Gamma Launches Mobile Campaign

Adept Telecom boss Coyle calls for greater thrives on basic neurodiversity in UK’s principles p26 tech sector p30

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676_CT_Comms_Dealer_40x60_advert_3.inddC 28/07/2016 1 18:20 Interview Gamma launchesBusine ss. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. M Business. BusineYourss. success, Business. Business. Business. Collaboration Business. Business. Business. Business. YBusiness. Multiplied.Business. Business. Business. Business. champ strikes Gold Business. Business. Business. Business. Business. Business. Business. Business.

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Distributed by Adept Telecom boss Coyle calls for greater thrives on basic neurodiversity in UK’s principles p26 tech sector p30

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EDITOR’S COMMENT Mesch pads SHORT CALLS To think ‘big is best’ in SOS Communications is to the comms market is like continue as an authorised wielding a blunt instrument in distributor of Toshiba UC a sector that is unresponsive systems, a position held to sledge hammer approaches UK footprint since 1998. SOS will offer with little impact. To think technical support, product ‘big is best’ usually means CityFibre’s fast-spreading maintenance, spare parts, more of the same and a lack national footprint has extend- repairs and modifications. of innovation, agility and ed to Cambridge, Portsmouth “We are glad to have and Southampton following this confirmation and Stuart Gilroy customer intimacy. Rarely does size cut it as a USP, and rarely the acquisition of Redcentric’s to quash the rumours,” does playing the numbers game stack up in a sophisticated duct and fibre networks (at least stated MD Colin Hepher. market founded on partner and customer relationships. 137km), taking its presence to It is in the minutiae of business interactions where 40 cities. Entanet has sealed a the sparks fly, where the detail of long-term relationships This latest development in wholesale wireless deal with are painted in through consultancy supported by a USP CityFibre’s strategy to acquire Metronet (UK). Stephen with its own stand-out hue, resistant to the general non-incumbent owned fibre Barclay, Sales Director at swipes of a big broad brush. In our business, perhaps infrastructure assets also brings Entanet, said: “Through small and ‘different’ is best, more powerful when incremental coverage to a num- Greg Mesch this partnership channel aligned to the requirements of end user customers. ber of existing city footprints partners can deliver a The best IT consultants combine the creativity of an including Nottingham, Derby the city’s science, business and cost-effective working artist and the close scrutiny of an analyst. They get under and Northampton. research parks. solution to a customer the skin of a business and leverage their company’s USP As part of the £5m net- Fraser Fisher, CEO of fast, whether a primary to make a real difference. One company has achieved the work acquisition CityFibre has Redcentric, commented: “This or interim connection.” sublime unification of its individuals, brand and USP, an secured £4.5m in long-term dark disposal is in line with our strat- embodiment of values that is far beyond the reach of the fibre leasing commitments from egy of control over our custom- Avnet is to sell its ‘big is best’ brigade, and is therefore a striking competitive Redcentric which has become a er affecting core assets while Technology Solutions advantage. To find out more about Auticon, a company new customer. not tying up capital where own- operating group to Tech that only employs autistic IT consultants, see page 30. CityFibre’s new network will ership is unnecessary. Data for circa $2.6bn. Tech Targeting the Achilles heel of industry giants has become continue to serve 188 Redcentric “We will continue to service Data expects to achieve Bob Falconer’s trademark. Gamma’s CEO has long rallied customer connections. customers in Cambridge and annual cost savings of smaller players around their ability to be flexible and all- Redcentric has also entered Portsmouth exactly as before, $100m within two years encompassing in their responses to customer requirements, into a framework for the use of and expect to generate addi- after closing, mainly from and lauds their ability to brush off the looming shadow CityFibre’s infrastructure across tional revenues and network efficiencies related to of larger rivals with detailed strokes of consultancy, to its national footprint in future. efficiencies as a result of our technology platforms as create a likeness. Last month Gamma put its partners more The newly acquired net- relationship with CityFibre.” well as duplicative functions prominently in the mobile picture (page 28), enabling them works, such as the 44km foot- CityFibre CEO Greg Mesch and corporate expenses. to more easily overturn false assumptions that ‘big is best’, print throughout Cambridge, are commented: “Once again we’ve Avnet CEO William Amelio and flew the flag for an army of ‘small’ channel players, all routed to address local areas shown that under utilised lega- said: “This transaction upon who many of the industry Goliaths actually depend. of identified strong demand for cy fibre assets can find a new presents us with the best high bandwidth services. home in which to flourish with- strategic path for Avnet’s Stuart Gilroy, Editor For example, in Cambridge in CityFibre’s wholesale shared success and profitability.” the network reaches many of infrastructure model.”

www.comms-dealer.com COMMS DEALER OCTOBER 2016 3 INDUSTRY NEWS

COMMENT: LONG ARM OF THE PAST Aussie ISP expands VHS videos, public phone boxes and fax machines are all indelible relics of the past in an ever evolving technology world. It’s fair into UK via Virtual1 to say I’ve witnessed many historic changes throughout Australia-based ISP Exetel my 30-year comms career, has reached around the globe to inspiring lots of fond seal a launch deal with whole- memories along the way. One sale network provider Virtual1 of my earliest recollections and other industry players in a was the emergence of bid to shake up the UK market the fax machine, fuelled with its VoIP and data solutions in part by postal strikes for SMEs. Exetel’s international expan- Richard Carter during the late 80s. Much has changed sion follows a period of growth in its domestic market based on since then but the technology of today can still be Richard Purdy influenced by innovations from the past. Take two- what it calls a ‘straightforward way radios for example. For many resellers it’s a sector approach’ to business clients. According to Purdy, SME sits, and Virtual1 is very much probably not on their radar screen, overtaken by more The family owned company, market growth and the prolif- aligned to our straightforward modern mobile and cloud-based trends. But here at now rated as Australia’s big- eration of cloud services create approach, ” he added. Nimans we’ve just brought back a famous name from gest independent ISP, provides an increasing need for afford- “We aim to replicate the suc- the past, Storno, because radio comms now combines a range of data solutions with able data packages. “This is pre- cess that we have achieved in advanced technologies with full integration capabilities. flexible contracts and what cisely where Exetel’s offering Australia in the UK market.” We’re lucky to work in an industry that’s constantly CEO Richard Purdy claims is an industry changing level of changing where lots of new opportunities are always A BPL Business being created. The growing influence of the cloud has agility, speed and affordability. Publication triggered a huge rise in demand for IP end points and “Exetel’s entry into the UK BPL Limited 3rd Floor, Armstrong House, 38 Market Square market will see a lowering of Editor this will continue to accelerate. Our new end-to-end Uxbridge, Middlesex, UB8 1LH, UK. Stuart Gilroy IP deployment and support solution aligns with these the costs of data services for T: 01895 454542 F: 01895 454413 [email protected] 07712 781102 Subscriptions industry developments. With any technology timing businesses, changing the shape Publisher Subscription rates for 12 issues: is crucial as every reseller is on a slightly different of the industry,” he stated. Nigel Sergent UK, £65; Overseas:£80 (incl p&p) [email protected] 07712 781106 Back issues can be obtained: journey. Thus we maintain success by look forwarding “The UK market is under- UK £6 (incl p&p), Overseas £10 each (incl p&p) Managing Director For subscriptions please call 01635 588 869 and embracing the technologies of tomorrow, but not going a seismic shift as more Michael O’Brien [email protected] 01895 454 444 Views expressed in this magazine are not completely forgetting the influences of the past. than 3.2 million ISDN lines will necessarily those of the publishers. No part of have to transition to VoIP dur- Business Development Manager this publication may be reproduced without the Richard Carter, Group Sales and Business Simon Turton express written permission of the publishers. ing the next 10 years following [email protected] 01895 454 603 Development Director, Nimans All trademarks acknowledged. Photographs and the decision by BT to phase out Production artwork submitted for publication accepted only ISDN services. Frank Voeten on the understanding that the Editor is not liable [email protected] for their safekeeping.

“With many of our exist- Circulation 01635 588 869 • Neurodiversity in the workplace guarantees a unique business © 2016 BPL Business Media Limited. ing clients having a presence in ISSN 1366-5243 Printed by Pensord Limited model and offers an unassailable competitive advantage, according both markets, this expansion is Member of the Audit Bureau of Circulations ABC total average circulation 16,118 to Auticon’s CEO Ray Coyle (page 30). (Jan-Dec 15, 12,577 print, 3,541 digital) a logical step for us.” Rural pipes put fibre on tap Rural ultrafast broadband aspects of installing the fibres our fibres through disused pipes provider Gigaclear is carrying through the pipes. means we don’t have to dig out a pilot project using Affinity Chris Harrison, Gigaclear’s trenches to lay cables, minimis- Water’s redundant pipes in an Head of Design, stated: “On ing the disruption to the rural area of Hertfordshire between paper, the concept of using communities in which we work. the villages of Furneux Pelham existing infrastructure to deliver It would also speed up our build The annual Sir Trevor Brooking/Comms Dealer Celebrity Golf and Little Hormead. the latest technology direct to programme, particularly in areas Day held at Batchworth Park, Rickmansworth, last month was The project aims to estab- homes makes perfect sense. where we would otherwise need bigger and better than ever with a bumper sum of £19,000 lish the feasibility of using This feasibility study will help to dig in or beside roads.” raised for children’s charity Sparks. “The weather was perfect, the disused water mains to house us understand if we can turn a Harrison said the trial could number of teams that played was great and the standard of golf the cables needed to deliver its great idea into reality. mark the start of similar part- was amazing,” commented Freedom Communications MD Pat FTTP broadband services into “If it’s successful, it will nerships with other suppliers Botting, who has helped to run the event for over decade. “We or within rural environments. bring significant benefits to our across the country. are very grateful to all of the teams and personalities who took part, and a special thanks must go to our generous main sponsor Gigaclear is assessing the customers. Because Gigaclear Got a news story? email: TalkTalk Business,” he added. Picture shows the post event cheque concept and its scalability, as is building completely new [email protected] presentation to Sir Trevor Brooking and event host Willie Thorne. well as testing the technical broadband networks, putting

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INCA in drive SEE WHERE inspiration for your next for pure fibre recording system might come from.

Malcolm Corbett

An industry body repre- The report also pointed out senting alternative infrastruc- that investments in pure fibre ture builders and ISPs has networks have accelerated in called on the Government to recent years, driven for the most take measures to ensure that part by a larger number of play- 80% of businesses and homes ers challenging the dominance will have a pure fibre connec- of BT and Virgin Media. tion by 2026. The Altnets are expected The Independent Networks to pass 4.9 million premises Corporation Association (INCA) – or 18% of the UK population also wants a suspension of all – with FTTP by 2020, which is business rates on new fibre estimated at 1.5 million more ® assets for the next ten years premises than BT and Virgin’s And the spark for Oak’s new Clarify system. and an overhaul of advertising networks combined. Phillip and David Reynolds’ While we love the nostalgia, guidelines to emphasise con- Malcolm Corbett, CEO of nectivity quality. INCA, commented: “Unless the Route 66 road trip, from the Oak isn’t standing still. We’re Regulation that encourages Government takes action we Windy City to LA, via evocative building on our award-winning competition and private sector will soon be faced with a clear investment should also be a pri- divergence between supply and places like Tulsa and Santa Oak Communications Platform ority, according to INCA. demand in our digital communi- Fe, was just the start of a to deliver further new products In a report compiled by cations. The UK has some of the journey for Clarify, our latest with advantages like real-time INCA, called Building Gigabit lowest pure fibre deployment in Britain, it is stated that the UK the OECD, yet our economy is call recording and quality operation, actionable analytics currently has the lowest FTTP one of the most digital in the measurement solution. and superb business integration. deployment in the OECD, with world, which is dependent on The classic cars. The diners and And not an ounce of kitsch. around 2% coverage. our digital infrastructure. The report argues that Britain “We urgently need to drive-ins. The vintage motels. We promise. is at an inflection point, with upgrade to pure fibre connec- legacy copper-based networks tions and government needs to Gain from our increasingly unable to cope with act by setting the vision and inspiration the growth in data. framework to encourage com- ® INCA reaffirmed that fibre petitive investment. See what Clarify can do for you. networks are needed to support “The Altnets are doing a the growth of both fixed wire- great job. Five years ago few Check out our demo: www.oak.co.uk/route66 less and mobile wireless servic- of them existed, today they are es. And asserts that the deploy- building Gigabit Britain and if Talk to us on: 0800 9889 625 ment of pure fibre infrastructure we don’t support their invest- – supporting greater speeds, ment the UK’s economic posi- more symmetry upstream as tion will be put at risk.” well as down and lower latency INCA members include than copper or hybrid networks CityFibre, Hyperoptic, Giga- – is the only way to support the clear, Relish, ITS, Warwicknet, UK’s growing needs. Sky and Vodafone.

The UK’s No.1 magazine for voice and data solution providers oak.co.uk www.comms-dealer.com COMMS DEALER OCTOBER 2016 5 INDUSTRY NEWS Maintel’s on ITS raises Curran plans new fund the up in H1 of £2.4m pocket filler

Maintel’s acquisition of ITS Technology Group has plan.com is adding greater ously but nevertheless earn ‘sig- Azzurri in May significantly secured a £2.4m cash boost hav- appeal to its proposition with nificantly more commission’, propelled the firm’s H1 2016 ing successfully completed a the roll out of a revamped chan- he claimed. revenues which spiked to round of funding that included nel strategy that, says the firm, “In terms of renewal com- £38.1m, up 54% from the same investments from new private is designed to put more commissions we have effectively period in 2015 (£24.8m). The shareholders and the conversion mission into partners’ pockets. removed clawbacks,” Curran acquisition contributed £15.4m of some existing shareholder “We’ve introduced new tar- said. “Partners will now earn Eddie Buxton to the Group’s revenues. loans into equity. iff options including unlimited 100% of the tariff they choose Adjusted profit before tax specifically in the high growth CEO Roy Shelton said: “This EU minutes and texts, flexible for the remainder of the origi- also increased by 17% to £3.9m; areas of managed and cloud latest investment will fund our commissions that apply to even nal contract. We’re also paying while recurring contracted reve- based services. growth, including the expansion the lowest ARPUs, new renewal more commission across the nue made up 75% of the overall “During this period, Maintel of the existing, new and nation- commissions with no clawback, board on renewals.” revenue, compared to 71% from has successfully closed a num- al super and ultrafast networks new worldwide roaming bolt- The free upgrade offer auto- the same period in 2015. ber of large contracts and, as currently in planning. ons and free 3G to 4G upgrades matically switches customers Maintel Group’s CEO Eddie such, we enter the second half “The funding will allow us for all existing customers,” with a 3G data service to 4G. Buxton said: “The highlight of of the year with a strong order to push forward with our value enthused plan.com co-founder Customers who own 3G-only the period was the acquisition of book as well as a full pipeline of proposition of creating networks Keith Curran. devices on 3G tariffs will still Azzurri which was transforma- opportunities. We are confident for digitally deprived rural and He also revealed changes be able to use them. Curran also tional for Maintel, adding sig- of delivering a profit perfor- urban areas. It also enables us to the company’s commission hinted at updates to plan.com’s nificantly to our offering both in mance for the year in line with to further develop our partner models which enable new plans portal that will bring ‘new lev- terms of products and services, market expectations.” channel to provide broadband to be priced lower than previ- els of data, insight and tools’. and associated services on a wholesale basis.” Nimans teamed-up with router ITS has won four conces- BT’s Adastral Park research campus is manufacturer DrayTek to jointly sion agreements with local home to a new higher education ICT stage a pizza-filled fun day that councils including London training institute named after computing also underscored the importance of Borough of Hammersmith and pioneer Tommy Flowers (pictured). The business continuity amid instances Fulham, Bristol City Council institute will bring ICT sector organisations together with and most recently Nottingham of network outages most commonly caused by ISP academic researchers to solve some of the challenges City Council, as well as the facing UK businesses. Dr Tim Whitley, Head of Research issues, line failures such as a power cut, hardware failure build of 17 business park and and network congestion. “Business continuity is essential community networks. for BT and MD of Adastral Park, said: “It’s appropriate in today’s modern world with ever greater reliance on the ITS was advised by Cameron that this institute is named after Tommy Flowers, a cloud, VoIP, remote working, point of sale transactions Barney LLP. pioneer of computing and comms technology who and general communication,” commented Julian Hubble, brought together the best of industry and academia to Got a news story? email: DrayTek’s Sales and Marketing Manager. [email protected] create the first Electronic Programmable Computer.”

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COMMENT: MARKETING MATTERS Cradlepoint SHORT CALLS E-marketing remains one of Nimans has become the most effective methods of BT’s exclusive UK high driving traffic to your website. street distributor for It also promotes your brand consumer telephones and and opens up communication eyes channel baby monitors across with prospects. As more and the UK. The agreement more users are viewing e- Cradlepoint, a 100% chan- marks a 30 year trading shots via their mobiles and nel focused provider of cloud- relationship and includes other devices, mobile-centric based network solutions, has BT’s 8500 Premium marketing is more important invested £4m in its EMEA HQ Nuisance Call Blocker. than ever. Each e-shot you at West Byfleet and will bolster send out should be set- its existing team with newly GCI has secured a position created sales, marketing, opera- on G-Cloud 8 through Elvire Gosnold up and checked to ensure mobile viewing is perfect. tions and channel roles in a bid which it will offer a range Here are some other pointers to help you get the best to expand its EMEA business of options across the from your mobile e-shot activity: Keep your subject line via the IT channel. Hubert Da Costa SaaS, IaaS and Specialist short and simple. Use fewer than 50 characters and don’t “In the last year alone, Cloud Services lots on the use words such as ‘free’ or ‘cheap’ as it will be flagged Cradlepoint has seen its growth private cloud networks over framework. Mike Ayres, by spam filters. Also use strong sub-headers to deliver in EMEA business double,” said wired and wireless broadband Chief Commercial Officer, a more impactful message. Breaking up a whole block Hubert Da Costa, Vice President Internet services for branch, said: “The framework has of text makes it more inviting to read. And resize your of EMEA. mobile workforce, vehicle and amassed over £1.2bn in images to fit on a mobile screen so that reading and “This rapid growth is set to IoT networks. sales since it was established continue in the coming year as in April 2012, which is a layout is perfect for mobile and not just an afterthought. Got a news story? email: organisations across the region significant achievement.” Keep in mind the font size and copy length. Readers [email protected] will soon lose interest viewing lots of text on a small embrace cloud, mobile, and IoT screen. The recommended minimum font size for all main technologies to increase their business agility, empower dis- content on mobile is 13px. Like other marketing material A trip to Iceland next March you need to include a clear call to action and keep in mind tributed workforces and gain courtesy of Daisy Distribution where you position it. Can it be seen when the email is operational insights. awaits the highest sellers of initially opened or do you have to scroll down first? “As a result, an increasing ‘premier’ Samsung devices Don’t forget your landing pages: Encourage readers amount of enterprise network following the launch of a new to interact with you by finding out more details on traffic is moving off private IP partner incentive scheme. your website. This also creates a longer user journey networks and onto the public The promotion builds on and allows you to track their activity in greater detail Internet. Now is the right time last year’s Portugal incentive so that you can build up more in-depth profiles about to invest so that we can not only and runs until 31st January next year. Partners will be your customers and prospects. And finally, remember to grow the business, but make a split into four tiers with a track your open rates and conduct general analysis. difference to the customers we already serve.” number of spots allocated A good e-shot portal will give you a variety of to each tier, allowing an Cradlepoint’s HQ will house details about your customers and prospects enabling equal chance across the a Solution Centre to demon- you to improve your customer engagement. distributor’s partner base. Julien Parven (pictured), Marketing strate its solutions including Elvire Gosnold, Director, Blabbermouth Marketing Director, commented: “Last year saw fantastic engagement from the NetCloud platform which our partners leading to a 19% increase in unit sales volumes.” enables companies to deploy

8 COMMS DEALER OCTOBER 2016 www.comms-dealer.com INDUSTRY NEWS Guidance on offer Carter rallies for R&D tax relief VARs to VoIP

A new organisation set up DMSL boss John Carter is call- complete pack of marketing col- by Knight Corporate Finance ing on SME focused IT resell- lateral to get started. offers SMEs advice and guid- ers to start reaping the benefits “All we need is for the resell- ance on how to maximise their of VoIP following his exclu- er to advise their customers of claims for R&D tax relief while sive UK distribution deal with the benefits of a VoIP comms meeting HMRC’s expectations. global cloud communications solution, send us their details Called Knight R&D, the powerhouse Vonage. and we’ll manage the installa- advisory service is led by R&D “Many IT resellers have tion and all the connectivity.” Incentives Specialist Rupert not converged yet and they’re DMSL is offering resellers Mayo who heads up a multi- missing out on massive oppor- payments upfront for one to disciplinary team that provides tunities in the small business three year contracts and a free industry, technical, tax and arena,” said Carter. Polycom 410 is included in accounting expertise across all “There are hundreds of thou- three-year deals. aspects of the R&D Incentive sands of small, five-to-ten seat Vonage is running a nation- claim process. companies that are crying out wide ad campaign and DMSL Mayo boasts 15 years expe- for a flexible telecoms deal, will distribute the leads to rience, initially as an industry Paul Billingham not to mention the 2.75 million signed up IT partners. “We also scientist followed by a nine- home businesses that want to provide support during the sales plus year stint at one of the Big ing claims or to be introduced “Furthermore, SME busi- give the impression that they are and provisioning process and Four accounting firms. into future claims. nesses are often ignored by larg- bigger than they are, and prefer can give resellers access to our To underscore Mayo’s firm “An estimated 80% of UK er professional services compa- to deal with their trusted local own billing engine to simplify grip on HMRC’s expecta- businesses I have met with have nies. At Knight R&D, we are IT supplier.” customer management,” com- tions he has never had a claim not been receiving their full able to identify the qualifying Carter says the Vonage deal, mented Carter. See page p42 reduced or disallowed. entitlement of R&D tax cred- areas of activity and expense coupled with the long standing Knight R&D is holding a its,” commented Mayo. and unlock the full level of connectivity partnerships that workshop designed to determine “Many companies rarely R&D credits.” DMSL has with BT, Gamma SHORT CALLS whether attendees have a claim understand how broad the quali- Paul Billingham, Director and Virgin Media Business, to make, and if so estimate their fying criteria are, and frequently at Knight CF, commented: plus endpoint manufacturer The largest system produced potential entitlement. have more qualifying costs than “Partnering with Rupert gives Polycom, means he can offer IT by Panasonic was unveiled Knight R&D also offers a they realise. us a new opportunity to support resellers a one-stop-shop for the last month, scaling from free one hour health check for “Misconceptions associated our clients’ growth. supply of VoIP services. 50 to 2,000 users across 32 companies already claiming to with the R&D definition often “The goal of Knight R&D “We can turn an IT reseller sites. The KX-NSX comes assess whether the claim cov- lead to under claims, and mis- is to help even the smallest into a fully-fledged cloud com- in two versions and features ers everything a claimant may understandings relating to the start-ups across industries get munications supplier within collaborative functions be entitled to, and estimate any qualifying cost categories can the tax incentives and credits hours,” he said. “They get a between multiple devices, potential increases in claims lead to errors in deriving the they deserve so their business demonstration kit including a presence management, either as amendments to exist- qualifying cost amounts. can thrive.” plug-and-play IP phone and a audio, text or video chat and synchronisation with Outlook Calendar.

Norton’s growth strategy on Track Entanet is bringing its partner and end user Channel Telecom’s head During the past 12 months Track 100 achievement that management portals honcho Clifford Norton has the company has almost dou- little bit sweeter.” together in its revamped credited the efforts of staff and bled staff numbers, generated The ranking adds another synergi portal. Partners partners for the company’s list- £10m-plus turnover, welcomed gong to Channel Telecom’s tro- can also white label the ing in this year’s Sunday Times over 150 new channel part- phy cabinet which also houses management interface. Tech Track 100 league table, a ners, introduced new services, this year’s Comms Dealer Sales “The new synergi gives ranking of Britain’s 100 private improved business processes Awards ‘Marketing Team of the resellers and their tech companies with the fast- and restructured its customer Year’ accolade. customers more visibility est growing sales over the past support operations. “This is just the start,” stated and control,” commented three years. Norton enthused: “This year Norton. “We expect the next 12 Darren Farnden, Head This is Channel Telecom’s has been incredible. We have months to be our most success- of Marketing. “Partners second inclusion in the league welcomed so many new faces, Clifford Norton ful yet. value having direct table, following 2015’s listing staff and partners, and this suc- “Channel Telecom does not access to core functions with 78th place this year having cess is due to a combined effort we are working in an incred- just want to feature in 2017, we such as availability achieved a 50.50% sales rise by all of them. The bar was set ibly competitive market, which want to climb that leader board checking and ordering.” over the measured period. exceptionally high this year and makes our Sunday Times Tech year on year.”

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COMMENT: STRATEGIC TALK Fenby lauds Midlands One of the reasons why I love working in the IT DC opens channel is because it can be so fast paced. Technology Six Degrees Group (6DG) has is developing all the time. acquisitions opened a new data centre in the Consequently, the products centre of Birmingham, located and services we can all Audio visual and document alongside the city’s so called offer our end customers solutions distributor Midwich Silicon Canal. are always improving. has bagged the lion’s share of The new 5,800 square metre However, being in such a UK-based Holdan for £7.9m facility adds to the company’s and also acquired New Zealand existing south Birmingham and Alex Tempest fast moving industry also means we have to keep up AV distributor Wired. London-based data centres. with the pace of digital transformation and help Holdan operates from Mike Ing, COO at 6DG, our channel partners to be ready for the future. Glossop, focusing on the broad- commented: “This is a signifi- Two of the biggest disruptive technologies that cast, professional video and tra- cant investment that helps to we’ve all had to deal with are cloud and mobility. Both ditional audio visual markets cement Britain’s second city provide huge opportunities for our end customers and and employs 35 staff. as a major digital hub for the have been, in their own ways, game changing. But Midwich has acquired 75% future. It also establishes us as these new technologies still rely on a first class, fast and of the issued share capital of one of the main players in the Holdan from its MD Chris Midlands hosting marketplace.” reliable network to support them and to fully reach their Stephen Fenby potential. The network is at the centre of all innovation Daniels and Sales Director Timothy Arnold, who is the and disruption. Some people might not see the network Allan Leonhardsen. markets. Wired reported rev- Colo Technology Director at as exciting, but its importance cannot be underestimated. Daniels has stepped down as enues of NZ $2m in the year to 6DG, commented: “Birmingham More innovation is on the way too. Whether it’s the MD but will continue with the 31st March 2016. Central will better enable our movement to video conferencing as standard, or even business full time before retir- Midwich MD Stephen Fenby new and existing customers to the VR remote working of the future, digital disruption ing in 2017. Leonhardsen has commented: “We recognised take full advantage of our con- will continue to change the way we do business. The job taken over the MD role while some time ago that the broad- verged proposition.” for network providers is to focus on the core principles of Kieron Seth becomes Sales & cast and professional video mar- performance and agility in order to stay ahead. Networks Marketing Director. kets are a natural adjunct to our of the future will make more use of new technologies In its last financial year to traditional audio visual activity. SHORT CALL and dark fibre for increased capacity, speed, and reliability. 31st December 2015 Holdan “Having made some head- Capabilities such as SDN and NFV will also be used to reported annual turnover of way in penetrating these mar- TeleWare has gained Avaya make networks more intelligent than ever before. £20.6m and profit before tax kets ourselves, we believe accreditation and joined We’re focusing on future proofing our networks so of £1.1m. that the expertise and focus of the vendor’s DevConnect that channel providers can make the most of disruptive Under the terms of the deal Holdan will give Midwich the Program. TeleWare’s COO technologies now, and continue to do so well into Midwich has options to acquire ability to provide a more com- Nick Reaks said: “This the future. Disruptive innovation is almost certain to the remaining 25% over the prehensive value added service enables us to work with take place, but with the right network technology next three years in a deal linked to our customers. other companies and offer the channel will be able to adapt to disruption primarily to earnings growth. “Similarly, Midwich’s reach complementary products The Wired Unlimitedacquisition aug- into the audio visual market & via partnerships. Together quickly and turn new technology into a profit. ments Midwich’s existing mar- provides Holdan’s vendors with we can grow organically Alex Tempest, Director of Partners, TalkTalk Business ket position and capability in an opportunity to expand into a and open new markets.” growing segment.” the Australian andUncontended New Zealand Fixed Price STRONG Wholesale Wholesale FTTC Our Wholesale partnership will allow you to plug directly into our award-winning core network and consume Layer 2 Broadband and Ethernet connectivity services Unlimited & delivered via our growing network of on-net exchanges. Be Bold. 01706 902 919 Uncontended www.zen.co.uk/partner

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1822 Vonage 340 x490 DPS Statue Liberty ad Comms Dealer.indd 2-3 23/09/2016 12:38:39 INDUSTRY NEWS GCI gets enterprise Billing firm in grade SMS solution hosted boost

GCI’s acquisition of Stoke-on- Union Street Technologies has Trent-based Packet Media bol- augmented its hosted aBILLity sters the MSP’s contact centre billing system proposition with and UCaaS proposition with the launch of a new platform SMS messaging capabilities. based on Microsoft’s Azure The deal follows GCI’s acqui- public cloud. sition of Outsourcery’s assets The company first intro- in June. duced a hosted option in 2011, Mike Constantine, CTO at called the Cloud Hosted Billing Tony Cook GCI, said: “Packet Media has service, which has proved popu- some great parallels with our lar among resellers. The platform also offers data own business. We are excited Now, 50%-plus of the firm’s security. “Protecting data has about its enterprise-grade SMS Mike Constantine partners use the service with never been more important, messaging platform and associ- almost all new resellers opting or more challenging, than it is ated Management Information is what email used to be and to respond to email but only 90 in, prompting Union Street to today,” added Cook. “As such, (MI) reporting capability. This the stats are compelling. While seconds to respond to texts. future proof its systems in terms we have built our platform from blends nicely with our other emails now clutter inboxes “We believe the deployment of security and scalability. the ground up according to best core cloud and UC services, (many unopened), SMS mes- opportunities are endless – from Tony Cook, MD, said: “We practice for data security.” including Skype for Business, sages are on average viewed patient prescription reminders to wanted to ensure that our hosted David McGrath, CTO, played Azure and PCI DSS.” within three minutes of receipt. service renewal notices, to sales environment could scale effort- a leading role in developing and Julian Gallimore, MD at “Response rates are better. and marketing messaging, all lessly without limits as more deploying the new hosted plat- Packet Media, added: “SMS On average it takes 90 minutes trackable and MI reportable.” partners opt to use our Cloud form. He noted: “The platform GCI CEO Adrian Thirkill Hosted Billing service. features a traditional three tier enthused: “This new SMS capa- “Azure provides tools for network with web, application Gamma’s Daryl Pile (pictured) bility is another critical addition monitoring applications and and database legs. has been promoted to the role of to our portfolio. If the stats are analysing traffic, giving us in- “Communication only ever Channel MD following a 13 year to be believed, approximately depth, real-time insight into how crosses a single tier and each stint at the company, the latest phase 23 billion text messages are sent our platform is performing. tenant has its own dedicated worldwide daily with a stag- “We’re able to instantly security group which controls of a 20 year career working in the gering 98% open rate. SMS is respond to increases in demand, database access, file system comms channel in a variety of senior helpful and concise. That’s the proactively scaling up compute permissions and access to the business development roles. Pile said: reason for its success and why resource to manage capacity as aBILLity remote app. “We’ve come a long way since I joined Gamma, and I’m it’s a great fit in our portfolio. required. No matter how many “The platform will only looking forward to continuing the drive of our success The timing is perfect.” partners choose to use our accept secure connections and and growth. There’s no let-up in Gamma’s plans and Cloud Hosted Billing service multi-factor authentication is Got a news story? email: they will always have access to available for clients that need ideas and it’s great to be a part of it.” [email protected] the resources they need.” an added layer of security.” Sennheiser unveils MB 660 CBS snapped up Sennheiser has unveiled The MB 660 does not have while listening to music,” com- Converged Communication cate to its premises, increasing its ‘Rolls Royce’ of business a boom mic, the headset cups mented Andreas Bach, President Solutions has snapped up the workforce to over 25. headsets to address workers contain three digital microphone at Sennheiser Communications. Aberdeen-based IT provider Neil Christie, MD at Con- who need peace and quiet when arrays to deliver superior voice “With the MB 660 we can Century Business Systems verged, said: “We are in a strong talking on their desk phone or quality regardless of how noisy now upgrade the work experi- (CBS), its first acquisition. position following the invest- mobile in open plan offices. the environment is. Sennheiser ence for office workers, help The deal, valued at circa ments we have made over the The business grade MB 660 says the battery life is 30 hours. them take control of their envi- £500k, strengthens Converged’s past 18 months. Series is designed specifical- “Today’s open office environment and create a disruption- in-house service operation. “This is another notable ly for knowledge workers in ronments have been shaped to free workspace for increased CBS was established in move. To date, we have grown noisy open offices. The solution facilitate fast, flexible collabo- productivity and well being.” 1999 by Brian West and Kevin and expanded naturally, so our features adaptive ANC (active ration. But there will always be Bach confirmed that the Sinclair and supplies computer first acquisition is a major step. noise cancellation), UC certi- times when we need to reclaim product will roll out to the hardware, software and techni- Brian and Kevin, supported by fied communication abilities space for ourselves – either to UK channel via distributors cal support to businesses across a talented team, have built a to ensure clear speech during fully concentrate, communicate Corporate Telecom, Duplex, north east Scotland. strong business and its integra- voice calls and audio quality for and collaborate in mobile work Nimans, Tech Data, Westcoast The firm’s entire team will tion into Converged will enrich music and multimedia use. environments or simply to relax and Westcon. transfer to Converged and relo- the service that we offer.”

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DMSL states VAST pushes SHORT CALLS A three-way comms firm link-up sees Panasonic’s IP handsets connected via the BT Wholesale home truths Exclusive’s H1 (BTW) network to Radius Communications’s storm DMSL has put the spotlight on Exclusive Group’s latest cloud platform. Connectivity a new report into the growth set of financial figures reflect a to BTW’s Ethernet, of home businesses and is urg- strong focus on value added ser- broadband and IP networks ing comms and IT resellers to vices and technologies (VAST) will be sold with the storm recognise this trend as a signifi- and show significant returns on package via Panasonic’s cant opportunity. vendor business globally with distribution model. The Heart of Home Business the acquisition of cyber security Britain report, which is based VAD Transition Systems also Olivier Breittmayer Koris is taking the on analysis by the Centre paying off. Enghouse Interactive for Economic and Business Exclusive’s H1 results show premium-based services is hav- portfolio to market including Research and includes research 60% year-on-year growth with ing a positive impact on the the Communications Centre by YouGov (commissioned by total revenues of 575m euros, overall integrated business.” and Attendant Console Vonage UK), says that there John Carter putting the firm on target to dou- Group COO Barrie Desmond solution having signed are over 2.75 million home ble revenue every two years. added: “These strong six months up to Enghouse’s EMEA businesses in the UK, which age of opportunities for resell- “The intention to have a have put us ahead of our plan partner programme. Koris accounts for more than half of ers who can offer the quick, more blended business through and budget. But more hard work will focus on mid-range the UK’s total private sector simple and effective solutions our VAST strategy is paying is needed to achieve our annual contact centres in the business population and repre- and services that these small, dividends, with each of our target of doubling revenue every public and private sectors. sents a 23% increase over the home-based businesses will be ancillary services businesses two years until 2020.” past decade. looking for. contributing to strong growth,” These businesses are said “Availability of high speed said Olivier Breittmayer, CEO to be contributing circa £94bn broadband is spreading and of Exclusive Group. gross value added to the econo- while this is an opportunity in “These results also show my and the total annual revenue itself, the greater potential lies how well balanced the Group of home businesses is projected in taking the benefits of cloud- is globally, able to absorb fluc- to be £212bn this year. based comms and other services tuations in regional geographies The report also points out to these businesses.” and economies with little impact that while technology has According to Carter, most on momentum. enabled home businesses to home-based firms prefer a local “It is pleasing to see our thrive by lowering the barriers supplier. “Many of these busi- expanding BigTec business in for start-ups, there remains a nesses will be dependent on the software defined web scale A charity walk organised by Watford-based Telecom Resource need among such companies for their IT and communications infrastructure marketplace raised over £3,000 in aid of Watford Workshop, an organisation that helps disabled and disadvantaged people to gain work mentoring and support. and when things go wrong they returning triple digit growth. experience, skills and employment. The 5km walk featured Telecom DMSL MD John Carter said: will need to get problems sorted “This, allied to our strong Ted and other Telecom Resource employees who caught the “The Heart of Home Business out straight away. They will cyber security focused Exclus- attention of passers by and met with strong demand for selfies near Britain report shows us that want their trusted IT supplier to ive Networks operations and a local landmarks. there is absolutely no short- be close at hand.” renewed focus on developing SHORT CALL CityFibre hits 50 Synergi’s in flow F-Secure’s just launched reseller recruitment drive CityFibre has signed up its 150 business customer connec- Gateshead-based Synergi According to Justin Short, reflects growing demand 50th service provider partner, tions across the network. IT is to roll-out Nintex work- who is a Director at Synergi, for security solutions from Hampshire-based ISP Onecom, CityFibre has sold 270-plus flow automation software to public and private sector organ- UK IT service providers. the largest reseller in Vodafone’s connections on the Southend Northumbrian Water’s 2,900 isations are recognising the This year, the cyber Partner Programme. The link- asset, an incremental unit sales employees as part of a wider advantages of business process security firm has seen a up takes CityFibre to the half uplift of 125% above the origi- investment programme in new management technologies and 50% increase in the size of way point in its medium term nal anchor customer commit- Microsoft Cloud, Office 365 acting on their observations. its corporate sales team in strategy to secure 100 service ment in only six months. and SharePoint services. Short commented: “We are response to rising demand. provider relationships. CityFibre CEO Greg Mesch Nintex technology enables seeing strong demand as more “It is imperative that The five-year deal sees One- commented: “Onecom’s nation- users to automate processes in organisations look to migrate to companies use best-in-class com become the commercial al base of over 300,000 cus- minutes using PC-based drag- new technologies that quickly security solutions as part launch partner for CityFibre’s tomer connections is testament and-drop workflow tools. deliver demonstrable benefits of their security strategy,” Southend-on-Sea network cur- to its reputation for quality and This market is thought to be and RoI.” See page 32 rently under construction. customer service, making it an worth over $2.7bn and rising said Andy Harkness, UK Got a news story? email: The £1.7m agreement com- ideal addition to the CityFibre as more organisations digitalise Corporate Sales Manager. [email protected] mits Onecom to a minimum of partner universe.” their processes, says Gartner.

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Union Street_advert_297x210+3mmBleed.indd 1 29/09/2016 11:31:32 INDUSTRY NEWS TeleWare achieves LPWANS key Azure platform first to IoT growth

TeleWare has routed, record- Beecham Research has ed and analysed a call in real- tipped LPWANs (Low Power time through Microsoft’s Azure Wide Area Networks) as the cloud computing platform in a driving force behind IoT devel- fully encrypted compliant envi- opment in the UK, and thrown ronment in what Microsoft has its weight behind the Digital confirmed is a world first. Catapult ‘Things Connected’ TeleWare enhanced its solu- initiative that aims to jump-start tions to achieve a seamless call LPWAN adoption by lowering of the same quality as one using barriers for technology access physical equipment, overcom- Steve Haworth and application development. ing the issue of data packet loss “LPWANs offer a new low and latency previously associ- cal hurdles, but our technology us, but for the wider Azure and cost connectivity option to ated with using a pure cloud- teams have all pulled together cloud community.” connect a large number of IoT based system. with one common goal and TeleWare’s fixed line record- devices over long distances in a Saverio Romeo The call was carried out with achieved the ‘impossible’. This ing product will be fully migrat- power efficient and cost-effec- a TeleWare customer rather than is significant as it demonstrates ing onto the cloud with its tive way, opening up enormous around LPWAN test beds in in a test environment. that our overall goal of going MVNO product also planned to potential for a new wave of different UK regions and pro- TeleWare CTO Rob Corrigil 100% cloud is possible.” migrate in the coming quarters. IoT applications,” said Saverio vide SMEs, entrepreneurs and said: “Many people advised Steve Haworth, CEO, added: Romeo, Principal Analyst at communities with the skills to Got a news story? email: that this wasn’t possible. We’ve “This milestone has wide reach- Beecham Research. harness the technology. [email protected] had to overcome some techni- ing implications, not just for “The key features of LP- Jeremy Silver, CEO, Digital WANs such as low consump- Catapult, added: “We have tion of energy and low cost reached a pivotal point in the Engineers aided by monitoring tool of deployment mean SMEs can deployment of the Internet of explore new territories and new Things across the UK. Comms Supply has launched a partners will be able to offer can be presented in customer ideas not possible with other “We want to capture more new monitoring solution avail- more efficient first line support. service reviews. forms of connectivity.” of the digital dividend in the able via all mobile platforms “As long as they have a Wi- The new software is avail- Things Connected is initially UK economy and to do so it is enabling the company’s part- Fi or 4G connection engineers able on web, android and IOS. focused on supporting London- fundamental that we acceler- ners to monitor their Comms can instantly check for any con- “Most engineers spend a based organisations and SMEs ate the adoption of the IoT. By Supply Internet connections in nectivity issues, from latency to large part of their working week with the network utilising 50 enabling the testing of IoT inno- real-time, including checking high-utilisation causing slow- out on the road so it was vital IoT gateways to establish a vation, Digital Catapult ‘Things uptime and throughput. ness for the end customer.” that our solution was available LPWAN covering Zone 1 across Connected’ will enhance the Karl Alderton, MD of The new monitoring solution on mobile devices as well as the capital. quality of life for those across Comms Supply, said: “By using also enables Comms Supply being clear and simple to use,” The wider aim is to create the capital and further empower this solution we believe our partners to prepare reports that added Alderton. a national support programme London’s tech community.” SHORT CALL Nimans expands mobile services Claranet has achieved AWS Premier Consulting A year-long feedback gath- what we need to do to help their Nimans’ revamped mobile Partner status, one of only ering campaign conducted by businesses grow and explore connectivity offering comprises ten service providers in Nimans’ Head of Network gaps in our proposition. six elements: O2 Wholesale, Europe to have gained the Services Mark Curtis-Wood has “The common message was Vodafone Wholesale, O2 30 day distinction. Olivier Beaudet, helped to align the distributor’s that while the wholesale offer- contracts, Vodafone 30 day con- CMO, said: “AWS is a true mobile offering with the evolving is the cornerstone of their tracts, an EE dealer model and enabler of business agility ing requirements of resellers, business there are times when Mobile Data/M2M. and it forms a critical part coming to fruition with the they need something extra and Resellers have a choice of of our product roadmap launch of an expanded mobile a different commercial model to single or multiple user inclusive and strategy. We can now services proposition. help win more orders. tariffs and bundles or bespoke work much more closely The portfolio now includes “They also shared how hav- pay-as-you-use options. EE in addition to O2 and ing multiple network offerings “We also want to make the with AWS to help our Mark Curtis-Wood customers take advantage of Vodafone and offers new com- would give them a competitive process of ordering as stream- the platform and transform mercial models and a spring- Curtis-Wood said: “Over the edge by enabling them to com- lined as possible and plan to their businesses.” board into the mobile data and last year I have met many of our pete in different ways based on provide more services online,” M2M markets. existing resellers to understand a more diverse supply.” said Curtis-Wood.

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18 COMMS DEALER OCTOBER 2016 www.comms-dealer.com

INDUSTRY NEWS

PE firm bagsNimans adds SHORT CALLS 3CX equipment is to be incorporated into BT Wholesale’s SIP Trunking platform, enabling resellers cloud player Storno range to connect SIP trunks using the 3CX PBX Intermedia has been Nimans has added the Storno system. Oli Barker, Head acquired by Chicago-based range of licensed radios to its of Hosted Products at BT PE firm Madison Dearborn two-way radio communications Wholesale and Ventures, Partners (MDP). Intermedia is portfolio, offering resellers an said: “Interoperability known as the world’s largest entry level springboard into testing with vendors such independent provider of cloud what the distributor claims is a as 3CX is an essential Microsoft Exchange email, gen- market worth millions. part of our service.” erating annualised revenues of “Radio communications is $200m with 75,000 customers, hailed as the missing piece in SSE Enterprise Telecoms 6,000 active partners and 700 the comms jigsaw, combining has added two more data employees around the globe. advanced technologies with centres to its national The deal sees Intermedia’s rich untapped revenue streams fibre network. Customers shareholders led by Oak Hill of over £40m this year alone,” Gary Redshaw of Ark and Datum’s data Capital Partners sell their claimed Gary Redshaw, Radio centres in Farnborough stake in the company to MDP Communications Category offering Digital Mobile Radio now have access to SSE’s Michael Gold and company management. Manager at Nimans. (DMR) and Private Mobile range of carrier Ethernet, Intermedia, which was founded and possesses tremendous “We’ve sold two-way radios Radio (PMR) devices. The dis- dark fibre and optical in 1995, was acquired by Oak upside potential to capture fur- for many years but now offer tributor stocks brands such as networking services. Hill in 2011. ther market opportunities with more powerful licenced equip- Hytera, Icom and Motorola. The partnership with MDP its reach, scalability, customer ment able to communicate over is expected to catalyse Interme- support offerings and enhanced much longer distances. Microsoft’s former General dia’s growth through increased product functionality.” “Today’s solutions also offer Manager of US Partner Sales investment in the company’s Gold commented: “Recog- full integration with telephone Eric Martorano (pictured) has channel partner programmes nising that the channel influ- systems and perform many joined Intermedia as Senior and more acquisitions. ences 65-75% of IT spending, seamless functions not available Vice President of Worldwide Michael Gold, who remains we’ve built our business to via other devices. Sales. He spent over eight Intermedia’s CEO, said: “Over meet the needs of the channel in “There’s a perception that years at Microsoft and was the past five years we’ve more the $20bn-plus cloud business two-way radios are yesterday’s responsible for $17bn-plus than tripled our revenues, applications market.” technology and limited to niche revenue. Michael Gold, CEO EBITDA, users and product The transaction is expect- markets, but that’s absolutely of Intermedia, commented: offerings. We’ve also experi- ed to close this calendar year, not the case. “Eric’s understanding of the enced dramatic growth of our subject to customary regulatory “From leisure centres and Microsoft ecosystem will prove customer and partner base.” approvals and other customary shopping malls to warehouses, invaluable as we expand our Office 365 offerings.” Prior to Microsoft, Martorano led a number Zaid Alsikafi, MD at MDP, closing conditions. car parks, building sites and of key initiatives and strategies at other notable companies such as commented: “Intermedia is suc- schools, demand is on the rise.” Got a news story? email: Sage Software and Ingram Micro. He also holds an active seat on cessfully capitalising on the Nimans supplies licenced [email protected] CompTIA’s Board of Directors. worldwide shift to the cloud, and licence free equipment SHORT CALL IT aids sales staff telent in key buy Metronet (UK) has provided National A notable majority of sales strate how vital the IT depart- telent’s networking capabil- a base of engineers; and follows Museums Liverpool professionals say their jobs are ment is to sales teams.” ities and kit bag of solutions and telent’s acquisition of Arqiva’s (NML) with a fully made easier by the efficiencies More than half of the sur- services have been significantly Secure Solutions Business in managed wireless MPLS and support provided by IT. vey’s respondents also believe bolstered following the acquisi- October last year and its earlier solution in partnership with In a survey by RingCentral that the IT department is a busi- tion of Richardson Eyres. purchase of Telindus in 2014. Gardner Systems. NML and Censuswide 80% of respon- ness improvement operation, The acquired firm brings a telent CEO Mark Plato said: manages eight museums dents experience a slicker sales introducing new IT processes 30 year technology heritage and “With increasing numbers of and galleries within the process while 90% cited the and infrastructures. provides data centre infrastruc- customers moving to the cloud Liverpool city region support they receive from IT as “With the rise of team col- ture solutions and services for and requiring more virtual and including the Merseyside a positive factor. laboration and off premise cloud large organisations in the UK flexible technology, this acqui- Maritime Museum, the Sahil Rheki, who is the UK networks, KPIs for IT teams are and Europe including banks, sition broadens our offering and Museum of Liverpool and MD of cloud comms provider evolving from reducing down- pharmaceuticals, law firms, con- extends our reach particularly the Walker Art Gallery, RingCentral, commented: “The time to boosting efficiency and struction companies, software, within the ICT space. attracting more than 2.8 relationship between sales and supporting the sales, marketing retail and online businesses. “It also offers Richardson million visitors each year. IT is integral to business effi- and operations departments,” The deal also adds multi- Eyres’ clients access to telent’s ciency and these stats demon- added Rheki. vendor capabilities and bolts on capabilities and expertise.” Enter emerging markets with GCI Channel Solutions 0845 0030 655 | gcichannelsolutions.com | [email protected]

20 COMMS DEALER OCTOBER 2016 www.comms-dealer.com Final Footer advert.indd 1 12/03/2015 10:44:46 CHANNEL UPDATE produced in association with

3CX3CX ridingriding thethe WebRTCWebRTC wavewave

There’s a new buzzword, or to be more accurate a new abbreviation, that comms and IT resellers will be hearing a lot more about in the months ahead: WebRTC.

to use the technology on Apple devices. “Breaking free from proprietary standards, expensive vendor tied hardware and WebRTC is an API, not an application and fat client software requirements, its application vendors such as 3CX that WebRTC could finally set out to do must leverage the technology for it to be what it was always meant to do: Start useful for resellers and their customers. For a communications revolution. And that example, there are a lot of basic services is exactly in line with the 3CX vision.” that demonstrate how easily you can connect two browsers and make a call. So what is the background to Whatsapp is rumored to use WebRTC to this new communications tool? deliver audio calling between its users. Fundamentally, WebRTC is an open-source “WebRTC will do for communications project – promoted by Google, Mozilla what HTML did for information; and others – that enables plugin-free Real start a revolution that will make Time Communications via Javascript API’s. communications richer and accessible to all,” said Nick Galea CEO at 3CX. The technology facilitates browser to browser applications for voice calling, “Naturally, we have been following video chat and file sharing using a Web WebRTC technology right from the Conferencing Server in conjunction with start and have been investing heavily a STUN Server that provides the initial in WebRTC development. For example, page and synchronises the connections WebRTC could allow 3CX to deliver and between two WebRTC endpoints. accept calls to anyone connected to the WebRTC will do for internet, without requiring any software “WebRTC is the ability to communicate to be installed and even anonymously. live with somebody or something as if you communications what HTML did for Customers could call you free of charge were right there next to them. WebRTC at a click of a button, and they could be fills a critical gap in the web platform information; start a revolution that connected to the right person immediately. as you can communicate in real-time The customer service and productivity just by loading a web page,” said Justin will make communications richer and gains achievable are immense.” Uberti, Tech Lead on WebRTC, Google. So where is the win-win for resellers? “At the moment, support for these accessible to all. browsers comes in the form of 3rd party “There is a unique selling point for plugins, which are not an ideal solution,” Nick Galea resellers: A Unified Communications said Nick Borg, Product Manager at 3CX. System powered by WebRTC offers all the requisite features with complete ease “The beauty of WebRTC is that when of use. It works right out of the box and you are invited to a web meeting, no will boost collaboration and increase other action is needed other than clicking productivity almost immediately. Adoption on a link that you’ve been provided. is easy, because workers learn to use Installing yet another plugin might be features like videoconferencing very quickly. “asking too much” for a lot of users. eb Real Time Communications any additional software to be installed. Additionally, resellers can sell conferencing is a technology supported hardware to increase their revenue” said “Microsoft and Apple cannot ignore the Wby the World Wide Web The WebRTC standard is gaining significant Bianca Allery, Head of Marketing, 3CX. momentum that WebRTC is gaining. It Consortium (W3C) that allows open momentum and Google Chrome, Mozilla will be interesting to see who the first standard browsers to communicate with Firefox and Opera fully support it. But that’s not all. Purveyors of Web adopter will be,” concluded Galea. each other and exchange audio, video and Microsoft, not surprisingly, is trying to and Video conferencing solutions even files using a simple JavaScript based push its own ‘standard’ and while Apple could get the uplift they have been To find out more on how 3CX could bring API. WebRTC effectively gives users the is still on the fence it is likely to join the hoping for as WebRTC makes web WebRTC into your solutions portfolio ability to make audio or video calls with WebRTC wave soon. Even without WebRTC conferencing inexpensive, seamless contact [email protected] or call each other, without requiring a plugin or support in Apple’s browser it’s possible and effortless explained Galea. +44 (20) 3327 2020

www.3cx.com +44 (0) 203 327 2020 [email protected] www.comms-dealer.com COMMS DEALER OCTOBER 2016 21 INDUSTRY NEWS SMS expert Free VoIP Larkin leads guidance steps up UK paying off brand vamp

A free training scheme intro- Juniper Bridge’s transition duced by plan.com designed to from a managed technical sup- remove all barriers to VoIP sales port operation to a software channel play for mobile dealers has yielded business has been underscored strong results, so much so that by the development of a self- sms communications business the company is recruiting staff service platform called JuniHub Textlocal has ramped up its UK to roll out the initiative across that enables resellers to better channel ambitions following the the south of England. manage and control their con- launch of a partner programme “More mobile partners are nectivity footprint. that enables comms resellers to realising that to grow and secure JuniHub incorporates net- put text messaging at the centre their business they must expand work monitoring software that of their customers’ communica- their offers across different pinpoints any outages experi- tions strategy. channels such as VoIP, fixed enced by customers and allows Steve Larkin According to Senior Partner and broadband,” stated Chris users to analyse and resolve per- Business Development Manager Daron Healy Reilly, Training Manager. formance issues. The software Juniper Bridge’s advancing Daron Healy Textlocal’s chan- “Over 90% of all VoIP con- also detects circuit, router and mode of operation is reflected in nel recruitment campaign rebrand the platform and create nections that we process come end user problems. the launch of new brand identity reflects a significant opportu- their own pricing models and from VoIP virgins – partners “Clients will also be able to in association with the watch- nity for resellers to incorpo- marketing initiatives,” noted who have never sold any- manage customer interactions words ‘Connecting the dots’, as rate SMS messaging into their Healy. “We provide white label thing other than mobile before with a fully integrated ticket- well as a revamped website. cloud UC propositions and hold collateral, product training and – which is great to see.” ing system that captures emails, “Undertaking a brand refresh a new conversation with clients dedicated account specialists.” Reilly trains partners in their tasks and call recordings,” com- was crucial to better communi- that creates scope for greater Textlocal has also introduced own offices and tailors the con- mented Juniper Bridge founder cate the sophistication of our chemistry between end users a dual branded resale model, tent according to their require- Steve Larkin. new products to the channel,” and their customers. enabling these partners to focus ments. “Our training scheme “Other services give resell- added Larkin. “SMS offers businesses the on selling while Textlocal man- not only helps partners under- ers access to zero touch pro- “Our strapline ‘Connecting chance to build relationships ages the customer support. stand our portal and what it can visioning of their routers and the dots’ encapsulates the future through instant communica- Healy said: “Delivering SMS do, it also gives them the tools devices, logistical support and direction of the business, help- tion,” stated Healy. “The range messaging alongside existing and knowledge to offer a range a 24/7 technical support team to ing customers to fully unify of uses for this opt-in technol- cloud-based telecoms and IT of solutions that could, in time, their end users.” their communications.” ogy is vast.” solutions gives resellers another add resilience into their busi- He noted that Textlocal’s reason to engage with their cus- ness models,” he added. Messenger platform achieves a tomers while generating sus- Got a news story? email: 98% open rate followed by a tainable additional revenue and [email protected] 32% redemption rate and he enhanced client acquisition.” believes that these statistics indicate a lucrative revenue stream for resellers, adding that the market potential for SMS is Sky courts businesses underscored by the company’s base of circa 165,000 users who with Fluidata link-up have sent over one billion texts using the firm’s platform. Sky has entered the business businesses. Sky’s investment in The popularity of its service comms market for the first time the consumer market means we Chess’s annual festival (Chesstival) raised over £2,500 for charity has secured Textlocal a rank- via a link up with launch partner can push 1Gbs connections as and welcomed for the first time Scotland-based staff and their ing in the Deloitte Technology Fluidata to offer a high capacity standard and ensure customer family members. Attendees of the Scottish Chesstival, held at Paisley Fast 50 and Sunday Times Tech Ethernet solution. connectivity is future-proof.” Rugby Club and coloured up by a Hawaiian theme, raised over £250 Track 100 listings, along with Sky’s new wholesale division Graham Sargood, Sky’s Dir- for the Red Cross. Chess Digital MD Alan Cassidy said: “Much work a recurring appearance in the will leverage Fluidata’s comms ector of Telecoms Wholesale, went into making this happen for our people. We have such a great Media Momentum Top 20 fast- market experience and address added: “Our investment in a mentality within the team.” est growing digital agencies. up to 95% of businesses in the telecoms infrastructure to deliv- South of the border staff converged on the telco’s Alderley Edge Textlocal’s re-energised part- UK. The ISP will also provide a er voice, video and data services HQ along with employees from the Burnley office, jointly raising ner programme invites resellers dedicated support team. to our residential customer base £2,314 in aid of the East Cheshire Hospice. Chief Executive David Pollock said: “It’s in our culture to play our to adopt a fully customisable Fluidata MD Piers Daniell also enables us to serve the part in the wider community, and the East Cheshire Hospice is close white labelled ‘out of the box’ commented: “Customers choos- business marketplace.” to many peoples’ hearts at Chess. Our former Operations Director version of the Messenger plat- ing to commit to long-term high All services will be available Julie Wright spent her final days in their care and we will always form supported by a service capacity connections strengthen with SLA+, Fluidata’s standard support the excellent work they do at the hospice.” wrap. “Full resale partners can the growth potential in their guarantee of service up-time.

Have you booked your tAble for the Comms National Awards yet? Sponsors Service Visit www.cnawards.com Provider Category 22 COMMS DEALER OCTOBER 2016 www.comms-dealer.com INDUSTRY NEWS Leader pack Skills crisis to ease by NEW shuffles jobsyear 2020 The first stage of Air-IT’s On-premise and data centre diversification and growth skills are in highest demand acceleration strategy has been despite the rise of cloud commu- completed following a revamp nications, according to almost of the management team. 80% of respondents who took Founder and MD Todd part in a study into the nature McQuilkin has moved to the of the UK’s ICT skills gap and Online backup is the CEO role while Technical its likely development between Director James Healey takes now and 2020. over the MD position. Research by OnePoll com- number 1 McQuilkin said: “James has missioned by Agilitas found been an integral part of our that 64% of respondents believe cloud service to be journey having been by my side that the skills shortage will be every step of the way. resolved or reduced over the “We’ve experienced sig- Todd McQuilkin coming four years. implemented this year nificant growth, consistently “These results are in contrast reporting 20%-plus year-on- Communication services under to the arguments we hear about year increases and in my final one roof. the industry running out of tal- year we’re expecting a rise of Healey added: “Having been ent,” said Shaun Lynn, who is 30% or more.” on board since day one I have the CEO of Agilitas. Air-IT was set up in 2005 seen the company experience “Rather than resting on their when McQuilkin invested a significant change and high laurels, many in the industry are £20,000 redundancy payment growth in an industry that’s fast confident about making positive 1Backup from Virtual1, is a highly from his previous position as paced and always evolving. I’m changes to reduce the gap. customisable and cost-effective service Head of IT at Femcare Nikomed. eager to continue this journey.” “We’re seeing growth in the that backs up your customers’ mission The business first operated As CEO, McQuilkin will number of important appren- critical data. out of residential cottages in continue to drive Air-IT’s ticeship schemes that build up Nuthall, Nottinghamshire, and business strategy, heading up the next generation of talent, but 1Backup enables our partners to take Healey was recruited as the first a new venture under Air-MSP the challenge between now and advantage of this rapidly growing market. member of staff in a leading Consultancy which is aimed 2020 is the extent to which we technical role. at helping others in the ICT can improve existing skill sets In 2013 Air-IT acquired local service industry benefit from to meet customer challenges. • Fully secure telecoms provider Managed operational improvements. “The survey highlighted the • Quick and easy to launch Business Communications need to invest in internal skills Got a news story? email: (MBC), enabling it to offer training and the channel must • Zero setup cost and per GB pricing [email protected] a full portfolio of IT and take note.” • Channel focussed

Former Azzurri CFO Andrew SHORT CALL Marshall (pictured) has been appointed to a similar role Equinix has expanded at Solar Communications. His instatement as CFO its LD6 International comes as Solar continues Business Exchange data to develop into a managed centre in Slough. With £26m of capital investment 1Backup services provider focused on organic and acquisition the upgrade adds 1,385 growth. Marshall’s new remit cabinets, bringing the total Channel focussed is to drive commercial and operational capacity to Backup-as-a-Service operational efficiencies while 2,770 cabinets. Equinix UK working with investors and MD Russell Poole said: from Virtual1 the board to identify M&A “As one of the most pivotal opportunities. His 20-plus connection points in the years industry experience includes stints with Cable&Wireless, world, London continues Schlumberger, Nokia Siemens Networks and most recently leading to play a significant role Azzurri in its exit to Maintel. in facilitating the flow Solar CEO John Whitty said: “Andrew has demonstrated his ability to drive transformation in a way that improves efficiency, of data that supports effectiveness and profitability.” the digital economy.” 0344 884 0800 [email protected] www.Virtual1.com Maximise your call margins with Daisy Wholesale. www.comms-dealer.com COMMS DEALER OCTOBER 2016 23 INDUSTRY NEWS

Consortium Lamb reports SHORT CALLS Reading-based businesses now have access to ultrafast Internet services through CityFibre’s launch for security ‘solid’ trading partner BtL. Rob Lamden, MD at BtL, said: “Demand Isle of Man business Manx for ultra-fast services has Telecom has reported a dip in grown exponentially in H1 revenues, posting £39.2m recent years. This project compared to £39.8m in the first has the potential to unlock six months of 2015. a tide of demand for faster, Profit before tax rose slightly more resilient and more to £8.3m (H1 2015: £8.2m). affordable services.” Data centre revenues were down 15.7% due to a decline plan.com’s partner portal in low margin kit sales and cus- includes new software tomer consolidation; but glob- that reduces the change of al solutions revenues showed business ownership process Sean Sullivan strong growth of 12.4%. Gary Lamb to just minutes. Chris Smith, Fixed line, broadband and COO, said: “In today’s fast Cyber security provider F- offer security without sacrific- data revenues rose 1.3% driven ways to grow the business by paced business environment Secure and ten research organi- ing emerging needs, such as by take-up of high speed broad- leveraging our mobile technol- you can’t afford to sations have co-founded a con- basic access rights. band. A 4.7% rise in mobile ogy platform and we are confi- have manual processes sortium to address concerns that “Everyone’s struggling to revenues was offset by lower dent in the long term outlook for slowing things down.” efforts to secure digital infra- secure digital assets,” said Sean roaming charges. the business.” structure and data may come at Sullivan, Security Advisor, F- Gary Lamb, CEO, com- the expense of European rights Secure. “Doing nothing is not mented: “We have had a solid Vaioni Wholesale has set-up more and values. an option given the capabilities six months of trading which interconnects with cloud partners including The CANVAS (Constructing of today’s attackers. saw the group continue to make Gamma and TalkTalk to meet growing an Alliance for Value-driven “But at the same time, being progress with its strategic objec- demand for end-to-end QoS on SIP and Cyber Security) consortium too heavy handed harms inno- tives and perform in line with related services. Sachin Vaish (pictured), brings together participants cent people and companies the board’s expectations. MD of Vaioni, said: “We are seeing strong from various scientific tradi- looking to make the most out of “Demand for superfast demand from channel partners to directly tions and fields to structure and new technology. broadband and the increased interconnect to key providers of various cloud disseminate research regarding “Governments, companies speeds offered by 4G mobile services such as Microsoft Azure and AWS, the ethical, legal, empirical and and the public are coming to the services continue to grow and as well as standard ones. We always set-up multiple connections to technological issues related to European cyber security indus- help drive growth in our cash ensure resilience. With the interconnects in place, our partners can cyber security. try with questions about how generative core. reassure their customers that they are receiving end-to-end quality It aims to create resourc- to make security both effective “We recently introduced 4G of service, guaranteed lower latency, privacy and security.” es that inform policy makers, and practical for their needs, roaming to our customers as Vaioni has embarked on a wider roll out of interconnects to cloud providers in line with demand, and has pledged to work with experts and the public on the and CANVAS is going to help well as trialling superfast 4G+ partners on new interconnect requirements that may, for example, development of cyber security us get answers to the people that during the summer period. We help them to win bigger deals. technologies and policies that need them.” will continue to explore new SHORT CALL Comms-care deal Phone hack alert Hats off to UKCloud (formerly known as Comms-care has been Sean Royce, Executive Nimans and NEC have alerted for the specific user set-up mak- Skyscape Cloud Services) contracted for a further five Vice President for Technology, comms dealers to the continuing it as effective as possible.” which topped this year’s years by KCOM to deliver Service and Operations at ing threat of phone hacking, Anti-hacking technology is Sunday Times Tech Track Cisco support and professional KCOM, commented on the deal: drawing particular attention to supported by an awareness cam- 100 league table published services to its UK customer “Cisco technology remains an a new in-built app launched by paign led by Nimans and NEC. last month (a ranking base via a collaborative services important element of the range the vendor for its SV9100 and Tierney-Neave commented: of Britain’s 100 private model in partnership with Cisco. of contact and collaboration SL1100 systems. “Global phone fraud costs an tech companies with the The contract extension follows solutions we offer and the “A health check feature estimated £25bn per year with fastest growing sales over an initial three year deal. decision to extend the contract scans a customer’s system and the UK one of the most targeted the past three years). The The agreement provides was a simple one.” network for any weaknesses countries, so it’s not a problem Farnborough-based cloud field-based support, spares Comms-care was acquired by with a traffic light safety score,” that should be ignored.” services provider scooped management and professional Fortune 100 company Ingram stated Yvonne Tierney-Neave, She cited figures that suggest first place following an services across multiple Cisco Micro in May this year. Nimans’ Solutions Business 84% of UK businesses are not technologies spanning 6,000 Manager for NEC. “By iden- safe from hacking. “Fraudsters impressive annual three- Got a news story? email: end user sites totalling around tifying these security risks the can gain access to a phone sys- year sales rise of 262.66%. [email protected] 100,000 Cisco products. installation is then tailormade tem in seconds,” she added.

1Backup, Channel focussed Backup-as-a-Service from 0344 884 0800 NEW [email protected]

24 COMMS DEALER OCTOBER 2016 www.comms-dealer.com ENERGY UPDATE in association with Telecoms industry General move into enters golden age Energy paying off CARDIFF based General running within two weeks which Communications is the latest really impressed us.” independent telecoms business to start selling energy to its The energy business will as video takes lead customers with Fidelity Energy operate under the General and according to Sales Director Communications banner and Tim Evans, the response has all clients will be offered money The telecoms industry is on the eos are being created and spread ing high smartphone penetra- been extremely positive. saving deals. verge of entering a new ‘gold- in an easier way, and virtual tion, LTE coverage and Wi-Fi en age’ led by video services, reality and augmented reality penetration, all critical enablers General, which has recently “Our base is very diverse but we claims Huawei in a new report technologies are developing on for mobile video growth. celebrated over 20 years in are targeting customers who first released at the European a large scale. Western Europe also leads in business, is a specialist b2b are in manufacturing or heavy Mobile Video Forum (12th “For carriers such as LG the economic dimension by mobile phone, fixed line and industry along with the housing September, Amsterdam). Uplus in Korea video services offering affordable mobile data hosted solution provider but sector which are bigger energy diversification into energy supply users,” said Evans. The company has urged now contribute over 20% of the packages, noted the report. has proved to be seamless, as European operators to capitalise total revenue.” “But when it comes to facili- Evans explained. “As it’s a new venture we are on mobile video by leveraging Qiu Heng, President of tating the fast growth of mobile currently building the pipeline their particular advantages in Huawei Wireless Network Mar- video consumption and inno- “Being independent we are able but there have been some good terms of technology, economies keting Operation, noted that vative monetisation models, to offer solutions from many wins already with huge potential. and content. video is the driving force for an European mobile operators lag comms providers and when we Ken Wang, who is the Pre- ‘explosive increase’ in network behind those in North America heard what Fidelity Energy were “We have an assigned Fidelity sident of Global Marketing and traffic. He added: “The three and advanced Asia Pacific offering it was a logical step Energy account manager who Solutions Sales for Huawei’s operation modes of mobile countries,” added Nitesh Patel, to add energy services to our analyses the opportunities with Carrier Business Group, com- video include traffic operation, Director of Wireless Media portfolio. the salesperson and together mented: “It is clear that European platform operation and ecosys- Strategies, Strategy Analytics. will provide a proper comparison operators should update their tem operation, and European “This may in part be due to “Having a different revenue from all the available providers. strategies and business models operators are ready for mobile different market characteristics stream, but also another product to unleash the potential of the video growth.” such as an aging population to offer our existing base of “I would conclude by saying if customers makes perfect sense you have an existing customer mobile video market. Huawei’s mobile video less inclined to fully embrace and after an initial meeting with base it’s definitely worth giving “Intelligent devices with report highlighted that Western mobile video when compared Fidelity Energy we were up and energy a go.” cameras are now more com- Europe scores well across key with a younger generation in mon, more social platform vid- technology dimensions includ- Asia Pacific. “Operators in Europe are also hampered by consumers’ concerns over data consumption and average cost. “Western European mobile operators should strive to reclaim leadership in innovation and differentiation and provide consumer-centric and video- centric approaches to address the growth opportunity of the mobile video market.” At the forum Heng put a spotlight on operators such as LG Uplus, T-Mobile in the USA and Verizon which have demonstrated a strong ambition to monetise video content. “Some leading European We have an assigned Fidelity Channel M&A and finance specialist Knight Corporate Finance mobile operators are already Energy account manager who analyses the sponsored the ‘Corporate Challenge’ at this year’s annual English exploring the use of video Half Marathon in Warrington and netted £800 for Comms Dealer services and they are seeing opportunities with the salesperson and charity Sparks. Other industry teams participating included VoIP increasing revenue as a result. hardware distributor ProVu. “It was a privilege to be involved in together will provide a proper comparison “We would like to see more such an amazing event and congrats to all the industry teams European mobile operators from all the available providers. that took part,” said Knight CF Director Paul Billingham. Picture consider similar approaches to shows the Knight CF runners Sam Davies, Tom Jones (in the Knight maximise growing demand for costume), Rupert Mayo and Paul Billingham. Tim Evans, Sales Director, General Communications mobile video.”

Have you booked your tAble for the Comms National Awards yet? Sponsors Visit www.cnawards.com Telephony Category www.comms-dealer.com COMMS DEALER OCTOBER 2016 25 BUSINESS INTERVIEW Adept boss abides by basic principles

The latest set of financial figures from Tunbridge Wells-based Adept Telecom prove again that its CEO Ian Fishwick has succeeded in his strategy, posting a 31 per cent sales increase and 34 per cent hike in EBITDA.

ishwick has been a Managing Director or CEO of telecoms businesses for over Fa quarter of a century and March 2016 marked the 25th consecutive year of increased EBITDA generated by companies under his leadership. Fishwick’s growth plan is founded on a simple common sense strategy that in practice can only achieve its purpose and hasten Adept towards the realisation of its goals. Not surprisingly, sticking to a policy of ‘back to basics’ remains a potent force in Fishwick’s thinking. “Cash is King,” he stated. “You only go bust if you run out of money.”

Recognising the primacy of cash may not be an ultimate guarantor of long-term prosperity but according to Fishwick the thought should always be at the forefront of a business owner’s mind whether expanding or contracting. “In 2008 when the financial markets Ian Fishwick crashed the City believed that small companies were the most likely to go bust, Fishwick have propelled offers important pointers always be mindful that ten East in the late 1990s. and that those most at risk Adept a long distance to those starting out with very good people will always This job followed a stint at had borrowed money,” away from its commercial similar aspirations. be better than 100 not so Marconi Secure Systems he said. “That was a gross beginnings in Fishwick’s good staff. Some people between 1990-95, after over-simplification. I told spare bedroom back in 2003. Top tips get a kick out of being the Fishwick ‘fell’ into the comms the team to pay back our Today, Adept is a public “My advice to young boss of a large number industry by accident. “I had debt as fast as possible and company and Fishwick is entrepreneurs is to resist of employees. I’ve been qualified as an accountant within three years we were also Commercial Director giving away too much equity there and got that T-shirt, and saw a job advert for in a different position. The of Innopsis, the trade stake in your business,” and it’s not the answer.” Plessey (which later became major thing to remember association for network said Fishwick. “Be wary of Marconi) in Liverpool,” he is that Cash is King.” service suppliers to the public building your own bespoke Fishwick managed 1,250 explained. “Plessey wanted sector. He is also a man who platforms as integration staff and circa 400,000 someone to transition the These basic business has grown accustomed to issues will make it difficult customers when running business from paper accounts principles imposed by achieving his purpose and to buy your business. And Telewest London and South to computerised finance

26 COMMS DEALER OCTOBER 2016 www.comms-dealer.com Adept boss abides by basic principles 86% of UK organisations surveyed take one or more systems. I then became “The priority remains the the Managing Director. The priority same, to continue our Cloud Service unbroken track record of “In 1995 I went into cable. is to continue increasing EBITDA every These were truly exciting our unbroken year and to ensure that it years building the networks turns into cash. We will and launching services like track record use strong cash flows to Sky Movies, Sky Sport and increase our dividends Digital TV as well as doing of increasing and also identify selective telecoms and Internet at the acquisitions. As we move same time. I ran Telewest EBITDA every into more complex solution North West and then selling there is inevitably an Telewest London and South year, and to investment needed in more East. When we moved from ensure that it expensive, highly trained four regional heads to one specialists in every area 1 of only 10 UK boss I didn’t get the big turns into cash from pre-sale through to job and had to leave.” installation and support. We 2-Tier Microsoft Certified small businesses but larger are increasingly strong in Cloud Service Providers At this juncture in Fishwick’s organisations now account the public sector but it has career a US company called for over 65 per cent of sales taken us six years of hard World Access asked him revenue,” said Fishwick. work and re-training people. to manage its seven UK Selling to this sector is very acquisitions. “I inherited “We have transitioned rapidly different to approaching a 4 Microsoft Golds, 3 Silvers £250 million sales with and mainly sell complex commercial customer.” over 1,000 people but the integrated solutions to bigger company was losing £20 clients. We are now strong Technologies such as UC have million a year,” said Fishwick. in Avaya products with a become the default mode “After 16 months we had specialism in both Aura and of industry discussion, but merged the seven businesses IP Office. We may consider Fishwick has a helicopter and were profitable, making other manufacturers such view of the bigger picture £1.6 million. But the US as Cisco and Mitel. We are and does not hold back from parent went into Chapter 11 also keeping an eye on data pricking the comms industry’s bankruptcy and I was forced companies as telecoms and IT tendency to talk up the Customer to break the organisation is increasingly converging. UC market with ballooning hype. Communications Hosting Relationship up and sell it. We improved is our biggest opportunity, “Not every customer wants Management the profitability by £21.6 where we provide everything fancy technology for road million in just over a year, from the connectivity warriors,” he stated. “Some but it still went wrong. to the desk phones, are just hairdressers who That’s when I’d had enough smartphones and tablets, use broadband for a PDQ of large companies and all integrated with contact machine once every half hour. Midmarket set up Adept in 2003.” management systems.” Solution Datacentre “That said, there is no Provider Adept Telecom has since Acquisition strategy shortage of revenue in our grown to employ 90 Adept’s current go-to-market sector, up to several billions staff based across three strategy builds on 11 years of pounds. However, there sites with sales of £33 spent acquiring connectivity is too much cost supporting

million and EBITDA of £7 businesses and integrating that revenue. We have million. Acquisitions have their customer bases. “We massive duplication across Small and Cloud Midmarket Productivity been a running theme did that 19 times,” said the industry because there Cloud Solutions and an important growth Fishwick. “When we started are so many small companies, factor in terms of scale out the orthodox thinking often with technically focused and capabilities, with the was that you couldn’t make business leaders who believe purchase of Fleet-based money from small firms they can do everything. But Centrix in 2012 being as the support costs were it’s blatantly not possible See you at Convergence particularly significant, too high. Our view was for a small company to be adding £10 million revenues that if we automated our all things to all men and be Summit South and placing Adept in the processes early this would profitable. We are not here UC space. “We started out enable us to make lots to discuss technology, we are STANDS 4 & 35 selling simple products to of money, and we did. here to make money.” n E: [email protected] To advertise in T: 0845 003 0655 | W: gcichannelsolutions.com contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER OCTOBER 2016 27

GCI_CommsD_VertAD_AUG16.indd 1 17/08/2016 08:23:31 NEWS INTERVIEW Gamma ups mobile anti

For more than ten years Gamma’s acquisition of a core Gamma’s portal has been mobile network infrastructure central to putting resellers in control of the services in 2014 was its first step on the they sell to customers, and its evolution has been road to launching an exclusive a focal point of ongoing development for many business mobile service to the years. According to Davis, the portal is also a boon channel. Following the roll out to resellers of Gamma’s of the new service in June to new mobile services. existing mobile partners Gamma “Many telecoms companies rely on call centres and last month threw the doors open manual processes to make simple changes such as to what Rob Davis, Head of adding network bars or doing a SIM swap,” said Converged Products, claims is a rare Davis. “But this adds delays opportunity to take on the big boys. of often up to 48 hours based on standard network SLAs of a 24 hour response time added to a 24 hour network change time. We he UK’s business from the same SIM, as well are committed to developing mobile market is as business class support and giving resellers the tools fiercely competitive from their channel partner to do as many network and Gamma has who can provide near real- Rob Davis changes as possible in as Tmade a name for itself as time control over network close to real-time as possible an ambitious competitor provisioning, barring and that business customers been positive and we have while their customer is on with the determination usage alerts using the want most, such as the increased our team of mobile the phone, which is the to go up against industry Gamma portal that has direct aforementioned MultiNet specialists who are working only way of providing a true monoliths as well as smaller links into the core of our bolt-on for providing closely with partners as part business class service.” rivals. Last month Gamma mobile and fixed network.” increased coverage across of the transition to the new added considerable muscle multiple UK networks, and service,” added Davis. Davis reiterated that the to its mobile campaign with Gamma has been delivering a business grade voicemail Gamma Mobile service gives the launch of a business mobile services for business platform with options Positive partner feedback channel partners margin mobile service that better customers through its for different greetings has prompted Davis to opportunities by combining enables reseller partners channel partners for more inside and outside office forecast strong growth in both the operational savings to square up to bigger than eight years, offering hours and much longer the number of resellers of working with Gamma’s companies with a converged a high level of control, message storage.” taking up the mobile service. portal for all fixed and mobile fixed and mobile capability ownership and flexibility. “Many resellers and dealers services as well as the ability exclusively configured for “However, we wanted to Single supplier tell us they are increasingly to win more business from business customers. take it to the next level by Alongside fixed line and data frustrated by the large the big mobile providers investing in our own core services Gamma Mobile is a mobile networks continually with a differentiated “We hear from our mobile network so we could key area of the firm’s product changing their commission mobile proposition. “We’re partners that their business give channel partners more portfolio, aligning closely plans and channel strategy, pleased with the level of customers want a better of an edge when competing with a growing number of costing them money and engagement, feedback and overall mobile service and with the large mobile business customers who are reputational damage,” stated sheer enthusiasm of ideas one that is supported by networks,” added Davis. demanding more services Davis. “As with our other from our partners in terms someone who understands “So we’ve invested millions from a single supplier. services we aim to be fair to of which business services their needs,” stated Davis. over the last two years Furthermore, resellers want our partners on mobile and they would like to offer “Gamma Mobile, together building our own mobile core the operational benefits of expect this approach to help customers but have struggled with our channel partners, network and integrating it having fewer suppliers that increase both the number of to get other mobile providers can make both of these a with our fixed line network. are able to offer a high level existing Gamma partners that to take on-board,” added reality with bolt-ons like Since it is focused exclusively of automation and support. sell Gamma mobile as well Davis. “The Gamma Mobile MultiNet providing coverage on business customers “The response from both as helping new partners sell roadmap is partner-led, so from multiple UK networks we’re building the features existing and new partners has some or all of our services.” watch this space.” n

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The ultimate gauge of any USP is whether it communicates and delivers real practical benefits like no other, and neurodiversity in the workplace passes this test, guaranteeing a unique business model and unbeatable competitive advantage, according to Auticon’s CEO Ray Coyle.

uticon has shown “By 2020 we plan to have us that the days a team of over 100 autistic are long gone consultants carrying out when autism great projects across the Awas categorised as an all UK,” stated Coyle. “Our encompassing ‘disability’. core strengths are in For the company’s UK CEO, software testing and QA, the power of neurodiversity data analytics, compliance, in the workplace is beyond migration and transformation argument, so much so that projects; and we are keen autism-specific strengths to work with channel are what define Auticon’s partners who want to offer culture, philosophy, growth their clients a consultancy strategy and go-to-market. service in any of these areas. The German-based B2B IT Auticon handles all of the service provider exclusively job coaching and project employs autistic people as management aspects when consultants and launched its working through partners.” UK operation in March this year to advance a remarkable Auticon was established as business model that leverages a social enterprise in 2011 the exceptional cognitive by Dirk Muller-Remus who abilities of those in the has an autistic son and was autistic spectrum to bring alarmed by his job prospects. significant value to clients. The company grew rapidly in Germany and now employs IT consultants that 90 autistic consultants hold the advantage across nine offices – seven Ray Coyle in Germany, with the French Auticon’s consultants and UK bases set up this attention to detail and Our consultants enhance the is one of the key commercial have a genuine awareness year. Its customer base is cognitive pattern recognition. client’s project teams with benefits of neurodiversity for quality, attention to predominantly blue chip Therefore, our consultants their pattern recognition in the workplace.” detail and they intuitively organisations including 50 are frequently able to tackle and innovative capacity. recognise novel patterns per cent of the companies problems from a different Coyle advocates an in complex quantities of on the German DAX index. perspective. Their approach Systematic creativity immediate reassessment of data. They uncover these has been described as being “During implementation autism as the key to unlock a patterns effortlessly and Coyle pointed out that it ‘wired differently’ and can they excel with a systematic new creative dimension in IT free of preconceptions. is important to recognise deliver huge benefits in approach, their attention consultancy. “The UK is fairly Auticon’s consultants also that there is as much problem solving and within to detail and persistent advanced in its knowledge have the ability to think variety in autistic people project teams generally. concentration – all strengths of autism, and in my view ‘vertically’, the thinking as in non-autistic. “Many that are invaluable in the field the IT and comms industries style familiar to most autistic people would not “Our tag line, ‘Systematically of IT quality assurance. Our are ahead of the curve in non-autistic people. They fit into peoples’ general creative’, points to the alternative perspective can recognising the talents of have a sharp sense of preconceptions in any shape combination of systematic generate far more creative autistic adults,” he added. logic, think analytically or form,” he said. “There are thinking and creative solutions and make the “Research shows that 79 and infer far sighted some skills that have been intelligence that is first whole team more productive per cent of UK autistic conclusions, making them shown to be more prevalent evident during the and efficient. People often do adults would like to work if innovative problem solvers. in autistic adults, including initial brainstorming and not think of creativity when they had the right support. sustained concentration, conceptual project stages. they consider autism, but that However, only 15 per cent

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30 COMMS DEALER OCTOBER 2016 www.comms-dealer.com Neurodiversity adds competitive edge

are in full time work. There While running the Impact is a lot more that can be In the coming Investment Team at Osborne done to bridge this gap, and Clarke one of his clients was we do not meet with much years more an early investor in the firm. resistance from potential businesses “When Auticon launched in clients and find they are the UK I was keen to be part generally keen to engage will see the of its journey,” stated Coyle. with us. The key thing for “Our immediate priority clients to understand is that benefits of is recruitment to expand our role is to support our our team in the UK. The consultants so that they can neurodiverse longer-term objective is to deliver to their full potential.” demonstrate to the industry teams, that there is a huge untapped There are of course particularly skill set that is being challenges as well as overlooked and to raise our advantages for people on in technology profile as an open, honest the autism spectrum. Many and supportive organisation. autistic people find social projects While we are a commercial We are delighted to announce that interactions difficult so business, our social purpose Comms Dealer is the first channel Auticon provides skilled and small IT businesses until runs through everything publication to publish a Multi-platform experienced job coaches switching to a career in that we do. We expect ABC audit certificate for.. to assist with that aspect. law, spending eight years that, over coming years,

“We have also found that at the tech focused city more businesses will see · Comms Dealer magazine small and simple changes firm Osborne Clarke before the benefits of neurodiverse Comms Dealer’s ABC audited circulation can be made to help our being hired to run Grow teams, particularly in Forprovides the second the year largest running audience Comms of Dealer UK consultants perform to Software, a DRM platform for technology projects.” n resellers. their full potential such as 3D printing, two years ago. remains the only channel publication to publish a (Average Monthly Circulation 16,429)* reducing background noise His experience is therefore Multi-platform ABC audit certificate for… Just a minute with · www.comms-dealer.com and distractions,” he added. a mix of technology and Ray Coyle... ABC audited website provides 24/7 high-end advisory work l Comms Dealer magazine access to channel news and is the only Not surprisingly, Auticon’s that is today being put to Comms Dealer’s ABC audited circulation provides Role model: Alan ICT channel magazine to independently recruitment challenges are good use in helping Auticon Turing for relentless auditthe largest web audiencetraffic of UK resellers. different to most in the build on its evolution. determination in the (Average(Average Monthly Monthly Circulation unique browsers16,118)* industry. “There is a large face of seemingly 10,883)** pool of talent out there that “As Auticon has grown l www.comms-dealer.com insurmountable odds · Comms Dealer Weekly e-news is being wasted,” said Coyle. we have learned how to ABC audited website provides 24/7 access What talent do you wish Comms Dealers’s weekly, ABC audited “Often people do not have operate better, making to channel news and is the only ICT channel you had? To be great at e-newsletter delivers the freshest news to the confidence to approach constant changes to the rubgy. I hate just being themagazine UK ICT to channel.independently audit web traffic us as they are concerned that business model and our own an armchair supporter (Average(Average Monthly Weekly unique Distribution browsers 14,499)*** 13,599)** the application and interview processes,” added Coyle. Your greatest strengths assessment process will be “For example, our original l Comms Dealer Weekly e-news and what could you daunting. We stress that business model involved just Comms Dealers’s weekly, ABC audited improve on? I have If you want to engage with the partner we interview all applicants consultants and job coaches e-newsletter delivers the freshest news to the UK perseverance, patience channel in print, digital and direct to and do not prejudge on who both acted as a support and passion for what I desktop,ICT channel. talk to us now to find out how the basis of qualifications, person and point of contact do. But I need to work Comms(Average DealerWeekly Distributioncan help you 15,681)*** reach more experience, CV or even for our consultant, and also on embracing and resellers. interview performance. We liaised with the client. We learning from failure. I have worked in the If you want to engage with the partner channel in run a range of thorough have now split these roles US and they are much print,Simon digital Turton and direct to desktop, talk to us now skills assessments to really so we have a job coach better than Europeans toEmail: find out [email protected] how Comms Dealer can help you reach find out what the applicant’s and a project manager on at seeing setbacks as Tel: 07759 731134 skills are so that we can each implementation. This more resellers. learning opportunities offer employment based on has brought a number of What do you fear the Claire Hatchett talent rather than history.” benefits in terms of reporting most? Fear itself Email: [email protected] and communication lines, Simon Turton Tel: 07976 613352 Coyle’s industry experience and the process now works If you weren’t in comms e: [email protected] what would you be t: 07759 731134 is rooted in IT distribution at much more efficiently.” doing? Living outdoors, Frontline (now Tech Data) in climbing mountains the early 1990s. He worked Coyle has been mindful and jumping in lakes * Member of the Audit Bureau of Circulations ABC total average for a number of large and of Auticon for some time. circulation 16,118 (Jan-Dec 15, 12,577 print, 3541 digital) ** www.comms-dealer.com Online property (1st January 2015 to 31 December 2015, Derived daily Average Unique browsers 785) Maximise your call margins with Daisy Wholesale. *** Email Distribution (1st January 2015 to 31 December 2015, Average Distribution 15,681)

www.comms-dealer.com COMMS DEALER OCTOBER 2016 31 BUSINESS PROFILE Joynson liberates firms from legacy techno-world

Synergi IT’s Managing Director Peter Joynson shows how fully engaged customer education provides a framework in which cloud service providers can flourish.

oynson’s relationship Joynson’s game plan has with new technology been founded on sharp predates the observations of evolving emergence of word technology; and following Jprocessors way back when. a 10 year stint working for He’s been in the IT sector a large national services ever since, and aside provider he intervened in the from industry experience market with an immediate shaping his foolproof go- purpose. “I began to see the to-market strategies other strategic direction companies personal influences are like Microsoft were moving on vivid display. In large towards, and noted the part, Joynson attributes his growth projections for ambition to family factors. cloud technology services,” These include his father explained Joynson. “Justin who instilled a familial drive Short, my co-Director, and determination as well shared the same vision as a clear perspective on so we created Synergi IT what is ‘really important in 2013 as a Microsoft in life’; and the family Cloud and SharePoint office equipment business focused services partner.” where Joynson worked immediately after leaving Joynson’s mission is to school at 16 years of age. liberate organisations from the outmoded techno- “This was the beginning of world in which they live my career in technology,” – that of legacy premise- said Joynson. “In the early based systems. He thrives Peter Joynson days it was electronic on the front line, meeting typewriters followed by buyers, educating them include regional water Microsoft’s Worldwide Partner will continue to invest in the word processors and the and generating growth. In supplier Northumbrian Conference in Toronto right team and products to desktop PC revolution in Joynson’s business plan, Water, care home operator this summer. “Integrating secure our hard won position the late ‘80s and early ‘90s. education has become an Hadrian Healthcare, modern business platforms as a leading Microsoft cloud For 30 years my career has important strategy and and Walker Filtration like Nintex, Microsoft Office provider in the north of reflected developments in there is no shortage of which manufacturers 365 and Azure can improve England and Scotland.” software and technology, but ambition. “We focus on compressed air filtration and automate what were the biggest step-change is helping to educate the and drying equipment.” previously seen as labour Joynson pointed out that the rise of cloud technology market and become trusted intensive processes,” every index of Synergi and SaaS, and Synergi IT partners to our clients,” he Award scoop noted Joynson. “In doing IT’s business growth is well placed to help drive added. “We call it Digital By far the most positive sign so, it is now possible to improvement shows a steady this transformation.” Transformation and have of Synergi IT’s advance to provide better access and upward graph. “We started secured several great success date is winning the Nintex greater mobility to business with a team of four back in Since the sale of the family stories and some excellent Partner of the Year Award data, improving the user 2013,” he explained. “Today business in 2003 much of client wins as a result. These 2016, handed over at experience with agility. We we are 16 strong and have

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in 2017. We also have a challenges – finding the right functions to their solutions. noted Joynson. “We spotted robust, expansive customer staff. “The technology market “Since 2013, we have seen the change in technology base that ranges from local is relentlessly fast paced, massive steps in what can early and are focused on it. SMEs to internationally so keeping abreast of the be achieved by Office 365,” We don’t have the distraction recognised brands.” changes and developments he added. “No longer is it or baggage of more is a constant challenge,” he Word and Excel in the cloud, traditional IT firms, but we The essence of Joynson’s added. “To do this we have rather a multi-component know there is still much to do market engagement strategy become adept at recruiting business platform that, when in terms of education on how is a total commitment to high quality talent and built implemented well, truly modern technology really can putting live experiences a strong, like-minded and influences how our customers make a positive difference. back at the centre of forward thinking team that interact with each other Soon we will all look back educational activity. “We’ve has an eye on the developing and their business data.” and wonder how we ever ran been running educational market. We select both successful businesses with all breakfast workshops for the experienced and talented IT Nintex is a key component those servers and software last 12 months and have professionals while searching in Synergi IT’s portfolio and licenses to manage.” n another six planned across out an enthusiastic new a strategic tool to enhance the north east of England for breed of bright young people workflows and introduce Just a minute with the year ahead,” he stated. who can quickly flourish in electronic mobile forms to Peter Joynson... “The focus of these free a nurturing environment clients. Often these tools events is to help business that’s also positive, are at the core of delivering Give one example leaders better understand creative and focused. cost savings and tangible of something you the full power of Microsoft improvements. “Nintex’s new have overcome: cloud and how Synergi IT Hawkeye Workflow reporting Key priority Shyness as a child has the experience and “Our priority is to ensure and Document Generation How would you like to expertise to help them that Synergi IT is always a solutions will play a big part be remembered? Fondly, transform their businesses.” great company to work for in our ongoing development and as a family man who and do business with. We throughout 2017 and loved life and laughed Educating buyers about will continue to display a beyond,” noted Joynson. What do you fear the the improving state of ICT positivity and agility in our most? Failure, and enables Synergi IT to identify working relationships with Cue another 2017 product Newcastle getting and nurture the prospects clients. But of course we are strategy. “Although Microsoft relegated again who most readily accept new only human, so balancing has had offerings in the Three ideal dinner guests? technology and understand accounting ERP and CRM Tiger Woods, Ayrton that their progress will The advent space for many years, these Senna and Pele – all iconic ultimately depend on it. “Our software technologies have winners in the world of proposition is simple: We of Microsoft to date been mainly server my favourite sports want to work with businesses based on-premise software Your greatest strengths that wish to improve,” Dynamics 365 deployments,” pointed out and what could you commented Joynson. “Many, Joynson. “This is about to improve on? I don’t take if not all, commercial sectors platforms change. The emergence of life too seriously, perhaps have been under intense Microsoft Dynamics 365 that’s a weakness in economic pressure during excites us platforms excites us and certain environments. Peter Joynson the last five years. A lot of we are well placed to build However, I do always organisations have reacted and we are on this opportunity along try to put myself in other people’s shoes, a talented, experienced and by driving through cost with the wider Office 365 well placed to so empathy could be passionate team. Turnover cutting measures, stopping platform. We have been to considered a strength is also tracking headcount unnecessary purchases and Microsoft UK’s HQ at Thames build on this Industry bugbear: Ban growth, while our ability reducing headcount in a Valley Park to align our confusing acronyms and to grow is linked closely bid to remain competitive. strategy and we’re enthused opportunity make it more simple to investment in resources However, we want to by the next generation of for all to understand and team numbers. We work with businesses that that with the pace of change Dynamics ERP solutions.” What possession could you broke through the £1 perceive technology as the and a constant need to not live without? Ventolin million turnover mark way to improve how they learn is always a challenge The potency of such cloud- inhaler as I’m an asthmatic this year and are well sustain long-term efficiency – but one that we relish.” based solutions is becoming If you weren’t in positioned to continue to and, ultimately, growth.” inherently more influential in comms what would secure growth through the What also excites Joynson is a market receptive to change. you be doing? I have a addition of new Microsoft Another of Joynson’s that his portfolio continues “We are now seeing huge passion for building, so cloud accounting software triumphs is to have overcome to evolve as Microsoft and adoption of cloud technology perhaps construction solutions to our portfolio one of the industry’s biggest Nintex release enhanced by all kinds of businesses,”

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www.comms-dealer.com COMMS DEALER OCTOBER 2016 33 MARKET REVIEW WebRTC gathers pace

meetings gives a potent Any examination of the big trends boost to collaboration, that currently dominate the a key ingredient in improving productivity.” communications landscape expose Improving technical assistance the unstoppable march of WebRTC, is another issue for many businesses. With WebRTC according to Paul Clarke, Regional conferencing, technicians can share screens with the Sales Manager UK&I, 3CX. person they are helping. Similarly, companies can easily combine a face- to-face meeting with n upward page for rapid contact photos and information movement in with potential customers. in a web conference to WebRTC adoption “The ability to get face-to- speed up and close sales. last year continues face with customers easily “Customers never have Ato gather momentum with boosts sales,” commented to look elsewhere for the industry analysts projecting a Clarke. “Retailers, for information required to make CAGR of 50.9 per cent and example, can bring a website a decision,” said Clarke. a market worth $4.45 billion viewer directly into their by 2020. Clarke believes showroom in seconds.” Resellers can also capitalise that it won’t be long before on the increased revenue WebRTC acquires a life Contact centres also streams from related of its own as the Internet represent a strong potential hardware sales, providing Engineering Task Force market for WebRTC-based webcams and headphones continues to prepare a series services. “It is important for Paul Clarke to use in web conferencing. of WebRTC standards even contact centres to decrease “Resellers should look to as the technology is gaining the ‘time to issue’ resolution, disruptive applications. for comms resellers. “Given offer a fully integrated ground in all sectors far and making them more London-based Cloud9, for the wealth of business open standards solution wide. From a development productive,” commented example, offers a trading applications for the that provides a one-stop perspective, the WebRTC API Clarke. “Amazon pioneered system based on a WebRTC technology, resellers can shop for all of an end user’s and the Google codebase this approach to customer platform that expands the point to the best solution communications needs,” for mobile apps has also service with its Mayday communications range of the for a particular vertical or stated Clarke. “This will spurred adoption rates. button that got a Kindle industry standard product, context,” explained Clarke. combine WebRTC-enabled user in touch with an agent and which cuts the costs of “They can also show how web conferencing, click-to- “Ongoing development, with just a click. The concept trading while maintaining these WebRTC apps provide call and an IP phone system.” usability and security have all has since been applied a high level of security. solutions for business led to a global proliferation on thousands of websites issues, working effectively 3CX is an early adopter of of business apps in every that boast a WebRTC- Harnessing the power as a consultant. Increasing WebRTC and the company vertical,” said Clarke. “Users powered link to Help. Meanwhile, Dutch company productivity is, for example, a quickly set about integrating can run video conferencing 24Sessions provides live key issue for large and small this technology into the sessions without plug-ins “Contact centre agents contact with experts for businesses. Users can access video conferencing feature on all supported browsers, are also using WebRTC to consumers via WebRTC- WebRTC-enabled services of its own UC solution. and this communication is receive incoming calls, with powered online meetings. In over any network, public “The evolution of WebRTC secured with encryption. callers being routed to an Japan, carrier NTT is offering or private, Wi-Fi, mobile is fascinating,” enthused WebRTC does not rely on agent’s web browser via a speech recognition API broadband or wired LAN, Clarke. “Next will be the outside applications to a company’s IVR. Another compatible with multiple accelerating communications integration of comms maintain complete data growth area is WebRTC’s browsers, available for no and collaboration. into many different kinds security at all times, using file sharing capability which charge on SkyWay, the of applications, just as SRTP encryption in its code.” is being broadly exploited company’s WebRTC space for “They can use the same we have seen with CRM. in data analytics and developers. These are just a services working remotely There will be complex One fast growing trend business collaboration.” small sample of businesses from the laptop or solutions that combine, pointed out by Clarke is the that are harnessing the smartphone. This is possible for example, big data use of WebRTC-powered Clarke also pointed out power of WebRTC. thanks to integration with analytics, communication and links that can be sent to that a growing number of Unified Communications. accounting software. Analysts customers or partners, new start-ups are using Not surprisingly, WebRTC The ability to hold are already talking about or placed on a landing WebRTC technology for offers a raft of opportunities WebRTC-powered online ‘comms as a feature’.” n

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34 COMMS DEALER OCTOBER 2016 www.comms-dealer.com These are Sarah’s shoes.

Sarah loves her job running a small chain of shoe shops. She’s not so keen on IT and relies on her technology partner to keep her in the know. Like last year when she wanted a new network to support her growth, she was advised to move her website and business apps to the cloud to collaborate better between stores. Now, stock in any store can be instantly checked and reserved meaning more sales for Sarah and happier customers.

Support customers like Sarah to always stay one step ahead.

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KCOM_CommsDealer_PartnerAd4_2016.indd 1 19/09/2016 15:24:09 MARKET REPORT Time to take a real-time browse of WebRTC usage

WebRTC: What better time for resellers to assert their sales knowhow and profit from a transformational technology that is growing in popularity among users across the world?

he advent of extensively by clinicians, not are launching our WebRTC- WebRTC is already only to consult with peers based Synergy Smart Office fundamentally but also to offer online technology in Q4 this year. transforming patient consultations. GP Next year it’s all about Thow many businesses practices and hospitals working with our partners communicate with their are already offering this to enable them to start customers and reserving capability. When usage delivering this technology judgement on whether to becomes more widespread and showcasing some dive into this deep pool there will be considerable of the examples of how of market potential is scope to offer services in we’ve already done this. not an option for comms areas such as social care via and IT resellers, according public sector agencies.” “The short-term impact of to Dean Manzoori, Vice WebRTC is hard to quantify President of Global Cloud To opportunistic comms but it is accepted as a Communications at resellers the rise of WebRTC disruptive technology and Masergy. “We are starting is their chance to capitalise being adopted by all the to see WebRTC real-world on a tech-trend that can only players who define future applications in gaming, social gather pace. “Resellers are markets. Clearly it has the networks, content streaming, in a unique position to help potential to seriously impact job interviews, online retailing customers truly understand existing telecom business and even real-time language WebRTC,” added Manzoori. models and for those looking translation,” he stated. “One “Businesses that embrace at longer term value now of the most obvious WebRTC WebRTC will undoubtedly see Dean Manzoori is the time to act. The uses is to facilitate customer commercial and competitive biggest winners will be the engagement on websites. benefits, not least better “If 2015 was the year WebRTC was hurled into the early movers. For us, our It enables visitors to click a customer engagement, limelight, then 2016 will be the year it becomes the technology partnership with button to initiate a call or boosted sales, improved go-to solution for real-time communications.” Greenland has been key to video chat with a call centre communication and reduced overcoming the challenge of agent. We use WebRTC call costs. If 2015 was the video calls without the Apple and Microsoft’s slow providing a scalable platform ourselves on our own year WebRTC was hurled into need to install plugins or progress toward adoption to bring enterprise class customer support page.” the limelight, then 2016 will go through workarounds. which is now starting to WebRTC services to market.” be the year it becomes the “Gone for good will be pick up, believes Darren In an enterprise environment, go-to solution for real-time the hassle of downloading Hilton, Director of Partner The influence of WebRTC WebRTC can extend communications. Comms, software, managing frequent Services at Timico, who is already strongly felt by collaboration beyond the IT resellers and VARs should software updates, searching also predicts that 2017 some of Timico’s partners corporate borders and, for be taking full advantage.” for contacts to join a video will be the breakthrough who face the challenge of example, enable individual call, and the disappointment year for embedded real- implementing it. “It’s our sales people to more easily Scalability and freedom of finding your contact isn’t time communications job to give partners the conduct video conferences In most cases, personal video even a Skype user and prefers and collaboration. technical assistance and that let customers see not conference services that FaceTime,” said Manzoori. training they require to meet only the sales person’s make use of WebRTC operate “Anyone can use WebRTC.” “WebRTC plays a their customers’ demands,” face, but also slides, on- on a monthly pay-for-use significant role in the added Hilton. “Software screen demos, videos and subscription fee, offering Ease of use has helped Digital Transformation vendors are ahead of the other supporting material. plenty of quick scalability WebRTC services to movement that is currently game so IT resellers and WebRTC is also making a and the freedom from gain strong appeal, but taking place,” he said. “It traditional comms resellers notable difference in the having to own expensive until recently there has enables a business to offer need to start thinking about NHS. Andrena Logue, a and difficult to manage been a slow take-up of tailored real-time contextual how they can add software health expert at public hardware. Facebook, with its the technology as the communications throughout and web development skills sector technology analyst 1.9 billion worldwide users, industry has struggled the customer experience to their capabilities.” firm Kable, commented: recently added a WebRTC to understand how to workflow. We already have “Collaborative tools are powered feature that allows apply it to real customer WebRTC live and working Hilton re-emphasised that starting to be used more Chromebook users to initiate situations, hampered by on our own website and partners require particular

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assistance with the software and is easy to deploy and use them and carry out the development aspect of on any device. “For comms discreet tasks. Expect to see integration in order to and IT resellers WebRTC wider adoption in areas like give their customers a will be at the heart of any video and collaboration as tailored solution. “Software products they are selling, so the mobilised workforce development skills are they must be able to explain jumps on the trend.” currently not prevalent in its impact and benefits,” the partner community, but he added. “WebRTC is as WebRTC has many use cases we have seen a new breed fundamental as IP or SIP but one that stands out for of partner emerging with and will be the standard to Bradshaw is the potential the integration skills that are deliver the communications to remove the proprietary traditionally lacking,” he said. and collaboration businesses nature of integrations and need. The opportunity for make it possible to give Just as these new entrants the channel is immense. similar user experiences to could speed past traditional Resellers have the client-based application resellers, WebRTC bypasses Darren Hilton relationships to make these users via a browser, securely the traditional models products successful.” and without having to be of monetising voice and “We have seen a new breed of partner emerging with resident on an in-house video communications the integration skills that are traditionally lacking.” Customers are crying out system or be licensed to use and therefore threatens for more integrated, less one. “This makes it possible the business models of scale. By breaking down ways that WebRTC can be complex, less expensive yet for me as a ShoreTel user many established players. these barriers, organisations integrated with existing, more seamless experiences, to send a collaboration “Although WebRTC won’t are just a click away from mature communication and WebRTC is one request to a prospect who remove the minutes model their customers.” portfolios and other technology that can help to uses another voice platform immediately it will start to technology roadmap items. make that a possibility, agrees and for them to join that erode that model over time,” Organisations are increasingly “As portfolios become more Spencer Bradshaw, Manager session without having to said Hilton. “There are new looking for cost-effective diverse, so do customers’ of Advanced Applications download anything,” he resellers who are approaching UC solutions that are both expectations,” he added. and Solution Architects for added. “Easy, intuitive, telecoms from a completely easy for users to operate “Resellers therefore need to EMEA at ShoreTel “As new borderless communications different perspective and and simple for corporate IT look for cloud providers that applications and devices is the future.” consider voice to be simply departments to incorporate not only have a roadmap in come on to the market an application to be used within their existing systems place to continue delivering we’re likely to see interest in Also anticipating WebRTC on the web. Innovate or infrastructure, noted on customer expectations, WebRTC continue to grow,” dominance, Paul Taylor, die has never been more Taylor. “WebRTC is already but also those that offer a he said. “The emergence Sales Director at Voiceflex, relevant in the telecoms the stand-out option for true multi-channel solution.” of CPaaS (Communications is in early discussions with industry than today.” businesses on account of Platform as a Service) will his customers about the its ease of use, accessibility Unwittingly adopted start to see WebRTC-based technology, sharing ideas to As noted, WebRTC has the and affordability,” he added. WebRTC is already ingrained applications communicate see which applications can power to eliminate traditional “Users will increasingly to the point that people with each other without be delivered via WebRTC. boundaries, including look towards providers are unknowingly adopting the need to log into all of “WebRTC opens the door distinctions between device who embrace WebRTC as the technology, observed for high quality audio and manufacturers, operating a seamlessly integrated Rob Keenan, Head of video communications and systems and types of communications experience. Portfolio Readiness and will transform how we browser to deliver always-on As adoption continues to Growth UK and EMEAR communicate,” he concurred. communications between any grow and more mature at Unify. “For example, “We will see a significant parties. “WebRTC will rapidly WebRTC-based solutions WebRTC is embedded into shift from telephony to the change our understanding emerge, these capabilities UC products such as Unify’s web, and stepping stones of communications,” will continue to drive Circuit,” he said. “WebRTC are being put in place to stated Martin Taylor, widespread advances is also starting to replace provide high level web-based CMO at Content Guru. across communication communications in existing content. Resellers will need to “With no downloads or and collaboration, as products from known increase their understanding plugins and its ability to traditional pre-requisites vendors and it’s used by new of WebRTC and realise that incorporate video, text such as physical equipment entrants to the market.” Martin Taylor they will not make money and voice communications become redundant.” from calls, but from selling straight from the browser According to Keenan, “WebRTC is already the services and data connectivity. on any connected device, However, noted Taylor, WebRTC supports the future stand-out option for WebRTC moves the industry WebRTC has the potential WebRTC in isolation can be of the market because the businesses on account of away from a me-to market to transform the way we difficult to monetise. Resellers technology works side by its ease of use, accessibility into a consultancy based communicate on a global therefore need to consider side with the cloud model and affordability.” sales environment.” n

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Visit www.cnawards.com Sponsors Distribution Category www.comms-dealer.com COMMS DEALER OCTOBER 2016 37 BUSINESS INTERVIEW Collaboration champ strikes Gold with sipsynergy

On the development of seamless collaboration technologies and products few can challenge the experience and influence of Toby Gold, Chief Executive Officer at sipsynergy.

dvances made for example, prioritised the in creating a development of UC. And strong market recognising the potential for seamless impact of collaboration and Acollaboration are in large UC across the entire range part down to the efforts of of businesses Gold moved technology champions such to Cisco before running the as Gold who recognised the collaboration practice at benefits of collaboration Logicalis that was responsible early in his working life and for the video conferencing soon after set about meeting business. “We were very the demands of customers much in that vanguard of wanting ever more seamless organisations that were in interaction. “My initial the midst of working out introduction to what I’d call how to create a seamless collaboration goes back to collaboration experience my time in engineering,” across voice, messaging, he recalled. “I trained as an video and other collaboration engineer in what were called technologies,” stated Gold. simultaneous engineering techniques, where people “While at Logicalis we tried would collaborate over to create our own hosted the lifecycle of product collaboration solution so that development. That was in the the whole customer lifecycle 80s and was the first time becomes more integrated and people were starting to use repeatable while costing less technology to collaborate from a partner perspective. effectively. That approach I tried to do this using the would then become resources of one of the embedded in a lot of future largest systems integrators Toby Gold visualisation technologies. in the UK, and even then Not long after that, still it was a struggle. We to resume his role as a lead and investment to take it from and where we’re fairly early in my IT career, I managed to come up with player in driving the market further. That’s why I joined. going. I understand the began working officially in an amalgamated approach for true collaboration and manufacturer’s perspective collaboration and have been to what I call the end-to-end help to realise sipsynergy’s Formative years and believe I’ve got the involved in it, and passionate service ethos but really didn’t potential. “I know how hard “I’ve run start-up type ability to realise sipsynergy’s about it, for over 20 years.” get any further than that.” this is to do and appreciate organisations, I’ve worked potential, which is to be a what sipsynergy has done,” for a manufacturer and I’ve far more scaled up business The most visible sign of According to Gold explained Gold. “When I worked in more mature addressing the needs of collaboration as we know sipsynergy has passed saw what the company had systems integrator and service the SMB and mid-market it today emerged in the through this impasse and achieved I was so excited, provider environments, so I customer. Much of what early 2000s when Cisco, his overwhelming urge was but knew it needed structure know where we’re coming I’ve done in my career has

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led me here. The role is a we plan to grow aggressively our focus is very much on into SMBs, sipsynergy has us practice what we preach summary of all the things over the next few years.” quality rather than quantity,” created one of the first white more, have better access to I’ve achieved to date. added Gold. “Our two main labelled UCaaS ‘Business the full range of talent out Fingers crossed, my greatest Gold’s current role reflects challenges are to quickly in a Box’ solutions. This there and bring more women achievements are ahead of the technology gulf between broadcast the message of has enabled partners to into the workplace,” he said. me here at sipsynergy.” the mid-2000s and now. what sipsynergy is able deliver their own branded “I’d also like to see people Initially a software company, to offer to our customers enterprise class collaboration be productive while living a Gold joined the company sipsynergy recognised and partners in terms of solutions to small to mid- fulfilled family life. I don’t see two months ago along the best way to serve its capitalising on the benefits sized businesses.” why technology needs to be with another industry customers was to create a of our platform. Secondly, so intrusive. It should support heavyweight, Tom Kelly, platform and deliver it as-a- our ability to innovate needs Collaboration technology a work-life balance.” n who is the firm’s Chairman. service. From the outset it to be matched by our ability and the marketplace is The duo are charged with was solving the problem of to execute or any potential constantly evolving so Just a minute with accelerating sipsynergy’s multi-tenancy and service competitors will catch up. another point of focus for Toby Gold... growth and customer base automation and applying that The aim of where we want to sipsynergy is monitoring following a £2.75 million to create a UCaaS platform. get to over the course of the industry trends and making investment from YFM Equity “There’s been an enormous next three-five years is key to sure that its roadmap is Give one example of Partners. Gold moved from amount of growth in the our whole company ethos. ahead of the game. “The something you have overcome: My father died Dell Software where his most hosted collaboration market We want to be universally biggest industry trend when I was five years old. recent role was Director of for companies with less than known as a partner-enabled impacting us is mobility,” That was challenging for Northern Europe. His first 250 users,” said Gold. “That collaboration provider for stated Gold. “People want both me and my mother, priority in the new job was market in Cisco’s space hasn’t the mid-market and SMB the same experience from and I wound up being the to ensure that sipsynergy their corporate collaboration man of the house aged six had a sound financial plan It’s the combination of platform as their consumer How would you like to and ability to measure and apps and they want to be be remembered? As track progress. “We’re in entrepreneurial flare and able to have access any somebody who gave a period of accelerated time, on any device. others the opportunity growth therefore much of deep techie geekdom that to be as successful our current focus is around “To stay aligned with the as they could be identifying and recruiting makes sipsynergy what it is market we take a considered Tell us something about the right people for the approach to keeping our yourself we don’t know: right roles,” he added. been well served and, customer space, whatever edge on innovation while I’m a General Aviation historically, it’s been difficult shape collaboration takes adding more process and pilot in my spare time, sipsynergy was established for organisations like ours over the course of the structure around what we do. flying wherever and whenever the UK in 2009 by Barnaby Ritchley to deliver a service that was next three-five years.” Our culture is entrepreneurial. weather allows and John Fox as a developer sufficiently repeatable and We’re fortunate to have of software solutions for would meet the requirements Key decisions some of the most gifted What do you fear the Cisco UC service providers. of smaller organisations. The challenges of the developers I’ve ever seen. most? I’m completely driven by the fear of The founders soon realised So we have a fast growing present are more easily It’s the combination of personal failure they had the basis of a market that’s not been well overcome by looking forward entrepreneurial flare and strong UCaaS business served, and our approach is to a new golden age of deep techie geekdom that If you weren’t in comms what would you be doing? and invested in a Cisco to build a highly repeatable communications which makes sipsynergy what it is.” Flying. I’d have loved HCS platform. Their insight automated platform and draws on the experience and to have been a pilot into the requirements scale into that market using achievements of industry The expansion of sipsynergy What talent do you of the service provider a partner led approach. movers such as Gold whose has validated Gold’s early wish you had? To be community and an innovative We’ve put a tremendous contribution is irrefutable, assumptions about the a good dancer approach to process and amount of effort into making and often associated with growth potential of true technology automation the partner’s life easier.” pivotal decisions. “We collaboration. He looks back Your greatest strengths and what could you gave them a powerful USP. decided to make a substantial on those days as an engineer improve on? Perseverance Automation plays a commitment to Cisco’s from the standpoint of a is my biggest strength “We obtained the VC significant role in Gold’s hosted collaboration solution business leader who aims to (and weakness), but funding and recruited a plans and he expects to platform and ensure that bring a transformation in the sometimes I persevere with number of new executives peak at circa 65 employees. it was deliverable to our way businesses operate and things longer than I should to fully exploit the market The firm currently works partners, as well as making communicate, typified by an What possession could you opportunity,” added Gold. with 50 partners and has the conscious decision urge to make a difference, not live without? My dog “We’re focused on bringing almost 10,000 subscribers to be white labelled,” not only to sipsynergy, its Top tip: Fully understand the benefits of UCaaS to on its platform. “We want commented Gold. “Through customers and partners, your differentiation business customers through to increase the number of our partnership with Cisco, but also the wider industry. and proposition the partner community and partners we work with, but working through resellers “As a sector I’d like to see

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www.comms-dealer.com COMMS DEALER OCTOBER 2016 39 BUSINESS PROFILE Payne opens new goldmine for channel

Trailblazer Simon Payne has something of a legendary reputation in the channel for building and selling a number of successful businesses. Now he is applying his Midas touch to Fidelity Energy to open up golden utility opportunities for ICT resellers.

ayne has duplicated maintain to protect existing the channel customers, but it is much focused template easier to sell another service he established to an existing customer Pin telecoms 20 years ago than it is to go out and get in the utilities sector and a new customer for your believes that comms, IT and core activities. So there’s mobile resellers should all be absolutely no reason not to helping customers manage take advantage of energy. their energy services. Payne If resellers can sell multiple established Fidelity Energy products into an existing a year ago on the back of account base they’ll make the success he achieved with a lot more money than Cable Telecom, V-Networks continually trying to sign and, latterly, Fast Track listed up new customers.” Fidelity Group. Fidelity Energy has already secured over 80 Crucially, Payne’s team has partners in the ICT space, just secured a partnership but Payne believes this has with British and Scottish Gas only scratched the surface which he says takes Fidelity of a veritable gold mine of Energy to a new level in opportunity for resellers. terms of brand reassurance and represents a quality ‘door “Energy deals represent cash opener’ for reseller partners. for resellers and it’s in their “This is a massive deal for pocket so it will make a us,” stated Payne. “Any material difference to most of potential British Gas partner them,” he said. “When we has to jump through a lot of run through the accounts of hoops and tick a lot of boxes partners and see the amounts before they take somebody of profits they have made on. They want to make sure historically, some of them you have the ability to meet have already made more any clawbacks and they go profits selling energy than through the exercise with a they make in telecoms. They fine-tooth comb to make sure simply cannot afford to miss that everybody that works out on this opportunity as with them are good partners. it’s so lucrative and so cash generative. Customers are “The reward is that as the Simon Payne not managing their energy market leader in business services and are crying out energy supply, the British Gas them onto one of the other account and we showed on an annual basis which for trusted partners to help brand is so prevalent that to suppliers. This is key for us.” them just how powerful we was enormously attractive them do this, so it’s an take it to a customer that were in the marketplace and to them. In addition, our attractive value added service is already with British Gas Reputation how much business we could MD John Haw’s pedigree at to add to their portfolio. and retain them is of course Payne believes the turn to them,” he added. Gamma and mine through an easy path to winning a management team’s “We already have a critical Cable Telecom, V Networks “Of course they do not want customer account. If you reputation went a long way mass of business. We are and the Fidelity Group, to distract from their core haven’t got a British Gas to securing the British Gas currently doing in excess of together with the guarantees business which they need to account, you have to move deal. “They gave us a test £10 million worth of energy we have been able to put in

Have you booked your tAble for the Comms National Awards yet? Sponsors Visit www.cnawards.com Unified Comms Category 40 COMMS DEALER OCTOBER 2016 www.comms-dealer.com Payne opens new goldmine for channel New from

place has enabled the whole challenge is and we have thing to come together.” Some the team to meet it.”

In the 18 months since partners Payne is convinced the key launch, Fidelity Energy’s track have already to success in selling energy is IP DECT Phones record has been impressive the existing relationships ICT with 86 ICT partners signed made more resellers have with customers up and now marketing and and penetrating the iron selling energy services to profits selling wall built around directors their customers. But Payne by company receptionists warns against complacency energy than and office managers. “Most and the importance of brand customers say ‘yeah we get protection and ethical selling they make in ten calls a day from energy in the energy supply market. telecoms brokers and we’re not “The attraction is the speed interested’. It’s the standard W56P/W56H in turning an opportunity into It’s for these reasons that response and it’s often at cash,” he commented. “But Payne and his team have the receptionist level that you can’t pay out upfront put background processes in you get knocked back. But Exceptional without the fear of clawback place to make sure partner if you have the listening ear and of course the energy deals go through smoothly. of the director it’s a piece handsfree companies are naturally “We realise that there are of cake, because some of cautious with anybody they complexities in the energy the time we are able to save talking pay upfront amounts to, so market,” explained Payne. people as much as 50 per we need to make sure they “It’s not as simple as we cent. For companies that have the ability to recover the often make it look. There’s have got £20-30,000 a year • HD Voice cash should it be necessary. lots of things that might on their energy bills that with wideband technology happen that make the deal can have a massive impact “There is quite a lot of fraud difficult to get through. We on the bottom line and it’s • Colour Display in the game, bad practise don’t bother our partners happening a lot. On average (2.4” 240 x 320 colour screen and miss-selling. All the with the background we are saving people 20 per with intuitive user interface) OFGEM reports highlight that components, we just pull cent on gas and 16.7 per there are people who will out all the stops to get every cent on electricity. If we can • Up to 30 hours talk time do anything to make a fast single deal connected as get the customer’s bills from buck and worry about any fast as possible and make them, we reckon we can do • Up to 400 hours standby clawbacks later. Our trust of sure the cash gets paid. a deal almost every time.” the channel and the pedigree • Quick charge: 10 mins charge we have makes a massive Pedigree Energy prices do fluctuate difference. We are working “The pedigree of the people which, according to Payne, time for 2 hours talk time with credible people and we have in the business underlines the importance existing customers. We are that have come in with of Fidelity Energy’s recently • Supports USB charging not door knocking, we are energy experience has been completed portal which not out to get a deal at any critical to making sure that provides real-time prices cost, we are working with we preserve and connect from all of the major people who are endorsing every single customer that energy companies. Call SOS on their brand, adding value and we get signed. There are 01403 224450 taking care of their brand. many other energy brokers “I was at my son’s school out there that have a ratio the other day and the bursar for all your “Partners can’t be out of less than 50 per cent showed me his energy bill Yealink there ripping profits out of in securing a successful and, using our portal, I got a situation and upsetting connection, and ours is 44 quotes back from 14 requirements customers, because if a sitting north of 97 per cent. different energy suppliers customer won’t pay the while I was sitting there and energy company they won’t “There will always be a showed him that on a three pay the telecoms company few that fall out of bed, year deal I could save him Visit because they see it all as but generally it’s a case 18.5 per cent on his annual www.soscommunications.co.uk being part of the same thing. of baby sitting the deal gas spend of £29,949. That’s where the problems to get it over the line. That’s almost £17k which start coming in, so brand Turning deals into cash for would pay for a lot of sports protection is critical.” a lot of people is where the equipment or books!” n COMMUNICATIONS from analogue to SIP and beyond Maximise your call margins with Daisy Wholesale.

www.comms-dealer.com COMMS DEALER OCTOBER 2016 41

CommsDealer-Sept16.indd 1 12/09/2016 16:06 BUSINESS INTERVIEW Vonage pushes into UK

up Voipex and Dutch-based US-based cloud comms giant Simbrella, a mobile commerce Vonage has swung its gaze onto firm. Burckhardt also brings experience in the mobile the UK reseller channel and linked marketing and CRM sectors. “I’m passionate about how up with DMSL to drive forward technology can facilitate businesses, particularly a decisive partner recruitment through cloud-based services,” he enthused. “By campaign via the distributor’s creating a complete solution 300-plus reseller base. that considers the business need for mobility, video and software integration with voice as a platform, we can deliver enhanced mobility and productivity for employees where location and device become irrelevant.” he man at the solutions by working with forefront of Vonage its 300-plus resellers. Our Burckhardt’s immediate UK’s resolute channel focus is on small businesses, priority is to push Vonage’s building campaign offering them the readily portfolio deep into the UK Tis Managing Director Simon accessible features they need, via the build-out of a reseller Burckhardt who aims to fast provisioning and an channel based on mutually add more numbers to the intuitive plug-and-play set up. beneficial partnerships. company’s already impressive “Vonage chose DMSL as set of financial figures and “These features include a partner for its ability highly populated customer mobile and desktop apps, to identify, recruit and base. In 2015 Vonage call recording and conference engage with its nationwide generated revenues of $895 calling. Today, with the network of resellers who million and boasts more than evolution of technology, understand the value of 70,000 business clients and businesses also require a cloud communications,” he nearly two million residential communications system that explained. “Our partners customers, all served by allows an increasingly mobile in the channel will help its 1,700 people working and distributed workforce to us to not only meet the in global offices. Founded maintain a business presence Simon Burckhardt needs of small businesses in 2001, Vonage was one and to be productive any but also manage customer of the original providers time, anywhere. Employees for voice, messaging and productivity and collaboration relationships as our reach of residential VoIP services are no longer tied to the phone verification services, among employees while grows in the UK market. but in 2013 the company office, and UC enables them allowing developers helping businesses to stay pivoted its strategy towards to work from any device with to embed contextual more closely connected “In turn, together with DMSL businesses, targeting a clear reliable connectivity and programmable to their customers,” we are providing a one-stop range of organisations and access to the same communications into commented Burckhardt. shop for our partners. Those from single person information and functionality mobile apps, websites selling cloud services in the companies to enterprises as if they were in the office.” and business systems. Experience that counts past needed to work with with multiple locations. This enables enterprises to He joined Vonage in 2012, multiple providers depending Vonage’s acquisition more easily communicate the latest move in a career on whether they wanted to “Vonage has near iconic of Nexmo was its relevant information to that includes other leadership offer a quick-to-provision brand awareness in the US springboard into contextual their customers in real-time, roles in international simple voice service with and has embarked on a communications, bringing anywhere in the world telecoms companies, namely BYOD, a larger multi-location strategy to strengthen its new CPaaS (Communications via text messaging, chat, Telefonica, BT and MTS, solution over a private MPLS presence in the UK,” said Platform as a Service) social media and voice. based in various locations network, or cloud services Burckhardt. “This includes capabilities that are now from Qatar to Moscow and beyond voice, such as virtual growing our reseller channel. being leveraged to the “Vonage envisions the Czech Republic. He also desktop and virtual server The partnership with DMSL full advantage of channel the future of business founded and ran a small offerings. Vonage is able to gives us an opportunity to partners and end users, communications as a fusion business called Route 30 and provide our partners, and immediately extend the says Burckhardt. The Nexmo of UCaaS and CPaaS, worked as a board advisor their customers, with all of distribution of our cloud API Platform provides tools enabling greater mobility, to Cambridge-based start- those services.” n

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NIX COMMUNICATIONS GROUP ACQUIRES OPUS TELECOM AND PHIPPS COMMUNICATIONS IN A MULTI MILLION POUND DEAL

Ambitious, award-winning telecoms company, NIX Communications Group, has purchased Opus Telecom Ltd and its subsidiary Phipps Communications Ltd in deals which are set to double the size of the company and take its turnover to nearly £12 million a year.

We are set This deal is great news to embark on many for our customers who more acquisitions in will enjoy access to the the coming years, so I same quality of service would be very interested that they’ve come to in hearing from any expect from Opus and telecoms companies Phipps thinking of selling their base Mark Castle Nick Zammit

NIX Director, Nick Zammit, said: set to embark on many more the NIX success story is our “The NIX family, as we describe “The first half of 2016 has seen acquisitions in the coming years, so approach to customers, providing ourselves, have deep rooted loyalty yet more success for us, and the I would be very interested in hear- them with a solution that gives to the business and love the work NIX brand is building fast. ing from any telecoms companies them an edge over their competi- ethic of the company and our Completing on our first two acqui- thinking of selling their base. You’ll tors. Every member of the NIX plans to be the best. We look after sitions has made us stronger than be assured of a sensible discussion team is passionate about making our staff well, we recognise each ever. We have also just finalised and a ‘no churn’ offering.” customers, not sales, and this is individual’s skill set and we don’t our purchase of a large commercial what businesses love about us. We take people for granted. We oper- building in Romsey, Hampshire, Managing Director of OPUS and have been named Unify’s top ate a ‘work hard play hard’ atti- which we plan to turn into the first Phipps Communications, Mark reseller, hitting the top spot for the tude so it’s a fun place to spend NIX Business Centre. This will be a Castle, has always had a good third year running. We are smash- your days.” hub for start-up and small busi- relationship with Nick Zammit, and ing records and building a brand nesses, helping them to hit the they have remained in contact with like no other company in the sec- ground running. NIX will provide each other since 1996 when they tor.” all telecoms, business calls, line worked together. He said: “This rentals and a super-fast 100MG deal is great news for our custom- NIX is always on the look-out for lease line for each room, for a ers who will enjoy access to the high calibre staff, as these are fun- fixed fee each month and all with same quality of service that they’ve damental to the company’s contin- no commitment. This will just take come to expect from Opus and uing success. Nick Zammit added: Call me, Nick Zammit the NIX brand to another level.” Phipps, with the added reassurance “I would urge anyone in the tele- that we have the backing of a coms sector who is thinking of a (Senior Partner) on The two acquisitions mark an larger organisation with additional career move to get in touch; if 0800 193 7700 today to important step in NIX’s history as skills and expertise.” you’re a dynamic, self-starter, pas- discuss the possibilities of Nick Zammit intends that these are sionate about delivering the best the first of many. He said: “We are Nick Zammit added: “The key to service, I’d love to hear from you.” selling your base to NIX. www.comms-dealer.com COMMS DEALER OCTOBER 2016 43 CHANNEL DIAMONDS LINE UP FOR NIGHT OF YEAR!

On October 13th the great and the good of the ICT industry will gather for the most glamorous, exciting and fun packed evening on the 2016 calendar – The Comms National Awards finals night!

This year, the CN Awards finals night returns to the lavish ballroom at London’s Hilton on Park Lane Hotel and as ever, the hospitality will be first class.

The Comms National Awards is recognised as the evening channel people gather to celebrate excellence, network with industry friends and truly enjoy themselves ....so don’t miss it, there’s still time to book your table or place at the event now by calling Sophie Timms on 01895 454 476. Nine takes top position again as headline sponsor LEADING service provider, Nine Wholesale, is delighted to reprise its headline sponsorship of the Comms National Awards at The Hilton, Park Lane on Thursday 13th October.

According to Nine Group’s Marketing Director, Mark Saunders, renewing their sponsorship of the awards for a fourth year was “a straightforward decision which reinforces our commitment to the channel and our love of a great night out”.

The standard of entries was truly exceptional last year, so the winners will have had to work extremely hard to achieve success this year and Saunders stated, “I look forward to meeting and heartily congratulating them all. This is a truly memorable evening, reflecting the innovation, excellence and energy in our sector, with no doubt many well-known characters taking to the stage, as well as some welcome newbies.”

Nine Wholesale also sponsors a special award to recognise outstanding customer service, which was won last year by Lily Coms. 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.

“The availability of just about any information on line has finally enabled the age of the customer,” said Saunders. “Our award can only be secured if the customer recognises the excellence of the service delivered, not the reseller who advertises it. Personalised customer engagement and messaging are now essential, while marketing teams who continue to broadcast indiscriminately Mark Saunders across random media channels should consider themselves irrelevant, if not obsolete.”

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Meet the CN Awards finalists… 365It Comms365 Hso Midland Networks Surevoip 3CX Connect Managed Services Ica Nimans Swift Managed Services 4Net Technologies Content Guru Icuk Nsl Telecoms Symec Technologies 8X8 Daisy Wholesale Imerja Nta Systems It Aerial Business Communica- Dataphone Imperatives Nuvola Talktalk tions Elitetele.Com Incom Business Systems Olive Telecoms World Agilitas Enghouse Interactive Inform Billing Pangea Teleware Akixi Entanet Intercity Technology Plan.Com Telserv Annodata Ericsson-Lg Interoute Polycom The Voice Factory Anvil Ethos Ip Solutions Pragma Tig App2chat Exertis Ipnetix Provu Train2win Assembly Managed Services Fidelity Group Isn Retell True Telecom Bamboo Technology Group Fifteen Digital Itec Support Sangoma Trust Distribution Bch Solutions Firstnet Solutions Itp Sas Union Street Best4business Focus Group Jabra Silver Lining Uplands Britannic Technologies Frontier Voice & Data Juniper Bridge Simetric Vaioni Wholesale Bso Gamma Kcom Siphon Virtual1 Bt Wholesale Gci Lily Comms Snom Voiceflex Channel Telecom Ghm Loop Voice & Data Solution Ip Vtech Charterhouse Voice & Data Gradwell Love Finance Spectrum Welcomm Communications Chess Hello Telecom Luminet Spitfire Zen Internet Cisilion Henry Howard Finance Marston’s Telecoms Sprint Convergence Zest4 Cloudsource Technologies Hostcomm Metronet Stl Category sponsors recognise power of CN Awards

“Elitetele.com is proud to be “Marston’s Telecoms is delighted “Having attended the Comms sponsoring the CNA Awards to be sponsoring the IoT/Wireless National Awards for many years telecoms category for the first category at this year’s Comms and experiencing first hand it’s time. After the most successful National Awards. As an emerging phenomenal impact on the industry, year of growth in our own history, business ourselves, we’re proud Channel Telecom are delighted to we are excited to be able to to be supporting an award be sponsoring this year’s event. Far celebrate alongside other world class communications’ category which celebrates such a fast growing industry. exceeding the industry standard for award ceremonies, the Comms National Awards have gone from strength providers. With so much innovative technology coming from the to strength and are now firmly established as the most IoT and Wireless markets, we’re looking forward to prestigious our industry has to offer. “We want to provide our customers with the best finding out which of the finalists will be successful on unified communications solutions on offer. The key to the night. “What is particularly impressive about the CN Awards is this is finding the right partners to work with and the their recognition of the ever changing, forever growing appropriate companies to acquire so that we are at “Our own success to date is down to our channel reseller channel. At Channel Telecom we have resellers the forefront of industry innovations. We are excited to resellers and the strong relationships that we’ve built. varying in size, stature and direction. The team at Comms have secured a further £20 million to invest in the right The Comms National Awards is a fantastic opportunity Dealer do their utmost to ensure they appeal to as many acquisitions this year. to celebrate these kind of achievements and we’re as possible and have worked with us on many occasions thrilled to be part of an event that truly recognises to ensure our resellers are able enter and have on many “Now is a good time to come together to celebrate our excellence in the channel. We wish the very best occasions been finalists! successes, share knowledge and meet each other face of luck to all of the finalists and we look forward to to face. Our own growth would not have been possible celebrating everyone’s achievements on the night!” “We look forward to another fantastic evening, and fingers without our partners many of whom are up for awards. crossed it’s a win for us or one of our many nominated We wish all of the nominees’ good luck and look ROB DERBYSHIRE, HEAD OF TELECOMS, partners!” forward to meeting and talking more.” MARSTON’S TELECOM Clifford Norton – Managing Director, SPONSOR OF Channel Telecom Ltd ALEX CLIFFE, COMMERCIAL DIRECTOR, IOT/WIRELESS CATEGORY Sponsor of ELITETELE.COM CNA TV SPONSOR OF TELEPHONY CATEGORY

Distribution Category Network Category Enterprise Reseller Unified Comms Category Comms National Hospitality CNA TV SME Reseller of the Year Entrepreneur of Sponsor Sponsor of the Year the Year

www.comms-dealer.com COMMS DEALER OCTOBER 2016 45 SPECIALCOMMS VISIONREPORT CONVENTION 2016 Gleneagles 9-11 November www.commsvision.com Tech trends show that digitalisation is everything

On digitalisation, where technology leads, channel firms must follow and build business models for the future. Here, Comms Visionaries discuss the primary catalysts for going digital, the goals, challenges and opportunities, and the gulf that will open between digital and non-digital businesses.

igitalisation is of record to automated Channel and Public Sector starting to deliver systems of innovation is a at 8x8. “We work with a and businesses core part of our strategy as lot of businesses that want are experiencing we press forward into new to radically change the way Da great transformation markets. We must be able that their company works for across the board. According to demonstrate the benefits the better,” he said. “That to Lorrin White, Managing in-house to ensure our includes making the way Director at Bamboo people truly understand the they work more efficient, Technology Group, the opportunities it creates.” saving costs and empowering primary goals for business their people with new tools. transformation should be When pursuing a digital They’re all aiming to enable to relieve pain points and strategy one big challenge is their organisations to be help enable opportunities. the justification of investment more competitive and agile.” “Digital transformation in new digitalisation against is fundamentally about the maintenance of old Aylwin agrees that doing or achieving more modes of operation, pointed the starting point for from less,” she said. “The out White. “IT decision digitalisation is understanding benefits are clear, whether makers need to look at what the customer is trying the aim is to achieve more where savings can be made to achieve. “Often they revenue from more efficient in culling legacy systems, recognise that their existing operations, cost reduction, repetition and nuance ways of working are holding stretching geographic and reporting in order to redirect Lorrin White them back, and that the industry reach or extending those funds to digitalisation tools they’re using are part the capacity for digital budgets,” she added. “But Digital transformation is of the reason for this, along channel business.” with enterprise businesses with time honoured ‘we’ve citing IT leadership, IT security fundamentally about doing or always done it this way’ Automating traditional and data management as processes,” he explained. manual workflows is one their top challenges for achieving more from less “Through our partners we’re aspect of digitalisation that is the coming years, skills, able to have conversations being undertaken at Bamboo. support and strategy will of time, require attention to can we improve and how with companies of all sizes This doesn’t mean changing need to come first – and detail, demand quality and can digitalisation help?” about what’s possible and business models, rather an strategic leadership will need to be auditable,” she how technology can enable opportunity to look at the be fundamental to the explained. “With all this in Clearly, digital transformation them to communicate and culling of multiple manual pace of change within mind, we simply have to ask, isn’t limited to improving collaborate in ways that are platforms. “While you still those companies.” how easy it for our customers internal phone systems or appropriate for the world run the same process you to do business with us? Can simply re-mapping the way they’re now facing.” can remove the room for The challenge of digitalisation we integrate our business a business communicates error, refocus the resource that faces business leaders around our customers? Do with its customers. However, For many, the status quo onto more partnership centric should first be addressed we share relevant dashboards from the customer’s point of isn’t a viable strategic option activities and create a unique by looking at customers, and alerts to provide view these are fundamental so 8x8 plans, together with service proposition,” she believes White. “We all transparency? Do we offer steps to making measurable customers, how to reduce added. “Taking a business operate customer journeys the best possible customer improvements, observes the risks associated with from manual systems that involve huge amounts experience? If not, where Charles Aylwin, Director of introducing a new strategy.

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“The fear of change is one of major impact on business the most common barriers, strategy. “The fundamental but happily we can show that platforms have to be ready this isn’t the reality,” added for that,” he stated. “How Aylwin. “The trick is to tackle does any business prepare the perception head on, for this kind of future? Yes, map out what the changes there are cloud-based apps will look like and how these to help improve workflow, deliver the vision customers increase communications want to implement. One of through messaging and even the fundamental aspects is share documents, but in the to give them an agile and scheme of transformation flexible environment that they seem nothing more allows them to adapt to than a short-term solution. the changes they’re seeing If the goal of transformation inside and outside their is to reduce costs while own business. We’re seeing improving efficiencies, this across all sectors. For accountability and accuracy, example, we’re supporting then the goal should be local councils with their to continue to build more digital strategies as well robust and secure networks as SMEs and corporate and applications, rather than IT TAKES VISION TO BE A LEADER customers aiming to re- simply assume that web apps wire how they interact equal transformation.” Comms Vision is the leading annual leadership forum for CEO, MD with their internal and and CTO delegates representing the premier league of the UK partner external audiences.” The biggest challenge faced community. Places are limited: If you would like to join us this year, by companies wanting to please register your interest to attend at www.commsvision.com Automation pursue a digital strategy Digital transformation is is cultural, according to about achieving increased Hennah. “How do you get The primary goal of digital a better user experience. ‘nice to have’ rather than efficiency while stimulating everyone on the same page? transformation is to deliver But for many companies an enabler that will deliver creativity in the workplace, You need a directive to real value to the business this isn’t trivial and doesn’t real business benefits. and the drive towards come from the top down so and the customer, noted happen overnight.” “Despite many success automation is very real, that it becomes a strategy Stephen Warburton, stories of businesses that observed James Hennah, with proper funding,” he Managing Director of Warburton reiterated have increased sales, reduced Sales Director for Channel added. “If you don’t, you Indirect Channels at Zen. that investments in IT can operating costs, improved and Carriers at BT Wholesale, end up with a half-baked “The word ‘transform’ sometimes be seen as a margin and increased who also noted that the transformation driven by should be used carefully,” customer satisfaction through IoT is in its infancy but various managers with vested he stated. “Change can IT innovation, it shouldn’t clearly going to have a interests. It’s about choosing be transformational but it’s be taken for granted that the right technology to solve more of an evolution than such investments will specific business problems a revolution. Typically, a sail through,” he added. and to meet business goals, business gradually moves to “Another key challenge is not choose the technology a different way of operating education. Many businesses and shoe horn it into various that steadily delivers new are not aware of how to departments because sources of revenue, opens take advantage of new it’s a ‘cool tech to use’. up new markets, creates technologies. Technology can Transformation is about an opportunity to innovate James Hennah sometimes seem intimidating, moving the business forward. and differentiate and and some businesses don’t The technology is an enabler. delivers improvements “Deciding on the direction know where to start. I also Charles Aylwin Deciding on the direction and in operational efficiency. and which technologies think there is a challenge “The fear of change which technologies fit best is Digital transformation fit best is always a with understanding user is one of the most always a challenge, but not can increase margins and, challenge, but not an and customer expectations. common barriers.” an insurmountable one.” most importantly, lead to insurmountable one.” Continued on page 48

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Continued from page 47 Officer at Gamma. “In an and automation of IT Acquiring the right skills digitalisation by assessing the They are changing quickly, increasingly competitive infrastructure management. and processes to go digital success of the digital-only with their demands market where competition is The study found that is an important building businesses around them and increasing exponentially. hot, telecoms providers must telecoms providers with block, particularly for those working out how they can Those businesses that don’t find new ways to increase digital capabilities in these who are not digital natives. adapt their own model to recognise this and change growth and profitability, five areas boast a profit To implement a successful fit the needs and wants of accordingly face the real and digitisation can help margin of 43 per cent, while digital strategy, companies their market, advised Bligh. risk of being left behind.” address this,” he stated. those with less digitisation should fully embrace the Such astute observations have a profit margin of 21 idea of a transformation that will help organisations to Enterprise digitalisation is Bligh cited a recent study per cent (on average). extends across all parts of re-imagine their operations about changing or tweaking (McKinsey – 2015 Telecom the organisation. This means and processes, and build a business model to ensure IT Diagnostic) that found a “Measurable goals are establishing rapid decision on strategies based on the that the opportunities of strong correlation between key to successful digital making and escalation customers’ perspective. selling via the Internet are profit margin and five select transformation,” stated processes to match the digital Darren Hilton, Director fully leveraged, and that areas of IT: Robust customer Bligh. “If a digital go to way of working and exploring of Partner Services at traditional go to market analytics, digitisation of market strategy is not the use of new standards Timico Partner Services, models aren’t taken over by order management, self- implemented correctly with for contract elements and commented: “The key is new entrants with digital-only service customer relationship solid metrics in place for terms and conditions. listening and reacting to strategies, believes Richard management, a simplified measuring success, it’s easy customer demands as they Bligh, Chief Operating IT application landscape to lose sight of your goals Achieving buy-in change the way they want along the way. A key aim “Some employees may, to consume products,” he of moving towards a digital unsurprisingly, feel stated. “They want instant JOINING UP THE BUSINESS DOTS strategy is making businesses threatened by the impact of access to information by easier to buy from and digitalisation,” added Bligh. browsing to relevant content, Enterprise digitalisation ensuring that the fulfilment “It’s important that these maybe visiting a shop to is an unstoppable wave of of services is streamlined, concerns are addressed. view a product, making technological advancement from the point of order to Much like the requirement to their own informed decision that is rebooting the future billing, self-care customer understand your customers’ and then researching back of work. At Daisy, we call it service and support tools.” needs, listening to and taking online to find a deal with the ‘joining a business’s dots’. on board staff concerns is best value for money. The If businesses don’t get Going digital is different key to getting their buy- power is in the hands of the their digital strategy right for every organisation and in and not leaving them consumer. They are spoilt they risk getting everything presents unique challenges behind. It’s all well and and expect instant access wrong. Great digital for each in terms of defining good having a strategy to all we have to offer. businesses put technology their strategy, acquiring the defined, digital resources right at the heart of what right skills and talent, setting in place and processes “You have to digitally they do, and then work the processes and delivering agreed, but without the transform your business to outwards. They challenge innovation. “The foundation buy-in from existing staff, remain agile and relevant and everything about the way they do things, see the bigger of any digitalisation strategy digital success is unlikely.” ultimately win the customer picture and understand it’s not just about what they should be a full and proper from your competition. A make or sell, it’s about the data that process generates. understanding of the Business leaders should also small start-up has access to Think of great businesses like Boeing or GE. They’re customer base and how they make sense of enterprise all of the tools that a large both great engineering names. They’re both manufacturers want to interact with your with a global pedigree. But now they sell jet engines as a business,” commented Bligh. service. Airlines never actually own one. They just rent. It’s “Digital savvy customers the same with Tesla and cars. You don’t really own your expect more. They want to Tesla, everything is upgraded as part of a service contract. be self-sufficient, have access Batteries are replaced when they’re tired. You wake up one to information anywhere morning and it’s a self-drive car. And every drive you make at any time, and be able to enables Tesla to map the self-drive world. And what about contact you 24/7 from home, Uber? It’s not a ‘thing’, it’s just a platform with micro work, or wherever they sensors that tie together the great forces of digitalisation – may be. And they expect cloud, mobile, social and Big Data analytics. It’s capable of compelling, seamless and changing any industry, not just the place we book a ride. integrated experiences across Richard Bligh Darren Hilton Tinkering at the edges won’t cut it. Making a few all communications channels. tweaks to existing processes and products won’t scratch Consistency is key. That said, “The foundation of any “Any size of business has the surface. Businesses need to tune into the fact that while more and more people digitalisation strategy access to infrastructure and digitalisation is the only thing that will give them the agility are embracing digital, giving should be a full and cloud-based applications and resilience to operate in tomorrow’s business context. customers a choice is vital proper understanding of with minimal up-front to guard against isolating the customer base and costs or lengthy delays for Nathan Marke, Chief Digital Officer, Daisy Group those still in favour of more how they want to interact installation, which lowers traditional methods.” with your business.” the barrier to entry.”

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enterprise has – instantly. to Alex Tempest, Director of Tempest. “Technologies complex solution involving – that has the credentials, Any size of business has Partners, TalkTalk Business. like Next Generation IP virtual private networks and experience, longevity and access to infrastructure and “The key is for organisations VPN are helping to meet Ethernet connectivity, while trustworthiness enough cloud-based applications with to get the best business value the challenges of real-time for others a business grade to inspire confidence.” minimal up-front costs or from digital strategies and applications by allowing broadband connection will lengthy delays for installation, ultimately better serve their partners to offer more be sufficient. It’s important Paul Taylor, Sales Director which massively lowers the customers,” she said. “This tools and flexibility to their for channel resellers to at Voiceflex, has witnessed barrier to entry and allows means that new technology customers,” she added. recognise these differences the growth of digitalisation them to compete in any must help consolidate “The move to IP is giving and design solutions that across all forms of customer market. There are some existing investments, make enterprises the agility that is meet the specific needs of interface, and most notable key areas that a business more of their expanding essential for doing business each individual customer.” is the move away from voice needs to focus on to achieve and increasingly global and harness the ‘power of communication to WebRTC digital fluency and unless workforce and remain now’ to respond effectively Data security is one of the applications. “Extending these are addressed it will flexible for whatever further to new customer demands greatest challenges that the digital process to the be difficult to achieve the technological changes or and market influences that companies undergoing front end customer facing agility required to serve new customer demands can now span the globe digitalisation will face, function will require different consumers in a fast-paced come down the line. in a matter of seconds.” believes Farnden, an issue skills to retain and grow the transaction environment.” that will become even company,” he commented. “Digital technologies like Entanet’s experience of more important with the “The major problem is staff These challenges include the cloud have led to a workplace digitalisation implementation of the buying into the process. We legacy systems – having massive increase in the speed reflects Tempest’s General Data Protection all still need good people, but to operate within the at which resellers can start observations, and is centred Regulation (GDPR). “Unless a the way they are deployed confinements of a clunky offering new services. But around business customers company is in the business of is very different in the digital system that cannot easily technologies like these are moving everything to the providing hosting, it’s unlikely age. Their interaction with adapt to new products reliant on a fast and reliable cloud, principally for ease that it will be able to serve all other staff has and will or processes. And having Internet connection to be and speed of access and to of its own data, a problem continue to change.” n multiple systems that successful. More businesses improve customer service. that is directly proportional don’t talk to each other or are connecting remote “A consequence of this is to the company’s size,” he The industry and technology share data won’t provide workers based at different that businesses can provide said. “Instead, it’ll need issues discussed in this article, the customer with a locations and accessing IT a better overall customer to hand over its data to and many more, will be seamless experience that is and phone systems based experience which makes machinery owned and explored and debated during personalised to them, which out of the office, so they are them more competitive in maintained by a third party. this year’s gold standard is what they expect. “It is increasingly reliant on the their respective markets,” The consequence of these Comms Vision Convention. vital to transform to a hybrid network to deliver the next stated Darren Farnden, Head challenges is that businesses To register your interest in infrastructure that enables generation of services.” of Marketing, Entanet. need to work with a solution attending the event please customers to manage their provider – and in turn a visit www.commsvision.com data across traditional on- There are a range of Key drivers reseller’s service provider TeleWare on technology, p50 site hardware and private technologies that are “The driver behind this is and public cloud,” added promising exciting that we’re all used to having Hilton. “Customers want opportunities for the channel access to information at PARTNERING STRATEGIES EVOLVE access to their data and in to drive new revenues the tap of a fingertip. In turn gain insights which from digitalisation, believes the business environment We are finding that having the right will enable companies to this is even more important. partners in place is just as important keep up with and stay Speed to market isn’t just as having the right platform available, ahead of the competition. about releasing products or whether on-premise or in the cloud. If you can’t offer robust, services in a timely fashion, In fact, the partner element of the secure, affordable and easy it’s also about how quickly equation is probably the most critical to access storage for data you can provide a service to driver behind our growth in the mid- analytics to your customers, a customer. We’re seeing market. We have invested significantly you are behind the curve.” increasingly complex IP VPN in product development and acquisition for the mid- projects being introduced market, where call recording is not only important as a As we have seen, digital to us by our channel tick-box feature but often carries particular requirements tools improve collaboration, partners, which clearly around encryption, PCI compliance, on-premise promote greater operational Darren Farnden demonstrates that businesses management and storage that a generic hosted offering efficiency and harness more want access to information can’t always accommodate. We are also seeing more of an organisation’s data “We’re seeing increasingly quickly and securely. sophisticated needs like Workforce Optimisation and for strategic advantage. complex IP VPN projects Quality Metrics come to the fore as customers seek to While the term ‘enterprise being introduced to us by “Organisations must also improve performance. Our established partners get this, digitalisation’ does capture channel partners, which ensure that the connectivity and as the market evolves so does our partnering strategy. these trends, the goals of the shows that businesses they adopt is suitable for the business are the same as they want access to information needs of their digital strategy. James Emm, joint CEO, Oak Innovation have always been, according quickly and securely.” For some, this will mean a

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www.comms-dealer.com COMMS DEALER OCTOBER 2016 49 SPECIALCOMMS VISIONREPORT CONVENTION 2016 Gleneagles 9-11 November www.commsvision.com Millar talks technology

Assessing the various ways to master and monetise new and emerging technologies must become routine among comms and IT resellers, says Paul Millar, Chief Innovation Officer at TeleWare. Here, he highlights the steps he is taking to address areas such as the public cloud, data analytics, nurturing innovation, machine learning and Artificial Intelligence.

ne of the main be shared and collaborated look to automate processes threats to on throughout the working and communication channels. established comms week, which can then feed The customer can therefore and IT channels into Innovation sessions receive the best possible Ois the cloud and the ability on Friday. “The idea is that customer experience, for customers to self-serve these will then feed into the making the customer (and what they need to run product pipeline and business their supplier) stand out their business, according to improvement process, which from the competition.” Millar. Everything – email, will undoubtedly benefit storage, CRM, and now voice our channel partners and TeleWare is building systems services – is becoming more customers,” added Millar. and processes in its own widely available in the cloud, “TeleWare is also looking to private cloud, but also including PSTN connectivity, build further connections integrating with public whether Skype for Business with its channel partners by cloud services to deliver the included inside Office 365 demonstrating and installing best possible solutions that or from other suppliers prototypes into their own a hybrid model can bring. utilising WebRTC and other innovation spaces to combine “These new services do Over-the-top (OTT) suppliers, Paul Millar and enhance joint efforts.” bring technical challenges such as Whatsapp, observed which need to be overcome, Millar. “The expertise of The future opportunity is to Technological impact but they are allowing us established comms and IT Data analytics and machine to very quickly try, test and channel businesses still plays drive the data and insight learning/AI are real emerging confirm whether different a vital role in building the technologies that are going technologies and services can right cloud infrastructure from emerging technologies to have a major impact bring the real benefits we and services, so they need on how we work and live, envisage,” commented Millar. to utilise their knowledge services (email, CRM, colleagues to explore according to Millar. “People “It also allows us to innovate in a way that complements Sharepoint, support system areas of interest outside have been talking about and fail fast without the and enhances these cloud etc) up into the public cloud of their ‘business as usual’ Big Data but not necessarily fear of costs spiralling and services to deliver what each to allow 24/7 access to the responsibilities and to always delivering the insight time being lost on projects business needs,” he said. things people need to do. “It find ways in which they and learning that can help that don’t then deliver.” also means employees can can innovate within the businesses grow and improve, Public cloud platforms work wherever they are, on business, whether that be in as well as providing a far TeleWare is also investigating such as Microsoft Azure, any device they want, which product, technology, business better service,” he added. how Bots can change the Amazon AWS, IBM Watson enhances the customer’s process or any other area “We collect and store a huge way in which it works and and HP Havenondemand experience and facilitates a of the company. “We have amount of data and have operates, again giving greater allow businesses to bring better work life balance,” Innovation Friday afternoons been providing insights to levels of information and best of breed services explained Millar. “From a where everyone can clients for many years. But, as data, at the right time, to together to create new and business continuity point of investigate new technologies, we start doing more specific customers, partners and exciting products, streamline view, these new advances build prototypes, map data analysis and visualisation employees. “A lot of this can processes and make big enable businesses to offer process change and form there are even more insights be built on the back of data improvements to how they higher levels of support collaboration sessions,” that we can find. We can analytics, machine learning deal with end customers and customer interaction, said Millar. “We want to then explore these with our and AI,” said Millar. “The and partners. “They also and makes them more encourage employees to do customers and partners. challenge is finding the best benefit employees, giving resilient to challenges.” something a bit different.” way to deliver this to the them the best tools to do “The future opportunity is customer so they can have their job,” added Millar. Being dynamic, curious Innovation platform to leverage the data and real-time interaction at the and collaborative are three TeleWare is implementing a insight from these emerging times they want and need it, TeleWare is in the process of TeleWare’s values. The full end-to-end Innovation technologies to drive greater rather than being limited to of moving all of its internal company encourages platform that allows ideas to business benefits and then defined time windows.” n

9th, 10th & 11th November 2016 PLATINUM SPONSORS THe GLENEAGLES HOTEL www.commsvision.com

50 COMMS DEALER OCTOBER 2016 www.comms-dealer.com BUSINESS PROFILE Luminet courts channel

a customer-centric culture Luminet CEO Sasha Williamson’s permeates every aspect of the new tactics mark a fresh approach business. “Luminet currently has 550-plus customers and to channel partnerships founded 70 partnerships,” he added. “We have 50-80 per cent on a combination of vision, capacity in our data centres and 100 per cent core capability and determination. network uptime. We employ 28 members of staff in our central London office and illiamson’s Williamson. “Our most are growing at a fantastic prevailing popular channel products rate of 27 per cent per year. narrative include co-location and We align and empower indicates that business Internet services. We our staff to the customer Whe is clearly moving his have recently launched the journey relationship and our business towards the channel Fibre Air product, a wireless transactional interaction, to expand Luminet’s routes business Internet service which is rated across four to market via partners and that can be installed in as key measures at each stage. wholesale. His outlook shows little as five working days. This has resulted in an that he has not only seen Partners reselling traditional improvement in our NPS what is possible growth-wise fibre leased lines typically score of nine to 42 over the via partnerships but also have to wait around 90 days last three years.” n the potential advantages for installation. With Fibre to be gained from Air they can offer customers Just a minute with heterogeneous networks. up to 2GB symmetrical “We want to be the leaders broadband Internet Sasha Williamson Sasha Williamson... in intelligent managed connectivity almost straight services, pioneering a new away, which means they can telecoms has helped me grown every year since our Role model: Richard approach to telecoms,” immediately start billing.” in this current role.” inception and the funding Branson. He is the ultimate figurehead in he said. “We see a huge enabled us to continue to going from zero to hero opportunity in heterogeneous He emerges as a figure Luminet started life as innovate and develop our networks and developing in tune with techno- Urban WiMax in 2007, connectivity solution.” What talent do you a neural host strategy.” power and its potential an intelligent managed wish you had? To make sure that everyone on to transform businesses services provider offering The financing from my team is stronger, In support of his statement while at the same time organisations connectivity, Santander enabled Luminet more experienced Williamson also showed advancing Luminet’s strategic communications, computing to accelerate its growth and better than me a determination to build cause. “We’re driving and security services. It was and develop a new product Your strengths and on a new partnership with our market penetration, founded by Williamson and a portfolio, including a LLU what could you work CCS that will see Luminet developing new routes to management team that had network and enhanced on? I have strength develop one of the first market for wholesale and strong experience within the Fixed Wireless Access of vision, energy and self-organising networks increasing our geographical telecoms and IT industries, infrastructure. “We also offer self-discipline, but they in a Tier One global city. presence,” he emphasised. holding key executive and intelligent PaaS value added always need working on “We see this as an industry technical roles in companies services,” said Williamson. Tell us something about game-changer in how mobile Insights into Williamson’s such as Telewest, ETT, “And provide services such yourself we don’t know: I operators can scale with the strategic thoughts recall CitiGroup, Orange and BT. as Insight, optimisation and held 6,000 parties in six ongoing increase in mobile past experiences that are control of any applications nightclubs between 1990- data demand in urban very much in play today. Investment on any connectivity services. 95: Funk, hip hop and jazz areas,” stated Williamson. “My career started in “From the outset we had We pride ourselves on our What do you fear bulk purchasing for major an impressive 61 per cent 100 per cent SLA service the most? When the At this point the discussion European telecoms users and CAGR,” noted Williamson. for cloud and mission plumb line of integrity moves from tactical logic since then I have worked with “We have since weathered critical services, as well as isn’t straight and intent to capabilities a number of successful telcos an economic crash and the visibility and control we One example of something and propositions. “Our including Broadband4U, in May 2015 announced offer on any application you have overcome: Others big opportunity is to scale Primus, Worldcom and our rebrand to Luminet in on any connectivity with telling me you can’t do it with larger partners and ETT (now GTT),” he said. line with an investment our intelligent PaaS.” If you weren’t in provide systems support “Luminet is my most recent of £2.15 million through comms what would for automation and venture and my cross- Santander’s Breakthrough Williamson says he has found you be doing? Skiing sustainability,” explained functional experience in programme. Our turnover has an exciting course, one where

www.comms-dealer.com COMMS DEALER OCTOBER 2016 51 DISTRIBUTION Kaleidoscope Distributors are having to move with the times

oftware and cloud based communications is an Sundeniable mega-trend sweeping the ITC landscape. Enterprises are moving spend away from traditional hardware and customers are attracted to the zero-upfront infrastructure investments and rapid speed-to- market that hosted and software comms solutions enable.

In this on-demand or subscription- based world, is there a need for the classic distribution role as a ‘bank’ and a ‘warehouse’? What is their future value to vendors and their reseller customers?

The future appears not to be doom and gloom for according to a survey carried out by the Global Technological Distribution Council, more than 70% of managed service providers said they are turning to distributors than 200 partner respondents midrange, partners leveraged On this evidence, coupled for all types of services and where they’re leveraging distribution for programme with the continued popularity they see the distributor value distribution and the return on activation and support, sales of secure legacy hardware increasing in the cloud. investment of these efforts. training, technical training, solutions, it would appear that On the high end of the graph, technical sales resources distributors will adapt and survive The 2016 ‘PartnerPath State of partners were leveraging and sales support resources, and our contributors to this Partnering’ study asked more technical support while, in the and cloud services enablement. month’s Kaleidoscope concur.

There is a shift towards next-generation The launch of Cloud 100 has pretty much and supporting technologies. While cloud, been our answer to this change in the market mobility, security and enterprise networking place. Moreover, it has been a development have been elements of solutions for some that complements NSN’s own cloud strategy time, now they are driving demand in their of moving clients from conventional telephony own right. Opportunities arising through the hardware to off- premise type solutions i.e. growth of Internet of Things, have led Avnet hosted telephony, IaaS etc. The financial shift is to create a solutions specialist approach to clearly from Capex to Opex. Rather than paying help partners evolve their businesses to align costs up front and then struggling to digest with this shift. Initiatives such as Avnet’s Cloud the costs in time to fully leverage the new Marketplace will continue to change the model technology, businesses can expand or contract of distribution. Incorporating comprehensive as needed. Our model has had to change cloud solutions from global cloud providers and and adapt but we are now able to offer a full a variety of flexible payment models, Avnet’s solution, across two brands, whilst keeping the Cloud Marketplace fundamentally changes client using cutting edge technology without MIRIAM MURPHY how partners can help end-users become unwieldy capital expenditure. AVNET TECHNOLOGY cloud-enabled. NICK SHRAGA SOLUTIONS CLOUD 100 & NSN

52Comms COMMS Dealer (470x40mm) DEALER FA1 20160524.inddOCTOBER 12016 www.comms-dealer.com 24/05/2016 13:13 DISTRIBUTION Kaleidoscope Distributors are having to move with the times

DMSL has not had to change its business Our PBX sales remain in great shape despite model as it was based on driving recurring coming under increased pressure and the services revenues from the outset. This is growing influence of the Cloud has triggered the way things have been moving for many a huge rise in demand for IP end points and years, to a sustainable business model based this will continue to accelerate. Nimans is a on monthly recurring income. Our role is to bastion of delivery and service excellence which bring services and solutions to market, drive makes us ideally placed to take the whole ITC new business opportunities for resellers, and support process to a dynamic new level – from support them in fulfilling the requirements of start to finish. Our end-to-end IP deployment end-user customers. Services-led, subscription- and support solution begins with pre-sales driven business is the way forward and yes, support and proof of concept and goes right the cloud is forcing many distributors to think through to after sales remote management and and act differently. We will still need product configuration of customer’s estates. It includes distributors, but the margins on reselling ‘zero touch’ handset provisioning and also hardware all but disappeared a long time ago. features training workshops and equipment For businesses that have not responded buyback facilities. As the ‘Logistics Engine JOHN CARTER RICHARD CARTER DMSL already, it might be too late. NIMANS of the Industry’ Nimans continues to evolve and innovate.

As Mark Twain said ‘Rumours of my death have ProVu has been slowly changing its business been greatly exaggerated’ and this is certainly model in order to incorporate Cloud the case in ICT distribution. At Pragma we technologies and services to sit alongside continue to see very strong growth in both our its traditional Customer Premise Equipment on-premise hardware and cloud businesses. offerings. Despite an increase in demand, a ICT distribution has constantly adapted over lot of these technologies still require the wrap the years and this is just another evolution of around services that a value added distributor how it needs to change to meet the needs of offers. This plays into ProVu’s hands very nicely. resellers. By focussing on providing the support Far sighted vendors realise that certain Cloud services, tools and programmes resellers need based products still need to partner with good to win in the market our role is about reseller distributors in order to manage the channel, enablement rather than just classic distribution. create awareness and provide training and With the reseller channel still being the support for their products at a local level. Cloud dominant route to market for SME and mid- technologies will play an ever increasing role market technologies we think this business in the communications industry, the key for any model remains as relevant today as it distributor to remain relevant is to offering WILL MOREY DARREN GARLAND PRAGMA always has been. PROVU supporting services to compliment these products.

IDC figures for Q1 this year showed that There is no doubt the major change in the UC spending on cloud infrastructure accounted sector is cloud. From Nuvola’s viewpoint we for a third of all IT spending. This will lead to have grabbed this opportunity and launched new opportunities for distribution in hyper- various products and services to meet these convergence solutions as more people move demands. We see the changes in our sector as to a software centralised architecture and in huge opportunities. We are constantly hearing storage, as well as still offering opportunities of a high demand for ‘Everything as a Service’ for networking requirements and connectivity along with a consumption based pricing solutions. There will be a massive growth in models. Resellers who are ‘born-in-the-cloud’ VOIP solutions as PSTN and ISDN lines are and others that are migrating and building phased out and resellers will still require their own services and cloud environments support for cloud-related services. Many also all require support and we are working with still need distributors to help fill the technical them in selling a combination of products and gaps they might have and also to help them services, alongside the Internet of Things. All by taking on relationship-brokering services this combined is fuelling unprecedented change with other providers of resellers of cloud in the market and at Nuvola we’re riding LEE WILSON MICHAEL LLOYD SQUARE 1 services. The distribution model is not NUVOLA DISTRIBUTION the UC wave! dead yet!

Comms Dealer (470x40mm) FA1 20160524.indd 1 www.comms-dealer.com COMMS DEALER OCTOBER24/05/2016 2016 13:13 53 COMMS PEOPLE CityFibre builds team COLT scores

CityFibre’s influence in the public sector will be more strongly felt following the appointment of Martin Kemp as Head of Public Sector engagement. hire hat-trick For the past three years he operated as BT Client Partner within the public sector running a key partnership contract, a role that followed a Colt has bolstered stint as BT Group’s Business Development Director supporting the BDUK its executive line- rollouts in 12 UK regions. Prior to that he spent 10 years in carrier sales up with a trio of within BT Wholesale working with some of BT’s largest customers. key hires including “The opportunity that CityFibre’s existing fibre footprint and network the appointment of build approach present to the public sector are significant,” he said. “Being Tom Regent as Chief Martin Kemp part of bringing that opportunity to life and seeing towns and cities across Commercial Officer. the UK reap the benefits made my decision to join CityFibre very easy.” His remit is to lead Tom Regent Also joining CityFibre is Paul Tanner as new Head of Pre-sales. He moved Colt’s global sales, from Virgin Media Business where he was Pre-sales Manager for Business pre-sales and marketing teams. Regent joins from Network Services, a national role leading a team of Cisco LAN consultants BT Global Services where he held a number of specialising in collaboration, data centre and routing/switching. Prior to this senior roles, most recently acting as President, Tanner was Pre-sales Manager for Business Markets. Previously he filled a Global Banking and Financial Markets. Prior to Project Engineering role at Telewest, was a Planning Manager for General Cable that he was President of Sales and Marketing, Group and undertook various roles at Mercury Communications and BT. responsible for worldwide sales operations, indirect Tanner said: “I was attracted to CityFibre by its fresh approach to market channels and marketing. Regent said: “Colt is opportunities, its can-do attitude, flexible and intelligent network, ability to implementing a strategy to tap into the demand Paul Tanner meet partners’ needs and the buzz I got from meeting the passionate team.” for mission critical high bandwidth across Europe and Asia. I will help to drive this transformation.” In another key hire, Paula Cogan has joined Also on the move... Colt as VP, Enterprise and Partner Sales Europe, Product boss having previously worked at Verizon Partner Comms-care Solutions as Regional VP EMEA & LATAM. Tim (an Ingram Micro Passingham is also joining Colt as VP Wholesale company) has Sales Europe, moving from Level 3 where he boosted its marketing joins Virtual1 held a Senior VP role heading up a large team. expertise with the appointment of Virtual1’s newly Nikki Chamberlain appointed Product as Marketing and Marketing Manager. She brings sipsynergy gets almost 20 years Manager Neil Wilson will initially Nikki Chamberlain experience and was formerly Marketing prioritise the Day and Fitton Director at financial services firm Smart Financial. development of Prior roles include marketing positions at the company’s sipsynergy has Advanced Legal, Oceanico Group and JMC IT. IaaS products and appointed Steve Day Chamberlain said: “My experience across a range 1Portal. He will also as Sales Director and of sectors will help bring a new way of thinking head-up Virtual1’s Ged Fitton as COO. to support Comms-care’s growth plans.” Neil Wilson marketing team. These hires come hot Wilson on the heels of Tom Ultracomms has appointed Stuart Forrest as brings 10-plus years product marketing and Kelly’s appointment Channel Manager and Liza Taylor as Business Development Manager. Forrest joins from Noble management experience and joins from as Chairman and Toby Amcat where he was Channel Manager and brings Alternative Networks following a 14 year stint at Gold’s instatement Ged Fitton 15 years experience the company, most recently responsible for the as CEO following a in customer product marketing of its Device to Data Centre £2.75m investment from YFM Equity Partners. Day, contact technology. proposition, including Unified Comms, mobility, who formerly held senior sales roles at Westcon Taylor moves connectivity and cloud. He was responsible for and Inclarity, is responsible for driving channel from Unify where the launch and development of Alternative’s sales for hosted UCaaS. Fitton joins from Cisco and she was Business customer management portal called Synapse. will manage all aspects of sipsynergy’s operations, Development Wilson said: “It’s great to have joined Virtual1. services and customer support functions. Manager with a focus I really believe in the direction the company He said: “sipsynergy has taken collaboration on large clients in is taking, both in London and nationally.” architecture from Cisco and added incremental the finance sector. Derwyn Jones, CEO functionality that helps channel partners target the Oliver Oswin’s account management and deal SMB marketplace with a hosted UC proposition.” Stuart Forrest of Ultracomms, said: “With the winning skills have been rewarded with a promotion This white label offering, based on Cisco’s integration of omni-channel and interaction to the newly created role of New Business Director Hosted Cloud Solution, integrates back- analytics technology as well as the recent PCI at STL Communications. “Comms is moving towards end business processes into a management DSS level 1 certification, these appointments hosted and my team will help businesses understand portal that helps partners to transition to an will help us sustain growth for the business.” the opportunities that this brings,” he said. annuity based UC-as-a-Service model.

Have you booked your tAble for the Comms National Awards yet? Sponsors Contact Centre Visit www.cnawards.com Solution Category 54 COMMS DEALER OCTOBER 2016 www.comms-dealer.com Gamma Ball Rally V brings total raised to over £400k 100 channel partners came together for Gamma Ball Rally V to raise money for two charities, Action Through Enterprise (ATE) and SpecialEffect, taking the total amount raised in Gamma Ball history to over £400, 000.

Registrations for Gamma to take their cars around the the audience with her cut- Ball Rally V opened in May famed Nurburgring circuit. It throat wit and close to the and spaces were filled was a daunting experience, mark observations. within just 24 hours; setting but everyone seemed to get the bar for an unforgettable round unscathed in amongst It’s during the final evening three days of car-based fun, the performance cars! of the rally that the majority channel bonding and charity of the money is raised, with fundraising. Continuing the trip to the Gamma’s generous channel City of Bonn, the Ralliers partners bidding on some DAY 1 were treated to drinks on amazing donated items – ev- The 4 Team - 1st place (4 Com) This year’s Gamma Ball board a boat which took erything from watches and Ralliers met at a banger them along the River Rhine, iPhones to holiday houses, racing track in Dover where allowing them to take in the golfing days and flying expe- they kicked things off with city by water. riences. a best dressed competition. The pressure was really on DAY 3 After the final amount this year for the participat- The final day saw the cars raised and winners were an- ing teams to give it their all take on the Rhine River Val- nounced, there was just one and it was clear that many ley Ramble treasure hunt, thing left to do before the of them had. There were a many still dressed in all teams made their way back Totally Misguided Superheros - 2nd place (TMS) number of impressive car their fancy dress glory. After home – celebrate! themes and creative fancy spending the day navigating dress outfits, including an their way around the Rhine Dean Ison, Director at Max Elvis trio, Harry Potter and Valley, some of the cars Telecom (aka Viva Max Ve- friends, Pokemons, and were pushed to their brink. gas, Spirit of the Rally win- more Mr Ts than you can But this didn’t deter The Ral- ners) commented: “I’d like shake a stick at. lygators as they managed to to congratulate the Gamma befriend some helpful locals team on another fantastic The teams then took to who kindly rescued them rally. I can just imagine the the track with their £500 by tractor and towed them time and effort required to The S Team - 3rd place (Seriun) bangers to test out their back to the hotel. make something like that precision driving skills, run so smoothly, well they followed by the ‘Need for The Gamma Ball Rally gala nailed it. It was our fourth Speed’ challenge which saw dinner and charity auction Gamma Ball Rally and we the Ralliers trying out Speci- was the focus of the final loved every minute; taking alEffect’s eye control gaming evening, which was held in home the Spirit of the Rally technology. the outskirts of Frankfurt. award was the icing on the The evening kicked off with cake. It’s a privilege to have Once refuelled with a spot the competition scores and been involved in helping the much anticipated an- raise £400, 000 for two ex- of track-side lunch, it was Viva Max Vegas - Spirit of the Rally (Max Telecom) off in convoy to France by Le nouncement of the Gamma ceptionally worthy causes.” Shuttle and on to Brussels Ball Rally V winners: for the first overnight stay. Daryl Pile, Channel Man- After a long and fun-filled 3rd place: The S Team aging Director at Gamma day of challenges the teams (Seriun) added: “I’d like to thank everyone who helped make were able to enjoy some 2nd place: Totally this year’s rally a success in- downtime while taking in Misguided cluding our sponsors; Broad- the sights of Brussels and Superheros soft, Polycom, Genband and sampling some local beers… (TMS) Akixi, as well and everyone 1st place: The ‘E’ Team who’s generously donated Best dressed - The E Team (Eze Talk) DAY 2 (Eze Talk) - this wouldn’t be possible The next day the teams Spirit of the rally: without you. The Gamma drove from Brussels to the Viva Max Vegas Ball Rally is all about raising legendary Nurburgring (Max Telecom) well-needed funds for our racing circuit in Germany, charities, Action Through where they spent a sunny The auction was hosted by Enterprise and SpecialEf- afternoon competing in a celebrity comedienne, Jo fect. I’m blown away by how series of physical and men- Caulfield who did a fantas- much money we’ve raised tal team challenges. tic job of keeping the bids and humbled by the big dif- coming in and the laughter ference it will make to these Gamma Ball Rally V gala dinner and charity auction The Ralliers were then able flowing, while entertaining two worthy causes.”

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