticipates fixed assets. But greater integra- yet utilising their services to the Nimans’ most dedicated staff who go the extra mile for customers forming stronger customer rela- tion between distribution and fullest potential.” and colleagues have been rewarded with a four day trip to Dubai, tionships following its link-up vendors has created an industry That said, Curran also noted the culmination of this year’s The Edge incentive scheme which with the firm. with lower inventory, which is that buying intentions among is open to all employees who, if they win, can bring along their “Arista is a natural exten- more efficient and profitable. consumers showed some hesita- partners. Mat Weall, Head of Sales Operations, said: “The Edge sion of our traditional network “Distribution has widened as tion, especially in the UK where recognises, nurtures and inspires the highest levels of performance services offering, allowing us to a model to touch every part of there are concerns over Brexit. and engagement. The winners had an amazing time in Dubai and drive value deeper into the data I’m looking forward to seeing who rises to the top this year.” The the supply chain, and by lever- centre, creating a high perfor- Got a news story? email: Dubai trip follows last year’s New York break and this year Nimans aging distribution vendors can mance end-to-end solution for [email protected] has lined up Monte Carlo as the star prize. grow their profitability. our customers,” he stated.

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NEWS ROUNDUP Ex-BT leader Martino plans Sennheiser and 3CX have formed a technology partner- ship to deliver compatibility between the headset maker’s UC product portfolio and hired by ITS more growth 3CX’s software-based PBX including the latest 3CX A former Openreach top Tollring has set out plans v15.5 release. executive has joined ITS Tech- to extend its Uxbridge-based Nick Galea, CEO at 3CX, nology Group as MD. office facilities and ramp up said: “With Sennheiser’s UC Daren Baythorpe was Open- its partnering campaign across headset portfolio 3CX cus- reach’s MD for the Business and EMEA, Australia and the USA. tomers can experience our Corporate Delivery division. The move follows a year UC solutions to the fullest.” He has also held a number that saw Tollring notch up 42% of senior management positions turnover growth and a doubling TelcoSwitch has added a new and advised on the telecoms and of profits. feature to its CallSwitch ser- utility sectors. In 2016 the firm launched vice, CRM+, which provides Baythorpe, who has spent the Daren Baythorpe integrated cloud analytics, call out-of-the-box integration last six months advising ITS on recording and real-time fraud Tony Martino with over 30 CRM platforms. strategy, commented: “I’m now “Plans are already in place and credit management, on- Paul Gibbs, Sales Director working with ITS and the wider and being delivered for the boarding over 50,000 endpoints tomers with the right informa- at TelcoSwitch, said: “Every team more formally. The busi- growth of our 21 networks across more than 2,000 business tion at the right time is a con- call is automatically updat- ness has many qualities and has throughout the UK. tenants on its hosted platforms. stant challenge as communica- ed with the full call record, worked hard to establish itself “ITS goes from strength to This growth brings the num- tion continually evolves. recording and outcome. New as a major altnet provider.” strength and with Daren’s focus ber of monitored endpoints to “Full credit to our UK and tasks can be automatically set ITS CEO Roy Shelton said: and direction along with our over 250,000 across 11,000 international teams who have while notes are stored and “Daren has transformed some of additional investment from our business customers. remained flexible, agile and sent to colleagues.” the largest and complex work- first institutional investor there MD Tony Martino said: “To dynamic throughout this period forces in the telecoms sector. are some exciting times ahead.” stay relevant and provide cus- of exceptional growth.” The first phase of TeleWare’s move towards offering an all- Onecom marked its encompassing central control Premier title for DMSL 15th anniversary with hub has been completed with a surprise party for the introduction of a single Distributor DMSL has and evaluation equipment, tri- staff and the launch login for its TCM solution. been appointed as a Premier als and pilots for new products, of Onecom Employee Daniel Hensby, Head of Partner of BT, the telco’s high- access to partner training and Plus, a programme of Product Management, stated: est accreditation level. dedicated support from BT. learning, development and rewards designed to boost positivity “TCM is the first to move The move sees BT invest in “As BT brings forward new and productivity inside and outside working hours. The firm’s 400 over to a centralised control partner sales and gives DMSL products such as GFast and workers based at its Whiteley HQ and 11 regional offices also dashboard. In time, this hub access to exclusive support and FTTP connectivity options and received £25 to spend on the celebrations. COO Aaron Brown said: will house all TeleWare ser- resources. Under its new desig- mobile devices and services, “To mark this milestone we wanted to reiterate our commitment vices, communication record- nation DMSL is able to offer BT the opportunities for Authorised to the training and development of our people, to their health and wellbeing and to establishing a positive work-life balance. Pictured ings and reporting tools.” Authorised Suppliers discounts Suppliers are growing,” stated above: Aaron Brown celebrates with Onecom staff. and promotions, demonstration DMSL MD John Carter.

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NEWS ROUNDUP Cresswell in CompTIA sets Synnex has pocketed West- con-Comstor’s North and Latin American businesses in a deal that also sees the California-based distributor new venture out manifesto acquire a 10% stake in its international operations. IT industry body CompTIA that the technology sector con- The transaction is expect- has targeted the Government tinues to grow and thrive. ed to close in the third calen- and all other political parties “With monumental political dar quarter of 2017. Until the with a manifesto that outlines negotiations slated to take place transaction is completed, the recommendations on how to as the UK leaves the EU, it is companies will continue to secure the UK’s digital future. vital that the Government takes operate independently. CompTIA has called for into account what potential cross party endorsement for all impacts these will have on the A new Automated Speech key parts of the UK Digital digital economy and have the Transcription solution intro- Strategy and argues that digital tools and information available duced by Liquid Voice helps skills must be a core component to make the best decision for the contact centres and control of all apprenticeships, believing sector and nation as a whole. rooms to more effective- Peter Cresswell that the UK must avoid a ‘one “From digital strategy thro- ly locate and replay stored size fits all’ approach to digital ugh to developing a world recordings when used in con- Although a start-up busi- Having left Direct Response skill qualifications. class technology workforce, the junction with the company’s ness, communications consul- Group in February this year, CompTIA also urges cross Government must look to work interaction recording and tancy Springtel’s founder and Cresswell launched Springtel in party scrutiny on how local with bodies within the sector to quality monitoring platforms. MD Peter Cresswell underpins May to make available his expe- SMEs can be involved in the secure a prosperous technology Andrew Barrett, Technical the company with almost ten rience and services to comms careers advice process. industry, and sustained job cre- Director, stated: “The system years industry experience, espe- companies, offering an out- The industry has called on ation for a healthy UK economy will also help organisations cially in the billing sector. sourced service for billing runs, the Government to put SMEs at in the future.” to comply with the stringent His father, Steve, was a reporting, analysis of billing the heart of the digital agenda, GDPR standards that become founding director of Union system configurations, advice focusing on two particular areas mandatory in May 2018.” Street Technologies and instru- on commercials, bespoke soft- – regional tech eco-systems and mental in writing the firm’s ware development and help with specialist skill pipelines. Wavenet has bagged its sec- aBILLity billing platform. migrations or acquisitions. Graham Hunter, VP, EMEA ond acquisition of the year, “I joined Union Street in “We also offer cover for bill at CompTIA, said: “The digital following up its purchase of 2008 and worked in a variety runs either as a one-off for holi- market is of vital importance to Talk Internet in March 2017 of roles, from first line sup- day or sickness or on a longer- the economy, as highlighted in a with the addition of Norfolk- port, second line support, team term basis,” he added. “These recent report from Tech Nation based Swains. leader and Technical Support services are more cost-effective which revealed that there are The deal follows a £30m Manager,” said Cresswell jnr. than employing a full-time bill- 1.64 million digital jobs in the investment in Wavenet by Fours years later he joined ing or commercial manager. UK, and new jobs are created at Beech Tree Private Equity. Channel Telecom as Operations “Outsourcing the billing over twice the rate of the non- Wavenet CEO Bill Daw- and Billing Manager and in functions can also have a big digital sector. son said: “Our increased scale 2013 decided to go it alone. impact on efficiency as well as “It is important that the Gov- Graham Hunter and resources will strengthen He contracted for a number of enabling cost savings.” ernment has a plan to guarantee supplier relationships, deliver comms firms including G3, a better customer experience Edge Solutions, Digiquip and and give Swains’ customers Direct Response Group which access to our broader product he joined as Billing Manager. Bamboo holds charity day sets in UC and IT services.” “Within the first three months my team got the bill- A bikeathon and car wash the UK being unable to hear CityFibre has achieved full ing cycles for telecoms, call fund raising event staged by this was a worthy cause which ISO certification in all core centre and Cirrus (a cloud con- Bamboo Technology Group at affects us all in some way.” management systems. tact centre provider) down to its Cheltenham head offices has Deaf Direct CEO Philip The project was supported the first three working days of raised over £500 for local charity Gerrard said: “Bamboo has hel- by certification body NQA the month, instead of the two Deaf Direct which gives support ped to change the lives of deaf and completed in 12 months. weeks it had always taken,” to the deaf and hard-of-hearing and hard-of-hearing people. Matt Gantley, MD at NQA, added Cresswell. in Herefordshire, Oxfordshire Hearing loss is invisible, but we stated: “Certification requires “I was asked to work more and Worcestershire. make sure the person isn’t. This a commitment to linking strat- closely with the Cirrus side of During the bikeathon, which year is Deaf Direct’s 90th anni- egy with processes, as well the business, helping to design took place on Cheltenham’s hot- Vicky Scofield versary and we are grateful that as ongoing improvements in its commercial pricing model test day of the year at the time, local businesses like Bamboo quality, safety, environmental and strategy ahead of a channel 32 staff members did nine min- colleagues’ cars in return for a are supporting our work.” performance and risk preven- roll-out. I then worked more ute stints each on a fitness bike £10 charity donation. Got a news story? email: tion and control.” closely with the CEO on various clocking up 107 miles between MD Lorrin White comment- [email protected] other projects.” them. Other staff washed their ed: “With one-in-six people in

20 COMMS DEALER JULY 2017 www.comms-dealer.com INDUSTRY NEWS ENERGY UPDATE in association with Newing bags NEWS ROUNDUP Chandler energy Highlight has awarded Daisy Group ‘Most Effective Up-sell Campaign’ recognition for a move paying off scheme that targeted SMB biggest buy customers with the Highlight product as an add-on to their MOVING into the supply of services via Comms Dealer. They Daisy connectivity service. energy services is paying off for felt the addition of energy was Dave McGinn, MD of Northampton based Chandler a natural addition to their Communications. Since services portfolio and valued Daisy SMB, stated: “The ana- partnering with channel energy Fidelity’s simple approach to lytics that Highlight provides specialist Fidelity Energy just a getting them up and running. is detailed, and as a result month ago, the comms and managed services business “We wanted to offer our new we were able to specifically reports an astonishing success and existing customers a larger target customers who were rate in offering existing product portfolio under our using 80% or more of their customers savings on their managed services umbrella,” bandwidth and offer them the energy bills. said Ryan. chance to upscale to ensure “We’re currently informing all “We can now take the hassle that their connectivity experi- our existing customers about and strain out of the minefield ence wasn’t degraded.” the savings they could make that energy can sometimes be. and to date we have had a 98% We like to be able to make success rate in terms of saving things simple and painless for Union Street Technologies against renewal quotes,” said our customers but also ensure Matt Newing has completed the north- Sales Director James Ryan. they are comfortable in the ern leg of its Streets Ahead knowledge they are getting a The key to the success has been competitive package with award Elitetele.com has netted fied comms and IT products and roadshow which kicked off the ease of the sales process, as winning customer service. Leeds-based Nexus Telecom- services will deliver a stronger at Glasgow’s Grand Central Ryan explained: “All the munications, its largest acquisi- client offering. Hotel before calling at New- information we require is on a “Fidelity Energy have offered tion to date, adding £16m rev- “Nexus has some bespoke castle’s Crowne Plaza. customer’s bill and thanks to back up, support knowledge Fidelity Energy’s help and and, most importantly, patience enue and 35 staff. service wrap solutions for cor- The firm used both ven- support we have learned a lot to enable us to not only roll this The deal is Elite’s 15th since porate and enterprise clients that ues to demonstrate aBillity’s about the process. out but hand hold us through 2008 and boosts revenues to we will offer to our wider cus- latest developments including the first few opportunities. From £50m-plus with underlying tomer base.” the billing platform’s new web “We have very strong obtaining a customer’s bill to relationships with the business processing a signed contract EBITDA of over £8m, repre- Nexus CEO Rob Sims, browser interface. community in the region, there are many other steps in senting growth of 37% and 43% who is staying with the busi- Head of Sales and Mark- enabling us to offer first class the process, all of which the over Elite’s FY7/16 results. ness, commented on the deal: eting Vincent Disneur com- service, back up and support to team at Fidelity have been a all our customers. We decided massive help with. They have The enlarged group will have “Our customers will benefit mented: “It was great to share to partner with Fidelity Energy expert, dedicated internal in excess of 165 staff across from Elite’s range of services information on what we’ve due to their like-minded account managers, offering seven locations and extends including hosted IT services, been working on, what’s com- approach to customers, advice, taking things off my Elite’s customer base and geo- PCI compliance, SIP services, ing soon and how our soft- ensuring service and response hands, quoting and explaining times are at the levels we offer bespoke deals and ensuring graphic presence. phone systems and numbering ware can boost profitability our customers. We also liked they are locked in in time. Elite founder and CEO Matt services, which will comple- and productivity. We look for- their approach to saving Newing stated: “Nexus has a ment the Nexus offering.” ward to visiting Bristol and customers money and ensuring “In addition we have a great great reputation and we share London for the southern stage they are on the best possible field based Account Manager Got a news story? email: packages available.” who has helped us take the first a similar culture. The combina- of the roadshow.” [email protected] steps, provided training and lots tion of our two companies’ uni- Chandler Communications of support. I can’t thank the Streamwire has followed up learned about Fidelity Energy’s team enough.” its 2015 acquisition of Event Computer Services with the Rainbow’s investing purchase of EACS, boosting revenues to almost £20m. We decided Northern Ireland comms Kevin Timms, who co- to partner with provider Rainbow has added founded Streamwire with £1m to its annual £5m invest- Anne Stokes, will become Fidelity Energy CEO of the combined compa- ment pot dedicated to customer due to their like- support, adding 10 more staff to ny which will trade as EACS. its customer service and engi- Stokes will remain on the minded approach neering teams. board and lead the transition The company will also invest while developing wider busi- to customers, Stuart Carson in cloud-based products during ness interests. ensuring service the next two years. ment will allow us to develop Timms commented: “We Stuart Carson, Sales Director, our offering over the coming now have a platform to take and response times said: “This is a mobile world. years for all our clients.” our business to the next level, are at the levels we Companies need to adapt to stay Rainbow has 10,000-plus expand into the cloud and ahead. Unified communications clients across Northern Ireland cyber security spaces and take offer our are of paramount importance and offices in Belfast, Dublin on established IT suppliers.” and relevance and this invest- and Glasgow. customers.

JAMES RYAN – SALES Maximise your call margins with Daisy Wholesale. DIRECTOR,CHANDLER COMMUNICATIONS www.comms-dealer.com COMMS DEALER JULY 2017 21 INDUSTRY NEWS On the track NSN kicks off Scorching sales run

Channel Telecom has attrib- with ex-Stig buying spree uted a run of record breaking month-on-month Managed Int- New Star Networks (NSN) ernet Access Services sales to has bagged hosted telephony its commercial proposition and provider iB2i and according to the launch of OPTIC, an online NSN CEO Mark Shraga the pricing portal. deal adds greater value to iB2i’s Stuart Burdett, Head of Data customers and is the first in a Services, stated: “Demand for series of planned cloud tele- cloud-based services is also a phony provider acquisitions. driver for business grade con- “The NSN service wrap will Ryan Kersey nectivity. And since the launch significantly upgrade iB2i’s cli- of Nimbus UC in August our ent experience,” he stated. NSN Channel Director Ryan Ethernet orders have soared.” Fastest 4 delegates on track with The Stig iB2i MD Kamal Hussain Kersey commented: “We’re in MD Clifford Norton enth- commented: “We chose New the market and ready to move used: “Successes like these Twenty four of the chan- many guests, and one that will Star Networks as a natural pro- quickly when companies come motivate us to keep pushing the nel’s top sellers descended on take some weeks for both the gression for our SME focused to us and want to become a part boundaries. As interest in Nim- PalmerSport’s race track for cars and the racing instructors business offering. of our success story.” bus UC grows we’re noticing KCOM’s annual Fastest 4 rac- to recover from. “We aim to grow in partner- a series of positive knock-on Got a news story? email: ing incentive event on June 7th. “I always try to ensure that ship with NSN and ensure the effects throughout the organisa- [email protected] KCOM’s Head of Channel I have the last word, and taking personal touch is never lost.” tion – and it’s fantastic.” Sales Henry West hosted the the guests for a time attack as day which saw delegates put passengers aboard the Palmer through their paces by Ben JP Le Mans car was one way to CEO named Collins, Top Gear’s longest run- guarantee they left with a smile Distie adds service ning Stig. across their faces and, in some IT services provider NTT Collins said: “KCOM’s 2017 cases, a little lunch too.” Ingram Micro has opened up “In doing so we have been Data has appointed Simon Fastest 4 event produced a thrill- The day conclude with a prize to the channel its expanded con- able to up-skill our configura- Williams as UK CEO, taking ing duel between two teams of giving ceremony that rewarded figuration capabilities following tion centre which now has dedi- over from Steve Mitchener who tech-savvy speed merchants. driving skills, racing etiquette the launch of a new service cated Comms-care engineers on retired in May. “They treated the brake pedal and all else in between. that builds on its acquisition of site, enabling a higher level of Williams, who was Head of like the enemy and scorched KCOM’s Fastest 4 incentive Comms-Care in May 2016. service through improved capa- Telco Media, Insurance Con- around former F1 racer Jona- continues to attract new part- The services will be deliv- bilities, where previously this sulting and Digital at the firm, than Palmer’s circuit like a ners such as Jackie Killiard, ered from its facility in Crick. was limited.” stated: “We have grown by over swarm of cruise missiles. Sales Manager at Diva Telecom, Matt Sanderson, UK&I MD, The Comms-care Configu- 20% year-on-year for the past “Driving the sporty Renault who enthused: “What could top commented: “After the acquisi- ration Service sits within the four years and I am excited to Clio Cup, twitchy Ariel Atom being driven around the track tion of Comms-Care it was only broader Ingram Micro service take on the role of CEO as our and bruising BMW M4 GTP at PalmerSport by ex-Stig Ben a matter of time before both portfolio and supports its pro- business continues to go from cars was a new experience for Collins? Nothing!” joined forces. fessional services offering. strength to strength.” KINETIC

Introducing another first from TVF. ‘Kinetic’ is the first and only application that uses the capability of the customers smartphone to automatically drive the contact features and functions of a BroadWorks UC platform in real time, [email protected] without the customer needing to interact with the service. or visit www.thevoicefactory.co.uk

22 COMMS DEALER JULY 2017 www.comms-dealer.com CHANNEL UPDATE produced in association with

DeployDeploy andand workwork anywhere!anywhere!

Looking for a secure unified communications software solution that seamlessly streamlines work environments and can be deployed in the time it takes to brew a cup of coffee?

CX has recently launched Version Brand new web client 15.5 of its award winning 3CX Optimised for open standards browsers such 3software PBX, which collectively as Chrome and Firefox, the brand-new web brings an assembly of new developments client allows for smooth call management together with a vast range of rich features. directly from the web browser. With access What’s more, with 3CX’s ‘Deploy Anywhere’ to key 3CX features from the user-friendly strategy, the PBX can run on Windows, interface, overall usability has been greatly Linux and in the Cloud, giving resellers and improved when it comes to everyday tasks their customers complete freedom of choice. such as scheduling conferences, transferring and making calls, and managing chats and 3CX’s latest release not only aims to voicemail. consolidate work environments through its unified communications system, but also When facilitating a call through the Web strives to provide users with flexibility and Client, users can save time and enhance control in terms of where and how they their productivity by using the Click2Call deploy. Alongside this, 3CX has also Extension for Chrome to dial numbers; a implemented new features to cater to the feature that is compatible with CRM productivity and efficiency of its users, like systems, such as Office 365. What’s more, that of the Click2call and the integrated web conferencing is instantaneous with the web conferencing which is clientless for With V15.5, web meetings are a breeze web client, allowing for coherent real-time remote participants. communication with a single click.

Deploy Anywhere Productivity Features Those seeking an on-premise solution can Apart from 3CX’s new Web Client, cutting optimise their PBX to run in VM edge integrated web conferencing environments on an existing server. technology, 3CX also boasts other Alternatively, smaller businesses that wish productivity enhancing features that certain to deploy on-premise can still do so without users will appreciate. investing in expensive and bulky servers and deploy on a MiniPC appliance, from Smartphone compatible, V15.5 supports the Intel, Zotac, Shuttle and Gigabyte, which latest Android OS and sports PCI compliance can be purchased for as little as 160 for financial environments. When recording pounds. calls containing credit card information, calls can be paused and still stored on one single However, cloud solutions are becoming recording file. Additionally, V15.5 also more and more popular in terms of PBX possesses an integrated hotel module that deployment. 3CX gives partners and users does not require any additional software to the option to deploy from a mainstream Click2Call makes office life so much easier function. cloud provider of their own choosing, such as Google, Amazon, Openstack, OVH and child’s play, expediting PBX deployment (depending on license edition). Moreover, for those working remotely or on 1&1. Furthermore, resellers implementing down to eight straightforward steps. The integrated web conferencing is yet the go, V15.5 allows for better remote PBX installations on behalf of their clients Additionally, deployment via the PBX another outstanding feature of V15.5 and phone control for desk-phones and can possess complete control of their Express tool grants partners and users a this vital communications component smartphones, enhancing both productivity customer’s installation through using their free 3CX PBX license. requires no additional downloads or plugins and efficiency. 3CX reseller ID to cater to the end users’ to function. A web meeting can be initiated post-installation management. Integrated Web Conferencing with a single click from the web client. Notably, 3CX is one of the first PBX vendors What’s more, V15.5 web conferencing is Apart from compatibility with popular cloud to include web conferencing as a free clientless for remote participants, only providers, 3CX recently developed the PBX feature with no extra licensing or requiring them to occupy an open standards Express tool that turns PBX deployment into administration, for up to 100 participants web browser.

www.3cx.com +44 (0) 203 327 2020 [email protected] www.comms-dealer.com COMMS DEALER JULY 2017 23 INDUSTRY NEWS

NEWS ROUNDUP Counting SOS boss proposes Nimans is the first Unify dis- tributor to offer the vendor’s on reseller Circuit collaboration solution backed up by a ‘try before you buy’ offer. numbers an alternative way Marcus Yates, Unify Sol- ution Sales Business Mana- Never be stumped for an SOS Communications has ger at the distributor, com- effective response to the needs added Cisco’s new IP phones mented: “With a free 100 user of a customer, urges Number to its hosted telephony solution package to ‘try before you Supermarket Director Darren Premier-Cloud. buy’, Circuit is an opportu- Hughes, who made sure his firm According to SOS MD Colin nity for resellers to drive their would not be left on the shelf Hepher the move brings ‘greater business in a new direction.” when he established the com- differentiation’ to his proposi- pany in 2014 having secured tion as Cisco bids to claw back TeleWare has opted for Next access to over a million num- market share in the competitive Generation Data (NGD) to bers across every different UK IP phone space. host its cloud-based call range from the outset. “Hosted telephony is no lon- recording service. “The aim was to ensure ger in its infancy even though Colin Hepher The move follows Tele- that all clients always had their penetration has only reached a Ware’s decision to migrate all needs met,” he commented. small percentage of the poten- either a hot or warm standby “Customers are evenly dis- fixed line call recording solu- “I’ve been in telecoms for tial market, yet most resellers and is normally inactive. tributed between them and each tions onto the new platform over 20 years and in that time are offering very much the same “Failover between the two facility uses the native IP rang- which is based on Microsoft seen the shift towards more auto- platform base and features,” at network level is relatively es of the data centre provider. Azure. TeleWare has already mation, but we insist on making stated Hepher. straightforward. But there are a Since all data centres are active installed a number of racks service all-encompassing, per- “Not so long ago Cisco had number of serious weaknesses in the event of a failure the only at NGD to support its Cloud sonal and around the clock. It’s over 50% of the market share to this approach that can lead to thing that changes is the amount Call platform. what partners expect.” and intends to regain this space customers suffering long delays of traffic they carry.” Number Supermarket has as soon as possible.” in the event of failover.” It is not always possible to Distributor ProVu is offering kicked off a reseller recruit- Hepher says SOS Comm- Following the Cisco distri- protect all calls in play during a free online training courses ment campaign and turned up unications will play a key role bution deal Hepher has grasped data centre failover, but Hepher on how to sell and support the volume on what it believes in helping Cisco advance its the megaphone and is amplify- emphasised that IP phones such VoIP hardware. Four courses to be key differentiating factors strategy believing that the infra- ing his ‘alternative’ message to as Cisco’s and resilient SIP focus on the Gigaset, SARK, that will catch the attention of structure and methodology that the channel. “There is another trunks can failover significantly Snom and Yealink brands. potential partners. supports Premier-Cloud along way,” he said. “Our telephony faster than BGP. Product Development Dir- According to Hughes these with attractive commercials will service is supported by two data In what Hepher described ector Paul Hayes commented: include a customer-first strat- tip the balance. centres that are fully operation- as ‘another attention grabber’, “There’s much more to sup- egy, white label web portal and “What really counts is resil- al, always carry live traffic and SOS is offering free SIP trunks plying hardware than just the management systems, rebate ience,” added Hepher. “Most have capacity to scale. to channel partners. sale. Developing the ability generating numbers and live adopt a model where ‘identi- to support deployments goes cloud-based reporting. cal’ servers are located in two a long way in maintaining separate data centres. One is Got a news story? email: customer satisfaction.” designated as active and carries [email protected] all the live traffic. The other is Cisco’s digital trends report

Cisco’s five year projection representing 80% of all Internet for the global digital economy traffic in 2021. predicts an increase of over one “As global digital transfor- billion Internet users, rising mation continues to impact bil- Invosys has undergone a brand spruce-up following its acquisition from 3.3 to 4.6 billion. lions of consumers and busi- of VoIP platform developer Telux HD. The new look reflects The company also pointed nesses, the network and secu- an enhanced product suite, new tech capabilities and broader out in its Visual Networking rity will be essential to support customer offering which includes a hosted proposition. Co- Index that 42% of the world’s the future of the Internet,” said founder Peter Crooks said: “The company is different so we felt it Yvette Kanouff population will still not be using Yvette Kanouff, SVP and GM was important to communicate these changes to our customers the Internet by 2021. expanding 30% annually due of Service Provider Business. by updating our branding. The new graffiti-style branding Trend spotters at Cisco say to a rise in connected applica- “Driving network innovation sets the tone and is a development of our existing logo.” that the IoT will represent 50% tions such as health monitors with service providers will be Co-founder Rob Booth added: “Embracing change means of all connections by 2021, up and medicine dispensers. key for Cisco to support the taking risks, reinventing the status quo, having a vision and the courage to make it. We want to be bold and confident from 5.6 to 13.7 billion. Meanwhile, three trillion needs of their customers who about how we challenge the channel to find a better way. The Healthcare will be the fastest Internet video minutes per want reliable, secure and high bold new branding perfectly reflects what we stand for.” growing industry in this space, month are forecast, with video quality connected experiences.”

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24 COMMS DEALER JULY 2017 www.comms-dealer.com WE MAKE IT POSSIBLE More and more service providers are coming to us I did I’m in

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Because we have world-class solutions at great Those are just some of the reasons why we’re prices. Just take our new Wholesale Hosted proving so popular. We also have great new pricing Communications solution – a new service that meaning there’s never been a better time to use gives you the best of Hosted Centrex and Hosted the power of the cloud. Get in touch today to get SIP Trunking simply combined. the ball rolling. So get in touch today and start a UC journey where you can enjoy a huge range of benefits: Interested? Get in touch with us today. • Flexible call bundles • Easy-to-use portal 0800 671 045 • Seamless upgrade path from SIPT to Centrex Email us at [email protected] • Mixed Centrex and SIPT estates on one or visit us at www.btwholesale.com dial plan • Value added services (Call Analytics, Call Recording, CRM integration, UC Packs) • Built on our secure 21c network • Network based intelligent Fraud Management included NEWS INTERVIEW Centile chief points up UK channel expansion bid

Centile’s renewed focus on the UK channel is playing into the hands of resellers who want to gain control of their own destiny by adopting a PaaS-led and mobile- first approach to market, according to Director General Bertrand Pourcelot.

Bertrand Pourcelot

hatever already reinforcing the community,” stated UK, according to Pourcelot, The UK currently accounts blizzard of certainty that underpins Pourcelot. “Justin is already who has high hopes for the for 10 per cent of Centile’s spin is applied Pourcelot’s UK ambitions with bringing new resellers on success of the firm’s channel revenues. Overall, the to Brexit and new channel partnerships. board to our PaaS platform push. “The UK market company is growing between W‘economic uncertainty’, the “With Justin’s experience and we are confident that needs providers who can 15-20 per cent in annual advance of Centile into the in the telecoms market, 2017 is going to be a great differentiate, make additional revenue terms and adding UK channel market shows no including CEO roles at year for Centile in the UK.” margin and gain control of four or five new employees sign of hesitation. Its status service providers 8el and their customer experience,” per year, building on its here will be enhanced by Ultracomms, plus many Centile’s positioning as he added. “We’re well current headcount of 40 newly appointed Business consulting projects, he is a viable alternative to known in other countries, mainly based in Sophia Development Director Justin well placed to engage with BroadSoft is catching the eye but not here. This year we’re Antipolis in France, Europe’s Hamilton-Martin who is the UK service provider of potential partners in the focusing on the UK.” largest technology park. They

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26 COMMS DEALER JULY 2017 www.comms-dealer.com NEWS INTERVIEW Centile chief points up UK channel expansion bid

support circa 100 service requirements based on my but not as many as other The challenge and the providers in 20 countries. experience in challenging countries such as the Nordics opportunity in this market, Just a minute with “While we do have some software development where the idea of mobile- says Pourcelot, is to Bertrand Pourcelot... big service providers in our projects and delivering first or even mobile-only is a demonstrate to enterprise customer base we also work mission critical products.” reality,” he explained. “Most customers a future proof Tell us something about with many SMEs that realise of Elisa’s customers only solution with high end yourself we don’t know: I the potential of services such The company was later have mobile phones which features. “However, our used to play a lot of soccer as IP Centrex and FMC,” acquired by 8x8 which they use for both their fixed experience is that enterprises in the under 16 French National Championship said Pourcelot. “For example, funded much of the R&D and mobile numbers. France aren’t always ready to pay where I met several we’re seeing traditional PBX and led sales while the is also well ahead on FMC. for all those advantages so future professionals dealers move into cloud- Centile team focused on We want to bring all that there needs to be flexibility,” based services. Platform-as- developing software. But experience to the UK and he added. “Having a What talent do you wish you had? I’m an engineer, a-service is an opportunity when the dotcom bubble see this as a market segment good price point for some therefore logical and that has the potential to for us to help market players burst 8x8 sold many of its stand-out services, such rational, so I’d like to who don’t have the technical assets including Centile. grow fast, particularly as the as the PBX-type offerings, have more creative ideas skills or bandwidth as part “Even though the first few price gap between fixed and is important, with the rather than be the one of their daily operations.” years of this century were a mobile minutes narrows.” ability to up-sell even more who makes them happen tough time in the industry we advanced features such as Role models: Elon Musk, Platform for growth already had some IP Centrex As Centile presses ahead collaboration tools and video. he has the energy Centile describes itself as a customers, especially in the with its growth strategy and and focus to drive his European developer of UC Nordics,” said Pourcelot. “In the development of new Bring your own dreams. And Taïg Khris, and fixed mobile convergence 2008 additional investors features it is also building “We also believe that a famous in-line skater platforms for operators and were brought in, the whole a ‘best of breed’ partner our ‘bring your own lines of Greek-Algerian integrators. The firm was market turned around and ecosystem. Pourcelot added and networks’ approach descent who relishes a challenge and has also established in 1998 when we’ve grown ever since.” that the company is wedded will enable resellers to launched a start-up that to an API approach that will broadband connectivity move quickly with us and enables a temporary was emerging as a market Centile made an early drive standardisation and protect most of the long- number to be attached reality along with a number transition from a traditional openness across all kinds of term relationships already to a mobile phone of small service providers. capex pricing model to an technology markets. “Look in place. Many resellers What do you fear the The idea behind Centile opex one. The company at how Android caught up already sell private wide most? Deep water was to develop a telephony name even refers to its with its competitors with APIs area networks and have One example of something system that was easy for adopted revenue share that enabled an ecosystem SIP trunking relationships. you have overcome: Public pricing model (Percentile). to be built,” he stated. these providers to offer to We are proposing that they speaking. But now that their enterprise customers Another milestone was “We believe in cloud-based include the Centile PaaS I’ve done this so many via broadband. Pourcelot the company’s early focus integration and cloud APIs, offering to supercharge their times I really enjoy it joined the company as it was on the mobile market and which is much easier than core service and enable them The biggest risk you have coming out of start-up mode the launch of its mobile on-premise integration. to become Virtual Network taken and why? Leaving and beginning to grow. His platform in 2010. “Our Operators to complete with Alcatel to join Centile background is in software first customer was Elisa, In the pipeline the larger providers.” when I’d just got married. development and project Finland’s biggest mobile “More widely, we’ve We’d bought a house management on international operator which was already continued to add new According to Pourcelot the when the dotcom bubble projects, including ten years on our books,” commented features, new web portals comms industry must leave was about to burst working in the space industry. Pourcelot. “With more than and user mobile apps. We’ve tradition behind otherwise How would you like to be 250,000 subscribers that also seen Centile IstraCloud it will be vulnerable to the remembered? As someone “Developing software for was a big step forward which provides all the rise of commoditisation and who listened to others the French army or image with full convergence flexibility and cost-efficiency less able to compete against and kept on learning processing for meteorological delivered via an opex pricing benefits of a multi-tenant new entrants, GAFA and OTT What possession could you satellites gave me a solid model. Other customers platform really take off. players. “Resellers of products not live without? Good background in understanding include VozTelecom in Another focus area is our have a real opportunity to quality traditional leather what mission critical projects Spain, Bahnhof in Sweden, own mobile application on evolve into service providers, shoes, especially some of the lesser known French need,” he said. “One of Pace Telecom in the UK IoS and Android which is to drive new revenues and be brands like Heschung the common failings of and many more in France designed to offer a better more competitive,” he said. many start-ups is that they such as Bretagne Telecom, user experience via local “Mobile-first is one of the How do you relax when struggle to have the rigorous Adista and VoIP Telecom.” contacts and simple tools biggest movements in the not working? In my garden with a good cigar processes needed to grow such as push notification. industry. Some countries are a company while keeping Fixed mobile convergence This is a white label app that already ahead, others less so. Top tip for resellers: the agility and flexibility to will be key for Centile in the we’ve already introduced in It’s a huge opportunity, not Move up the value chain and get away from move fast. I was brought UK, pointed out Pourcelot. Finland and will be launching just for vendors like us but being box movers on board to address those “There are some initiatives globally later this year.” also for resellers and ISPs.” n

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www.comms-dealer.com COMMS DEALER JULY 2017 27 BUSINESS MATTERS Big boys outperformed by smaller rivals

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

his last quarter was a company’s reasons included bad one for the UK the well publicised billing telecoms big boys. BT system issue, increased further downgraded competition in enterprise TEBITDA guidance for fiscal mobile and the loss of two 2017/18 (March). The £7.5- fixed line contracts. Notably, 7.6bn EBITDA guidance TalkTalk Business and Virgin compares with £7.654bn Media Business have been reported for 2016/17, and less impacted by trading £7.9bn prior to the January issues than their consumer- profit warning – all due to focused sister companies. the Italian accounting scandal and UK public sector and In contrast to the bigger overseas corporate pressures. player woes, smaller company Philip Carse TalkTalk significantly reporting (public and private) undershot already reduced has again been dominated Starleaf (£31m). The quarter quarter which is more than place in the peer group. EBITDA guidance for by decent numbers from witnessed strategically or can be said for BT (-13%). Other gainers off the back 2016/17 (EBITDA rose 17% several connectivity and sizewise acquisitions for Over the last 12 months, of 2016 results included to £304m versus prior network infrastructure players M24Seven/Metronet (Venus Gamma has topped the Gamma, Maintel and guidance of £320-360m), including Exponential-e, Communications, adding charts with a 30% rise LoopUp, while contact centre and Charles Dunstone M24Seven, Ask4, Arqiva a London presence), Chess despite continued sales by player Sabio was a notable marked his renewed and CityFibre, as well as (Foursys, adding security) and a long term shareholder, faller due to cash flows involvement with a strategic from some business comms Elite Telecom (Nexus, adding followed by Telecom Plus associated with its MBO. shift towards growth over providers including Gamma, a quarter to EBITDA), maiden (+23%) and Adept Telecom profitability that will impact Maintel, Adept, Charterhouse post-MBO acquisitions for (+22). Major fallers included Notable additions to EBITDA in the current year and Focus Group. In Sabio (of Rapport) and Redcentric (-54%) due to coverage include business (guidance of £270-300m). contrast, multi-utility reseller Wavenet (of Swains and Talk its accounting kerfuffle, BT comms provider Bistech and Telecom Plus reported below Internet, together boosting (-29%) and TalkTalk (-17%). conferencing numbering Weak ARPUs at Virgin Media expectations numbers and revenues by a third), and a provider Numeric Futures, led parent Liberty Global to guided for flat profits in the strategic review by Arqiva’s Scorecard moves which both enter the peer downgrade EBITDA guidance, new financial year due to private equity backers. Megabuyte has developed group Top 5, while G3 and following March’s customer acquisition costs. With more of an IT focus, the Scorecard, which ranks Comms is just outside the downwards revision of Project Claranet Group raised company performance Top 10, but Network Telecom Lightning premises passed in Period of interesting £90m in new equity and based on a mix of growth, comes in at a lowly 38th 2016 due to misreporting, corporate activity completed three acquisitions margin, cash generation place due to low OCF and the company also said that This last quarter saw an in France, Portugal and and FCF metrics. Student FCF conversion. n the 2017 rollout will be interesting range of corporate the UK, boosting revenues accommodation ISP Ask4 IS Research publishes www. below plan but refrained activity including substantial by 40% to £310m. was a big gainer in the megabuyte.com, a company from publishing a new target. funding for Gigaclear (of Scorecard this last quarter, analysis and intelligence Vodafone UK continued £111m which will fund Share price jumping eight points to 82 service covering over 400 to be a poor performer its fibre to the premise In share price terms, CityFibre (out of a possible 100, and public and private UK with fiscal 2016/17 EBITDA build for about 30 weeks) (+38%) and Gamma versus a Megabuyte universe technology companies. down 16% to €1,212m. The and contact centre player (+23%) had a good last average of 59), into second [email protected]

28 COMMS DEALER JULY 2017 www.comms-dealer.com Big boys outperformed by smaller rivals

COMPANY NEWS ROUND UP

In line year for Telecom by the first-time consolidation £50m and £8m respectively. Plus – expects flat with sister company Founder and CEO Matt profits in current year Charterhouse Network Newing re-emphasised Multi-utility reseller Telecom Services, with EBITDA Elite’s continuing focus on Plus has reported full year up 175% to £1.9m on organic development. results to March 2017 with revenues up 7.3% at £19.3m revenue down 0.6% to (estimated 1% organic). COLT faring better under £740.3m and adjusted pre- According to CEO Mark private ownership tax profits increasing 9.1% Brooks-Wadham and COO We were interested to read to £53.3m (the latter in line Matt Tyne, the significant an FT interview with COLT with the April 2017 trading jump in profitability comes CEO Carl Grivner who update, although both were despite investments in stated that 2016 revenues below consensus estimates). network capacity, systems and EBITDA grew 8% On the outlook, Telecom and staff, as the company and 20% to £1.5bn and Plus will continue to focus gears up to meet its £30m £360m respectively, with on customer growth and revenue target in the next more growth to come in expanding the number of three years, moving decisively 2017, alongside big plans services, although higher out of its ‘lifestyle’ era. to expand into the US and customer acquisition costs subsea cables, and in the Hosted and investments will result Improved KCOM UK. Against the backdrop in profits remaining flat second half of declining revenues and in the current year. The Comms provider KCOM EBITDA, the company has company also scaled back has reported an in-line clearly performed better since the expected £71m share year to March 2017 with its take-private announced buyback using the Opus EBITDA down 10% at by major shareholder Fidelity proceeds to £25m, reflecting £67.6m on revenues down in mid-2015, particularly increased uncertainty. 5.1% at £331.3m, both in EBITDA margin terms. If impacted by legacy declines, one is being uncharitable Wavenet gains King’s Lynn and EBITDA by increased Fidelity would have still seat with Swains buy network costs following the made more money selling The revolution is calling Business comms provider £90m sale of the national COLT at the height of the for Hosted solutions. Wavenet has made its network to CityFibre in early TMT boom in 2000 when its second acquisition (since 2016, as well as a £3.6m valuation touched £25bn. Invosys are pleased to announce the last summer’s Beech Tree- enterprise cost overrun. backed MBO) of Norfolk- The better news is that the Vodafone’s good FCF launch of our beautiful new Hosted based Swains plc. The most company’s FTTP project work undone by India product. Invosys Hosted is feature rich, recent available accounts, to is going well and target while UK remains poor as always, simple to set up and easy to March 2016, show revenues enterprise customers are Vodafone reported an in-line use, and includes important services and EBITDA of £4.9m and spending more. Meanwhile, year to March 2017 with flat that make it unique and aren’t available £0.66m respectively, thus all the signs are that the EBITDA of 14.15bn euros anywhere else. adding similar revenues to company has pulled back on revenues down 4.4% at that estimated from April’s from a potential sale of its 47.6bn, which translates into Let’s talk hosted.Today. Talk Internet acquisition. commoditised £94m revenue +3.4% (versus guidance of This takes Wavenet to an SMB and partner business. 3-6%) and +1.9% organic estimated £24m revenues growth respectively. FCF was and £4m EBITDA, up Elite Telecom connects much improved but net debt about a third on the with Nexus rose due to capital injections pre-MBO business. Owner-managed business into the India business. The comms provider Elite UK remains the problem child Charterhouse breaks Telecom made its largest in Europe, the only operation from lifestyle past acquisition to date with the to have seen revenue and Business comms and purchase of Leeds-based EBITDA declines last year, of office technology supplier Nexus Telecommunications, 16% and 3.3% respectively. Charterhouse Voice and Data boosting revenue and Current year Group guidance (CVD) has reported a solid EBITDA run rates by an is for 4-8% EBITDA growth year to November 2016 aided estimated 47% and 23% to and 20%+ FCF growth. n invosys.com To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JULY 2017 29

Invosys-April-Ad-Stage-2.indd 1 13/03/2017 10:30 the Comms National Awards 2017

12th October Hilton Park Lane

cnawards.com

The Comms National Awards is the leading awards process that recognises excellence in the UK ICT industry and the countdown to the 2017 awards has begun.

The awards will be presented at a • If you are a reseller business, don’t glittering ceremony at London’s Hilton on miss the opportunity to get the Park Lane on October 12th, so put the accolade you deserve for the solutions date in your diaries now! and service you provide to customers. With past hosts including, Patrick Kielty, • If you are a vendor, carrier or service Rufus Hound, Hugh Dennis, Stephen provider, this is your chance to get K. Amos, Michael McIntyre, Marcus channel recognition for the support and Brigstocke, Ronnie Corbett, Gabby Logan service you provide for your reseller and Vernon Kay the entertainment will, as partners. ever, be top drawer. The Comms National Awards is the The Comms National Awards is the highlight of the industry year. Don’t miss premier awards process for the UK’s being part of it. For more details on ICT channel rewarding excellence in the entering and securing your place at the supply of service and solutions to resellers Awards ceremony visit: and end-user customers. www.cnawards.com

LEADING service provider, 9 is delighted to reprise its headline sponsorship of the Comms National Awards at The Hilton, Park Lane on Thursday 12th October. According to 9’s Marketing Director, Mark Saunders, renewing their sponsorship of the awards for a fifth year in succession reinforces their commitment to the channel and love of a great night out. Saunders stated: “Both the quality of the entries and the enjoyment factor have risen every year during our sponsorship term and it will be a real challenge for entrants and organisers alike to surpass the excellence of last year’s event, but I am sure they will succeed. “It was noticeable how the nominees and eventual winners reflected the changing face of our industry, but I am sure there will still be room for senior stalwarts to secure some silverware too, so why not start thinking about your entry now.” 9 will continue their sponsorship of a special award to recognise outstanding customer service, which was won last year by Pam Blanchard of ICA. “This award is presented to the reseller who can truly demonstrate that everything in their business is led by the customer’s perspective and how they have remodelled and transformed their business to achieve this,” added Saunders.

Headline Sponsor Category Sponsors

30 COMMS DEALER JULY 2017 www.comms-dealer.com a ENTER NOW t www

.c n a w a rds.c

o Entrepreneur Enterprise Reseller Service Provider m of the Year of the Year category

Adam Zoldan Charles Aylwin Sara Brown Partner Director of Channel Head of Marketing Knight Corporate Finance 8x8 BT Wholesale “We work with entrepreneurs daily and we know “At 8x8, we’re delighted to be sponsoring the Comms “BT Wholesale is once again delighted to be a the value they place on industry recognition which is National Awards again this year. The evening is sponsor of the 2017 Comms National Awards why we are proud to be sponsoring the Entrepreneur always a great celebration of the best our industry – Service Provider Category. The awards bring of the Year Award at this year’s CNAs. On a more has to offer. It’s also a fantastic recognition of true together the best of the industry – celebrating general note, as a finalist or winner of a Comms excellence in communications, whether rewarding success, innovation and amazing capabilities National Award your business receives a unique vendor solutions, resellers, innovative technology demonstrated by our peers and colleagues. As a pure endorsement that will enhance the way not only or outstanding customer service. The channel is Channel business, we encourage all to enter as the customers, but staff, industry peers and potentially essential to the continued growth of our industry benefits are huge! With a wide and diverse range of investors and buyers view your business – in our and at 8x8 we will continue our rapid expansion with award categories, you can showcase your business experience perception has a direct and tangible the unrivalled expertise of our channel partners. We and celebrate success. Excellence in the industry impact on business value. We wish all the entrants want to wish the best of luck to everyone that has needs to be recognised and rewarded and the CN the very best of luck with their submissions.” entered and we’re looking forward to celebrating on Awards does just that. So remember to submit your the night!” entry now. Good luck to all.”

Best Contact Centre Unified Comms Event Hospitality Category Solutions Category Martin Taylor Peter Crooks Alp Kostem CMO Chief Operating Officer Head of Channel Sales Content Guru Invosys Exponential-e “Content Guru is delighted to renew its sponsorship “Invosys is delighted to be sponsoring the Comms “Exponential-e is delighted to be sponsoring the of the Comms National Awards for another year. National Awards for the first time this year. Designed Comms National Awards for the first time! We see Contact centres remain at the heart of the Customer by the channel, for the channel, these prestigious the value in these events and we’re really excited to Engagement Hub, a key component in any innovative awards truly showcase the crème de la crème of the be attending. Channel is a huge part of Exponential-e customer service solution. We will be recognising telecoms industry and truly recognise outstanding and the fastest growing team internally so it only those resellers who excel in this sector, and who achievement, innovation and excellence across makes sense to sponsor one of the biggest Channel are helping to evolve the traditional contact centre the board. We would encourage all the channel to events of the year. This event shows recognition to meet the ever-expanding demands of today’s embrace the CNAs, which provide opportunities for to those hard-working teams, companies and consumer. The Comms National Awards continue to all companies to enter, regardless of size. Not only some brilliant individuals which truly deserve to be play an important role in the channel, and we would is it a great opportunity for your organisation, it’s a awarded. It would definitely be worth entering – on like to wish all the nominees the best of luck!” chance for your whole team to shine as you shape behalf of myself and the team at Exponential-e we their future – as well as a great night out!” wish you the best of luck to this year’s entrants.”

Entry co-ordination Nigel Sergent Deadline for entries 29th July 07712 781106 Register Now! [email protected]

Hospitality Sponsors

www.comms-dealer.com COMMS DEALER JULY 2017 31 SPECIAL NEWS REPORT CityFibre in wholesale move on Entanet

CityFibre has pulled off a unique triumph in securing high figure financing and the game-changing acquisition of Entanet all within six months.

ast-expanding night-long negotiations and CityFibre listed on is a reflection of CityFibre’s the AIM market in intention to become a ‘mini January 2014 and BT and Openreach’, pointed Fhas grown rapidly ever since out Mesch, whose end game with acquisitions a core is to bring Gigabit Britain component of its strategy. to life with partners playing The pure fibre infrastructure a key role in advancing builder completed its his digital ambitions as £90 million acquisition of he works with them on a KCOM’s national fibre and more strategic level. “When duct network assets in partners take our service they December 2015 and soon help to extend the network,” afterwards established a he explained. “It’s not just relationship with Entanet about selling infrastructure, as thoughts turned to how it’s about collectively moving Greg Mesch the infrastructure would our network forwards be used most effectively. based on real demand Now the deal is done the that enhances our case for It’s not just about selling infrastructure, but priority is to integrate its building out Gigabit Britain, products with Entanet and thereby driving money collectively moving our network forwards unlock new markets. directly into the ground.” based market is too strong reaping the rewards of by Citigroup, finnCap, CityFibre CEO Greg Mesch, Entanet CEO Elsa Chen is to ignore. “Customer service CityFibre’s national full fibre Liberum and Macquarie. who marshals a great under no illusions about is used as a differentiating infrastructure footprints The company aims to raise sense of strategy and the significance of the factor but the messages and next generation further proceeds through purpose, stated: “We’re acquisition, not just for are often the same,” she products,” she stated. an accelerated bookbuilding an infrastructure builder, Entanet but the wider added. “Entanet is bringing process and additional Entanet sells infrastructure. channel as a working a new network into the “They will continue to funds of up to £15 million Its partners buy from BT model. “This deal is channel and a new breed of enjoy the full support of through a non-underwritten and we want them to buy transformational,” she differentiating service levels.” Entanet’s long established offer for subscription. from us. Our pure fibre stated. “The combination and mature channel strategy. infrastructure is faster, less of CityFibre and Entanet Business as usual Together, we are creating CityFibre plans to expand its expensive and now available creates a new type of In reassuring channel a new breed of wholesale fibre metro networks from through the channel. Entanet wholesale provider with partners Chen confirmed service provider that will 42 UK towns and cities today has thousands of DSL lines more choice. Demand for that there will be no changes empower channel partners to not less than 50 towns and leased lines for potential gigabit speed infrastructure to Entanet’s established to change the connectivity and cities by 2020; and will migration. It’s a good fit, is real and we now have a modus operandi and that market landscape.” begin constructing a Fibre to and Entanet partners are in compelling proposition.” staff headcount will remain the Home (FTTH) network to a wonderful position now untouched by the deal. CityFibre has also doubled address the residential market they have greater choice.” Chen also noted that “Our partners will soon its market value by raising in five to ten UK towns and the appeal of having be able to take a strong a further £200 million, cities during 2018. This The deal was signed at clear differentiation in a and highly competitive £185 million of which move also gives partners a 6:55am on July 5th following commoditising product- proposition to the market, will be underwritten much wider base to address

Take the PBX Express WWW.3CX.COM Your PBX, Your Cloud, ready in minutes +44 (20) 3327 2020 32 COMMS DEALER JULY 2017 www.comms-dealer.com CityFibre in wholesale move on Entanet

and follows CityFibre’s at school, at home and in readiness for their small cell successful participation in our communities. It’s also roll-outs and 5G services.” the FTTH trial in York which about stimulating the market, demonstrated strong demand creating jobs and growth. The Megabuyte analyst and Hosted PBX Meets from ISPs and consumers Government and Ofcom both Comms Dealer contributor for gigabit speed FTTH recognise that investment Philip Carse commented: GSM Mobile services. CityFibre is now in alternative fibre networks “The announcement is yet in advanced negotiations will catalyse growth in the another signpost in what is with ISPs that will market UK’s digital economy as clearly very strong investor full-fibre broadband services well as reduce the country’s support for fibre network to consumers deployed reliance on BT Openreach. infrastructure, and came over its networks. barely a day after the launch Unlocked market of the UK Government’s own Mesch said: “We are building “With Entanet now part £400 million fund which is Gigabit Britain, driven by of the CityFibre family, our aimed at triggering a total growing demand from combined offering will of £1 billion investment, and Internet Service Providers and accelerate the take-up of a few weeks after Gigaclear their customers to switch services over our growing raised another £111 million. to full-fibre infrastructure. network footprints by Our announcement to enter leveraging Entanet’s channel “In particular, this funding the residential market is the partner network and through is aimed at full-fibre first step in our vision to continuing to transform infrastructure, taking it to bring gigabit connectivity digital connectivity for the premise rather than the to millions of UK homes thousands of UK businesses. fibre to the cabinet variety and small businesses. preferred by BT, which “Our significant capital inevitably limits the speeds “This is about more than raising also better positions available. We assume that just better broadband – this CityFibre to undertake larger BT’s competitors such as Sky is about future-proofing the projects coming forward and TalkTalk will be leading digital infrastructure we’ve from the public sector as the queue to use the new all come to rely on at work, well as mobile operators in FTTP networks, while a whole host of B2B service providers will increasingly start to use CityFibre metro networks Single Deployable Package rather than rely wholly on BT Openreach or BT Wholesale. From £12.45/month • BroadSoft Hosted PBX “Meanwhile, the Entanet • Vodafone or 02 SIM acquisition appears expensive at first blush, but comes with a compelling strategic Features - All device types rationale in terms of gaining • Collaboration, Presence, Chat & Conference a large swathe of wholesale Bridge partners as well as access to • One Number – Push/Pull live calls between systems, which has been a focus for Entanet investment devices – Call Recording over the past couple of years. Uboss Analytics • Call Recordings, Call Logs and Data Logs in “It will also boost CityFibre’s one logical place engineering and software development employee base. What’s in the Bundle? Mesch noted that Entanet’s • Mobile & IP minutes, UK text & UK data existing customer base will • Unity Mobile app for iPhone and Android provide strong support for expanding to certain new Elsa Chen towns and cities. The price looks much more modest if This deal is transformational. The combination of CityFibre the target £3m per annum and Entanet creates a new type of wholesale provider. synergies can be achieved.” n We’re ready to go, are you? Maximise your call margins with Daisy Wholesale. Tel 0800 9700 971 | www.vanillaip.com/ipmobile

www.comms-dealer.com COMMS DEALER JULY 2017 33

17-06 Hosted PBX Meets GSM Mobile _1-2pageVerticalCommsDealer.indd 1 21/06/2017 14:31 BUSINESS INTERVIEW Time to secure ground on the cyber attack surface

Organisations are confronted by a fast expanding attack surface that requires a more diverse set of protection methods and a strategy based on close analysis of internal and external risks, says David Emm, Principal Security Researcher at Kaspersky Lab.

he era of security complacency is over, and the starting point for any lock- Tdown project should be an audit of corporate systems and a risk assessment to reveal where a business is susceptible to attack. Focus areas must include threat intelligence, monitoring of the corporate network, an effective incident response and appropriate technology. “MSPs need to be prepared to provide the protection their customers require,” said Emm. “Whether or not offering this type of support will be a burden or opportunity depends on an MSP’s IT resources, staff skills and ability to respond quickly to threats. If the MSP is lacking in any of these areas, the time to remedy them is now.”

Why? Because the rise David Emm of cloud-based digital transformation has opened and simple carelessness,” forms the starting point This is an area where resellers time while being suited to the door to danger in areas he added. “While insider- for sophisticated targeted can make a significant organisations of all sizes.” such as API credential assisted attacks are attacks and random, difference by equipping exposure, adaptations to uncommon, their impact speculative infections. As businesses with the Emm urges organisations cloud infrastructure and most can be devastating as they well as people being the knowledge and tools to make to approach security as a critically the downloading provide a direct route to the unwitting means by which security a priority. “They can process that encompasses of sensitive customer data. most valuable information.” a business is compromised do this by offering solutions threat prediction, prevention, Nor is that all. Even if an there’s also the danger of that address the issues of detection, response and organisation considers its Human factor a deliberate insider threat. employee vulnerability to investigation. A multi-layered critical systems and devices Human behaviour all too One way or another, people malicious emails by providing security solution is a key protected and safe, it is often provides attackers with are an important element of automated, Internet-based component of this, but it is difficult to defend against a the means to compromise corporate security. The key security awareness to combat not enough on its own. It trusted insider that chooses corporate security, noted is to develop a corporate social engineering, phishing needs to be complemented to undermine security, Emm. “This can be unwitting culture that embeds security, and ransomware,” explained by collaboration, education pointed out Emm. “The or deliberate,” he said. “The raise awareness of potential Emm. “Educational initiatives and shared intelligence. motivations of such people use of social engineering threats among staff and should be cost-effective, “Security breaches can take are hard to predict, ranging to trick staff into doing make employees guardians of continually updated, easy-to- many forms which is why it from a desire for financial something that jeopardises the company’s systems rather use, and require a relatively is important to have robust gain to disaffection, coercion corporate security typically than potential weak points.” short amount of employee procedures and technologies

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34 COMMS DEALER JULY 2017 www.comms-dealer.com BUSINESS INTERVIEW Time to secure ground on the cyber attack surface

in place to safeguard a support for all types of updates and implementing this will have to extend to threats and security issues business,” said Emm. “While endpoints and platforms, appropriate security software digital objects. There’s no associated with outsourcing security solutions significantly ensures the solutions cope should be applied to every turning back the tide of IoT of IT infrastructure). mitigate the risk of a successfully with even connected device on the applications, but checking successful attack there are the most challenging and network, including routers. the security capabilities “There’s no question that other measures businesses dynamic network structures,” before deployment isn’t a regulatory requirements are can take to provide thorough commented Emm. “Manufacturers of connected bad strategy. Especially as also important, particularly protection. These include products and the security it is important to ensure where there are financial running fully updated However, there are always industry need to work that the advance of IoT implications for non- software, performing regular risks associated with new together to ensure that isn’t providing hackers compliance,” commented security audits on their technology, especially since strong protection and patch and criminals with another Emm. “The hot topic right website code and penetration we live in a connected entry point for attack.” now is GDPR. There is a lot of testing their infrastructure. world. “Today this includes Manufacturers discussion about the impact much more than traditional If an organisation’s network it will have on businesses. “It’s crucial that businesses computers,” said Emm. of connected has been compromised it Many organisations are ensure that all passwords “More and more businesses tends to focus the attention frantically preparing are protected using secure include smart devices. What products and on measures required to for the arrival of GDPR hashing and salting makes them smart is that prevent similar attacks in – not surprising given the algorithms. The best way they are connected to the the security the future. Nevertheless, maximum fine for a serious for organisations to combat Internet and able to send and perception and reality don’t breach is four per cent of cyber attacks is to put in receive data. A proliferation industry always match. Data from the previous year’s annual place an effective cyber of devices and objects collect need to work the Kaspersky Lab 2016 global turnover or 20 million security strategy before the and share huge amounts of Corporate IT Risks Survey euros, whichever is higher. company becomes a target.” data. This has the potential to together shows a contrast between create greater opportunities the top threats faced “In light of this, organisations Failures in planning, for vulnerabilities. Moreover, management is designed- by businesses (targeted must put in place implementation and because these devices in from the very start,” attacks, ransomware and safeguarding practices to monitoring are the biggest are connected to one commented Emm. “Once a employee carelessness) and ensure they are compliant. security threats to companies another, if one device is product is on the market it what businesses perceive Although this will have today, so resellers need to compromised a hacker has is already too late. There’s as the most difficult threats a financial impact on the be in a position to offer the potential opportunity to also a role for Governments to manage (inappropriate company in the short-term, comprehensive security connect to multiple other in developing security sharing of data via mobile budgeting for this will help portfolios that include devices on the network.” standards for IoT devices. devices, data exposed businesses avoid larger fines endpoint protection and We’ve all come to expect through physical loss of in the long run. On the a number of specialised According to Emm, the basic that everyday objects come hardware, inappropriate other hand, it’s important security solutions and practice of using strong with certification marks use of IT resources by for businesses to realise that services. “Advanced passwords, regularly checking indicating that they are employees, security of third- security and compliance scalability, combined with for and installing software physically safe. In future, party cloud services, IoT aren’t the same thing.” n

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www.comms-dealer.com COMMS DEALER JULY 2017 35 BUSINESS PROFILE Oak Innovation: A truly unique parent company

Oak’s founders James Emm and Phil Reynolds not only gave birth to one of the comms industry’s greatest success stories they also fathered two boys who have followed in their footsteps and are themselves blazing the R&D trail and carving out a niche with Canada-based Oak Systems International.

ak Innovation’s late into the night. He is on a single country. Whether (formerly Oak one of the most honest, it be regulatory, language Telecom) founders ethical people I know, or market differences, the James Emm inside and outside of work. ability to provide tailored Oand Phil Reynolds have for I try to emulate that and products and the capacity decades proved themselves to it pays off. I didn’t think to react quickly to changing be a formidable partnership I would be working with market conditions underpins in the call management him when I was younger, our reasoning for having space, and during that time but the opportunities at a team in Toronto.” their various qualities have Oak kept coming and they been woven into the fabric were hard to ignore.” Oak Systems International of their sons who also display is part owned by Oak complementary attributes The move to Canada in 2010 Innovation therefore does that, says William Emm, are was another unmissable not report back directly an evolution of their fathers’ opportunity. The decision to the UK. It works as an specific areas of expertise was a reflection of the rising independent sales operation – James being the supreme software market and the in Canada, but on the salesman and Phil the master march of globalisation and development side both of all things technical. “We’re subsequent requirement for organisations work in tandem the upgrades,” William stated a fresh perspective on where as one entity. The distance William Emm and family with a smile. “I am salesy the market was heading. between the two operations and good at opening doors “When we moved to Canada is bridged by a coherent but also have technical skills, we were at the beginning strategy and blending of The distance between while Dave is technical with of the R&D process,” stated resources, and ‘space to a flair for sales. There is more Dave Reynolds. “We needed think’ always produces the Oak’s two operations is cross-over in the skill sets. an international operation to best development outcome, bridged by a coherent allow us to tackle the unique noted William. “We can “That said, my dad has challenges of worldwide have strong debates when it strategy and blending of more energy than me when software delivery that are comes to choosing where to it comes to networking not seen when your focus is put development efforts,” he resources, and space to think said. “We need to address the newer markets while always produces the best satisfying the old guard. Being in Canada allows us to development outcome articulate new ideas without the immediate influence of that can be consumed by leads to actionable metrics our heritage which helps us UK customers. “Our team which is what everyone in our cloud-first approach.” works exclusively on cloud- needs. Historically, we first products such as our provided telephony views and According to David, the soon to be released real- reports but ultimately they move to the cloud is time reporting product,” only tell part of the story. happening quicker in the explained David. “The new Customers need to better North American market product range is capable of understand the context of which plays directly into the ingesting data from a variety the data we provide.” hands of Oak’s UK strategy, of sources such as PBX, CRM enabling it to take state of systems and IoT devices, As well as the movement to the art technology from which enables us to enrich the cloud, William also sees a the Canadian operation telephony data and provide migration towards companies David Reynolds with his wife and children and deliver it in a format meaningful insights. This such as Twilio that provide How does your supplier measure up? www.cogentdistribution.com/commsd T: +44 1635 917722

36 COMMS DEALER JULY 2017 www.comms-dealer.com BUSINESS PROFILE Oak Innovation: A truly unique parent company

infrastructure as a service, challenge. Since coming to and Michael and Christianne enabling smaller vendors to Canada I have applied this from the Reynolds line, all offer technology that exceeds behaviour to all manner of focused on every aspect of the capabilities of SMB PBX tasks which has contributed sales and marketing. They vendors at a fraction of the to our growing success.” are a formidable team.” cost. “Moreover, they can move more quickly on the In comms industry talk, the Family run businesses are development side and offer tag ‘next generation’ is often mostly traditional brick and customisations in a timely over stated, but where it mortar type organisations fashion,” added William. should apply most the term that rely on a long heritage “However, we are still seeing has until now been under to underpin future sales. healthy revenues with on- played as the possibility of But Oak is no ordinary premise which suggests that three generations of Oak family business. It’s a high we are some years away family members appears tech company run as a from the market selling entirely possible. “With the family business which Phil exclusively cloud products.” eldest grandchild reaching 18 says is unique in a world James Emm and Phil Reynolds in August you never know!” driven by profit and a The strategic strength enthused first generation sector that’s experiencing displayed by Oak Systems and technology prowess. “My looking at what is ahead so Oaker Phil Reynolds. “Let’s dramatic changes. “These are International mirrors the dad is good at assessing the we are well positioned to be not forget the other family challenging times for all of parent company’s market available technologies and on the technology curve as siblings contributing massively us,” he added. “But having advance in the 80s and 90s selecting the most productive opposed to behind it. My dad to the continued success the family alongside for the when the chemistry between ones to use,” stated David. also has an exceptional ability of Oak Innovation here in long haul has reaped rewards James and Phil catalysed the “I am very much the same to remain calm and plot an the UK. We have Laura and and will underpin Oak’s organisation’s growing sales in the current age, always effective path through any Chloe from the Emm lineage continued success.” n RWG seals S4C platform deal

deal between an app for Apple and Welsh mobile Android smartphones and network RWG tablets, allowing customers Mobile and to use multiple numbers Abroadcaster S4C will catalyse to make and receive calls the development of a over the Internet using digital platform to provide a Wi-Fi connection. RWG’s customers with S4C content including coverage “The business and farming of live sporting events communities in Wales will on their mobile phones. appreciate the value and The agreement follows advantages of the app as investments in RWG Mobile Elin Morris and Andrew Davies it allows calls to be made by Finance Wales and S4C’s using their business number commercial subsidiary SDML. share information, develop for example, but these offers the Internet exclusively where mobile signals are our capabilities and open are not always relevant to through a mobile phone. weak, helping to negate the RWG Mobile launched its the door to creating a cross- people living and working in To meet this demand notorious ‘not spots’ effect mobile network less than a platform communications Wales. Our model is based RWG Mobile delivers within Wales,” added Davies. year ago targeting the Welsh company for the future. on local partnerships and, as mobile comms via its own market and aims to secure our subscriber base grows, SIM card that offers pan- Elin Morris, who is Corporate 90,000 new customers within “The bigger mobile networks we will develop an incentive Wales and UK coverage and Commercial Director its first three years. Founder use their size and buying programme that meets as well as an international at S4C, commented: “S4C and CEO Andrew Davies power to leverage deals and the needs of our users.” roaming capability and 4G viewers will be able to watch said: “In bringing together offers from lots of different connection. To complement our content without eating a media company and our providers, such as tickets to Figures suggest that one in the service the company has into their mobile phone’s mobile network we aim to concerts or sporting events ten Welsh consumers access developed and launched data allowance.” n

the Comms National Awards 2017 Category Sponsor 12th October / Hilton Park Lane / cnawards.com

www.comms-dealer.com COMMS DEALER JULY 2017 37 PR Kaleidoscope With PR strategy, it’s all about horses for courses

PR should always be considered The most effective PR activity doesn’t as part of your brand, marketing operate in a silo, but is an integral and campaign planning – especially now with part of a wider marketing strategy. the prevalence of Social Media and content. At 8x8, we integrate all our marcomms Internally, do you have dedicated resource? channels to ensure every message and piece of If not, consider expertise, commitment and content is consistent across all media. If cost allocation of time; you need to be consistent permits, a specialist agency with PR expertise is and develop relationships for best results. invaluable. An external team can bring a different Externally, make sure whoever you use is perspective, with the benefit of their experience in still part of your team. If the relationship is different sectors. However, to get the most value based around a retainer, ensure there are clear out of your PR agency, you need to ensure you deliverables agreed at the start and expect have a robust and skilled marketing department monthly reporting. Build your pipeline, target to guide and support them. Ultimately, no one comms and messaging guidelines together, work knows your business better than you, and if you closely but retain sign off. Communication is arm an agency with the right information, it’s got key and a regular weekly call is ideal to keep the tools to succeed. both parties up to date, monitor, ERICA JONES discuss opportunities and results. Deborah Robertson BAMBOO TECHNOLOGY 8x8

Public relations is your front window, At Daisy Wholesale, we believe PR so to speak, and is a key method is a key facet of generating brand for attracting potential customers awareness. Let’s face it, every day hatever type of channel and partners to engage with your company. we’re bombarded with adverts for the latest company you are there Outsourcing this function has the benefit of products, but resellers are much more likely allowing your employees to focus on the job to take notice of articles from third parties Wwill come a time when at hand however, the argument could be made highlighting how we can help their customers do you will want to portray your that no one knows the business at the ground their job more productively. We feel that in-house message via a broader brush level quite like the people that work for it. PR resources positioned alongside product This often means that delegating the task to managers who live and breathe our products than advertising and promotions. someone in house will provide a more authentic works best. They know how the technologies can PR can be highly effective in outcome than offering the work to an external help our partners’ businesses grow, so work with building goodwill and can be party would. Time management and a team the PR function to write articles, which proves who are all dedicated towards promoting the fruitful alongside the use of social media. Press more cost effective in terms of best company image goes a long way towards and social media together are cost-effective creating general awareness making internal PR a success. methods of creating brand awareness and about your business aims and standing apart from competition in a crowded philosophies. CLIFFORD NORTON LAUREN McMANUS marketplace. CHANNEL TELECOM DAISY WHOLESALE Indirect ICT businesses may want to build their reputation in the local press or in trade magazines At Entanet we rely on both our own For Fidelity, when managing direct covering markets they have had internal marketing resources and the and channel centric customers, as success in. Companies support of our external consultant to well as communication to existing addressing the channel may be make our PR as successful as we can. Without and prospective channel partners, the most any doubt, PR is a vital part of our marketing valuable specialist knowledge of these keen to demonstrate their strategy but it’s not a standalone element. We groups is in house. However, when looking to support for partners via trade always aim to ensure we work it into a wider promote new product launches, events and press coverage or attendance at comms strategy depending on the nature of introduce innovation within the channel, there what we want to say to the market. For us, the is a great benefit to having the assistance trade shows. Both may want to benefit of calling on external help is not only of an external PR agency who are experts in elevate their social media about creative writing but especially about delivering punctual, innovative and on message activities. having a different perspective on industry communications. Whether we’re looking to matters. Meanwhile, we benefit from using generate effective media coverage, drive website our own resources because we’ve developed traffic, create social media strategies, or meet When it comes to deciding on a some great relationships with channel other target objectives – the key to a successful PR campaign or a process, the media leaders. relationship with a PR agency is ensuring clear big question will be whether to and frequent communication and DARREN FARNDEN KATIE SLOAN working together to deliver the most use in house resources or a ENTANET FIDELITY GROUP effective messages. specialist agency.

Mobile calls, SMS and data – at Join the green revolution with Bamboo. Meet The home and in Europe – all included Because you are our one and only. and just a 30-day commitment. To find out more, call 0800 804 4047 or Fresh One What could be more simple? email [email protected] www.connectgrow.co.uk Terms and Conditions apply Conditions and Terms

38470x40_meet COMMS the freshDEALER one.indd 1JULY 2017 www.comms-dealer.com 16/03/2017 11:32 PR Kaleidoscope With PR strategy, it’s all about horses for courses

In my experience, the ideal scenario is In this digital age, PR is more where the in-house marketing team is important than ever. It’s all about partnered by an external PR specialist, ensuring that your business is who is experienced and well connected being seen, and sharing news, views and within your industry. A good PR agency is insights into hot topics means that a company indispensable for building and maintaining can go beyond simply showing a shop front profile with a wide range of publications and through advertising and extend its reach. Many outlets, particularly the national consumer press companies don’t have a requirement for a full- and TV, and especially where crisis management time PR Manager and so it makes sense to use support is required. However, day rates are an expert who has a good understanding of costly and you will still need someone internally your business. It’s often tempting to leave the who knows the business inside-out to brief, Marketing Manager to “do the PR”, yet this liaise and approve PR. For companies where can be time consuming for someone who is not target audiences are relatively niche, relevant skilled at producing great, relevant content in publications are limited and the risk of negative a short amount of time and in the long publicity is low, activities can easily be handled run, it just isn’t cost effective. in-house– integrating traditional PR with social ELLIE ALLSEYBROOK media and other online marketing PETER CROOKS INFORM BILLING activities. INVOSYS

Public Relations is playing an Having worked with in-house and increasingly prominent role in business external teams, I am a huge believer An in house-team may be communication and the wider media. in getting the right agency support. Buying the familiar with the target audience It’s a high profile and cost effective way of right team means that you can start delivering communicating across multiple platforms such as results straight away as you are buying into and may know the right traditional print, websites and social media - as existing relationships. You have access to all approach to take and how to part of co-ordinated marketing campaigns or their media databases, opportunity trackers and pitch a campaign to key standalone projects. Having worked in journalism, more senior and broader talent that you could PR agencies and in-house over the last 30 years pay for internally. The trick is making the right influencers in the group who I would say specialising in-house provides an selection. When selecting an agency make sure could be enrolled to carry a in-depth understanding of a company and its you agree on outputs and outcomes and be message through to people. people from top to bottom, compared to an prepared to put the time in. Having a curious, agency which is much more generic and fee- ambitious agency means they will need your based. To get the best out of any PR function time to deliver on ideas and campaigns. Also, Conversely, external agencies requires strong news sense, excellent writing look for values that match your own - you are may be able to bring a depth of ability, good media relations and the cooperation buying people…it is a relationship. knowledge of markets or of others to gain content and complete CHRIS WIDOCKS the approval process. MARK ELWOOD processes that an in-house team NIMANS TELEWARE may lack. For example, engaging an external agency that focuses on road shows and little else means you may benefit from the PR is an essential part of the Where external specialist PR agencies core skills they will have marketing mix and a well-executed can come into their own would be a accumulated over a long time. PR campaign is arguably the most significant, service effecting outage, effective way to build a brand. It’s a great tool through their experience of delivering clear and Similarly, if you wish to engage for spreading the word about your company, its precise communications under severe pressure. with a specific business sector, products and services, promoting key personnel That said I firmly believe that no one knows perhaps doctors or dentists in a and the expertise your company has to offer to your business and customers as well as you do. your target market. It’s also comparatively cost However, many businesses would make mistakes particular area, engaging external effective. Most resellers will need an in-house in this scenario, through lack of preparation, agencies which focus in this area marketing resource but, for specialist advice experience and processes to fall back upon. may provide the best solutions. on media relations or when targeting a new After all, the first time that you do something is vertical, it’s probably best to use an outside never the best. So, if you choose to go on your agency. You’re unlikely to need that level of own you need to know who would speak, what Eventually, the answer will come expertise in-house until you grow language they would use, how often and how down to what you want to beyond SME size. would you communicate? Social media and the achieve and who you believe is speed of communication means that you can’t afford to not be prepared. best positioned to help you VINCENT DISNEUR NEIL WILSON achieve your goals. UNION STREET VIRTUAL 1

Mobile calls, SMS and data – at Join the green revolution with Bamboo. Meet The home and in Europe – all included Because you are our one and only. and just a 30-day commitment. To find out more, call 0800 804 4047 or Fresh One What could be more simple? email [email protected] www.connectgrow.co.uk Terms and Conditions apply Conditions and Terms

470x40_meet the fresh one.indd 1 www.comms-dealer.com COMMS DEALER JULY16/03/2017 2017 11:32 39 COMMS VISION SPECIAL REPORT The Experience Defined Workplace is coming... Are you prepared?

The clock is ticking on the four month countdown to this year’s Comms Vision Convention (Gleneagles Hotel, 8th- 10th November). Here’s why this world leading industry conference is not to be missed...

xtending the life of industry talking points quality of the experience – in seamless collaboration and like ‘digital transformation’ as primary focus participation, automation, culture, and a more personal areas from where to strategise may be service. In this world, there is no gradation of experience, tantamount to a fixed gaze into the rear view according to service levels. The experience alone is king – Emirror rather than taking a longer view of what’s and corporate cultures not focused on this will fail both happening further down the road. The immediate staff and customers. Comms Vision 2017 will illustrate job is not to reflect on long pored over topics of ‘experience’ as the iron law of a modern comms industry. conversation but to get down to work on today’s industry dynamics and assess their impact on how Business-ready insights the future workplace will be shaped and moulded. Conference Chair is Andrew Lippman, Associate Director and co-founder of the globally renowned Massachusetts To underline the point, at Comms Vision this year Institute of Technology (MIT) Media Lab and one of the we introduce the concept of the Experience Defined world’s foremost researchers on the evolution and impact Workplace (where technologies, people, operational of digital technology. He is also a Senior Research Scientist models, culture and leadership strategies are aligned and co-Director for Digital Life. His highly animated and with the core imperative to deliver a faultless customer engaging approach to the latest trends in technology and workplace experience). We will discuss the and research will give conferees clear business- Technology changing patterns in customer environments, ready insights into how the ‘experience’ why the future workplace will be has become a dimension of our lives. makes most ‘experience defined’ and explore the principle technologies and solutions sense to Andy Lippman has 35-plus years that will be integral to the design experience at MIT. His work businesses of new customer experience ranges from wearable computers and workplace models. to global digital television. when rooted Currently, he heads the Lab’s Viral Why? Because technology now Communications research group which examines scalable real- in the makes most sense to businesses time networks whose capacity when rooted in the workplace and increases with the number of workplace customer experience. The essence members. This new approach to and of this ‘experience’ is the point of telephony transfers mainframe contact with customers and employees communications technology to distributed, personally defined, and the real value of interactions lies in customer cooperative communicators. Lippman the nature of the delivery. The focus here also co-directs MIT’s interdisciplinary experience is not on product or service quality, rather the Communications Futures programme.

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40 COMMS DEALER JULY 2017 www.commsvision.com The Experience Defined Workplace is coming...

The onus is on the channel, and Comms Vision, to shape can expand in ‘experience defined’ growth markets this new dimension. To show the way forward we have while ensuring that their leadership team is on the Comms Vision is responded effectively with a conference programme ‘experience focused’ spectrum. Conferees will also gain the leading annual that marries an astute assessment of today’s market insights into how organisational culture can be leveraged leadership forum for with palpable visionary outcomes. Our keynotes and to create a greater customer trust experience while CEO, MD and CTO sessions will highlight the changing patterns in customer encouraging innovation to flourish within their business. behaviours, needs and attitudes, and explore why the delegates making relationship between the workplace and customer The digital revolution is showing no signs of slowing up the major league experience is more important than ever. We will shine up, bringing into sharper focus the role of channel of the UK partner a light on the innovations that are redrawing the lines partnerships in harnessing technological innovations and community. Places of customer engagement and explore how the turning them into value propositions that have are limited and by channel can take the lead in realising the ‘experience’ at their core. Comms invitation: If you these digital opportunities. Vision will explore where the would like to join channel’s future influence and us this year, please On the agenda profits will lie and how new register your interest Also under the spotlight ‘experience’ markets can to attend at www. will be the key be addressed through commsvision.com technologies and deeper partnerships applications that at both the channel are driving the and end user level. workplace and customer More broadly, experience the Government revolution, with has high hopes insights into for the UK how leading to become a service providers leading digital and vendors nation and a are already global driving developing and force based deploying the new on technologies technologies and such as superfast services (such as AI/ connectivity, ML and the IoT) that AI and the IoT. Is will enable the channel the Government’s to redefine the workplace Digital Strategy more Comms and customer experience. aspiration than reality? What are the channel’s Vision While the digital revolution gathers pace opportunities and challenges in helping and the rise of automation continues to accelerate, the Government to secure the UK’s digital 2017 will services are still expected to be ‘personal’. Comms Vision future? Does the Government need to work more illustrate will explore how to resolve the customer service dilemma closely with the channel and industry bodies? How and make digital a personal experience, striking a balance can this be achieved and what would be the priority ‘experience’ between AI aided customer service and the human touch, recommendations and immediate action points? All of while discussing how technology and people can interact the above are just some of the issues and questions as the iron most effectively in the Experience Defined Workplace. that will be addressed at Comms Vision this year. law of a For business executives who are leading change, what In the lead up to the conference Comms Dealer has does the rise of Experience Defined Workplaces mean for established an editorial agenda that explores key aspects modern their organisation and strategy? What does the CEO’s new of the Experience Defined Workplace, beginning with the comms agenda look like? Comms Vision will address questions following six pages of interviews with key figures from such as these and look at how channel business leaders Platinum sponsors Interoute, 8x8 and TalkTalk Business. n industry

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www.commsvision.com COMMS DEALER JULY 2017 41 COMMS VISION SPECIAL REPORT How to be a growing influence on the evolving workplace experience

Some idea of how the workplace of the future will look is now emerging, and comms visionaries such as Interoute CTO Matthew Finnie are already talking tactically about the Experience Defined Workplace and the technologies that will underpin it.

ll signs are that the rise of the Experience commented. “Adoption will be slow at first due to Defined Workplace has already begun, and security concerns, but eventually, as private network nothing will signal more clearly the shifting operators are able to engineer enterprise grade dynamics within the workplace than this security for these edge devices, uptake will become Ayear’s Comms Vision Convention. In advance of the much more widespread. Network and edge device conference, Matthew Finnie, CTO of Platinum Sponsor security concerns are one of the things slowing Interoute, guides us through the company’s responses down the business Edge Computing revolution.” to this new world where digital is elevating and revolutionising the workplace and customer experience. Interoute is addressing the requirement for enhanced security and decentralised compute and storage “In the future, I envisage dumb computer terminals on through its Software Defined Networking (SDN) and desks in offices, input devices and monitors with little Interoute Edge product offering. The edge devices processing power perpetually connected to networks,” optimise traffic in several ways: Some have the ability stated Finnie. “All compute and storage will be handled to run virtual machines at the customer premises, with on a shared edge device and central cloud platform; local applications (for example, print servers) offering and reliable connectivity and network-anchored-cloud increased functionality and improved local capability. Reliable will become more important than ever before. They also optimise and accelerate traffic to the Interoute Enterprise Digital Platform and to SaaS apps, reducing connectivity “For the Experience Defined Workplace of the future, latency and improving the application user experience. and network this will mean no more updating of software on “As businesses select services that offer financially and client-side systems, disaster recovery being intrinsically operationally attractive Software as a Service models, anchored pre-built into all systems and services, as well as less network traffic optimisation will become ever more of a requirement for costly internal ICT staff. Less crucial as more traffic from remote systems vies for cloud will time and internal resource will be spent maintaining precious bandwidth and packet priority,” said Finnie. and administrating systems internally, empowering become users to focus on their individual roles and freeing Reliability is key companies to focus on their core operations.” Elevating the customer experience without increasing more the complexity requires a truly converged cloud and important Finnie also expects the Internet of Things to expand network solution so reliable that businesses have the from being solely a consumer-led Edge Computing confidence required to entrust more of their services and than ever phenomenon to a bona-fide business enablement tool. applications to cloud environments. “If providers can “Businesses will find practical uses for enterprise grade deliver a network anchored cloud solution so reliable, before IoT devices that will revolutionise the workplace,” he resilient and secure that it removes end user fears of a

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42 COMMS DEALER JULY 2017 www.commsvision.com How to be a growing influence on the evolving

add and remove services and applications, and deploy new agile software-based ways of working.” Comms Vision is the leading annual Despite the advantages of placing leadership forum for an entire solution with one single CEO, MD and CTO provider, to enable an optimised delegates making workplace experience the provider must have the up the major league ability to ensure a no of the UK partner lock-in environment for community. Places the customer, believes are limited and by Finnie. “Offering invitation: If you customers the would like to join ability to pick and us this year, please choose from a register your interest suite of products, to attend at www. while allowing commsvision.com integration and free use of their preferred systems is the best way to ensure clients grow with the business and maximise their experience. Once you have a digital platform as your foundation you can then make sensible decisions on what you want to do that are not constrained by a particular form factor of technology.” Businesses One of the key risk factors impacting the adoption of cloud will find applications is the negative effect practical uses increased network latency and lag has on the user experience. Network providers need to take a for enterprise more joined-up approach and stop seeing themselves as either IT or telecoms companies, says Finnie. “Interoute grade IoT severed connection leaving them adrift, businesses will has always seen itself as delivering Information gain the increased confidence required to entrust more Communications Technology services,” he commented. devices of their services and applications to cloud environments,” “This view led to the development of our Enterprise added Finnie. “To stay competitive, businesses need to Digital Platform and converged networked cloud that will be able to flex and pivot to provide the experience that infrastructure. As the world moves to a cloud first strategy revolutionise the market demands. So rather than bespoke which this approach is crucial so providers can deliver end-to-end often leads to vendor lock-in, businesses need a tried assured services to support the customer experience, all the and tested standardised ICT foundation to build their IT the way from each customer premises (CPE) across the on, one that gives them the ability to change direction, entire network infrastructure and cloud platforms.” n workplace

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www.commsvision.com COMMS DEALER JULY 2017 43 COMMS VISION SPECIAL REPORT Experience shows that tech adoption hurdles must be overleaped

To drive widespread optimisation of the workplace and customer experience we must first overcome the intransigence of stick-in-the-mud boardroom executives, according to Comms Vision Platinum sponsor 8x8.

egacy technologies and the Experience Defined adoption and give life to a vastly improved customer and Workplace cannot be squared. But the shape of workplace experience through cloud communications. things to come rests not only on the channel’s “A cloud-based communications system will be essential ability to deliver the required technology, it also for the Experience Defined Workplace of the future,” he Lhinges on the attitudes of company executives towards stated. “At 8x8, being able to pick up calls or messages adopting the cloud-based communications systems that from any device with an Internet connection changes will underpin the evolving workplace and customer the way we operate as a business. Staff are no longer experience. The irony is that too many top execs are forced to work in one place and can easily collaborate wedded to their legacy systems, according to new remotely. Hot desking is the norm. Rather than having research undertaken by 8x8 and the Institute of Directors people hidden away in individual offices, those from which revealed a rift between the attitudes of company different departments and levels of seniority sit together directors and their IT managers towards the value and and exchange ideas. With this level of transparency efficacy of innovations such as cloud communications. teams no longer operate in silos but work together and share common goals. In the future, a collaborative, less Senior leaders were found to be generally happy with hierarchical way of working will become the standard.” the way their business uses technology, but well over half of IT middle managers identified a lack of investment in Business transformation new technology resources. It is becoming increasingly For a technology to be disruptive it needs to clear that the channel will play a key role in preparing fundamentally change the way businesses work. Take workplaces to foster pleasing experiences for both the cloud, which enables teams to work more closely The cloud workers and customers, but the issues identified by and effectively. For example, being able to answer calls 8x8’s survey indicate that the way forward has to be and securely access systems from anywhere on any will be through closer engagement with the boardroom. device allows staff to work more flexibly, regardless of where they or their business is located. “The cloud is also essential How to achieve this remains a challenging prospect, but reducing the need for costly legacy systems that need to 8x8 has devised a strategy to help partners engage more be regularly updated or replaced,” added Aylwin. “This for the effectively with senior business leaders via a clear set gives companies of all sizes access to advanced call and of messages. These are based on less jargon, matching communication features at a fraction of the cost.” Experience solutions to business goals, talking more frankly about big Defined issues such as security, phased project implementations Technology is getting smarter and this is making it easier and building a proposition based on objective data. for partners to demonstrate which products can solve Workplace certain problems. “As an industry, the starting point for According to Charles Aylwin, Director of Channel at 8x8 conversations with customers should be their business of the future UK, these strategies will remove the barriers to technology challenges, then we naturally fit our technology to their

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44 COMMS DEALER JULY 2017 www.commsvision.com Experience shows that tech adoption hurdles

business,” stated Aylwin. “With 132 patents to our name moving to something new. But it’s also the case that some we’re constantly developing new ways for companies senior leaders will hold all the knowledge about these to communicate. For example, we recently acquired legacy systems. If they are the only ones who understand Comms Vision is Sameroom which enables different teams to send that complexity, it clearly makes them more valuable. We the leading annual messages and collaborate across an entire enterprise using all need to do more to explain how key metrics like the leadership forum for any app. This means messages from various apps such as workplace and customer experience, staff productivity, CEO, MD and CTO Slack and Skype will appear within the same feed, putting company profitability and business growth can be delegates making a stop to siloed teams and accelerating creativity and positively impacted by the cloud.” n up the major league collaboration while enhancing the overall experience.” of the UK partner community. Places Against the backdrop of business-changing technologies are limited and by such as those discussed above, we must revisit our invitation: If you exploration of the rift between the attitudes would like to join of company directors and IT managers – a us this year, please disjunction of viewpoints that could be register your interest holding back the market, believes to attend at www. Aylwin. “When speaking to commsvision.com customers we frequently hear anecdotal evidence that mid-level IT managers face significant opposition from senior leaders around new technologies such as cloud communications,” he explained. “IT managers say more could be done to introduce new technology, whereas senior leaders seem happy with the status quo.

“Is this simply a case of ambitious middle managers wanting more budget to play with so they can implement the latest, shiny new technology? Or is there more going on here? One of the most fascinating statistics is that nearly half of IT managers say senior business leaders hold back technology for reasons of ‘self-preservation’. There appears to be a suspicion that senior leaders are reluctant to embrace new tech that will disrupt their own position or the status quo within their organisations.

“Certainly, many businesses have invested in expensive legacy IT systems that senior management are In the future, a collaborative, less hierarchical reluctant to replace. That may be simply because they want to see a return on their investment before way of working will become the standard

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www.commsvision.com COMMS DEALER JULY 2017 45 COMMS VISION SPECIAL REPORT Tempest on why there is no stopping the tide of digital experience

Connectivity, flexibility, innovation and configuration – how Comms Vision Platinum sponsor TalkTalk Business is helping to shape the Experience Defined Workplace of the future.

here will soon be no such thing as an experience- to offer new technologies in the Artificial Intelligence lite workplace as the bonds between workers, and automation space that enable employees to their organisations and technology continue to spend less time on simple and time consuming tasks, strengthen, along with their culture and outlook and more time on creative and high value work. Tall defined by the experience of their interactions. “Automation will take on important roles across a But without access to a fast and reliable network the range of industries in the very near future,” added workplace and customer experience revolution will Tempest. “For example, stock taking in retailers, fleet grind to a halt, emphasised Alex Tempest, Director management for airlines or smart metering for utilities.” of Partners at TalkTalk Business. She revealed that the company has set out a new direction and new Automated services vision for its connectivity portfolio around flexibility, For the channel, automation will revolutionise what configurability, and above all else, leveraging the cloud services can be delivered, allowing resellers and their through connectivity options to help partners take customers to alter the products being offered with very to market its cloud-ready connectivity product range little human interaction. This will free up employees for designed to put the ‘experience’ front and centre. the more important customer support roles, thereby improving the customer experience. By offering a more “Technology is transforming the way that we work, reliable and personable service, resellers in the channel A fast, enabling true collaboration at all times and all locations,” should be able to gain a competitive advantage with stated Tempest. “Employees want to work with any device ‘experience’ being a key differentiating factor, whether reliable and from anywhere to get the best experience. As they they’re selling value packages or top end services. come to expect more from the companies that they work “This is something that we are already putting into network in, resellers must acknowledge that businesses will need action at TalkTalk Business with the automation of will be to support a wider variety of working styles. They will also some of our services through our partner portal,” said need to support new technologies, some of which we Tempest. “We already complete over one million API essential to already know about, and some we do not. There are two transactions each month from our partner base, with important ingredients for this digital transformation. The the ability to check availability and place orders.” driving the first is to ensure that the organisation has the capacity and the bandwidth to deliver on their ambitions. The second is There are many challenges associated with elevating workplace to make networks smarter and more agile so that they’re the customer experience, and avoiding an increase in able to deliver speed when and where it is needed.” business and technical complexity is one of them. “The and challenges facing the channel include improving reliability customer In this evolving environment staying competitive through application performance and improving network demands innovative, next generation voice and security,” noted Tempest. “Network structures also need experience connectivity solutions that underpin the workplace and to be simplified across industries. Reliability is important customer experience. Not surprisingly, TalkTalk Business as customers expect to do anything from anywhere, revolution is focused on optimising its network to allow resellers and the channel must cater for this requirement.”

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46 COMMS DEALER JULY 2017 www.commsvision.com Tempest on why there is no stopping the tide

will always present their own problems, but this has always been the case Comms Vision is for the channel. So long as they the leading annual are equipped with the tools leadership forum for and support that they need CEO, MD and CTO from their suppliers, they stand ready to make the delegates making most of the new age up the major league of employee work of the UK partner experience. So it is community. Places important for us are limited and by to ensure that all invitation: If you of the products would like to join we offer can us this year, please be sufficiently register your interest configured, to attend at www. allowing commsvision.com partners to service their customers in the way that they deem best. This is why we have added flexibility, boosts, and different product configuration options to our product portfolios.”

Just as each customer may have their own particular requirements, As we react different market segments also need to be treated in unique to trends our ways. There’s rarely a one-size fits all Tempest also solution that can satisfy all customers. products will believes that the “Resellers therefore need to consider how far become more channel must work to they provide bespoke solutions for their customers,” better understand the benefits of commented Tempest. “Businesses increasingly expect configurable automation. Those in the channel that are able to turn their IT solutions to address what their employees want this technology to their advantage will see that resources which is seamless work experiences, so resellers will need and we will can be freed up to deal with the more complicated tasks to tailor their products and services to meet the individual of integrating new systems into product sets across their needs of different office environments. For example, at continue to portfolios for customers. “Despite the opportunities that TalkTalk Business this is all about the ability to tailor all come from greater automation it is still true that scaling of our products and make sure that we can configure innovate up the experience factor presents its own problems for them. As we react to new trends our products will how we larger customers,” commented Tempest. “Nonetheless, become increasingly configurable, and we will continue those in the channel that step up to the challenge, along to innovate the way that we deliver our connectivity with deliver our with the support of ISPs, will find that they are able to the reliability and resilience demanded by the Experience capitalise in that area of the industry. Larger customers Defined Workplace of the future.” n connectivity

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www.commsvision.com COMMS DEALER JULY 2017 47 BUSINESS INTERVIEW AV tech innovator thrives on visionary foundations

Sound planning and clear vision are the best guides to strategic action. In the case of US- based audio and visual manufacturer ClearOne, sound and vision also combine to represent an unprecedented advantage for all AV practitioners, according to CEO Zee Hakimoglu.

isionary technology patents and dynamic leadership have imbued VClearOne with the culture and agility of a cloud-born start-up, making it a rare breed among the stable of businesses with a 30 year heritage. Unsurprisingly, the company has undergone a transformation and augmented its core specialisms in audio with an enviable collection of software-based AV solutions – a process led by Hakimoglu. She joined ClearOne 12 years ago and within six months of being appointed became CEO with a remit to transform what she said was a ‘pony’ into a dead cert thoroughbred runner. She wasted no time in leveraging her experience in communications which includes 20-plus years working in Silicon Zee Hakimoglu Valley across technology development, business The strategy soon paid off These were the drivers as well as domestic and selection’). Hakimoglu development and and once outstanding issues behind our acquisitions.” international governments claims that ClearOne general management. were resolved ClearOne and educational institutions,” remains the only company was relisted back on the ClearOne began life as a said Hakimoglu. “We’ve with a conferencing grade “Communications has NASDAQ. “I also introduced designer, developer and aggressively built on our beamforming microphone been at the heart of my best practices to the company seller of conferencing, intellectual property portfolio array. “We’ve also received experience across industries and recruited and retained collaboration, network with new patents that a few patents on our such as satellite and wireless strong management,” she streaming and signage span all product categories video network streaming communications, datacoms added. “We have a number solutions for voice and and technologies including technology, fundamentally and fibre optics,” she of great technologists gained visual communications. audio, video and network related to streaming audio commented. “I brought the through acquisitions and The company has a global streaming technology.” and video across IP networks, Silicon Valley mentality, drive, others in Salt Lake that have network of channel partners networked speakers and work ethic and innovative been with the company with UK distribution via Innovations audio sources,” she added. spirit to ClearOne, which was for many years, some from RGB Communications, The latest new patents relate “The company was visionary then a small but struggling inception. We all anticipated Nimans and Exertis. “Our to ClearOne’s beamforming in terms of using an IP audio conferencing company that audio and video would products are used by microphone array for the network to stream audio that was undergoing shift onto the network, so thousands of organisations Pro AV market, an adaptive and video and we benefitted significant legal and we moved to software-based worldwide, from small steering technology (think from our early patent financial challenges.” appliances and cloud services. enterprises to Fortune 500, of it as ‘smart beam applications that came to

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48 COMMS DEALER JULY 2017 www.comms-dealer.com BUSINESS INTERVIEW AV tech innovator thrives on visionary foundations

fruition when the market was product line-ups will begin to provides just audio solutions. conferencing, collaboration and wannabes, and some ready for the technology.” pay off. These are the right “We fulfil far more end user and network streaming large legacy players trying products at the right time, needs then just audio,” technologies to enter new to figure out how to get Last year proved to be a with the right features at the emphasised Hakimoglu. growth markets and focus on into the software-based tipping point and signalled a right price. We need to focus “ClearOne provides media the SMB space with scaled, media conferencing and new drive for growth based harder on the marketing collaboration products that lower cost and less complex communications market,” on video collaboration and of these solutions and the allow users to seamlessly products and solutions,” stated Hakimoglu. “They are AV streaming solutions. new direction for ClearOne host meetings face-to-face, added Hakimoglu. “And challenged to re-tool and “We are building positive which is complementary to incorporating not only our we will capitalise on the reinvent themselves, but momentum during 2017,” our audio-centric business, audio conferencing offering growing adoption of IT adopting a new business added Hakimoglu. “With and will initiate new but also integrating all of our channels and introduce more model can be harder than the transition to our second marketing programmes professional audio solutions.” products to resellers. As we changing technology. generation CONVERGE Pro and campaigns for our expand and strengthen our 2 audio platform gaining global channel network of Flexibility sales channels we will also “This is a classic business traction and our scalable dealers and distributors. One example cited by consider acquisitions.” dilemma not easily solved audio, video collaboration We sell generally through Hakimoglu is ClearOne’s and our biggest competitor and network media a two-tier channel model, Network Media Streaming AV integrators are key to is under such a threat. streaming products, our so we’re going to work portfolio which transports ClearOne’s business model Therefore we have everything addressable market extends hard to raise awareness.” AV signals from location to and according to Hakimoglu to gain and nothing to lose to additional workspaces and location over a single cat 5 they have never been in a in offering software-based more businesses worldwide. These rapid developments cable, using existing networks better position to steal a appliances and cloud services and the emergence of early but retaining the same march on rivals if they share compared to some large “We have finally reached the patented technology into flexibility and scalability of in the company’s strategic legacy businesses selling point where our investments market reality have blasted its other solutions. “We will advantage, she believes. high priced equipment and in the new video centric the perception that ClearOne continue to leverage video “There are many start-ups support services.” n

www.comms-dealer.com COMMS DEALER JULY 2017 49 SPECIAL REPORT Postcard from Margin symposium

Last month’s Margin in Voice & Data seminar held at the Forest of Arden hotel on June 22nd signalled clearly the need for a new strategic approach to emerging market opportunities and threats, most preferably along the lines proposed by speakers at the event.

he big industry issues referenceable proof points in the market, such figures like cloud and digital an online environment where put a magnifying glass on transformation are peer-to-peer reviews are seen the scale of this unlocked now familiar and to be most trustworthy.” opportunity, spotlighted Twell understood, but the by today’s surge in M2M challenge of moving away This shift in buying behaviour connections which can be from familiar surroundings is happening at the same driven by a quite subtle is ever present in the fast time as a jolt in the mid- demand from niche markets. spinning world of technology. market where sweated The market has also assets are becoming ripe The language of M2M spawned a new competition for replacement. In this deployed by Le Saux in his battleground, the customer space, believes Gould, keynote address to delegates experience, but this is a the market for UCaaS is was one of end-to-end clash that must be won on growing and represents managed connectivity and unfamiliar ground, long the biggest opportunity managed data, and he before a prospect even for resellers with a cloud offered the audience a key engages with a potential offering that embraces a Iain Sinnott to unlock market potential supplier for the first time. ‘flight to quality’. “We spend for such services. “Sell more time on creating a stability, security, connectivity, Voiceflex’s WebRTC managed data and simple It’s a fact that a buyer’s quality user experience,” cloud and network features capabilities are based on end-to-end solutions to journey may be 70 per cent he added. “Mobility is and apps such as call a link-up with Genband get into the customer, and complete before speaking important here, along with recording, fraud prevention that enables it to leverage follow up afterwards with to a provider, therefore video, social collaboration and analysis including IP all of Genband’s expertise more bespoke solutions,” he marketing needs to be in the workplace, open app profiling – and then price. and package the app said, citing vehicle telematics focused on self-directed integrations and the shift commercially on a monthly as a solid starting point. discovery, according to to being interconnected New opportunities rental basis. “WebRTC ShoreTel’s EMEA Marketing with everything. In this A stick in the mud mindset is will open doors and close Solutions such as in-cab Director Gary Gould. In a market there are strong wholly out of place in such deals,” added Taylor. cameras record all of the keynote presentation to margins in consultancy and a forum as Margin in Voice time but only transmit data delegates he said: “Content professional services. Resellers & Data from where the rise IoT and M2M have also when prompted, triggered by is key. The channel must use who are able to provide of new opportunities was to been high on the agenda incidents that are recognised material like case studies as relevant marketing material begin, including WebRTC, of industry talking points by the system as worthy of to buyers at the research which is high on Taylor’s for some time, but beyond further inspection. Insights phase of their journey are agenda. He insisted that a our industry there is little in a far stronger position future proof strategy must understanding of the to win in the mid-market include a WebRTC journey, technology, according to competition battleground.” which Voiceflex has already keynote speaker Anton embarked on and monetised Le Saux, Head of IoT at Paul Taylor, Sales Director at for the channel. He revealed Zest4, who cited figures Voiceflex, urged delegates that the company’s SIP that indicate 87 per cent of to lift the veil on what lies trunks will be WebRTC people are in the dark about behind the cloud and offered enabled later in the year but IoT. Before joining Zest4 last pointers on what to look showed the audience via summer from O2, Le Saux for in a cloud partner, price a live demo the immediate witnessed the operator’s IoT being the least important benefits of features such as revenues double over three factor to consider. Top click-to-call via a website. years on what had taken priorities on his scorecard “We’re doing the future 25 years to build. When are core values, a channel- now,” he told delegates in you consider the prevailing Gary Gould Paul Taylor only modality, financial a keynote presentation. lack of IoT awareness in

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50 COMMS DEALER JULY 2017 www.comms-dealer.com NEWS EXTRA Postcard from Margin symposium Connect beefed

like these are a boon to those, such as fleet managers up by PC-1 deal and insurance companies, who stand to benefit from information about driver DC-backed Connect behaviour and habits, or Managed Services require submissible evidence has acquired PC-1 to prove liability or otherwise. for an undisclosed “Margin in IoT is a reality,” Lsum in a move that added Le Saux. “Bespoke creates a £26m business opportunities are uncovered supporting over 100 blue by asking the right questions. chip organisations. The deal Use simple M2M solutions expands Connect’s global as the Trojan Horse.” footprint, adds Genesys expertise, augments its Cisco Alex Tupman Pivotal role credentials and brings to There is no point having Anton Le Saux life a multi-vendor contact will be a great fit for our unbiased and expert advice, new technology areas like centre offering based on staff and customers.” which enables them to the IoT if they are not widely Using ‘difference’ as a technology from Avaya, Cisco confidently select appropriate adopted. The channel’s role in mechanism to shout loudest and Genesys. PC-1 customers Since 2014 Connect has technology strategies this will be pivotal. But unless also applies to those business include Vodafone, NSPCC invested in upgrading its that can also be quickly resellers are blipping bright owners looking to exit, and Northumbrian Water. technology platforms and and efficiently adapted to on the radar screens of ICT pointed out Knight Corporate building customer-focused scale with their changing buyers they, along with the Finance Director Adam Alex Tupman, CEO of procedures. The firm has business requirements. impressive solutions discussed Zoldan in his keynote address London-based Connect also expanded its global above, will go unnoticed. to delegates. He explained to Managed Services, footprint and now has “The expanded Connect What matters in the long- the audience how building commented: “Adding representation in Europe, offering has been designed to term is how reseller business up a favourable perception deep Genesys expertise North America and Asia. satisfy this need. With global models are to interact with of what a business is worth into the mix completes our “Businesses are becoming spending on contact centres the industry and end user – based on its people, platform agnostic strategy increasingly frustrated alone predicted by Gartner surroundings. One way is to products, performance and extends our existing by the limitations placed to reach nearly $10 billion by stand out, says Vanilla IP’s and profit – can translate capabilities beyond Avaya on them by traditional, 2020, we are confident that Sales Director Iain Sinnott into value. In a discussion and Cisco technologies. legacy-laden suppliers,” Connect is well positioned who extolled the benefits on the sale of Modern Having collaborated with claimed Tupman. “As a to take full advantage of of being different, not so Communications between the PC-1 team on many result, many are seeking the many opportunities this much by deeds but through Zoldan and its former owner occasions over the last few out independent, trusted projected growth represents the medium of perception. Adrian Barnard on stage, years we are confident this partners who can provide for our business.” n Barnard said: “Your company According to his equation, is what it’s worth, but you being different equals profit. can create a premium by He shot down in flames developing a good perception strategies such as follow of your business.” n Osborne sits as Chair the leader, plodding behind the herd and going head ormer Daisy Group BC planning services with go from niche to a globally to head with rivals. Instead, divisional MD revenues of over £50 million. recognised profession.” he advocated an alternative Mike Osborne has He has advised more than based on owning your own been enlisted by 2,000 clients and supported Osborne commented: “How particular difference, invoking FDatabarracks as Executive many through some of the businesses manage, store, stand out figures Eddie Izzard Chairman. Daisy’s Ex-MD of UK’s most significant disaster protect and recover data has and Lady Gaga as examples Business Continuity, Cloud incidents over that period. never been more critical. of personality projections that & Hosting will play a key The recent cyber attacks make them different. “Create role in expanding the firm’s “As an inaugural Chair of the and corporate IT failures your own unique proposition recovery and BC service Recovery Site Providers Group also demonstrate the total based on what works offerings. Databarracks MD and a founding partner dependency that now exists for you,” urged Sinnott. Peter Groucutt said: “In his of the Business Continuity on the IT systems needed to “Difference can defend career Mike has taken a Institute, Mike has been deliver continual customer margin in negotiations. fledgling DR company and at the forefront of the UK service, and the importance You’ll be thought of first if grown it into one of the UK’s continuity profession for over of having credible and tested Adam Zoldan you are seen as different.” leading providers of IT and three decades and seen it continuity plans.” n

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www.comms-dealer.com COMMS DEALER JULY 2017 51 SECURITY MATTERS Protection: It’s our duty

The key to good security What’s the channel’s priority is having the right system now? Not reacting passively to continuously monitoring the threat environment cyber attacks but doing everything and managing security risks. Organisations will possible to stop them happening, be looking to outsource a large part of this function urges Steve Nice, Chief Security to a managed security provider, simply because Technologist at Node4. the cost of keeping abreast of the evolving landscape will be prohibitive to all but the largest organisations. But despite the cold cyber et’s not assume that evolving and increasingly facts, adequate security it’s the CEO’s sole complex threat landscape. budget decisions will only be responsibility to ensure But the way ahead is not made where there is a full that castle walls are so straightforward. understanding of the threats Lerected to protect against and risks at board level. the ever present and growing IT departments are under threat of cyber attacks. We pressure to balance the need “CEOs will become more must acknowledge that there to protect their business with aware that a lack of effective are degrees of responsibility the requirement to keep it cyber security measures will – and the channel has a duty running. In this scenario, pose a real threat to their to educate end users and prioritising limited security organisation,” commented help build that wall, says staff and resources will Steve Nice Nice. “Gartner has already Nice. “The channel needs to become more important. predicted that by 2020, 60 educate customers about the Enter security as a service. ubiquitous. It is forecast we have, the higher the per cent of digital business realities of this new security “Customers are showing that up to 25 per cent of chance of this happening.” will suffer major service landscape,” he said. “In a a preference for security corporate data traffic will failures due to the inability new open digital world data products in an ‘as-a-service’ flow directly from mobile In an increasingly connected of IT security teams to fully is no longer located purely in format,” said Nice. “Node4’s devices to the cloud, world, clicking the wrong manage digital risks. More the data centre. The edge has Managed Security Service bypassing enterprise security website link, for example, business leaders will be pushed far into operational offers channel partners a controls. “This means that or exposing company data asking themselves if they can technology, cloud and market ready security solution organisations need to on an unsecured area of afford not to have the right mobile. In this environment designed to help end users address cyber security risks the cloud is all too easy. levels of protection in place.” organisations will need identify and prioritise threats in technologies and assets Furthermore, there was a to define their acceptable so they can isolate risks and they don’t necessarily own time when leaving sensitive One of the channel’s most level of risk and focus take preventative action as or control,” added Nice. printouts on a train or in a important roles is to educate security resources where well as respond effectively to “This calls for a people- taxi was a bad enough risk. the end user, emphasised they are needed most.” incidents when they occur.” centric approach to security Today, all of a company’s Nice. “We recently carried which gives each person data might be stored on out research into the IT Gartner predicts that by Node4 has developed a more autonomy in how a single micro SD card priorities of the mid-market 2020, 60 per cent of Managed Security Service they access information and easily misplaced. in which 63 per cent of IT enterprise information that addresses the security and use devices.” decision makers say that security budgets will be needs of the SME and mid- “The human error vector security is a top priority, allocated for rapid detection market sectors. Its service Human factor carries with it more risk than but most of them have and response approaches, offers a Defence-in-Depth By far the biggest internal ever before,” added Nice. inadequate security in place,” up from below 30 per cent. Security Strategy comprising threat is the human element. “There is a huge opportunity he commented. “And while This increase is a reflection of all the components required Not through malicious for the channel to play a 74 per cent have anti-virus the transition towards cloud- to protect local, infrastructure attacks, but through errors more consultative role with protection, just over half based digital business which and cloud resources with made by employees. “This their customers, highlighting have data encryption and is having a significant impact overlapping security tactics. will come as no surprise the reality of today’s security only a third have intrusion on the security requirements to any IT manager that environment and helping detection. It is down to for all organisations. And the Nice also noted that mobile has had to deal with the them to develop policies that the channel to educate opportunity for the channel devices are emerging as fallout from a lost laptop mitigate risk for employees, customers about the scale of is clear – to help customers the biggest threat as they or company phone,” said be that in the workplace, a the security threat in a cloud- keep pace with a rapidly become more powerful and Nice. “The more devices home office or on a train.” based digital world.” n

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52 COMMS DEALER JULY 2017 www.comms-dealer.com COMMS PEOPLE Lord takes new title Didata CEO

Intercity Technology has recruited ex-Virgin Media Business Sales Director Georgina Lord to steps down head up its inside sales and marketing teams. Lord worked with Virgin Media Business for Dimension nine years and became the youngest and only Data CEO Brett female director within the organisation. Dawson has Andrew Jackson, CEO at Intercity Technology, stepped down commented: “Georgina is a talented and hard working after 12 years in individual. Her drive and industry knowledge will be vital the job, making in leading the inside sales and marketing team. This is way for COO a pivotal time for the company as we transition from Jason Goodall our traditional roots to develop our own technology who takes over solutions. Georgina’s expertise in sales and her the chief exec passion for this industry is exactly what we need.” role. Goodall Jason Goodall Lord added: “Intercity has made some ambitious, is a veteran of strategic acquisitions over the last few years and I’m Dimension Data having served in a number of relishing the task of bringing together all elements of roles during his 18 year career with the company. the business and revamping the sales and marketing Jeremy Ord, Executive Chairman, said: “Brett has strategy. I already feel like part of the family and I’m delivered extraordinary growth for our company looking forward to building our client portfolio and over the last 12 years, quadrupling our revenues Georgina Lord cementing the brand as a key player in the market.” to $8 billion. He helped us to globalise and led our transition into being part of the NTT family.” Goodall added: “We see many opportunities Also on the move... for growth across both the Dimension Data Lease whizz Group as well as the wider NTT Group. ProVu’s new “I’m excited about the opportunities in front Technical Support of us, to continue to build our winning culture, Manager Andy Devine to accelerate the ambitions of our clients, our brings over 10 years heads up UK people and the communities we operate in.” experience across a number of industries BNP Paribas rising including digital star Jean-Michel print, ePOS, GPS and Boyer has taken over vehicle telematics. Entanet names ProVu Managing the UK operation as CEO following Andy Devine Director Darren Garland said: “With former chief exec client care chief over 50 per cent of our staff in technical-based Tristan Watkins’ roles we invest heavily in the development of our appointment Entanet has support team. With Andy’s appointment we hope to to Programme expanded its expand our services and streamline our technical Manager of the Service Review support activities.” Devine added: “I look forward BNP Paribas North Programme and to working with the wide variety of products America Growth appointed Ryan on offer and getting to know our customers.” Jean-Michel Boyer Plan, a joint initiative Berrisford to the with Bank of the West to expand the Group’s newly created Provider of hybrid cloud services Pulsant has enlisted Simon Hendy as Channel Manager, who equipment finance business in the US and role of Customer brings almost 20 years experience across the UK, Canada over the next three years. Relationship US, Europe and the Middle East. He joins following Boyer has worked with the BNP Paribas group Manager. He a five year stint at for over 30 years, starting in 1986 at UFB Locabail, brings more Ryan Berrisford Microsoft where he the equipment leasing arm of Paribas subsidiary than ten years was Partner Account Compagnie Bancaire. He joined the French division experience having worked in first line technical Manager responsible of BNP Paribas Leasing Solutions in 2009 as support and latterly the company’s premier support for transitioning Head of Equipment and Leasing Solutions before team as Team Leader and then Team Manager. traditional partners becoming General Manager of BNP Paribas Rental Berrisford said: “I’ve been heavily involved to the cloud. Adam Solutions Trucks in 2013. In December 2015 he was in our Service Review Programme since its Eaton, Pulsant Sales appointed Business Development Director of the IBL inception and I’m keen to see partners benefit Director, said: “As ELS and President of CLAAS Financial Services SAS. from working closer with us in the future.” Simon Hendy Pulsant continues to evolve our Boyer commented: “Last year, BNP Paribas Entanet’s Head of Service Neil Watson partner programme must change too, keeping in Leasing Solutions UK advanced in excess of commented: “Ryan has developed an enviable line with industry trends and demands from the £1.25 billion to over 100,000 British businesses. knowledge of the industry and the business channel. Simon’s experience will help us to drive In my position as CEO, I hope to play a key role over the last ten years working in frontline further adoption of the programme and deliver in exceeding our ambitious growth targets year- support. When we considered the creation strategic advice and solutions to our partners.” on-year and strengthening our reputation.” of the new role he was a perfect fit.”

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