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3-18 Comms Dealer Industry News Catch up with events in comms June 2019 20 News Interview Vaish on course for digital leadership Click to open 24 TalkTalk ups the Not all Business Matters Broadsofts are Corporate activity created equal picks up the pace Introducing the VanillaIP HPBX Education User - £1.30 per month 26 ante in full fibre News Interview TALKTALK has ramped up its full fibre play as it seeks a major investment Foehn’s campaign to drive FibreNation and forges ever closer links with collaborator Openreach. ‘perfectly timed’ Join the webinar vanillaip.com/webinars SPECIAL REPORT FibreNation has tested and Openreach and the scale we can trialled full fibre in York which bring with our wholesale B2B 52 TalkTalk CEO Tristia Harrison is now hailed by TalkTalk as and retail customers. (pictured) has signalled the Britain’s first true Gigabit city. “It’s important that we con- Market Review firm’s intention to be at the cen- “We have a simple two- tinue to have an ongoing dia- The single solution tre of the UK’s full fibre debate pronged strategy to ensure we logue with Openreach to make to cyber threats based on a hybrid strategy she are at the heart of the nation’s sure we can commit our scale to revealed at TalkTalk Business’s full fibre project,” said Harrison. its plans in FTTP. industry summit last month. “We are accelerating our roll “We want to give Openreach 54 This comes at a time when out and taking the York model the volume guarantees it needs investment talks to beef up to three more cities – Harrogate, to de-risk its own build. Comms People TalkTalk’s own altnet, Fibre- Knaresborough and Ripon. “On this, conversations are This month’s Nation (launched in 2018) are “But we need a solution for well underway. In return, we movers and shakers advancing well as are discus- the whole of Britain, which is need a realistic commercial deal sions with Openreach on a long- why TalkTalk’s second strategic that works as well for CPs as it term demand-led partnership. course is our relationship with does Openreach.” See page 40

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3-18 Industry News Catch up with events in comms 20 News Interview Vaish on course for digital leadership 24 TalkTalk ups the Not all Business Matters Broadsofts are Corporate activity created equal picks up the pace Introducing the VanillaIP HPBX Education User - £1.30 per month 26 ante in full fibre News Interview TALKTALK has ramped up its full fibre play as it seeks a major investment Foehn’s campaign to drive FibreNation and forges ever closer links with collaborator Openreach. ‘perfectly timed’ Join the webinar vanillaip.com/webinars SPECIAL REPORT FibreNation has tested and Openreach and the scale we can trialled full fibre in York which bring with our wholesale B2B 52 TalkTalk CEO Tristia Harrison is now hailed by TalkTalk as and retail customers. CELLULAR (pictured)ETHERNET has signalled the Britain’s first true Gigabit city. “It’s important that we con- Market Review firm’s intention to be at the cen- “We have a simple two- tinue to have an ongoing dia- NOWThe single solution AVAILABLE tre of the UK’s full fibre debateON pronged strategy to ensure we logue with Openreach to make to cyber threats based on a hybrid strategy she are at the heart of the nation’s sure we can commit our scale to revealed at TalkTalk Business’s full fibre project,” said Harrison. its plans in FTTP. industry summit last month. “We are accelerating our roll “We want to give Openreach 54 This comes at a time when out and taking the York model the volume guarantees it needs investment talks to beef up to three more cities – Harrogate, to de-risk its own build. Comms People TalkTalk’s own altnet, Fibre- Knaresborough and Ripon. “On this, conversations are This month’s Nation (launched in 2018) are “But we need a solution for well underway. In return, we movers and shakers advancing well as are discus- the whole of Britain, which is need a realistic commercial deal sions with Openreach on a long- why TalkTalk’s second strategic that works as well for CPs as it term demand-led partnership. course is our relationship with does Openreach.” See page 40

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3-18 Industry News Catch up with events in comms 20 News Interview Vaish on course for digital leadership 24 TalkTalk ups the Not all Business Matters Broadsofts are Corporate activity created equal picks up the pace Introducing the VanillaIP HPBX Education User - £1.30 per month 26 ante in full fibre News Interview TALKTALK has ramped up its full fibre play as it seeks a major investment Foehn’s campaign to drive FibreNation and forges ever closer links with collaborator Openreach. ‘perfectly timed’ Join the webinar vanillaip.com/webinars SPECIAL REPORT FibreNation has tested and Openreach and the scale we can trialled full fibre in York which bring with our wholesale B2B 52 TalkTalk CEO Tristia Harrison is now hailed by TalkTalk as and retail customers. (pictured) has signalled the Britain’s first true Gigabit city. “It’s important that we con- Market Review firm’s intention to be at the cen- “We have a simple two- tinue to have an ongoing dia- The single solution tre of the UK’s full fibre debate pronged strategy to ensure we logue with Openreach to make to cyber threats based on a hybrid strategy she are at the heart of the nation’s sure we can commit our scale to revealed at TalkTalk Business’s full fibre project,” said Harrison. its plans in FTTP. industry summit last month. “We are accelerating our roll “We want to give Openreach 54 This comes at a time when out and taking the York model the volume guarantees it needs investment talks to beef up to three more cities – Harrogate, to de-risk its own build. Comms People TalkTalk’s own altnet, Fibre- Knaresborough and Ripon. “On this, conversations are This month’s Nation (launched in 2018) are “But we need a solution for well underway. In return, we movers and shakers advancing well as are discus- the whole of Britain, which is need a realistic commercial deal sions with Openreach on a long- why TalkTalk’s second strategic that works as well for CPs as it term demand-led partnership. course is our relationship with does Openreach.” See page 40

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EDITOR’S COMMENT Masergy set NEWS ROUNDUP FOR those still stonewalling KELWAY founder Phil Doye the realisation that the UK’s has acquired York-based SBL comms infrastructure is and will lead the business as undergoing an irreversible CEO. Kelway was acquired by transition – with full fibre for big push US Fortune 250 technology the accepted future of giant CDW in 2015 for fixed line connectivity – the $431m. Doye said he will provide SBL with follow-on Stuart Gilroy launch of EE’s 5G network and accompanying business funding to drive organic proposition last month should serve as a very loud wake and acquisitive expansion. up call. The roll out of EE’s 5G across key cities (see page 14) shows the limitations of any reseller business’s long- OVER 1,100 Swindon term strategy that does not take into account the digital businesses now have access transformation that is happening under our noses. to gigabit-capable Internet It is natural that centres of high demand, the low services from CityFibre hanging fruit, will be hotbeds of early competition and Steve Harrington offered through its exclusive implementation. It is equally inevitable that once those launch partner Excalibur. highest demand areas are served the focus will spread MASERGY’S channel expan- Masergy has focused on acc- Elsa Chen, CEO of CityFibre’s to all parts of the UK. That is a fact. What is not so sion campaign continues at pace ount mapping, business plan- wholesale business Entanet, certain are the timescales. But we can be sure that strong as it seeks to work with more ning and joint marketing pro- commented: “This future competition among operators will grease the wheels than 150 partners by the end of grammes with channel partners. proof infrastructure is exactly of 5G’s rolling campaign convoy across the nation, and the year, building on the near-80 “Through a series of on-site what a modern digital city coverage may occur far quicker than we imagine possible. existing partners, half of which and virtual training plus product needs, unlocking world class On the question of the future look of 5G’s role in were recruited during the past and technology specific certi- connectivity speeds of up business communications, there is a notion that 5G will 12 months. fication programmes, partners to 1Gbps that will enable function more as a back-up than primary network, which The provider of managed are equipped with specialist local businesses to succeed is the general consensus. Perhaps the bigger question is SD-WAN, cloud communi- knowledge and the means to productively and profitably.” just how far that consensus is an assumption. The truth cations and managed security sell and promote solutions to is that we don’t yet know how 5G might impact fixed solutions has also gained trac- enterprise customers globally,” CHARTERHOUSE Voice & line revenues in Digital Britain. We do know, however, tion in developing its alliance said Harrington. Data’s contract win from that the smartphone is king and talk of the ‘death of the relationships in Europe, includ- In a key hire designed to Creditsafe also bagged the desk phone’ has long been heard in industry chatter. ing its Global premier partner- manage channel growth, Emily London-based ICT provider Full fibre and 5G are as much complementary ship with Cisco in the collabo- Nerland (see p54) has joined to record breaker status in technologies as they are potentially competitive. In being ration space. head up the UK channel account 8x8’s partner programme. inter-dependent – as 5G cannot exist without full fibre EMEA MD Steve Harrington management team. She brings Charterhouse signed up the connections in the ground – the common factors that link said: “We’re amplifying partner much experience of the UK global business credit report both next generation fixed and mobile connectivity may revenue capabilities and driv- channel having worked for a provider just six weeks into need to be reflected in the portfolios of ICT resellers to ing new opportunities in the number of service providers. a partnership with the US offer choice. It’s a dynamic that may ultimately reshape channel. In order to continue Nerland stated: “The mar- headquartered cloud comms how the channel is served by its connectivity providers. this success, the UK account ket opportunity for our partners firm. “We had a gap in our management team has doubled, is boundless and we are pos- portfolio for a pure cloud Stuart Gilroy, Editor and we’ve bolstered our partner itioned to help them achieve provider,” said Charterhouse training programmes.” their goals.” See page 22 CEO Mark Brooks-Wadham.

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COMMENT: THE RISE OF SERVICES VMware specialist THE way progressive distributors are offering services is transforming, but in many ways the requirements of resellers are the same. pocketed by Node4 They want to improve their margins, profitability and VMWARE’S 2019 Cloud Par- cash flow to drive business tner of the Year Secura has been growth. They also want snapped up by Node4 for an undisclosed sum. David Nelson a differentiated customer proposition, the opportunity The deal is Node4’s fifth and to sell more services and add-ons and thereby create a largest acquisition and boosts much deeper and longer relationship with their customers. its managed cloud hosting The demand now is for a slick and simple process that proposition while strengthening gives the customer a subscription-based contract which is its presence in the ISV market as easy to quote, sign up and deliver as a cash sale. Vendor and SaaS vertical. Node4 will partners have also cited that services are key to growth also leverage Secura’s growing throughout the channel, and shortening the PC/mobile Azure public cloud services. and tablet refresh cycles can offer opportunities for all. The acquisition adds 35 Andrew Gilbert Responding to the rising demand for services Tech employees and over 110 cus- Data has introduced a Tech-as-a-Service programme that tomers and extends Node4’s Node4 CEO Andrew Gilbert us strategically and culturally. allows resellers to combine their customers’ hardware, reach into northern territories. commented on the acquisition: Secura ticks all of the right software and services into a single solution, paid for Secura has witnessed organic “We’ve worked hard to find a boxes as we look to continue to monthly or quarterly. Offerings such as Tech-as-a-Service growth rates of over 40% year- business that is aligned with grow Node4.” deliver bigger deals, higher margins and a more secure, on-year and is forecast to hit close to £5m revenues for the predictable source of income for resellers. From building A BPL Business the quote, credit clearing the customer, sending documents year ending June 2019. Publication via e-sign, and most importantly getting paid, the reseller The deal pushes Node4’s BPL Limited annualised run rate revenues to Highbridge House, 93-96 Oxford Road, is in complete control throughout the process. And it’s all Uxbridge, Middlesex, UB8 1LU, United Kingdom based on a platform that resellers already use every day. almost £55m with £20m coming T: 01895 454542 F: 01895 454413 from cloud services. Editor: Stuart Gilroy Subscriptions The future of distribution lies in platforms such as the [email protected] 07712 781 102 Subscription rates for 12 issues: Secura recently increased UK, £65; Overseas:£80 (incl p&p) Tech-as-a-Service portal, which is fully integrated with Publisher: Nigel Sergent Back issues can be obtained: our eCommerce platform InTouch, so resellers can build a its presence in the Manchester [email protected] 07712 781 106 UK £6 (incl p&p), Overseas £10 each (incl p&p) For subscriptions please call 01635 588 869 mixed basket of all vendor hardware, software, accessories, region with the opening of a Managing Director: Michael O’Brien new office, a key geographic Views expressed in this magazine are not extended warranties and their own services into one [email protected] 01895 454 444 necessarily those of the publishers. No part of this publication may be reproduced without the territory where Node4 has been Sales Director: Simon Turton subscription. Tech Data’s SVP UK&I & Digital Europe, Andy express written permission of the publishers. Gass, underlines the point: “As reseller partners continue looking to expand its footprint. [email protected] 01895 454 603 All trademarks acknowledged. Photographs and to grow we see a need to support investment plans with Node4 confirmed that the Production: Frank Voeten artwork submitted for publication accepted only Secura management team will [email protected] on the understanding that the Editor is not liable focused programmes, make more credit available and for their safekeeping. remain with the business. Circulation 01635 588 869 invest in platforms that enable digital transformation.” © 2018 BPL Business Media Limited. ISSN 1366-5243 Printed by Pensord Limited Got a news story? email: David Nelson, Services Director, Tech Data Member of the Audit Bureau of Circulations ABC total average circulation 15,487 [email protected] (Jan-Dec 2018, 12,480 print, 3007 digital)

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4 COMMS DEALER JUNE 2019 www.comms-dealer.com INDUSTRY NEWS Voice still primary in communications

TRENDS picked out from Toll- ring’s latest growth statistics confirm the continuing primacy of voice and call recording. During March 2019 the com- pany captured nearly 11 million minutes of cloud call record- ings at an average 192,000 call recordings per day within its cloud services. “Voice is still the prima- ry form of communication for customer interactions and call recording remains a hugely important business tool,” stated CEO Tony Martino. Tony Martino “We have seen growth across all deployment methods and our tries through a channel network insights from their communica- compliance centre coupled with of over 80 CSPs selling through tions data, promoting improved our international localisation 800-plus resellers. interaction with their own cus- capability has delivered rapid Tollring’s cloud-based iCall tomers which helps to improve expansion across the globe.” Suite has seen growth in call the customer experience,” com- Total endpoints and licenses reporting analytics endpoints of mented Martino. across all solutions has now 76% in the past year, while The Tollring fraud and credit exceeded three million, repre- cloud call recording endpoints management solution is partic- senting 337% growth in the past have grown 1,203% as more ular popular with over 2.5 mil- year. And the number of busi- service providers have opted to lion end points monitored, cap- ness customers has increased add call recording as a bundled turing over 12,000 fraud attacks 146% across cloud products user option. in the past year. CELLULAR and 19% across on-premis- “Resellers can add value to Got a news story? email: es deployments from 2018 to their propositions by helping [email protected] ETHERNET 2019, deployed in over 20 coun- customers to extract actionable NOW AVAILABLE PTG pins revenue uplift hopes ON 1PORTAL on new Virtual Reality service THE launch of a Virtual Reality “The Google-Glass-style to blend on-the-job training proposition by Pure Technology solution is linked to a Windows with classroom learning. Group (PTG) is expected to 10 wearable computer, integrat- PTG Group COO Cliff Fox help drive a 30% increase in ing with Skype for Business commented: “VR is far bigger Virtual1’s Cellular Ethernet is turnover this financial year. and Microsoft Teams, and aids than just a gaming concept and The new VR service embrac- collaboration between in-house has huge potential to enhance a quick, easy-to-deploy and es a number of augmented, and remote workers. all organisations. secure alternative to wired assisted, mixed and VR tech- “Wearers have full control “This disruptive tech has the connectivity. nologies based on Toshiba over the visibility, recording and power to remould and improve dynaEdge (an Assistive Reality schematics functions, allowing the world of work as we know it, • Fast data delivery wearable device), hyperVSN them to send real-time updates offering a revolutionary advan- • Backup service (holographic emitter technolo- to staff based at the office, and tage for the education, training, gy) and the firm’s own pureVR call for remote support via the maintenance, field service and • Fibre ‘not-spots’ HR Induction development. glass as required.” retail sectors particularly.” “dynaEdge acts as an intui- PTG has already installed the Last year PTG generated tive remote assistance tool,” said solution for a national engineer- circa £28m revenue, acquired PTG’s Technology Solutions ing and services organisation. Keytech Managed Solutions Manager Simeon Banks. The implementation is designed and employed its 100th person. www.virtual1.com To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JUNE 2019 5 INDUSTRY NEWS

COMMENT: PEOPLE MATTERS Pescado set NEWS ROUNDUP FIGURES from the Office for ENGHOUSE Systems has National Statistics show that bagged US-based video unfilled positions in the tech software player Vidyo in sector last quarter rose by a circa $40m transaction, 24.3 per cent compared to a for scale up adding approximately year ago. So, what can you $60m revenues. Vidyo’s do to attract the right talent infrastructure software and boost technology skills? platform incorporates Answer: Find out what people patented video routing, want – rather than act on management and what you think they want. interoperability technologies delivered either in the cloud, Nick Powell Today’s workforce is looking for rewards and on-premise or as a hybrid benefits over and above financial remuneration. It’s solution. “Vidyo’s real-time worth considering the working environment, office video collaboration solutions space and access to wellness facilities. Flexibility in extend our enterprise the way teams work, especially for parents, is also product offering into media high on the agenda. Our industry is always keen to Fraser Watson and content,” commented promote the benefits of flexible working using UC – Steve Sadler, Chairman how about we get our own workforce more mobile. NORTH Wales comms provider our existing customers and have and CEO of Enghouse. When I’m talking to potential recruits and my team, Pescado has reported its best the infrastructure to be able to increasingly I find they want the opportunity to positively year yet following a string of take on board many more cli- A CHARITY fund set up by contribute to society. Our teams can now volunteer through key client wins. ents,” commented Watson. Stonehouse-based 9 Group our Sky Cares programme which gives them access to a In 2018 the Ewloe-based “We now have over 60,000 and supported financially by range of charities across four main areas – homelessness, firm spiked turnover to nearly connected users across all plat- unclaimed cash compensation our environment, loneliness and young people. £11.5m, up £1.5m on the previ- forms, compared to just over following a service glitch Now you’ve acquired your top talent, how do you ous year, and witnessed growth 42,000 a year ago.” has raised over £2,500 for keep them and support them with personal development across all product categories – The company holds Micro- The Prince’s Trust, for which and well-being? Investing in the development of talent business mobiles, connectivity, soft Gold Data Centre and 9 Group is a Silver Patron. leads to happy employees who will champion your phone systems and IT services. Microsoft Gold Small and “We invited partners to brand and be more productive. Our teams have access Pescado also added 10 more Midmarket Cloud solution sta- claim compensation, and to a development hub which includes LinkedIn learning, full-time staff taking its head- tus, and is a Vodafone Total subsequently established a TED Talks and development sessions. We also give count to 65 as it seeks to reach Communications Partner, EE charity fund for any money employees the option to feedback via a people survey. £13m turnover in 2019. Direct Business Partner, Micro- that was left unclaimed,” High performers can come with high expectations so According to MD Fraser soft Gold Partner, Vodafone explained 9 Group MD Adam it’s important to make sure your organisation can offer Watson the firm’s £1m move Fixed Line Service Partner as Cathcart. “Following the them new learning and development experiences to to larger offices two years ago well as having supplier agree- cut-off date to make a claim build on their skills. This will also create a sense of loyalty was a key factor in its growth. ments with Tier 1 carriers Talk- a total of £2,687.82 was when other opportunities come knocking, and support Pescado also has a Northern Talk Business and Gamma. available to donate to The further growth and innovation within your team. Ireland office in Belfast. Pescado in profile – page 30 Prince’s Trust. Collectively “We took the decision to we have helped to make Got a news story? email: Nick Powell, Sales Director, Sky Business Communications move to new, larger offices to a big difference to this [email protected] enable us to meet the needs of exceptional charity.”

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COMMENT: THOUGHT LEADERSHIP Equity bags NEWS ROUNDUP WHAT is the value of thought BUILDING on its collaboration leadership? The telco industry with Polycom, Nuvias Unified is one of the most dynamic Communications has achieved in the world, with constant Distributor status for the Poly challenges and disruption to prime target headset range across the the connectivity landscape. UK, France and the Benelux, By drawing on the expertise following the Plantronics and best practice from a acquisition of Polycom. variety of perspectives from the market, we can learn CERBERUS Networks has from one another, grow launched 1Gbps and 500Mbps stronger together and deliver FTTP services across the UK using the Openreach Richard Thompson excellent value for our customers. As a business, network. “At the same we share thought leadership in a variety of ways. From time as offering increases digital communications in the form of blogs, social in downstream bandwidth, media posts and emails, to relevant industry events. customers can take Last month TalkTalk Business held the Connectivity advantage of a big increase Matters Summit, an event that championed thought in upstream capacity,” leadership and innovation. We like to do things Marcos Reid said Director Bob Hendy. differently, so instead of a standard conference room we chose a venue that reflected our disruptive MAIDENHEAD-based Equity “This is another stepping ANT Telecom has joined forces nature – the Ministry of Sound. As our delegates Networks has acquired Eurotech stone towards building the with Motorola Solutions as entered the venue to the sound of high energy music, Services UK in a £1m-plus all ‘go-to’ managed services pro- part of its PartnerEmpower they knew they were in for something different. cash deal. vider for UK SMBs,” stated Programme. The move Although the day was packed full of insightful The acquisition, which is Director Marcos Reid. “Equity bolsters ANT Telecom’s content from the TalkTalk team, the emphasis was on Equity Networks’ third pur- has enjoyed double digit year- Digital Mobile Radio (DMR) sharing ideas and best practice from experts from a chase and followed a near six on-year growth since we started and related communication variety of organisations. Our business is continually month period of due diligence up as a CSP in 2011. application portfolio. learning, and I firmly believe that listening to guidance and negotiations, brings total “This has allowed us to make and advice from our peers is crucial for our growth. group revenues to over £4m, targeted acquisitions as they NOUVEAU Solutions will In addition to TalkTalk speakers, we invited some of our adds a Hemel Hempstead office become available, and enables offer the Greenbone Security strategic partners to share how they’re using technology and prompted the formation of us to transition customers from Manager appliances as to drive innovation, such as Juniper’s self-driving network, a new holding company, Equity old world technology to next part of its cybersecurity ISG’s robotics initiative and Google’s digital market insights. Managed Services Group. generation cloud services. portfolio following a link We also hold the opinions of other connectivity The acquisition of Eurotech, “Equity Networks has anoth- up with the vulnerability providers very highly, so one of the highlights of the which was established 35 years er acquisition target lined up, management system provider. day was a lively panel debate chaired by our Director ago, is the next step in Equity and will be looking for one or “Organisations are turning of Fibre for Everyone Guy Miller, with Openreach, Networks’ three year plan to two more to ensure we hit our to vulnerability management FibreNation, Gigaclear and G.Network. (See page 40) reach the £10m recurring rev- growth objectives.” solutions to pinpoint and enue milestone, a target set by close weak spots in their Got a news story? email: Richard Thompson, Director of Partners, TalkTalk Business the firm in 2018 and includes a infrastructures,” said Business [email protected] focus on organic growth. Unit Director Andy Stevens.

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NEWS ROUNDUP Bamboo’s on Daisy eyes Kaseya’s CLOUD telephony provider Xelion has signed NDG more buy boosted Technology as a channel partner. NDG Technology will offer the Xelion hosted buying spree and build by funds telephony service to its direct customers and 50-plus reseller ACQUIRING businesses and LAST month’s announcement partners. NDG Technology partner customer bases is again of a $500m acquisition war MD Alex Bentley stated: high on Daisy Communications’ chest raised by Dublin-based “For our customers, Xelion agenda. The company has com- Kaseya was accompanied by means no more in-house pleted a refinancing project and news that the business had telephone systems with long- secured a £100m bank facility acquired ID Agent, a US threat term maintenance contracts. that will see it continue with intelligence and identity mon- They only pay for extensions a buy and build strategy that itoring provider for an undis- that they actually use.” kicked off in 2001 when the closed sum. business was founded. Kaseya’s investors include VANILLAIP has added Akixi Lorrin White and Tech OP MD Sam Wilson Janine Murray, Head of TPG, a global alternative asset products and services to its Acquisitions at Daisy, com- company, and Insight Partners, partner solutions portfolio. CHELTENHAM-based Bam- of years, working together on mented: “There is a perception an existing investor in the firm. “Alongside our partners’ boo Technology Group has providing its customers with in the industry that Daisy is only The company grew circa ability to create feature acquired local business Tech OP connectivity, while they sup- interested in large acquisitions 30% in 2018 having boosted its appropriate user packs Solutions, the first purchase in a ported ours with managed IT – this isn’t the case. We’re look- customer base to 40,000 world- we have now delivered an buy and build strategy designed services and cyber security con- ing to acquire all types of busi- wide, as well as completing and enhancement to critical to develop the business as a sultancy,” commented Bamboo nesses, in particular UK-based integrating four acquisitions inbound and outbound call high profile independent MSP. Technology MD Lorrin White. telecoms providers that supply including Unitrends, Spanning management services,” said Tech OP was established in “We have ambitious plans a range of traditional telephony Cloud Apps, RapidFire Tools VanillaIP Sales & Marketing 1983 and provides IT managed for the next few years. The past services to SMBs.” and IT Glue. Director Iain Sinnott. services to SMBs across the 24 months have seen us focus Daisy has completed more “Technology is becoming south west region where it has on and invest in our internal than 60 deals over the past ten more critical for small to mid- INTEC Business Solutions has built a reputation as a cyber processes, quality standards, years including last year’s pur- size businesses, and whether acquired Vision Corporate security specialist. new talent, further digital trans- chase of long-standing partner they receive it from a managed Services. The deal forms part The firm also develops web formation and automation to DV02 and direct EE partner service provider or their own of inTec’s model to build a and mobile logistics applica- enhance our service provision. Voice Mobile. internal IT department, they network of telecoms partners, tions to support customers in “With these elements com- want more efficient solutions then expand their product and delivering outsourced Gov- plete and key new members of that yield greater results,” said service portfolios and later ernment contracts (in the UK the team in place, we are now Fred Voccola, CEO of Kaseya. acquire a controlling interest, and Australia). It also develops moving to the next stage of our The managed services mar- but the partners’ identity and delivers software solutions growth plan and ramping up ket is expected to grow from and management remain the for the niche Justice sector our activity with an aggressive $180bn currently to $282bn by same. inTec has secured £4m around prisoner escorting and acquisition strategy.” 2023, a compound annualised in growth capital to fund its offender tagging services. growth rate of 9.3%, according Got a news story? email: development of technology “We have been partnering to market research firm Mar- [email protected] solutions partnerships. with Tech OP for a number Janine Murray ketsandMarkets.

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Digital Wholesale Solutions Comms Dealer Partner with us June19.indd 1 23/05/2019 11:28:02 INDUSTRY NEWS Jola claims Italian buys Oncore IT Orange’s a channel alights on European trailblazer IG Group UK Fuse Tech build up

JOLA is claiming a channel first UC PROVIDER Fuse Techn- ORANGE has strengthened with the launch of self-service ologies has been snapped up its already strong play in the Private APNs. The portfolio by Oncore IT, which itself was European security space with offers four variants – Private acquired three years ago by US the punchy acquisition of APN, Private APN with Internet headquartered $24m managed SecureLink, just months after Breakout, Private APN with service and cloud solution pro- the French comms giant bagged VPN Interconnect and Private vider Ergos. SecureData in January 2019. APN with Public IP Addressing. The deal gives Ergos’s UK The SecureLink deal, which Each product is available operation the Unified Comms valued the Netherlands-based to order, provision and modify capabilities that already exist in cyber security firm at over within Jola’s Mobile Manager the US business. £444.3m, extends Orange’s SIM management portal, from Enrico Donati and Matthew Ellis The acquisition also adds European footprint and increas- where resellers can set alerts, 10,000 users primarily in finan- es its capabilities. run reports and monitor usage. CX FOCUSED Assist Digital “The IG Group’s global cial services, construction and With almost £214m reve- “The products offer a secure, has acquired IG Group UK for customer base, knowledge and professional services. nues in 2018 SecureLink is one remote access platform that an undisclosed sum. strength in analytics gels with Ergos intends to grow the of the largest independent cyber lets resellers extend their IT The move bolsters Italy- our existing skill sets.” UK business through further security providers in Europe. security controls to their end based Assist Digital’s play in IG Group UK MD Matthew acquisitions to match the size “Cybersecurity is a priority users’ mobile workforce, wher- the global digital transformation Ellis commented: “This is a and growth of the US operation. for companies of all sizes, and ever they are,” said CTO Adrian market where it is seeking to defining moment for our com- Oncore IT CEO Michael we believe the two most import- Sunderland. “Until now only the widen its skills base and build pany and one we’ve been build- Croft commented: “The UC ant success factors are scale MNOs could provide Private its presence in the UK and other ing towards for the past decade, expertise of Fuse Technologies and proximity,” said Hugues APNs and there was no white European territories. which has seen us focus on strengthens our UK portfolio.” Foulon, Executive Director of label portal to manage orders. IG Group’s expertise spans enabling clients to make strate- David Redmond, CEO at Cybersecurity at Orange. “Resellers want the abili- a broad range of capabilities gic sense of their data. Fuse Technologies, added: “By “Scale because today’s ty to create and manage their including a data analytics “This acquisition provides becoming part of Oncore IT and threats are global, complex and own secure private APNs and department, business transfor- the springboard we need to Ergos our clients have an oppor- require matching protection Mobile Manager allows them to mation experience and a cus- move to the next level.” tunity to benefit from enhanced capabilities. Proximity because do just that.” tomer experience practice. This latest transaction fol- services and global opportuni- in the global IT world you want Enrico Donati, co-found- lows Assist Digital’s purchase ties for business growth.” a trusted local partner to secure er and Executive Chairman of of Attoma just weeks ago. Ergos is based in Houston your most strategic assets. Assist Digital, said: “The com- Attoma is a French agency spe- and has other offices in Texas, “With the acquisition of plexity of today’s digital and cialised in user research, service New Jersey and Dubai. The firm SecureData and SecureLink, multichannel reality requires and UX design. has technology partnerships Orange has the scale to antic- ever greater design capabilities with Dell, Citrix, VMware, ipate and fend off attacks, as Got a news story? email: to offer customers simple, effec- SonicWall and Microsoft, for well as local defence teams in [email protected] Adrian Sunderland tive and intuitive solutions. which it is a Gold Partner. all the main European markets.”

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12 COMMS DEALER JUNE 2019 www.comms-dealer.com Zen. Greater than you think.

What if growing your business didn’t mean following the crowd? What if incredible connectivity came with award-winning customer service?

If you think Zen is just about broadband, think again. • Ethernet and MPLS IPVPN solutions • Voice services • Cloud and data centre services But if it’s broadband you’re after, then we’ve got FTTP and G.fast as standard. All delivered over our network, the largest independent one in the UK. zen.co.uk/partnerwithus INDUSTRY NEWS Mercer’s big Key cities get Quest for partners growth plan EE 5G service kicks off 5G SERVICES for businesses CONNECTUS CEO Roy Shel- became a reality on May 30th ton and CTO Duncan Shaw when EE launched the tech- have embarked on a joint mis- nology across the UK’s four sion to recruit more partners to capital cities plus Birmingham the firm’s new programme. and Manchester. The Doncaster-based con- Another ten cities – Glasgow, nectivity provider has opened Newcastle, Liverpool, Leeds, the door to its portfolio giving Hull, Sheffield, Nottingham, partners access to a range of Leicester, Coventry and Bristol connectivity options, cloud- – will be switched on to 5G later Gerry McQuade based UCentrix voice and IP this year. CCTV services and its cyber EE also introduced new 5G by turning a 3G signal into 4G portfolio including network plans and a range of six 5G to enable more spectrum. security, penetration testing, smartphones and devices. Phase 2 kicks off in 2021 plus wrap around training, “We’re already working with with the introduction of a full information governance and our customers to help them next generation 5G core net- compliance services. maximise the potential of 5G,” work, enhanced device chipset “Technology continues to Tim Mercer said Gerry McQuade, CEO of capabilities and increased avail- evolve and end users are con- BT’s Enterprise Unit. ability of 5G-ready spectrum. tinuing to uncover new business VAPOUR Cloud is on the hunt next three years, as some of the “It will accelerate the growth In 2023 the third phase will challenges, as a result partners for 10 more partners in a bid newer agreements start to gath- of the UK economy by driving get underway with the roll out must work to modernise,” stated to realise 50% growth over the er momentum,” stated Mercer. a fundamental change in how of Ultra-Reliable Low Latency Shelton. “This new programme coming 12 months. “But the expansion plan does technology supports people, Communications, Network Sli- will better enable partners to Early last year CEO Tim not end there. The search is now enables workplaces and simpli- cing and multi-gigabit-per-sec- service their customers.” Mercer set out plans to col- on for an additional 10 partners. fies business operations.” ond speeds. Connectus is providing laborate with non-competing “In three years time I expect The first phase of EE’s 5G “This phase of 5G will enable self-service and bespoke solu- companies in the tech channel, the uplifted partner portfolio to rollout is a ‘non-standalone’ applications like real-time traf- tions, training and enablement targeting 10 partners. be generating £8m of revenue deployment built on top of the fic management of fleets of tools. A new portal is planned The seven partnerships per annum.” EE 4G network. Customers will autonomous vehicles, massive to launch this summer. See p34 secured so far have delivered Vapour grew by 51% in 2018 connect to both 4G and 5G at sensor networks with millions shares in deals worth £2.5m, and expansion of at least a fur- the same time. of devices measuring air quality and 85% of Vapour’s own reve- ther 50% is anticipated over the Ten more towns and cities across the entire country, and nue is now partner based. next 12 months. are planned to get 5G in 2020. the ‘tactile Internet’ where a “These relationships alone EE is also expanding 4G sense of touch can be added to Got a news story? email: look set to generate £6m of total coverage into rural areas, add- remote real-time interactions,” [email protected] Roy Shelton contract value revenue over the ing more capacity to 4G sites stated McQuade.

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14 COMMS DEALER JUNE 2019 www.comms-dealer.com Good things come in small packages... Combine your hardware, software and service solutions into a single, manageable payment for your customers.

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BRINGING VENDORS Study points to UC TOGETHER WITH THE SME RESELLER adoption bonanza

UC INVESTMENT rates across the planet will increase signifi- cantly according to a survey by Expanded for Ribbon Communications. 2019! It found that many organ- isations yet to invest in UC Exhibitor Zone technology plan to do so over the coming two years, with 68% of large (more than 1,000 employees) companies and 46% of small (1-20 employees) com- panies set to adopt UC during the period. Among mid-sized organ- isations, 67% of respondents with 21 to 100 employees and 71% of respondents with 101 to 1,000 employees plan to adopt some form of UC in the next two years. “Clearly, the UC value proposition resonates cross-market and cross-indus- Patrick Joggerst try no matter the size of the company,” commented Patrick small ones (10%), inverting the gamut from DDoS to rob- Joggerst, CMO & EVP of Bus- the notion that smaller firms ocalls, and 83% want their UC iness Development, Ribbon. are the first to leverage new providers to be responsible for “Our findings highlight the technologies. “The research providing protection.” significant market opportunity also highlights security’s key The survey questioned 4,800 to serve these organisations.” role in a comprehensive UC decision makers in 23 countries. The research also found that solution,” said Joggerst. “Over Got a news story? email: UC adoption is more advanced 55% of respondents have been [email protected] (41%) in large companies than victimised by attacks running www.margin-in-voice-data.com Small firms urged to adopt AI now or risk losing out to rivals

SMALLER businesses too slow 1,000 staff) intend to adopt AI; to adopt AI risk damaging their as do 38% of businesses with future competitiveness, claims 51-200 employees and 37% of PARTNERSHIP DEVELOPMENT MANAGED MEETINGS THOUGHT LEADERSHIP SOCIAL NETWORKING Mark McHale, VP UK&I for the companies with between 200- enterprise computing solutions 1,000 workers. GOLD SPONSORS business at Arrow Electronics. “While some sectors have “It’s never too early for implemented AI solutions to SMEs to begin thinking about take away the responsibility of new technologies,” he said. repetitive tasks – particularly in “Adopting AI strategies now, the health, retail and financial however embryonic, lays the services sectors – we’ve only

SILVER SPONSORS foundations for future growth just scratched the surface of and makes adoption a more Mark McHale AI, deep learning and machine seamless process.” learning,” added McHale. McHale’s call to action ing 11-50 staff plan to incorpo- “Smaller businesses are in follows research by Arrow rate AI into operations. danger of losing out. Now is the Electronics which showed that In contrast, over two thirds ideal time to embrace AI and get

EXHIBITOR ZONE HOSPITALITY just 17% of small firms employ- of large businesses (with over ahead of the competition.” SPONSOR To advertise in contact The Sales Team on 01895 454411 16 COMMS DEALER JUNE 2019 www.comms-dealer.com Telecom billing and provisioning market leaders the Powering your potential power of Tyson with the magic of Poppins

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020 8614 9090 unionstreet.uk.com NEWS INTERVIEW Cloudbox unveils combined service package for SMEs

n ‘all-in-one’ IT and comms solution for SMEs launched by IT MSP ACloudbox UK plugs a gap in Build your channel the channel market and will transform how smaller firms with Comms Dealer purchase and consume ICT services and support, claims CEO Nick Goodenough, who was formerly Partner With Comms Dealer magazine, Service Director at Spitfire. reaching & influencing more resellers in the UK than any other The channel-ready cloud- channel publication or website is based IT-in-a-box proposition Nick Goodenough includes IT solutions, security as simple as ABC. and support and simplifies the flexibility to scale up or month, Cloudbox gives SME the adoption of technology down as they require.” owners the freedom to focus by standardising services on their business instead of • Comms Dealer magazine across organisations using a Goodenough noted that worrying about IT issues or Comms Dealer’s ABC audited circulation provides per user monthly subscription the proposition also offers costs,” added Goodenough. the largest requested audience of UK resellers. model. Cloudbox’s channel unlimited IT support (Average Monthly Circulation 15,487)* proposition is designed for all devices including Standing alongside for a range of partners desktop, laptop, tablets and Goodenough are Cloudbox • www.comms-dealer.com including those without the mobiles, including change UK Directors Justin Trent, Our ABC audited website provides 24/7 access to channel news and is the only ICT channel magazine wherewithal to provide a fully requests and new device Oliver Potgieter and Nick to independently audit web traffc managed IT service; smaller configurations. “Small Watkins – all previously (Monthly average unique browsers 21,100/month)** IT companies that prefer businesses especially struggle known to each other to outsource ICT solutions with budgeting for IT services having worked together • Comms Dealer Weekly e-news and be more hands-on with and our unlimited support in their relative and prior Comms Dealer’s weekly, ABC audited e-newsletter on-site customer service contract protects them from capacities as customers, delivers the latest, breaking news to the UK ICT and projects; and comms unexpected costs, delays and suppliers and partners. channel. resellers wanting to add IT disappointment,” he added. “Everything we have learnt (Average Weekly Distribution 15,576)*** managed services to their “Charging separately for IT is distilled into one easily If you want to engage with the UK partner channel in traditional telco portfolio. support leads to problems understood and simple-to- print, digital or direct to desktop, talk to us now and and is a legacy of the old use solution that covers what fnd out why Comms Dealer is the best choice for “Cloudbox incorporates break-fix model of IT. Properly most small and medium reaching more UK resellers than any other channel magazine, website or newsletter. email, 10 year email specified and managed IT businesses need from their archiving, file sharing, should not go wrong.” IT,” stated Goodenough. Simon Turton compliance, full backup, E: [email protected] antivirus, full endpoint Investment Cloudbox began its T: 07759 731134 security, collaboration Goodenough said Cloudbox commercial life in 2011 tools and Office 365 into has invested heavily in and has offices in the UK one package, taking the automated scheduled and South Africa. The complexity out of IT,” stated maintenance and security company serves over 200 Goodenough. “With no management (including businesses. As well as its unexpected costs budgets patching and constant core product Cloudbox can be projected more monitoring) to guard against provides supplementary accurately, and with only IT downtime. “Through services including on-site one set of licences to offering all-inclusive IT and infrastructure, Microsoft Azure * Member of the Audit Bureau of Circulations ABC total average manage customers have support at a fixed rate per hosting and IP telephony. n circulation 15,487 (Jan-Dec 2018, 12,480 print, 3007 digital) ** www.comms-dealer.com Online property (1st January 2018 to 31st December 2018), (Monthly average unique browsers 21,100/month) *** Distribution of weekly email newsletter (1st January 2018 to 31st To advertise in December 2018, Average Distribution 15,576 contact The Sales Team on 01895 454411 18 COMMS DEALER JUNE 2019 www.comms-dealer.com

BUSINESS INTERVIEW Vaish sets course for digital leadership

For Manchester-based Vaioni Wholesale, digital transformation leadership in the channel is beckoning – so let’s see how Managing Director Sachin Vaish built a strong and rapidly growing contender, from scratch, in the fast moving and critical connectivity space.

resh from a two year stint working in the banking and manufacturing sectors Fand seeking to re-experience the excitement of a childhood immersed in the first wave of computer games, a budding Vaish plunged into the tech sector, setting up a small IT business that was founded more on enthusiasm than industry knowledge. “It was the start of the Internet boom, so exciting times,” stated Vaish. “This is still an amazing industry.”

Vaish sold the business in 2006 and with the same sense of timing that aligned his first enterprise with the Internet boom he established Vaioni Wholesale in late 2008 just as Ethernet was taking off from the launchpad. “But the industry was slow to move, cumbersome and a hassle, with only four major players in the market – BT, Telewest, NTL and C&W,” stated Vaish. “Getting Sachin Vaish anything out of these guys that remotely resembled a quote within a timely period There is a fine line between success and failure when you was a struggle. So I built a connectivity company make big changes, particularly with people that enables businesses to procure Ethernet faster, how good the business really and connectivity products our transaction customers, and your capabilities, the easier, and supported was,” he added. “When we and currently serves over who just need us to be relationship is truly tested.” by customer service.” signed the deal I recalled how 200 UK partners; and Vaish competitive and engaging it all started in a small rented counts himself as one of no matter how small the Vaish identified his primary A big challenge for any start- bedroom. The company is the first providers to offer requirement or challenge. growth market as larger up is reaching the £1 million burgeoning now, we have a an automated quote portal, And bigger partners who bandwidth businesses turnover milestone while recurring revenue base, key which was launched in need us to be agile, available, where there is a need for also being profitable, which staff in every department 2011, and an online ordering strategic, deliver on time automation to facilitate what Vaish achieved with aplomb. and a network carrying function. “Our Ethernet and help outsmart the he calls ‘hyper-technology’ – Another turning point was traffic that is visible.” footprint (VEN) extends competition. When you are where customers can apply a fundraise in 2013. “This across 200,000 postcodes, so dealing with multi-million real-time changes to in-life process was a journey of Vaioni Wholesale aggregates we really get our industry,” pound contracts and the service. “It’s about providing learning and discovery about operators, technologies he explained. “We have partner is fully reliant on you an agile set of technologies

20 COMMS DEALER JUNE 2019 www.comms-dealer.com Vaish sets course for digital leadership

and tools to give customers assess how we can address the best infrastructure them. The combination of Just a minute with possible,” commented these approaches helps us to Sachin Vaish... Vaish. “So we are putting a think better, build better and huge focus on developing innovate with precision.” Role model: I admire Not all our network, core and LLU, people who make a automation and product Vaish believes that innovation success of their life. This development to hopefully in the industry is at an all is not about money – Broadsofts one day lead the digital time high and he is especially success can mean anything transformation market.” interested in the potential What talent do you applications of Artificial wish you had? To are created Fast growth Intelligence. “Amazon predict the future He expects Vaioni Wholesale is looking at predicative Tell us something about to grow by 20 per cent this ordering – predicting what yourself we don’t year and forecasts a 300 per you will need to buy next, know: I saved a man’s equal cent hike in profit. Not for ordering it for you and life when I was 17 nothing has the company delivering the same day,” Name three ideal dinner been recognised by the he commented. “In our guests: Alan Sugar, I think Drive up your long Northern Tech Awards as industry, we can think he is ‘the dude’; Robert one of the fastest growing about how AI can drive De Niro, I watched him term margin with technology firms. “We are more efficiency across our in many films growing aiming to employ 65 people networks, automating up, he is a legend; and my two daughters during the coming 12 to certain tasks, automatically VanillaIP Eternity because I love them 18 months,” added Vaish. changing the flow of traffic “These numbers reflect the away from potential at-risk Your main strength and Licenses what could you work on? recent requirement for me links or possible congestion I am compassionate and to bring in a leadership and where it exists. We can care about the successes middle management team. extend this out to the of my people, but I could Relinquishing responsibility customer through more work on my patience and while ensuring high intelligent management and accepting that sometimes productivity brings its own efficiencies when building things don’t work out challenges. Good managers and maintaining networks.” Biggest risk you’ve taken? benefit the business. Bad Starting a business ones damages us. There That Vaish should ever mull What do you fear the is a fine line between over the impact of AI on his most? Failure. Business success and failure when business was unthinkable owners put so much you make big changes, when he formed the on the line. If we fail, particularly with people.” company 11 years ago. Then we don’t just fail as again, there was no time an individual, we fail With a strong leadership for such contemplation. everyone around us team in place Vaish is now “From the outset I did a lot In hindsight: I would focused on refining the of the selling, marketing, have brought in a sales business through automation invoicing, service delivery leader much earlier, and and innovation. “To spark and tech support myself,” sought help. I did not surrounded myself with innovation there is nothing he said. “When you run a people who could help better than a brain storming business it can be stressful me on my journey session,” he explained. and emotionally draining, If you weren’t in IT what “Markets and vendors also especially in the early years. It would you be doing? play a significant role in can make you unwell if you Running another business what happens next. Consider are not careful. The key to How do you relax? SD-WAN – new technology managing pressure is to work Increase long- Create a Mix it in Time with my kids, and a lot of hype! But it hard, play hard, take time term margin committed with 30 day friends, watching on core user and forward licenses and gets people thinking about out, think about the bigger movies and cooking services focused other VanillaIP technology in different picture and accept that you Industry bugbear: The partnership services or 3rd cannot do everything yourself ways. Then we have partner delivery of Ethernet. party products engagement. We spend time – while having fun! This way It’s mind-boggling why with our key contacts to we will become a key player it’s such a problem understand their challenges in the market. The wheels are for our industry and customer demands and already in motion." n To advertise in Join the webinar vanillaip.com/webinars contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JUNE 2019 21 NEWS INTERVIEW Harrington ramps up Masergy channel

Masergy: A channel business transformed by PE-led acquisition, investment and a leadership restructure that includes the instatement of entrepreneur cum channel builder Steve Harrington as Managing Director EMEA, perhaps the company’s most significant channel-focused appointment to date as he seeks to double revenues post haste mainly through partnerships.

he appointment Harrington. “We developed of Harrington in our global software defined January this year was network to be a platform an astute move by to deliver other managed TMasergy, and a key step in enterprise services such as a restructure which began UCaaS and our cloud contact in 2016 when the Texas- centre solutions powered based company was acquired by Cisco. In the past few by US private equity firm months we integrated Berkshire Partners for close key security features to $1 billion. Harrington directly into our managed was previously Masergy’s SD-WAN solutions.” Director of Channel EMEA, having joined the business in Harrington cited a Gartner March 2018. The subsequent survey in which two thirds appointment of CEO James of organisations indicated a Parker (who previously clear preference for managed held leadership positions at SD-WAN solutions versus Microsoft, CenturyLink and buying unmanaged edge Tata Communications) six devices for their corporate months later signalled the Steve Harrington network. “We’ve seen start of a channel programme interest in SD-WAN across expansion campaign across the board from both partners EMEA and new investments We are focused on elevating our brand and end customers,” added in product engineering, sales Harrington. “It makes sense and marketing. “Although awareness in the market. We have a fantastic as more business apps and we were already a global IT functions migrate to the organisation, Berkshire’s story to tell and want the channel to hear it cloud and more enterprises investment helped to operate in multi-cloud scale our business,” years, mainly through our customers and partners,” itself as a pioneer in software environments. As always, stated Harrington. “We joint sales with channel stated Harrington. “The defined networking and now security is top of mind for all are hiring a significant partners. As a kick-off play biggest opportunity is in delivers managed SD-WAN, buyers. Thanks to the GDPR, amount of talent across all Masergy has embarked on selling managed SD-WAN cloud communications and data security and privacy is levels of the company.” a strategy to raise brand into the enterprise. We see managed security solutions to an area of major concern awareness among enterprise a lot of turnover in multi- global enterprises. Following for every organisation.” New arrivals include a Chief customers and channel cloud enterprises when a number of acquisitions, the Revenue Officer in February, partners around its three their unmanaged SD-WAN first in 2012, Masergy added Masergy’s managed SD-WAN a Chief Human Resources core solutions – managed doesn’t work as well as the into the mix cloud-based solution includes integrated Officer and former TalkTalk SD-WAN, managed security pilot because it can’t scale unified communications as a next generation firewalls with Business International and cloud communications. or becomes too costly. That’s service (UCaaS) and managed Unified Threat Management; Carriers Account Manager why we made our Managed security with detection and enterprises can readily Emily Nerland as Channel Masergy is investing SD-WAN a turnkey service.” and response solutions. bundle in advanced security Director EMEA in May. especially in resources and with Managed Detection and The appointments are an personnel through its global Pioneering pedigree “Masergy built a managed Response (MDR) services with important component of channel programme. “My Masergy was founded in global network that was 24/7 security monitoring. Masergy’s plan to double job is to scale our growth in October 2000 as a managed software defined before the “We have plans to add enterprise revenue during EMEA while sustaining the network services provider, term was common parlance more AI features and true the coming three to five personalised experience for but it soon began to show in the industry,” stated zero-trust security for our

22 COMMS DEALER JUNE 2019 www.comms-dealer.com Harrington ramps up Masergy channel Join our national partner programme

managed SD-WAN solutions development funds, and pre to simplify management of and post-sales support,” Just a minute with customer security,” added explained Harrington. Steve Harrington... Harrington. “The momentum is there for Masergy and He is deploying channel Role model: Author FED UP OF BEING our partners to deliver a strategies in a space well and philanthropist Tony secure managed SD-WAN known to him since 1994 Robbins, probably the solution that facilitates the when he first entered only real genius I have CIO’s IT initiatives while the networking and met. He is inspirational SHACKLED TO and exudes a passion to keeping the CISO happy.” communications sector. help others achieve their Previously in his career life and business goals SD-WAN opportunity Harrington built companies LEGACY DSL IDG stats show that almost from the ground up and What talent do you wish To not sleep 70 per cent of enterprises completed three successful you had? and still feel fantastic are either actively researching exits. “Understanding market NETWORKS? and piloting SD-WAN or trends, customer challenges Tell us something about already have some form and the channel ecosystem yourself we don’t of SD-WAN on their is a huge advantage,” he know: I owned a prize winning donkey called corporate networks. But added. “Starting my own Denzel Washington the opportunity does not companies and building end there. Harrington noted businesses with others keeps Name three ideal Our Virtual Core that there is a wide scope you down to earth and helps dinner guests: Arnold Schwarzenegger, anyone for partners to upsell a you to grow personally from who has reached the top managed SD-WAN solution lessons learnt along the of their game in three Proposition puts the to UC and managed security. way. For example, I would completely different “In these cases we engage have been less cautious and fields is incredible; with our partners to build learnt to embrace market Jonathan Ross, I love Power in Your Hands customised bundles,” he trends faster. That is what his humour; and my added. “It’s easy for partners excites me about Masergy grandmother, she was a to not only sell the value of – we are always thinking legend and would keep Your own virtualised core network across 18 Masergy Managed SD-WAN about what’s next and how the other two in check to their customers but we can innovate faster.” Your main strength and data centres with 16 carriers ‘on net’ also gain a steady revenue what could you work stream for a long time Harrington is as sensitive on? I can plan and Own your base of DSL customers by having off those customers.” to the positive influence execute on goals and bring focus and energy your own realm and IP range of his past experience as to a project; but may Masergy’s global partner Masergy is at being attuned be too frustrated when The power, resilience and investment of a programme is designed to to the future direction of the things don’t progress work with different business market. “My understanding as fast as I would like national network aggregator models, including VARs, of the enterprise networking, Best advice you have master and sub-agents, comms and security been given: You are the The ability to manage, consume and system integrators, solution markets coupled with my company you keep diagnose services via our self-serve portal, providers and consultants. experience working with One example of something In addition to managed enterprise customers as well Dash. you have overcome: I SD-WAN the programme as channel partners gives was born basically blind allows partners to leverage me an advantage in scaling Industry wish: The sector Masergy’s skills in servicing our business in the EMEA needs more diversity global customers with region as we execute on our If you weren’t in ICT solutions such as UCaaS, channel-first strategy,” he what would you be intelligent SIP trunking, cloud said. “My current priority is doing? Running a CALL 0345 457 3411 contact centre and managed to complete the build out of fitness centre in Italy security with detection and our team while maintaining Biggest risk you have TODAY response solutions. “We our culture and 99 per cent taken? Starting a business provide our global partners customer retention rate. We while broke. The rationale with a monthly residual are also focused on elevating was that I would rather compensation structure our brand awareness in the be master of my own 0345 457 3411 along with certified product market. We have a fantastic destiny long-term and training, joint business story to tell and want the take the hit short-term newpartner@fluidone.com plan mapping, market channel to hear it.” n www.fluidone.com/partners

To advertise in FluidOne - leading connectivity provider to UK Channel Partners contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JUNE 2019 23 BUSINESS MATTERS Corporate activity picks up the pace

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

s in the broader world, Sabio and 4net grew Megabuyte strongly, while comms and universe, corporate IT service providers also activity continued achieved double digit organic Aapace in the Telecoms growth including Gamma Services peer group in the and Charterhouse Voice and last quarter. This included Data, while LoopUp did the several proposed take privates same in conferencing. M2M of some under performing players Telit and Wireless infrastructure-heavy Innovation and comms and companies (Inmarsat, Manx IT service provider Adept Telecom and KCOM, for 8.7- Technology progressed, but 12.8x current year EBITDA), there was more mixed fare continued private equity from the listed Maintel and interest (G3 and FluidOne), Redcentric, and Equistone- Philip Carse more fibre fundings, this backed mobile support time for start-ups (Toob services provider WHP. and Jurassic), and strategic Among the connectivity players, M&A (by Adept, Ask4, Aerial Scorecard updates Direct and Commify among Megabuyte has developed Exponential-e and Ask4 maintained their others). Telit eventually sold a company ranking its car M2M division that methodology called the consistent growth records, while Zen Internet was first announced last Scorecard, based on growth, summer. These take privates margins and cashflow. The started to see the benefits of growth follow that of tax software Telecoms Services peer provider Tax Systems by group has a Scorecard investments and has set out ambitious plans Bowmark, for 12.3x EBITDA, rating of 48, versus 50 for and infrastructure-heavy the Megabuyte universe. & Connectivity on 60 and euNetworks), while last Share. This was buoyed by peer CityFibre last year. Its medians are: 6.6% for 57 respectively, with the quarter’s lone Comms & IT 35-45% increases for KCOM, one-year organic growth two Reseller categories reseller Bistech has now been Manx Telecom and Inmarsat While there was a relatively (second quartile), 11% for (Comms & IT and Satellite) joined by Charterhouse (+8 on take private approaches, limited number of results three-year revenue growth and Specialist Telecoms points), with conferencing’s aided by Telit (+37%) on and updates this quarter, (highlighting considerable just below the average at LoopUp still in the top ten improved financials, Gamma several companies achieved M&A; also second quartile), 44-47, and Communications despite its score falling four (+39%) on strong growth double-digit organic 12% for EBITDA margins Implementation performing points on its recent results. and Redcentric and Maintel growth, no mean feat in a (third quartile), 0.2pp for poorly at 32. The main top ten casualty (19-21%), with the latter two static UK telecoms market. EBITDA margin expansion was WHP, whose score fell presumably relief following Among connectivity players, (third quartile), and 86% Leaderboard 14 points on recent results. difficult 2018s. n Exponential-e and Ask4 and 53% for OCF and Reflecting this, the peer IS Research publishes www. maintained their consistent FCF conversion of EBITDA group top ten includes a Telecoms Services has megabuyte.com, a company growth records, while Zen (both second quartile). strong showing by M2M performed broadly in-line analysis and intelligence Internet started to see & Messaging companies over the last three months, service covering over 1,300 the benefits of growth There is a wide divergence (Commify, Wireless Logic up 13% versus 15-16% public and private UK ICT, investments and has set out by sub peer group, with and CSL) and Networks for ICT services and the software, media and business some very ambitious plans. connectivity focused M2M & Connectivity (M247, Megabuyte All-Share, and services companies. Equally, in the contact centre & Messaging and Networks WIG, Exponential-e and +8.5% for the FTSE All- [email protected]

24 COMMS DEALER JUNE 2019 www.comms-dealer.com Corporate activity picks up the pace

COMPANY NEWS ROUND UP THE Aerial Group sets out Arrow on track for UK headline declines post MBO ambitions £10m EBITDA reflected handset financing COMMS NATIONAL Accounts to September 2018 Latest results to December impacts, with underlying from Fareham-based mobile 2018 for Growth Capital revenues and EBITDA up AWARDS 2019 reseller Aerial Direct show Partners-backed Arrow 0.6% and 11% to 6.8bn EBITDA up 16% to £6.8m Communications are in line euros and 1.53bn euros. 10th October / Hilton Park Lane on revenues up 7.2% at with guidance from last June £21.6m. In early October and highlight 34% revenue Avaya underperforms, 2018, a bank-debt funded growth to £37.9m (estimated hoists for sale sign HEADLINE SPONSOR MBO saw Aerial Direct +6.8% organic), while stellar Avaya has reported a below merge with sister company EBITDA growth (52% to expectations second quarter Aerial Telephones to create £7.0m) improved margins by to March 2019, with EBITDA a business with pro forma 2.2pp to 18.6%. CEO Chris of $166m down 11% £26.9m revenues and £7.8m Russel highlighted Arrow’s year-on-year on adjusted EBITDA for fiscal 2018, and progress in the integration of revenues of $714m, 6% this was followed by the the four businesses acquired down, while operating March 2019 acquisition of in 2018 and also further cashflow was particularly The CNA Comms National Awards 2019 are now IPCortex, adding £0.4m organic growth (particularly poor at $37m – consensus open for entries and we have a great set of EBITDA on £1.25m revenues. within hosted and mobile) was for a flat quarter. While awards for you to engage with this year. working towards £10m the company blamed a Reseller Awards TalkTalk broadly in line, EBITDA in fiscal 2019, similar underperformance still to find fibre funder nearly 3x that at which GCP in the prior quarter on the Best Enterprise UC Solution TalkTalk has reported year invested in summer 2016. US Government shutdown, Best SME UC Solution to March 2019 results very this time it was blamed Best Enterprise Mobile/IOT Solution Best SME Mobile/IOT Solution slightly below consensus, 8x8 back on track on execution issues and Best Enterprise Cloud Solution with headline EBITDA up but issues ‘more uncertainly created by Best SME Cloud Solution press reports of an M&A 17% (on restated 2018 measured’ guidance Best Enterprise Vertical Market Solution EBITDA for IFRS) to £237m 8x8 reported a broadly in-line transaction, and the company Best SME Vertical Market Solution (but £3m light of consensus) fourth quarter to March has now compounded the on revenues down 1.3% at 2019, with an adjusted latter by appointing advisers Vendor Awards £1,632m, though with target operating loss of $7.8m on to undertake a strategic Best Call Management Solution review. Avaya also lowered on-net revenue up 3.9% revenues up 18% at $93.8m, Best Billing Solution at £1,236m. The company with the usual driver of full year revenue expectations Best Security Application is comfortable with current growth from enterprise, mid- by 5%. The shares fell 16%. Best Comms Distributor the year consensus of 11% market and channel, while Best Mobile Distributor (New!) EBITDA growth to £263m. the UK business ‘executed BT flags challenging Best IT Distributor extremely well’ with record market conditions Best End Point or Device MLL Telecom reaps bookings. However, ‘more BT’s full year to March 2019 Best Hosted Telephony Platform HSCN benefits measured’ guidance of results were broadly in line, Best SME Telephony System Calendar year 2018 accounts 19% for fiscal 2010 growth with revenue and EBITDA Best Fixed Line Network Provider Best Mobile Network Provider (New!) from Arva-backed network left the shares down 5.2% down 1-2% at £23,459m Best Wholesale Service Provider (Up to £10m) integrator MLL Telecom in after hours trading. and £7,392m respectively, Best Wholesale Service Provider (Over £10m) reflect the guidance of capex up 13% at £3,963m strong profit growth from Vodafone cuts dividend and normalised FCF down Business Awards CEO Gary Marven last year, by estimated 43% 18% at £2,440m. However, Best Channel Support Service with EBITDA up 23% to Vodafone ‘rebased’ (ie cut) reflecting challenging market Best Channel Portal £1.6m on revenues up 37% its 2019 dividend by 43% conditions and the expanded Best Reseller Innovation (New!) at £20.8m, accompanied by to nine eurocents which fibre push, BT’s guidance for Best Supplier Innovation (New!) unusually strong operating will save it an estimated fiscal 2020 of 2% revenue Diversity Award (New!) cash flow. In an update circa 1.7bn euros versus and about 3% EBITDA CSR Award (New!) Marven confirmed continued current net debt of 27.0bn declines is slightly short of public sector success as euros. The full year results market expectancy, though Nine Customer Service Awards the company leverages were in line with EBITDA the company decided to SME Reseller of the Year Enterprise Reseller of the Year its technology-neutral up 3.1% organically to maintain the dividend rather Comms Dealer Entrepreneur of the Year integrator model, but slower 14.1bn euros on revenues than cut it as some press than expected 5G work. of 43.7bn euros. Significant reports suggested. n Deadline for entries 31st July 2019

Register now at www.cnawards.com for entry To advertise in forms, tips and guidelines. contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JUNE 2019 25 MARKETBUSINESS REPORT INTERVIEW Foehn’s Voxivo campaign ‘perfectly timed’

Simplified phone, collaboration and contact centre solutions for SMEs are the order of the day, not ageing and more complex affairs, according to Foehn’s CTO James Passingham and Sales Director Julian Barrow who are on a timely channel building campaign following the launch of demand-led solutions and a solid partner programme.

ichmond-based supervisors control over the Foehn’s just launched customer experience with Business Partner real-time reporting and Programme answers performance management. Rthe channel’s call for a straightforward single vendor It’s fair to say that Foehn solution that encompasses has taken longer than other the three hosted categories vendors to move into the of phone, collaboration and channel, but Passingham contact centre, according says the company has been Passingham. The SME busy developing a market focused partner scheme is advantage that already based on Foehn’s Voxivo outstrips the lead taken by platform, which was built early movers in the distant by the company’s in-house past. “Our new channel development team (and proposition coincides with won the 2018 ITSPA awards resellers telling us that for Best VoIP Software). margins are being squeezed, The platform incorporates omnichannel is out of reach Voxivo Cloud Phone and and many solutions in the James Passingham Collaboration, a full featured market are now showing phone system plus an their age,” he commented. integrated set of voice, video Our focus on getting voice right resonates and collaboration tools. “Our entire platform of Also available is the new Voxivo products have been with many businesses and fills a critical space VoxivoCX Contact Centre launched in the past 18 which gives agents and months – Voxivo Phone for voice optimised CX in the market system in 2017, VoxivoCX Foehn in Profile Contact Centre in April and design, administration be attractive to a broad range services these days. the Voxivo Collaboration and operation of Voxivo of service providers in both Ultimately, we offer solutions FOEHN was founded in suite upgrade last month. products means that partners the IT and communications for improving customer 2000 and has doubled its That means our customers also benefit from rapid sectors. “Our phone and experiences and business headcount and turnover have immediate access to onboarding, channel sales contact centre solutions productivity and need since 2016. Achievements next generation solutions and marketing support and appeal to the SME market partners who understand include an ITSPA award and up-to-date feature the option to use Foehn’s and we’re taking a broad those requirements for Best VoIP Software in sets on a roadmap that we billing service or to bill their view of potential partners and work with decision 2018; Genesys Purecloud believe is already ahead of customers directly. It is even across IT, networks and makers in those areas.” Partner of the Year; many other developers.” possible to configure and cloud services, as well as accreditations with ISO/ deploy VoxivoCX within 24 more traditional business Portfolio picks IEC 27001; and a listing By offering a complete hours. Deployment services communications providers,” The Voxivo cloud phone on G-Cloud for the cloud communications include Foehn’s own cloud noted Barrow. “The typical and collaboration product is seventh year running. Last ecosystem Voxivo enables hosting, number porting, partner profiles of the past designed for straightforward month Foehn collected resellers to build expertise SIP trunking and Internet are obsolete. Managed deployment, configuration Highly Commended around a single platform and access via leased line or services, technical support and management with trophies in two categories create sales opportunities business grade broadband. and consultancy skills have repeat monthly revenues, but of the ITSPA awards – for customers with both changed significantly over VoxivoCX is more suitable Best VoIP Software and phone and contact centre Foehn’s channel recruitment recent years and service for partners with some Best Business ITSP. requirements. Foehn’s campaign is led by Barrow providers can tackle a much contact centre expertise. common approach to the who believes that Voxivo will wider range of integrated “Our experience tells us that

26 COMMS DEALER JUNE 2019 www.comms-dealer.com Foehn’s Voxivo campaign ‘perfectly timed’

the successful deployment of seek simplicity,” he said. development of VoxivoCX any contact centre depends “The impact of business we’ve prioritised voice,” CONTACT on having the know-how alignment and customisation noted Passingham. “It’s to align the customer on system performance still the most frequently experience with business cannot be overstated.” requested communication operations, and requires channel and it’s used for the a clear understanding Nor can the role of agents most important interactions. CENTRE of the challenges faced in the performance of a Customer expectations by agents and contact contact centre system and are shifting towards the FOR BROADSOFT centre supervisors,” added the quality of the customer quality of response that Barrow. “For this reason experience. “That’s why only voice can offer; and we’ll be seeking partners agent requirements are backed up by skills-based with credentials across a central in the design of routing and intelligent IVR range of key criteria.” VoxivoCX,” said Passingham. agents can use voice to “Our clients tell us that the deliver the simplest, fastest What makes a comms most critical requirements response to complex calls. solution fit for a modern are rapid user adoption, purpose? Answer: It’s not a ease of operation and strong “These often involve high complex and inflexible user engagement with the system value transactions, complaints experience, says Barrow, over the longer term. By or emotionally charged who claims that Voxivo’s addressing these issues, issues. So our focus on integrated collaboration the design of VoxivoCX getting voice right resonates suite eliminates the can make significant with many businesses and ‘overload’ which arises reductions in the time, cost fills a critical space for voice from the disjointed mix and resource incurred in optimised CX in the market. of legacy stand-alone contact centre operations.” Voice is a fast, economical CRM collaboration tools that and trusted channel of he says have proliferated Voice matters communication. The over recent years. “For Foehn also focused on customer wants it, the agent many of our clients, their the criticality of voice and likes it and the business legacy systems have evolved improved agent productivity, needs it. Consequently, over time into a complex both considered to be there’s a renewed focus on integration of hardware and foundation stones of contact voice which, in any case, has applications and they now centre design. “In the always been a customer’s preferred channel.”

Alongside prioritising voice Foehn is also looking at APIs and integrating with key business processes. “Our in-house integration skills will continue to play an important role,” confirmed Passingham. “Furthermore, we work with an open source architecture that gives us the agility and flexibility to respond quickly. As a system evolves through its lifecycle so must the provider’s services, so it is crucial to keep moving forward. We have a strong development roadmap for both Voxivo and VoxivoCX and will be releasing new Get Started Today features for both over the coming months and years. www.kakaposystems.com Standing still in this market Julian Barrow means certain failure.” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JUNE 2019 27 THE COMMS NATIONAL AWARDS 2019

10th October / Hilton Park Lane / cnawards.com

Get the recognition you deserve ENTRY DEADLINE JULY 31st 2019 by entering the UK ICT industry’s most prestigious awards process

Now in their 18th year, the Comms National of the Year Award. New categories will Awards is the ICT channel’s most respected recognise channel efforts to improve Diversity and coveted prize and now’s the time to power and CSR (see www.cnawards.com). up your involvement. With past hosts including, Jimmy Nesbitt, Sponsored by 9 Group for the seventh Ronnie Corbett, Patrick Kielty, Rufus Hound, successive year and independently judged Hugh Dennis, Stephen K Amos, Michael by a panel of industry experts, The Comms McIntyre, Vernon Kay and Stephen Mangan National Awards recognises quality across the the entertainment as ever will be top drawer. channel spectrum with awards in both reseller This powerful combination means the Comms (customer solutions) and vendor (service to National Awards is the ultimate evening for the channel) categories. Once again, we will the ICT channel to gather together, recognise also acknowledge the contribution made to the excellence and innovation, network with ICT channel by one special individual who will industry friends and colleagues and, of be presented with the illustrious Entrepreneur course, have some much-deserved fun!

This year’s Comms National Awards, to be held at The Park Lane Hilton on Thursday 10th October, will be sponsored for the seventh successive year by leading service provider, 9 Group. According to 9’s Group Marketing Director, Mark Saunders, the decision to renew their sponsorship was instantaneous: “This awards evening is the highlight of the year and we are delighted to be able to continue to offer our support to Comms Dealer. The atmosphere is always incredible, the guests represent the high achievers of our industry, the winning entries must be outstanding and the organisation of the event is first class every time, so we are proud to be associated with such an enjoyable evening. “In previous years, our brand ambassadors, Josh Webster and Maddie Hinch, have held the audience spellbound with tales of Porsche Supercup success and Olympic glory, so we hope to be able to continue that tradition this year with another of our sporting superstars. Watch this space. “We always relish the opportunity to reward and thank our closest partners and key staff members at this event. The winning mood is infectious, and celebrations inevitably continue into the earliest of hours, before joining some of the more rested revellers for a welcome breakfast.” Saunders recognises the Herculean challenge facing the judges: “They face a potentially thankless task, but one that is carried out with boundless integrity and attention to detail. If you win one of these awards, you can legitimately claim to be the very best at what you do and I look forward to seeing a healthy mixture of familiar and new faces on the podium this year. “Finally, 9 will once again sponsor an award for customer service excellence and it is always a special honour to judge those entries and meet and greet the winners during the gala evening at The Park Lane Hilton. “Please make sure you are there to enjoy the very best night out in our industry, by entering as many categories as you can and showcasing the incredible range of talent that this industry should so rightly boast about.”

Headline Sponsor Category Sponsors Hospitality Sponsors

28 COMMS DEALER JUNE 2019 www.comms-dealer.com AT WWW.CNAWARDS.COMENTER NOW

A WORD FROM OUR SPONSORS...

Reseller Vertical Market Reseller of the Year – Telephony Category Category SME

Vincent Disneur Lauren McManus Head of Sales & Head of Marketing & Kevin Boyer Marketing Communications Managing director Digital Wholesale Solutions Union Street Technologies IPNetix Ltd “As the industry’s leading provider of billing and “Digital Wholesale Solutions works within the “IPNetix Ltd have sponsored the CNA awards since provisioning solutions, Union Street is very proud SME sector every day, which is why we are proud 2014. This event is the highlight on the calendar to continue our sponsorship of the Comms National to sponsor the category for SME Reseller of the because it brings together the channel to celebrate Awards. Much like ourselves, the CNAs champions Year. This is a sector that has huge potential so we our mutual efforts and is also the predominant excellence and outstanding achievement within the want to encourage our partners to celebrate their channel awards of the year. Winning here really is a channel. achievements and strive for further growth. special achievement and the CNA team always deliver an event to match the quality and breadth of the “As a Channel-only business, we are proud to support “Success in industry awards demonstrates to the participants. the Comms National Awards because it brings the market that you are an elite performer with an edge industry together to celebrate the successes of over competitors. Targeting a particular vertical “IPNetix operate a channel-only sales strategy both small companies and large enterprises. It is a market requires high levels of skill and expertise, delivering expert professional services to our fantastic opportunity for networking while rewarding truly demonstrating that the winning company is the partners, this event is a pivotal point in the year your teams for their hard work.” master of its market. It’s a great pleasure, therefore, where we celebrate our joint success.” to be the sponsor of the Vertical Markets category.”

CNA TV Business Innovation Hospitality Sponsor Category

Nick Powell Justin Blaine Shaun Bodsworth Sales Director Channel Sales Manager Managing Director Sky Business Comms NTA Inform Billing “At Sky we are limitless by design in our approach “NTA are once again very proud to be involved with “The Comms National Awards are the industry’s most and fully focused on celebrating and strengthening the Comms National Awards 2019 and this year prestigious and hotly contested awards, recognising our key partnerships. We encourage our partners to we are delighted to be sponsoring the Business excellence across the ICT channel. After experienc- celebrate their success and the CNAs is setting the Innovation Category. ing the tremendous impact these coveted awards bar for awards to win. Built for the future and un- have for the winners – much greater and further encumbered by legacy processes and technologies, “Having been a winner in 2018 for The Best Hosted reaching than we could have imagined - we are proud we’re transforming the market by being innovative Platform, we are fully aware of what the awards to once again be supporting the event as a hospitality and flexible. mean and how they can elevate your business within sponsor. “We hope everyone attending has a great evening a busy and crowded market place! On behalf of Inform Billing, I would like to wish all and wish all entrants the very best of luck!” entrants the very best of luck and we will see every- “We would like to wish all finalists in whatever one on what will be an extremely fun and enjoyable category they are in, the very best of luck and we night!” look forward to a glitzy evening amongst our like- minded industry peers!”

Nigel Sergent (entries) Simon Turton (sponsorship) 01895 454 411 01895 454 603 07712 781 106 07759 731 134 ENTER NOW! [email protected] [email protected] www.comms-dealer.com COMMS DEALER JUNE 2019 29 BUSINESS PROFILE Tuned for fast growth

But mobile networks can be Few, if any, classically trained fickle. One day they want to play and the next day they’ve musicians compose a business kicked the goal posts over growth story in the comms and punctured the ball. So our focus is always stability sector, but here’s how Pescado and avoiding the need to Managing Director Fraser Watson make knee-jerk decisions.” That said, an exception to the orchestrated one of the fastest rule proved transformational for Pescado. “A big growing ICT providers in Wales. turning point for us was a meeting with Vodafone’s Rob Mukherjee in 2010,” explained Watson. “We had been selling a few atson, who spell working for airtime connections but needed help holds a provider Singlepoint as a doing more, and agreed university Sales Manager in 2001. a structure that freed up degree in The company was owned our cash and allowed us Wclassical music, also has by John Caudwell who sold to recruit more sales staff. an ear for fine tuning the business to Vodafone in In return we committed strategic growth plans. Last 2003 for £405 million. “The to placing business with year Ewloe-based Pescado Caudwell Group encouraged Vodafone. We felt someone registered £11.5 million flexibility in your role and wanted to support us turnover, a £1.5 million during my time there I got rather than the typical anti- increase on the previous to see lots of different areas, relationship and transactional year. To support this growth which gets you thinking,” Fraser Watson scenario which stifles the company has added 10 stated Watson. “When creativity and ambition. I am more full-time staff taking its Singlepoint sold to Vodafone eternally grateful for that headcount to 65 as it targets I left and joined Mainline as Dedicated services are not opportunity. If you pick your £13 million turnover in 2019. Sales and Marketing Director partners wisely they should before setting up Pescado.” just for big businesses, they come through for you.” Pescado, which has circa 3,500 business clients, was Pescado now holds Microsoft are for everyone Picking a good role model founded by Watson and Gold Data Centre and is also key, and the father Jonathon Weeks in 2006. Microsoft Gold Small and on connectivity and cloud in the business but it takes of a school friend provided The pair first met during a Midmarket Cloud solution services such as Pescado a lot of time searching.” Watson with a burst of stint working for Iceland in status, and is a Vodafone Ola VoIP and IT offerings.” inspiration and ambition that retail management. “The Total Communications According to Watson, the IT remains a spur even to this B2B market was overrun by Partner, EE Direct Business Priorities reseller market is ‘refreshing’. day. “My friend’s dad began hordes of dealers all doing Partner, Microsoft Gold Watson’s current priorities are “You can ask for support and work by sweeping the floor the same thing,” stated Partner, Vodafone Fixed Line to continue driving multiple register deals so the back in a paper mill,” recalled Watson. “So we established Service Partner, as well as product sets into new and end vendor can see who Watson. “The business owner Pescado to offer account having supplier agreements existing customers. “We do got there first,” he stated. was so impressed by his management, to which with Dell, Vanilla IP, TalkTalk this well and the opportunity “There is structure and order, work ethic he bequeathed we added other products Business and Gamma. is still enormous,” he added. which is a welcome change his shares to him. Following and services such as fixed “With more and more from the mobile world where the owner’s death he grew and connectivity. Following “I’m seeing a huge customers happy to self-serve throats are cut by the day the business from the bottom our acquisition of Pure IT conversion around nowadays the opportunity in a pointless race to the up, getting hands-on with systems in 2015 we were connectivity,” commented must be grabbed. We are bottom. If the operators all the jobs and he thrived in able to provide end-to- Watson. “It’s a commoditised constantly looking to see allow us to bill customers life. Before he died I often end solutions. We’d like to market and businesses see what we can make slicker or ourselves as we do with data visited his house, avoided the acquire more right-fit fixed the importance of constantly easier for our customers and SIMs for example, the churn vicious Airedale Terrier and line and IT businesses.” being connected. Dedicated ourselves. The challenge is cycle will slow and customers talked to him about how he services are not just for always gaining and retaining will benefit from joined succeeded. I always wanted Watson’s first foray into big businesses, they are great people. We are lucky up solutions which means to be like him, and now own the comms market was a for everyone. So we focus to have a core of key people they’ll be stickier for longer. an Airedale Terrier myself.” n

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www.comms-dealer.com COMMS DEALER JUNE 2019 31 BUSINESS INTERVIEW Foresite eyes UK channel expansion

Global managed cybersecurity service provider Foresite’s UK partner recruitment campaign has entered acceleration mode following the roll out of a strengthened EMEA programme that could quintuple the size of the channel-only business within five years, according to EMEA Managing Director Jason Humphreys.

xpansion trends in for going to market its partner network far more aggressively,” indicate that Foresite added Humphreys. will witness a sharp Eincrease in partnership “We now have a full blown numbers with the addition SOC-as-a-service offering of multiple types of VARs rather than just the typical in more countries and MSSP ‘SIEM’ managed regions worldwide. Foresite’s service solution. Many MSSPs Farnborough-based EMEA don’t actually own their headquarters is the focal platform so are beholden point of its ambitions in the to the development road region, complementing its US maps, pricing structures and base in Kansas. The company whims of their software was founded in 2013 by providers. Our proprietary CEO Robin Mayo along with cybersecurity technology President Marc Brungardt platform allows growing and and Chief Technical Architect established VAR partners Adam Shaw. Having to address the constant previously worked together and increasing security at former global security concerns of their customers distributor Integralis (acquired on a subscription basis.” by NTT Com and now called NTT Security) for a number Foresite took on its first of years Humphreys and Jason Humphreys institutional investor, Foresite’s founders were Elsewhere Partners, last year; well known to each other. and a significant portion My focus is on growing our EMEA revenues of the multimillion pound “During our time at funding package is allocated Integralis – and though we and building strong reseller partnerships. The towards scaling up its partner were also selling direct to network while ensuring customers – we worked two are inextricably linked the supporting resources closely to successfully help and infrastructure are in a large US telco establish but one that focused on increasingly looking for help, software platform for security place. The funding will also and build a multimillion selling exclusively through and managed services was monitoring, management, allow Foresite to accelerate dollar MSSP business, as the channel. The demand the way to do it. Now my threat detection, security organisational growth, we did with a number of for managed services and focus is on growing EMEA testing and compliance marketing development, other MSSP providers,” said managed security services revenues and building strong is serviced through the geographic expansion and Humphreys. “This gave us in particular was already reseller partnerships. The company’s two SOCs product development. first-hand experience and larger than just three two are inextricably linked.” (Security Operations Centres) knowledge of the increasingly or four years before. where analysts provide A key market for Foresite, popular MSSP model. Security platform round-the-clock monitoring reiterated Humphreys, is “We believed it was ripe The privately held company for customers. “Owning the the SME sector. “This is a “In 2013 we identified an for development and the currently employs circa IP and having full control major and largely untapped emerging and potentially channel would be the 60 people overall, having over ProVision’s development growth area,” he stated. large market opportunity ideal route to market since doubled its headcount and and marketing has enabled “To address this opportunity for setting up a global small and medium sized turnover during the past increased cost-effectiveness in the EMEA region we are MSSP business of our own, organisations were now three years. Its ProVision and much greater agility scaling up our UK partner

32 COMMS DEALER JUNE 2019 www.comms-dealer.com Foresite eyes UK channel expansion

network in partnership with and managed services,” MSPs, ICT resellers and said Humphreys. “With Just a minute with security consultants looking cybersecurity and managed Jason Humphreys... to broaden their portfolios services strongly in the with a flexible multi-tenant ascendancy for many years to Tell us something about service offering for end come, we aim to help them yourself we don’t know: I users of all sizes across all transform their businesses.” played keyboards regularly verticals, on a pay-as-you- in a band for 15 years go subscription basis.” But simplifying the process and have appeared in of selling and provisioning Jesus Christ Superstar Combined service IT services requires a Name three ideal dinner Responding to feedback shift to a services-led guests: My grandfather from partners, Foresite corporate culture versus so he could see his great grand children; has combined its Cyber the increasingly irrelevant Prince because he was Consulting Compliance product-led approach, so chameleon-like and Services division with its believes Humphreys. “C-level a multi-instrumentalist core MSSP cybersecurity and procurement officers – we could have a monitoring, alerting, threat need to move on from great jamming session; intelligence and incidence the conventional notion and Gordon Ramsey to response platform – all now of two to three year sales bring some colourful available through ProVision. cycles including a long trial language and great food The move streamlines how period,” he commented. Your main strength in Foresite helps companies the workplace? I am address regulatory issues, “The essence and beauty a patient but strong respond to business threats, of managed as-a-service leader, always receptive pinpoint operational solutions such as the MSSP to ideas, and crucially, how to successfully inefficiencies and focus on model is that they can be execute the good ones the core of their business. turned on without delay, and scaled up or down as Biggest risk you’ve taken? Starting a new business. “We maintain a close needed. Why wait! Resellers It was a risk well worth watching brief on many should embrace and leverage taking to be in control cybersecurity technology the business value and of your own destiny developments as well as market opportunity offered Best piece of advice you infrastructure technology by selling real services, not have been given? Don’t trends such as those point software products listen to outside advice affecting public, private and definitely not tin.” when it comes to bringing and hybrid cloud delivery,” up your kids. Let human added Humphreys. “We Humphreys’ ability to nature lend a hand and are currently working on read the market and give go your own way enhancing our Microsoft customers what they want If you weren’t in IT what Office 365 services offering.” can in part be traced back to would you be doing? when his interest in IT was Touring the Caribbean To provide a boost to its fired up during childhood playing small gigs EMEA channel expansion while using a Sinclair ZX How do you relax? Playing At Support to Win we treat you as individuals. ambitions Foresite introduced spectrum home computer on football, keyboards We know you value attention, dependability, a new partner programme which he created software and the piano competence and this is what we offer. We listen this year and appointed Mark programmes and played Top tip for resellers: to your feedback to make sure we understand Collins as Partner Account games. “That steered me Seize the day and what you need, this is our realistic approach to Director tasked with helping towards a career in IT, initially realise the managed delivering a positive customer experience. MSPs, SIs and VARs integrate at mainframe computer services opportunity ProVision into their portfolios manufacturer Honeywell or gain access to white Bull in the late ‘80s and in embracing the application For more information email us at [email protected] labelling, joint promotional early ‘90s, before moving of technology. This helps me opportunities, educational to various other IT roles today in my understanding of tools and resources. “We are elsewhere and eventually the many business challenges seeing many more resellers Integralis,” he stated. faced, and the IT solutions looking for ways to add value required, by our partners to Support to Win.tv to their businesses by shifting “I have always had a passion deliver value and service to 0333 006 9999 www.supporttowin.tv from selling tin to software for IT and am comfortable their customers.” n

To advertise in Hosted telephony support for your business contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JUNE 2019 33

STW_86x296 vertical CD_05.19.indd 1 23/04/2019 00:01 BUSINESS INTERVIEW Holistic security is key

Trends in cyber crime show that, for resellers, security provision is becoming an inevitable requirement and to find a holistic security partner is to put their best foot forward, according to Connectus CEO Roy Shelton and Chief Information Security Officer Scott Taylor. Roy Shelton Scott Taylor

yber protection is cybersecurity does not have appearing every day. The information they require growing in demand to seriously impact business Look for cyber criminal does not sleep, and track precisely who is across the world as costs or manpower,” he experience and targets the least point of doing what to particular threat levels continue stated. “Solutions must be resilience which may change information where and Cto rise and the pressure more business-focused and rather during the working day, when, which provides greater for governance becomes integrated into the normal week or month. So look for security for the business in ever greater. These threats range of operations rather than just a partner that is prepared terms of its information, and are no longer isolated to than seen as ‘money for to invest in the relationship greater auditability in terms Government departments old rope’ or technology certifications and work with you and your of proving any potential or large corporates. All sold purely because of fear. team on an ongoing basis.” infractions of the rules.” companies, including SMEs, When both sides work business needs to operate, are potential targets as they together to develop a good in doing so balancing risk The influence of technology According to Shelton, this hold sensitive and valuable understanding of the reality against benefit and impact, in combating cyber threats enables businesses to deploy client and internal data. of the risks and the simple leading to the best possible will surely rise as the use straightforward data access “The primary cybersecurity things that can be done to outcome for the service of Artificial Intelligence and management solutions threats faced by SMEs are mitigate them, SMEs will user. Security is not about advanced data analytics which meet the requirements naivety and the ‘it won’t perceive us not so much a technology or product. comes to the fore over of customers, suppliers, happen to me’ mentality,” as an unnecessary cost, Our approach includes a time. These innovations will regulatory compliance, commented Shelton. but as a business partner blend of people, process and identify abnormalities in the the simplified detection “Investment in preventative who has their back.” technology which provides standard behaviour of users of potential cyber attacks action is far cheaper than a holistic and ongoing and computer systems which and the mitigation of their resolving a critical incident In getting to this position, preventative solution.” could indicate nefarious impact. “Tools such as these when it occurs. But the according to Shelton, it is activity. “Moving beyond are currently in their infancy channel typically lacks important for resellers not to Human factor data analytics, and taking but by working with our detailed knowledge of reinvent the wheel. “Embrace Taylor underscored the into account the increasing partners up and down the audit and resolution.” the growing number of strength of the human prevalence of users wanting supply chain they will evolve managed services providers factor in implementing to use their own devices, into highly secure and robust To help plug the channel’s that have invested heavily security measures. “The most individuals will increasingly solutions which can deliver skills gap Connectus runs in infrastructure, people, important element of cyber look to take control of, great capabilities and a more cyber masterclasses for training and operational and data security is what’s and centralise, their online secure world at a much partners and provides procedures with a channel- between the individual’s ears identity for convenience and lower cost than previously support in pre-sales and friendly wrap,” he urged. and how they apply it,” he peace of mind,” added Taylor. possible,” he said. “Making it engagement via its managed “Look for experience rather added. “Problems are seldom easier for resellers to sell and services capabilities which, than just certifications. Good solved by technology alone, “This centralised identity can provision security will require says Taylor, helps to break security service providers which can be one of the then be used as the basis of a far more modular or layered down false perceptions of don’t scare their partners or biggest issues for resellers their access to an employer’s approach to service delivery security services. “Our sector customers into purchasing. who have a vested interest systems and information and and a move towards micro must work hard to lose the They partner with them to in the sale. The needs of can take their context (such services being assembled IT stereotype image, and help them understand the security are ever changing as time of day, geographic or combined into customer demonstrate that good reality of the risk and how a with new threats and risks location etc), the type of solution suites." n

34 COMMS DEALER JUNE 2019 www.comms-dealer.com BRINGING VENDORS TOGETHER WITH THE SME RESELLER

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he added. “No doubt we The rise of cybersecurity and will see this escalate in the coming months and managed services alongside years. There is a need to the emergence of SMEs as a constantly evolve against the motivated and highly security market hotbed plays resourced threat actors. into the channel’s hands – but “Furthermore, many vendors are constantly expanding with the channel handcuffed their portfolios and Chess Cyber tracks these advances by a cybersecurity skills gap, and is fast to market what can resellers do to meet by talking to customers regularly, running webinars, security demands? Jez Turner, events, demos and proof of concepts. The next big area Cyber Security Sales Director at will be how different point solutions in security can work Chess, provides some answers. together to form a holistic single picture of threats. This requires software platforms that work well together, with managed services and challenge for and encryption, while the security expertise to look at resellers wanting advanced category may how to develop and deliver to up their game encompass SIEM, visibility SOC (Security Operations in security is to and MFA. “The tricky part Centre) type solutions. Jez Turner Again a low cost of entry for ICT resellers is the with low risk levels, while knowledge and skill set “The future will see larger focusing on core business. they need to implement The main threats faced by security vendors expanding “The fastest and least risky the appropriate security The best, SMEs include ransomware, into more security areas to option is to partner with options,” stated Turner. data loss, hacking and the create their own view of this an experienced security fastest, least subsequent loss of business bigger picture. The best ones provider,” said Turner. “This Covering the basics risky option and reputation. “Many are already some way down way resellers avoid having to Security providers need SMEs simply don’t realise this path. It also means the grow security revenues to hit to get the basics covered is to partner their information is just as market needs the right skills the right vendor discounts, before they start to look valuable as larger companies to deliver, implement and and they sidestep the battle at the advanced options with an and often they are easier to manage those solutions.” to retain skilled staff who available to them, and the breach,” said Turner. “This often get headhunted. best way to baseline this is experienced tends to follow the 80-20 Against this backdrop of Working with vendors directly through an effective audit, rule, with just 20 per cent technological change and could also see resellers lose pen test and accreditation. security of SMEs being highly secure. challenge, and with the out to bigger established “Cyber Essentials and provider In SMEs there is likely to be industry shift away from players. It is also a much Cyber Essentials Plus are limited resources and a lack tin towards software and harder route. To sell security the two accreditations to of understanding of security managed services, resellers effectively you need 100 consider, and are a great to plug in a standard tool risks at senior management must address the security per cent dedication. It can’t badge for any organisation,” and print out a report; and level. So cybersecurity needs needs of their customers be done as part of another explained Turner. pay more for someone a consultancy approach.” large and small. “You need role. So partnership in some with the right knowledge, to get it right otherwise form is the best route.” “Penetration tests are vital, who is CREST qualified like As with every technology customers will move away but it is more important Chess Cyber for example, area there is always the rapidly,” warned Turner. The must-have elements to make sure the test is to interpret that outcome next big thing and security “Security is visible even if of a security solution for appropriate to the customer. and use human skills to is no exception. Currently, you get it a tiny bit wrong. SMEs can be categorised Chess has five qualified think like a hacker. This is pointed out Turner, So make sure you know as ‘basic security’ and pen testers and we have what the market wants and the hype is around AI. your base and talk to lots of ‘advanced security’. Basic learnt on our journey that resellers should partner with “There is already talk of established players about the elements include next gen’ all pen tests are not equal: the right people that have aggressive AI to overcome challenges and how they can endpoint, gateway solutions You pay less for someone the correct accreditation.” the defensive options,” help with a partnership.” n

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www.comms-dealer.com COMMS DEALER JUNE 2019 37 The Changing Channel Prepare for new opportunities at MiVaD 19 With the impending switch-off of ISDN, the increasing demand for customers for collaborative ‘joined up’ solutions, plus the increasing popularity of cloud communications, the ICT channel is truly facing a period of massive change.

The big question is: how will the changes ahead affect you and your MIVAD SPEAKER LINE-UP reseller business and how will you maximise on all the opportunities they Our evening dinner speaker at this year’s Margin in Voice & will bring? Data will be renowned sports coach Frank Dick OBE who, amongst many others, has coached tennis ace Boris Becker Each year since the turn of the millennium, and Olympic Gold Medallists Daley Thompson and Denise Margin in Voice & Data– affectionately known Lewis and is currently advisor for the England Rugby Coaching as ‘The Industry event of the Summer’ – has Team. Frank will be sharing his insights on how business leaders helped resellers addressing SME markets and teams can manage change to produce positive outcomes identify and open new doors to profit and truly and reflect on his view that “Change is not a destination, it’s a understand the changing ICT environment. This never-ending journey”. is a truly inspirational event that will help you really understand the market changes and meet Adam Zoldan, Partner, Iain Sinnott, Sales Director, suppliers keen to help you unlock these amazing Knight CF Vanilla IP opportunities. Adam will provide an update Iain will explore how resellers can on market activity over the Where will it take place? focus on personalised products and year, an overview of the M&A services for their customers and how On July 4th 2019, MiVaD 18 returns to the landscape and the latest trends this will enable them to focus on the picturesque Forest of Arden Hotel complex in driving value in the ICT market. higher value products. the heart of the West Midlands and once again Adam Cathcart, Paul Taylor, Sales & this 24-hour event promises a day of inspiration Director – Partners, Marketing Director, and exploration plus a ‘once a year’ opportunity 9 Group Voiceflex for resellers to network with like-minded peers and business generators. Adam will outline how resellers Paul will discuss how resellers should can profitably address next-gen ‘redefine the workplace’ and offer Who will qualify to attend? mobility and will explain how customers a seamless move to device lifetime management communications services offered by if you are a director of a reseller can be effectively managed via Amazon Web Services and Google’s organisation turning over up to £3m, a portal. Cloud Services Platform. you will be able to attend MiVaD 19 completely free of charge, including Axel Kloessner, COO, Matthew Worboys, Head of all hospitality and an overnight stay at FONtevo Channel - South East and the Forest of Arden! Axel will examine where Scotland, Gamma we are on the migration to/ This offer is only extended to 120 reseller Matthew will examine how resellers from cloud telephony and will can avoid the commoditisation of directors operating in the ICT channel so do not provide statistics to separate comms and increase the order value delay, register now to secure your place. facts from anecdotal evidence with their customers and Paul Gibbs for PBX vs cloud adoption. will explain how to avoid the ‘race to FOREST OF ARDEN, MIDLANDS the bottom’ on price. 4TH JULY 2019

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38 COMMS DEALER JUNE 2019 www.comms-dealer.com MEET THE SPONSORS

IAIN SINNOTT – SALES & you to leverage your current relationships along with IAN ROWAN, UK CHANNEL MARKETING DIRECTOR, our energy knowledge to help secure the best energy MANAGER, WILDX VANILLA IP deals for your customers. The average commission per customer is around £4,000 and we have a 39% “The way end users purchase “We really enjoyed the first Margin in closure rate with our partners. This is due to their great technology has changed. It’s no longer Mobile event which was delivered to acceptable to be a pure reseller selling relationships and our prices from suppliers, with over the very high standard that we expect someone else’s product on a Capex sale. £130 million contracted to date. Arrange to meet us at from Comms Dealer. It gave us a Partners must become the product they great opportunity to meet with a new Margin in Voice & Data to find out more.” sell. By providing a fully managed service, section of this converging market and I know we will DANIEL ALVAREZ, HEAD OF along with a product that allows you to create value- be seeing a very rapid return on our investment. We’re CHANNEL, GLIDE add, this is a must for any business that wants to avoid really looking forward to Margin in Voice & Data now!” becoming a victim of the disintermediation that has been created by the likes of Amazon in the internet market MATTHEW WORBOYS, HEAD “Historically, most connectivity options have come from a core of players. With place. Adapting to a recurrent model is not a simple OF CHANNEL, SOUTH-EAST & transition but a must for a business with a long-term the fibre revolution, channel partners SCOTLAND, GAMMA future and we are looking forward to meeting partners now have access to multiple ISP’s all who share this vision at Margin in Voice & Data 2019.” “Gamma is once again pleased to with their own business models and sponsor this year’s Margin in Voice and goals, not to mention delivery models HENRY WEST, CHANNEL SALES Data. The day provides an excellent and SLA’s. With the shift to move as many services DIRECTOR, FLUIDONE opportunity for us to meet with to the cloud as possible, full fibre now holds the key. existing and new partners. As the One of the main challenges for resellers is the number “FluidOne is a major network aggregator only major UK communications company that has a of portals and suppliers they need to reach as many with over 30 carriers and suppliers clear market focus on targeting customers through the prospects as possible and to support their existing delivered into its Platform One software channel, we offer a variety of ways of working with us customers to maximise profitability and save time. defined core network which puts the to ensure our Channel Partners are successful in their control and flexibility of its connectivity markets.” We’re looking forward to discussing these opportunities with potential partners at Margin in Voice & Data 2019.” services into the hands of our partners. With the ability to deliver all services at Layer 2 and Layer ADAM CATHCART, MANAGING DIRECTOR, 9 GROUP SHAUN BODSWORTH, 3 plus a Virtual Core Network proposition, we have MANAGING DIRECTOR, solutions that suit all the needs of channel partners to “With our comprehensive portfolio, 9 INFORM BILLING deliver high quality On Net services for Ethernet, EOD, has been a leading provider of IT and FTTC, FTTP, G.FAST, IoT, Mobile, Wi-Fi, Cloud and Hosting, telecommunication products for the “As an experienced billing specialist all of which can be accessed, consumed and managed in channel for over 10 years. At MiVaD, with significant flexibility within our life via a single in-house developed portal called DASH. we’re looking forward to exploring software applications, Inform Billing Come and meet us at Margin in Voice & Data to found how channel partners can work with can easily support SaaS and dynamic out more.” their service providers, to gain advice and support to connectivity areas where accurate MARK RIDDELL, HEAD OF help them grow their businesses against a backdrop of billing is vital. Our solutions keep the bill to the INDIRECT CHANNEL, ABZORB change.” customer simple, whilst providing the critical detail AXEL KLOESSNER, COO, for revenue assurance and supplier invoice validation. “One portal, one bill and one service FONTEVO Within the Exhibitor Zone at Margin in Voice & Data, support for all your profitable voice and we will be available all day for delegates to drop by and data needs. The one partner for all your “We have over 16,000+ ICT talk to us about their general billing requirements or to voice solutions from flexible mobile resellers across Germany, Austria and gain advice on billing recurring subscription services and tariffs across all three leading mobile Switzerland and we’re now expanding more inclusive package style propositions.” providers, all-inclusive simple, feature rich into international markets with the hosted VoIP services with zero hidden charges and the UK being a key focus. FONtevo is JUSTIN BLAINE, CHANNEL whole suite of data connectivity services from our Data sponsoring Margin in Voice & Data SALES MANAGER, NTA and DSL network, served from a single portal that sets 2019, to inform the UK ICT dealer market that we the standards in service enablement.” are on track with our rollout to recruit specific UK “NTA are once again looking forward CAROLINE resellers looking for a unique, trusted, quality driven to this year’s Margin in Voice & Data. GISSING & DAVID and collaborative partner to help grow their SME PBX This time we will be focussing on our FARRELL, IP and SIP phones solutions. Make an appointment to see brand-new feature set that has been CORTEX us at MiVaD to see how you could join the FONtevo developed for our award-winning channel.” Hosted Telephony platform. This is IPCortex are looking MARK CURTIS-WOOD, particularly geared towards margin retention for forward to our first GROUP SALES & MARKETING our partners and promoting their brand as handsets year as a sponsor DIRECTOR, VAIONI and the platform are completely white labelled! Our at MiVaD with the WHOLESALE platform is agnostic so with the changes in connectivity opportunity to show how we can help resellers drive technology and our PaaS and SaaS offering this really their business forward, stand out in the marketplace and “We are excited to be sponsoring does deliver a real differentiator for our channel reseller improve your profit margin. We have a unique proposition one of the most important events in community. We look forward to meeting with partners that not only makes our partners the central focus of our the industry. At Margin in Voice and at this thought leading, relationship building conference.” growth; but more importantly has a platform that can Data 2019, we will be showcasing provide ‘on premise’, ‘virtual’, ‘hosted’ and ‘service provider’ our extraordinary connectivity solutions including our VINCENT DISNEUR, HEAD OF level solutions. No matter what your business size or own Ethernet Network, V.E.N., Pre-Ethernet and 10GB SALES & MARKETING, UNION growth forecast is, our platform and partner model will fit. services to name but a few. These will provide the STREET We look forward to meeting you at MiVaD. channel with a genuine alternative to the main large Ethernet carriers, giving our partners access to a multi- “MIVAD is, without question, one of DAVE REYNOLDS, MANAGING award-winning and trusted network operator, Come the years most important conferences DIRECTOR UK, XELION and speak to us about how Vaioni Wholesale can help for the channel. It’s a must attend you stand out from the crowd.” “MiVaD is a major opportunity for event for any forward-thinking reseller the channel to explore profitable new that’s looking for develop their SEAN DIXON, SALES business opportunities. Working in DIRECTOR, business, providing a veritable goldmine of information partnership with Abzorb, we will be FIDELITY ENERGY for capitalising on emerging opportunities and for offering live demonstrations of the developing product portfolios profitably. We’re looking Xelion user experience including our “Fidelity Energy now has over 350 forward to engaging with both new and existing clients, flagship desktop application and mobile apps. Guests have telecoms partners who offer energy to finding out how we can add value to their businesses the opportunity to see the benefits to the customer of as a service to their customers. and to showcasing the latest enhancements available in having all features included as standard under one user Partnering with Fidelity Energy enables aBILLity™ the UK’s market leading billing system.” licence.” PLACES AT MARGIN IN VOICE & DATA ARE TAKEN UP FAST! REGISTER NOW AT MARGIN-IN-VOICE-DATA.COM www.comms-dealer.com COMMS DEALER JUNE 2019 39 CONNECTIVITY MATTERS SUMMIT SPECIAL REPORT Why we need more big disrupters like Charles Dunstone TalkTalk Business’s inaugural industry summit showed a company determined to lead There is no way of coming close to a full fibre from the front. Britain except by recourse to ‘alternative-ism’

he full fibre future is in view – and the gates financed by investment. That being so, it is are sliding shut on legacy copper infrastructure. With the traditional connectivity options also clear that TalkTalk Chairman Charles Dunstone’s closing for ICT providers the channel must propensity towards being a ‘rebel’ will Tmanoeuvre behind a cross-industry push to embrace the inevitable rise, proliferation and supremacy of accelerate the company’s ambitions to meet the full fibre. TalkTalk Business aimed to trigger such a movement at last month’s Connectivity Matters Summit, nation’s ever-growing full fibre requirements. for which there is much to be said. The pages that follow are the first of Comms Dealer’s reports on the conference, which began with an inspirational keynote by TalkTalk Executive Chairman Sir Charles Dunstone (see opposite), and concluded with a strategy update unstone aims to raise £1 billion from investors from CEO Tristia Harrison (page 44) and panel debate to finance FibreNation, TalkTalk’s full fibre which brought the audience up to speed on the current infrastructure business which is being brought state of the compelling full fibre market (page 46). into play across the country as a challenger Dforce. Gone are the days when the UK’s digital future was And as more customers migrate to higher bandwidth held to ransom by short sighted Government policy and products the demand on networks will only increase. We like monopolistic power. Today, market conditions play into the Against this backdrop TalkTalk Business showed how it hands of the billionaire founder of Carphone Warehouse is using data-led insights to help partners understand to be the who has set his sights on becoming a prime enabler of their customer base and gain a competitive advantage, alternative Britain’s digital future, disrupting the status quo wherever and how it is using data to improve service and align possible. “Running a network and a technology business customers with right-fit products at the point of sale. that shocks comes with a requirement to build, which demands a lot of capex and investing in the future,” said Dunstone. From Robotic Process Automation (RPA), Optical Character people, Recognition (OCR), Natural Language Processing (NLP) There are times when Dunstone seems to especially and chatbots, the use of AI and robotics technology is and we still relish an opportunity to disrupt – now is one of those increasing in businesses around the world. With its first moments. A previous triumph was curtailing the chief channel event of the kind, TalkTalk Business offered uphold the of BT Retail Ian Livingston’s holiday 13 years ago, delegates – channel partners and international carriers – ideology of which Dunstone cherishes as a ‘particularly pleasing’ insight’s into the role of robotics, AI, self-healing networks memory. Livingston rushed back to BT Towers following and big data in its strategy. The event also highlighted Carphone Dunstone’s decision to hand over free broadband to how TalkTalk is adopting new technologies and harnessing certain customers in a giveaway that crashed the market network telemetry data to improve quality of experience Warehouse by circa 40 per cent. The move is explicable only by and product optimisation. How the network operator is Dunstone’s raw personal ambition to upset the applecart leveraging Juniper’s Northstar and Assia’s Cloudcheck to in giving and give customers what they really want. Now he improve the customer experience was also showcased. is focused on the full fibre space. “We like to be the people alternative, the rebel that shocks people, and we still The first of our Connectivity Matters Summit reports choice, uphold the ideology of Carphone Warehouse in giving underscores the emphatic role of full fibre both now people choice, value and transparency,” said Dunstone. and in the future, why partners need to manoeuvre with value and great ambition and intent now, and why TalkTalk Business The flight from copper infrastructure has become urgent intends to be at the centre of this vital industry debate. n transparency as Britain, in reality, has failed its people on full fibre

40 COMMS DEALER JUNE 2019 www.comms-dealer.com MINISTRY OF SOUND LONDON 14TH MAY 2019 Why we need more big disrupters like

provision. Hordes of would-be fibre users have been ill- an emergency return to battle stations by BT’s Ian served and Dunstone plans to provide a remedial and Livingston. “It was fun for six hours, then we realised urgent response by replicating the ideas and beliefs that we’d started a tsunami of demand,” said Dunstone. underpinned his success in the mobile market, this time as an accelerator of ultra-fast pure fibre connectivity. “I’m TalkTalk subsequently acquired ISP AOL in 2006 and something of a pretender with ambition and confidence,” Tiscali in 2009 and was demerged in 2010. “Two stated Dunstone. “Many people in the mobile industry years ago I stepped back into the business full-time Our blame me personally for the fact that the UK has one of and promoted Tristia Harrison as CEO,” explained the most competitive markets with the lowest average Dunstone. “We began a process of simplifying and network of ARPU in Europe. We like to be the disruptive alternative.” clarifying the business, how we operated, where we invested in the network and we doubled down on the independent Ambition drives growth parts of the company that we wanted to deliver. We’re Thus Dunstone has earned legendary status in the comms starting to see the dividends of those efforts and we business industry and he was awarded a knighthood in 2012, but continue to make progress. Our focus has made real partners his only achievement at school was to win Dyslexic of the differences to the service and products we deliver.” Year, which is emblematic of his natural pragmatism and are kindred ambition to succeed, sometimes against the odds, and Dunstone’s entrepreneurialism and predisposition to zag explains why the writing on the wall was not so obvious when others zig is reflected in TalkTalk’s full fibre strategy spirits, all to him once the mobile phone firm he set up in a flat took with altnet FibreNation, and strengthening partnership off. “I had no idea how big the business would become,” with Openreach which complements TalkTalk’s rebel trying to give he commented. “I was not bright at school, I was status rather than contradicts it. “Because of our roots as people value dyslexic and established Carphone Warehouse in 1989 a disrupter, because of our focus on simple connectivity just to make a living. But it took on a life of its own.” and giving people the best possible value while attacking and better the lumbering corporates and monopolies, I’m still totally Fast forward to the early 2000s and Carphone Warehouse committed to the business,” confirmed Dunstone. “Our products while secured a CPS deal with Opal Telecom, which the network of independent partners are kindred spirits, all company acquired in 2002. Opal became a core part trying to give people value and better products while taking on the of the business and a big player in the CPS market taking on the monopoly and other big providers. We will with approximately 3.5 million customers. It was in continue support you and keep investing in the network monopoly April 2006 that Dunstone launched free broadband and Britain’s full fibre future.” n and other big for customers who took the full package and line TalkTalk Business pushes the full fibre agenda – page 42 rental, marking the birth of TalkTalk and prompting Full fibre debate shows the way to Digital Britain – page 44 providers

www.comms-dealer.com COMMS DEALER JUNE 2019 41 CONNECTIVITY MATTERS SUMMIT SPECIAL REPORT TalkTalk Business pushes UK’s full fibre agenda with two-pronged plan

The argument is no longer between copper and fibre. It is about a Government target and how the comms sector collaborates, defines and delivers a solution to the full fibre deployment challenges. According to TalkTalk CEO Tristia Harrison, the company’s two-pronged strategy offers Britain, and the channel, the best and fastest option.

t last there is good news on Digital Britain. In Future Telecoms Infrastructure Review published in July the past, political, regulatory and corporate 2018, in which it targets full fibre coverage across the UK factors combined to ensure Britain failed by 2033. That said, the target date seems unambitious on full fibre. Now, push has come to shove set against countries like Macedonia, Angola and some Aand our fate is in the hands of network providers eastern European territories which have long been and which must plough their own furrows and work remain streets ahead of the UK. “Full fibre coverage across company lines to agree on partnerships and in the UK stands at just five or six per cent – we are We have a deals, rather than stumble for a way forward through woefully behind,” added Harrison. “Rival economies a legacy of policies which would never resolve the enjoy coverage of 80 per cent. We can’t go on like this.” simple two- contradiction of a digital economy without full fibre. pronged Distinct strategies “Three years ago the market was not set up to The Government has indeed taken a decision on full fibre strategy to deliver investment,” stated Harrison. “We had an but not indicated how it wants the UK to proceed. So all infrastructure monopoly and the country’s full fibre plausible options are open. For TalkTalk, to get its strategy ensure we aspirations were dependent on BT, which at that point under way does not involve the delays that will inevitably had little incentive to invest in new technology. The hold back late starters to network building. Nor should its are at the Government was on the fence about whether Britain plan be one dimensional, believes Harrison, who revealed needed full fibre – ministers were openly discussing that TalkTalk has embarked on two distinct approaches heart of whether G.fast would be sufficient for the long-term. to market. The first is to operate as an altnet, the second the nation’s And there was the expectation that the financial is to work in close partnership with Openreach. burden for full fibre would sit with the telcos alone. full fibre “We have a simple two pronged strategy to “Today, the market has changed and through ensure we are at the heart of the nation’s full fibre project. Full collaboration those roadblocks have been removed. Ofcom project,” she explained. “Full fibre roll out will only and Government have made an explicit policy decision be realised if there’s real infrastructure competition. fibre roll out to move away from the single infrastructure model to The altnets have jolted the entire market into action, one based on true competition and they exclusively back including Openreach. It’s no surprise that since the will only be a full fibre future for Britain with regulatory intervention altnets pressed ahead with their plans we have realised if where it is needed. Furthermore, a range of new funds seen change and momentum from Openreach.” and investors have recognised the potential of full fibre.” there’s real TalkTalk is using its scale to bring its own altnet into the The full fibre debate must move on now to give us any market – FibreNation – which has been four years in the competition hope of getting near the Government’s goal set out in its making. Headed up CEO Neil McArthur (the founder of

42 COMMS DEALER JUNE 2019 www.comms-dealer.com MINISTRY OF SOUND LONDON 14TH MAY 2019 TalkTalk Business pushes UK’s full fibre agenda

market environment – collaboration – which offers the only sensible way for Britain to advance through the legacy copper morass with a workable business case.

“FTTP networks are only viable with high take up,” commented Harrison. “The business model is simple and all about cost per home, penetration and pace of adoption. Therefore it’s important that we have an ongoing dialogue with Openreach to make sure we can commit our scale to its plans in FTTP. We want to give Openreach the volume guarantees it needs to de-risk its own build. On this, conversations are well underway. In return, we need a realistic commercial deal that works as well for CPs as it does Openreach. That is only possible if we continue to work together and build on the success of the proper collaboration between the organisations over the past two years.”

First to market Decisions must be made on what that collaboration deal should be in the future. But early insights already indicate joint work on assessing and testing the products Openreach is currently developing. This function is led by Guy Miller, Director of TalkTalk’s Fibre for Everyone project, who is working with Openreach as a priority to be first to market with new products through FibreNation. “We will use our scale to unlock investment from multiple networks and be the first adopter of full fibre products as they become available, which means joining up with our best customers to test and learn and roll out as quickly as possible,” stated Harrison.

She also noted that TalkTalk’s full fibre arm will evolve Opal Telecom and former Managing Director of TalkTalk as an aggregator that consumes from other altnets as Technology) and Chairman Paul Reynolds (a former BT well as Openreach. Although TalkTalk set up FibreNation executive), FibreNation has tested and trialled full fibre in (which currently has wholesale agreements with TalkTalk York which is now hailed by TalkTalk as Britain’s first true and Sky) it will not be the long-term infrastructure It’s no Gigabit city. “We learnt how to best build a network, investor. Harrison confirmed that the company is how to bring the cost to the premises down and how to in talks with a number of potential investors. surprise market and sell the products,” stated Harrison. “Critical to success are ducts and poles so FibreNation worked For the moment, the UK remains a non-participating that since closely with Openreach to make the project work.” member of the world’s full fibre club. But the comms sector is now on parade and must be proactive and the altnets FibreNation is now taking the learning and skills it positive. “It’s easy to be pessimistic for many reasons, pressed has accrued to three million homes and businesses and get bogged down with challenges and risks,” noted across the country. “We are accelerating our roll out Harrison. “But Britain is a world class digital economy, ahead with and taking the York model to three more cities – and new figures show that the UK tech sector has Harrogate, Knaresborough and Ripon,” added Harrison. grown nearly 20 per cent despite the EU referendum, far their plans “But we need a solution for the whole of Britain, outstripping the 5.5 per cent for the rest of the economy. which is why TalkTalk’s second strategic course is our This success is in spite of our digital infrastructure. Now, we have seen relationship with Openreach and the scale we can TalkTalk is at the centre of the debate, investing in FTTP bring with our wholesale B2B and retail customers.” and working pragmatically with Openreach. That’s the change and best way to ensure that the roll out goes as far and momentum In their market approaches TalkTalk and Openreach are quickly as possible. We are entering a transitional period from opposite ends of the connectivity sector spectrum, and have a limited window to catch up with the rest of from but they are constructively working together because the world. Time is of the essence.” n they obey the key rule of today’s challenging comms Full fibre debate shows the way to Digital Britain – page 44 Openreach

www.comms-dealer.com COMMS DEALER JUNE 2019 43 CONNECTIVITY MATTERS SUMMIT SPECIAL REPORT Panel debate: Industry leaders show the way to build full fibre Britain

The best overhauls are born of necessity, and addressing the nation’s full fibre deficit is already looking to be the most transformational reset seen in UK comms sector history. It’s full steam ahead for full fibre, so what needs to happen now? TalkTalk Business’s panel of industry leaders respond.

he pre-full fibre status quo had gone unchallenged to be the hardship and working with Openreach for too long, and the scale of the nation’s loss on shared infrastructure is a good approach.” under the burden of legacy technology is hard to measure. But at last Britain has found a way to The principle of collective responsibility requires that Tgrasp the nettle, and it’s time for the channel to do the industry stakeholders collaborate in the expectation NEIL MCARTHUR same. “This is a pivotal moment,” said Neil McArthur, that they can influence an outcome, which is the Chief Executive, FibreNation. “When we first looked proposition on offer from Openreach. “We are about We’ve seen at this project with TalkTalk in 2012 the construction to start a consultation on what FTTP looks like,” added expense was double today’s investment. We have driven Milligan. “It’s clear that we need to understand the regulatory the costs down and we have a potential key supplier with products and services that customers want. Do we Openreach, meaning that its infrastructure is available to know what the answer is yet? No. We need as many and us. We’ve seen regulatory and technological changes and views as possible from those working with alternative technology demand is everywhere. The Government and regulator network providers. We need their voices to be clear want FTTP to happen. This is only going one way.” on the products they want to buy. In reality we don’t changes and want a product that is vastly different from someone Britain has finally taken on the grim reality of its legacy else’s. Equally, we do not want to be dragged down demand is comms infrastructure, and in lending force to arguments a route if it’s not right for us. Once we build that in favour of full fibre Katie Milligan, Managing Director product we need as much feedback as possible.” everywhere. Customer, Commercial & Propositions at Openreach, spoke of an ‘inflection point’. “Previous business cases Milligan stated that the best approach to making The didn’t work,” she commented. “I remember doing progress is for demand clusters to be identified, and that Government the first ever FTTC deployment and first FTTP. When stakeholders must wholeheartedly agree that demand we laid them side by side we couldn’t make the case and work so started the journey on FTTC. But there have Gareth Williams, Chief Executive, Gigaclear: been many changes since then, and innovation has Gaining help on wayleaves is an enormous issue regulator helped. The key stakeholders have decided that the if we are to move faster. For example, if we use future is not about copper, and we are starting to see a pole, BT’s historic wayleave agreement does want FTTP enablers that allow the industry to build out fibre.” not apply to us. We have to go back to the land to happen. owner and re-energise that conversation. A great challenge then presented itself: Full fibre David Sangster, Managing Director, G.Network: This is only is an industry in its infancy but speed of cross- It’s not easy to dig trenches. Local authorities need country deployment is of the essence. “There’s help to understand how it’s done, the risks, the going one a lot of capital being sunk into the ground but timescales and challenges. We need to educate them, the constraint is that it takes time,” said Gareth and take them on a journey through how we do this. way Williams, Chief Executive, Gigaclear. “Speed is going If we don’t, the industry won’t see steep growth.

44 COMMS DEALER JUNE 2019 www.comms-dealer.com MINISTRY OF SOUND LONDON 14TH MAY 2019 Panel debate: Industry leaders show the way to

leads supply. Openreach must then devise a plausible way Ethernet over full fibre, and understand that the to deliver what is decided. “Key points for us are where same principles for success apply now as they did do you build and how far do you build to?,” said Milligan. for the first next generation network project which KATIE MILLIGAN “Do you build to the edge, into the premises, build ahead failed to materialise. The real pertinent point is not The key of time or try and do something smarter and build to 15 that 21CN failed, but the reason why it reverted to or 30 days on-demand? This is a practical challenge for square one. “There is a huge temptation to hold stakeholders us at the moment. We want to know now where the onto legacy services and milk them,” said McArthur. clusters of demand are, what types of services we provide, “What killed the 21CN project? Trying to maintain have decided and decide our approach to delivery and specification.” legacy products such as ISDN, not the technology. The industry must be brave and get rid of legacy technology, that the Collaboration is key simplify things, and get to a modern fibre-based This would require marrying joint strategies to realise the digital network running totally IP-based services.” future is not practical possibilities. And a strategy heavy with checks about copper, and balances based on feedback will enable Openreach to A rerun of the 21CN failure cannot happen and the respond to market requirements in a flexible and targeted obvious way to avoid a repeat scenario is to build a and we are way. “For resellers it’s not just about services and margin,” strong business proposition. “While the business case added Milligan. “Think about FTTP as a way to reduce at the moment is driven by the residential market, the starting to costs through fewer repairs and fewer overheads, for fact remains that there is fantastic potential with FTTP example, and try to understand the business model. Then for B2B products,” added McArthur. “This is a real see enablers look at the ecosystem and see how the removal of legacy inflection point in B2B that must not be ignored. Once services is an opportunity to completely overhaul the you have the service levels you get from fibre, never that allow business and offer additional services. But as an industry mind the speed and latencies, then you aren’t going the industry we need to work out the use case and how it is sold.” backwards. We can expect the cost of high bandwidth services to businesses to go down and the richness of to build out At this juncture it is propitious to consider the long functionality to go up. FTTP is transformational for B2B journey from 21CN to the modern day goal of and we ignore it at our peril.” Continued on page 46 fibre

www.comms-dealer.com COMMS DEALER JUNE 2019 45 CONNECTIVITY MATTERS SUMMIT SPECIAL REPORT

HEAD-TO-HEAD ON KEY ISSUES Gareth Williams, Chief Executive, Gigaclear: Regulation should encourage Openreach to cover the regions that are commercially difficult to get to, and create more space around areas where competitors can build. That’s an important piece. Katie Milligan, Managing Director Customer, Commercial & Propositions, Openreach: That is anti-competitive. Just because we were an incumbent in the past doesn’t mean that will always be the position. We have a right to compete and will fight tooth and nail for an even and fair playing field.

DAVID SANGSTER Continued from page 45 G.Network. “Our responsibility is to educate. We need The following sets of words do not sit in harmony to provide clarity around the benefits these different In the past together: On the one hand, we hear it’s time to act now products deliver. Most SMEs aren’t willing to pay massive on full fibre and not be left behind; on the other, there premiums, whether it’s an upfront connection fee or even there has is a lack of clarity on what B2B products will look like. monthly for a leased line service. FTTP is absolutely perfect Unsurprisingly, the issue is high priority. “Most of my time for the vast majority of these types of organisations. They been a lack at the moment is spent on the business case for FTTP,” get more reliable services and higher speeds, but they of clarity as said Milligan. “A key consideration point is whether a may not be in the market for traditional Ethernet.” business FTTP product should look exactly the same as we migrated residential. I’m not sure that should happen. From a FTTP According to McArthur, Ethernet is a ‘fabulous tool’ in perspective we’ll probably start trials in the summer of the business community because of standardisation. through XGS-PON and some of the more symmetrical products.” “Once you start to run Ethernet over the top you know it’s going to be full to capacity across the planet,” he different For all the industry pressure which is heaped on added. “While 2.5 and 10 GPON is an asymmetric Openreach, on full fibre it has shown flexibility in its service, and therefore poses challenges in B2B, the products capacity for course setting and correction and meeting early adopters see it as a cheap high bandwidth into FTTP the channel’s requirements on agreed terms. That service. They accept that it’s not as symmetric as they said, so far in B2B services there’s no collaboration on need at all times because it’s cost-effective. As we get and the technical specifications, pointed out McArthur. “We more sophisticated and create better service wraps might see altnets delivering subtly different service with Ethernet we will start to see the convergence various levels in the B2B layer,” he said. “That’s not happening of suppliers being driven by that technical plan.” in residential. Its a challenge for the industry to get to standards, a point where we don’t confuse the B2B audience.” It is clear that the comms sector requires a strong sense of guidance and leadership right now. It’s a vital role that which most In such mega-projects the channel has, more than ever, TalkTalk and FibreNation have embraced as they seek to businesses a vested interest in keeping things simple and customers become a potent force in the build out of Digital Britain. up to speed. “In the past there has been a lack of clarity “You ignore FTTP at your peril,” reiterated McArthur. “It do not as we migrated through different products into FTTP and will grow fast so get on the bandwagon. Track it, learn its the different standards, which most businesses don’t capabilities, learn about the products you will be selling, understand understand,” added David Sangster, Managing Director, and when FTTP grows, grow with it.” n

46 COMMS DEALER JUNE 2019 www.comms-dealer.com BUSINESS PROFILE Roper takes direct line

Here we chart Anna Roper’s journey from switchboard operator to 9 Group’s Sales Director, and reveal the lessons we can all learn from her blend of directness, honesty, transparency and belief that there is always a solution no matter the challenge. Anna Roper

ou are a Sales or a ‘conventional’ transfer greater transparency to technology in 1941, which Channel Director of pertinent information. There is no how the UK’s connectivity became a precursor to faced with a “During many of my partner landscape will shape up, the secure Wi-Fi, GPS and partnership issue meetings we will spend much substitute for and the implications of a Bluetooth technology now Yand wondering how to time talking about anything a face-to-face forthcoming transformation used by billions of people resolve it. What do you do? but telecoms, but the art is to on the channel. “Partners’ around the world. Her idea You would be wise to take still ensure that information meeting to concerns over BT’s plans was brushed aside at the a leaf out of Roper’s book, is successfully exchanged,” for the legacy network time only for others to take whose approach to managing added Roper. “Ultimately, understand are deepening,” stated the credit later. That wouldn’t channel partnerships is all- my approach means that Roper. “The carriers are not happen in today’s world, so encompassing, transparent the relationship will always what is transparent regarding their we are moving forwards.” n – and shows why honesty be strengthened. There is driving a future product sets, and more is always the best policy. no substitute for a face-to- importantly how they plan Just a minute with “If there are difficult face meeting to understand partner to deliver them. Partners are Anna Roper... conversations to be had I what is driving a partner, uncertain and still have many don’t hide behind email,” and identifying where 9 can unanswered questions on the Role models: People who she stated. “Instead, I add value and help them to situations, and where possible connectivity changes ahead.” focus on the positive no visit the partner in person achieve their own plans.” find a way to fix them.” matter their situation wherever possible and Far more certain is that If you weren’t in comms actually talk to them. Taking ownership Roper found her way into Roper has become a role what would you be This is one of the reasons Despite Roper’s strong telecoms as a receptionist model for aspiring women doing? Giving more partners tell me that I’m will for a solution there is for Swedish telco Telia in in the comms sector; and support to charities that approachable, personable, not always a ‘way’ when London after she moved her example is reflective of aid the mental health of direct and trustworthy. factors beyond her control from her native Wales in an equalising adjustment ex-service personnel come into play. “A personal 1998. She went on to hold to the gender balance Your main strength and “I’m also naturally inquisitive, frustration is being unable customer facing roles with in leadership across the what could you work on? so when I don’t understand to help as quickly or Worldcom and Gamma industry. “Today there are I’m loyal and committed something I am not shy to thoroughly as I would like before joining 9 Group many organisations with to our partners; but I need ask partners to explain their because of poor delivery in 2007. “My experience women in decision making to work on delegating position in idiot terms that from the large operators in front line operations positions,” commented more to others enable me to help them. and the impenetrable roles has been pivotal in Roper. “We are moving Tell us something about This way, they can rely on nature of their systems,” enabling me to make a more towards balancing the yourself we don’t know: me to be honest about any she stated. “Nevertheless, 9 successful transition to sales, gender ratios of leadership I can do magic tricks situation and never stop recognises the importance of and ultimately achieve my roles in the ICT sector. What possession could until there is a resolution.” ownership when problems ambition of becoming a Sales you not live without? My arise and does not abdicate Director,” she explained. “Overall, the position and lucky piece of wood No one doubts that honesty responsibility or transfer influence of women has How do you relax? is always the best policy, but the blame to others. My Roper’s direct ‘get to the strengthened over time Camping. The isolation to entirely decant partner customer service experience nub of the matter’ approach and will continue to do so. and freedom provides a challenges and pinch points allows me to empathise must become an example Consider the patent that welcome contrast to the into a pool of potential with the problems that and beacon to the wider screen actress Heddy Lamarr hullabaloo of leading solutions requires more than our partners face in these industry if we are to bring filed for frequency-hopping a channel sales team

www.comms-dealer.com COMMS DEALER JUNE 2019 47 BUSINESS PROFILE A true channel champ

The channel’s capacity to grow across key expanding tech markets could be near limitless, according to Gamma’s Managing Director for Channel Daryl Pile, who even mooted the possibility of Gamma one day becoming a billion pound revenue powerhouse, such is his strong belief in the high growth potential of partnerships. Daryl Pile

eaching sustainable Pile’s current priorities are to specialised in that sector and profitability in continue driving growth in Digitalisation is everywhere, my first job was at Telia’s 2006 and taking core markets with a focus speeding everything up, and UK Office in 1998 where I the necessary risk on Horizon Collaborate, was placed into the channel Ron VoIP services, which the company’s UCaaS our customers are being business unit. The channel led to transformational service, while also building was dominant in terms of growth between 2010 momentum in mobile. “It influenced by the immediacy revenue and margin, but and 2012, put Gamma is becoming congested at a under served in focus by Telia on course to becoming a vendor level,” he observed. of product delivery, and across the wider industry. billion pound company, “Many new entrants, according to Pile. Moreover, particularly in hosted PBX, consumption and service “At that time I wondered a structured and inclusive mean the UK market is not what could be achieved if approach to strategy and large enough to provide sales wireless, is essential because influenced by the immediacy we focused more on the culture, along with recent based on every platform customers expect services of product delivery, channel, then along came expansion into Europe and being ‘leading edge’, ‘highly regardless of time and place. consumption and service.” Gamma. It bought a high- a focus on UCaaS provides resilient’, ‘scalable’ and We need to be ready for that. quality network in Atlantic another strong foundation ‘highly automated’. How Digital destination Telecom at a low price and to build on, he believes. this market consolidates “Over the long-term many Digitalisation has defined the needed to light and fill it. and finds equilibrium of the services we provide channel’s destiny, and to a During the three years after “Since Gamma’s AIM without a race to the floor will be simplified, particularly large extent the innovative Gamma purchased Telia’s floatation in 2014 we on price is a challenge as cost-effective broadband nature of the tech sector channel business in 2002 targeted and achieved double Gamma is ready to meet.” connectivity becomes more helped to define Pile’s career the subsequent organic digit revenue growth, gross affordable yet capable of path. “My early interest in growth confirmed that the margin and EBITDA,” he New technology areas providing high definition business and technology, channel route to market commented. “As we enter of interest to Pile include video and voice for the office. the fast paced nature of the could be sustainable and a new chapter with clear digital platforms that have APIs and digital interfaces buoyant telecoms market, profitable in the long- strategic goals in UCaaS, been designed to sell and will mean the customer is and working in the city of term which is exciting. digital delivery, expansion self-serve. “They meet the able to do more, instantly, London with an opportunity into Europe and our core demands of an increasing but laid out very simply. This to earn enough to provide “Now I am wedded to the markets, the question is number of customers trend towards simplification well for a future family were comms sector and Gamma, how far can the channel who prefer to interact means partners need to all factors that attracted and did not hesitate to grasp advance and grow? Industry and buy services digitally think carefully about where me to the sector,” he said. the opportunity to work with analysis indicates that the because it gives them a they are adding value. “After completing a degree a great management team channel provisions over half better experience,” he said. Digitalisation is everywhere in Business Economics I and channel partner base as of all new SIP business in “AI will also improve the and speeding things saw that the telecoms and Gamma’s Managing Director, the UK. So why can’t we do customer experience, and up, and our customers, Internet market was evolving empowered to make the the same in data, mobile, the integration of different both business clients and exponentially. I signed up changes required for channel UCaaS and security?” connectivity types, especially channel partners, are being with a recruitment firm that expansion and growth." n

Building your telecoms business Contact Abrahan Keinan Become a partner Tel: 0344 545 0051 • [email protected] has never been easier www.swiftnet.co.uk

48 COMMS DEALER JUNE 2019 www.comms-dealer.com FREE TO PERFORM

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FTP_CD Maddie_06.19.indd 1 22/05/2019 23:13 AWARDS SPECIAL COMMS HEROES ASSEMBLE...

Channel heroes acknowledged at the industry’s leading team awards event

Hosted by inspirational England World Cup winning rugby legend Matt Dawson, this year’s Comms Dealer Sales & Marketing Awards extravaganza once again recognised and celebrated the channel’s revenue generating superheroes.

taged at the London Marriott Hotel in Mayfair and sponsored by KCOM, Sthe spectacular event underlined once more the quality, innovation and Sales at KCOM Dave Hawkins told the determination of sales and marketing 400 strong audience that although the teams operating in the UK ICT channel. event celebrated the heroes in all channel businesses, teams in reseller Stand-out winners were Daisy Wholesale companies were often the ‘unsung and IntY who both scooped a hat-trick heroes’. of awards while Pure Telecom and Sirus “Resellers do the hard work, build a Telecom won for the second year in relationship, understand a business, shop succession. Virtual1 and Windsor around, select the right products and Telecom were also top winners, securing create a bespoke package or solution,” the coveted ‘Best Company to Work’ For he said. awards. “We need to embrace, empower and encourage our reseller channel to In his keynote address, Head of Channel continue building those strong relationships, solving the difficult problems and adding value to our products. We need to recognise our resellers for the heroes they are.”

Comms Dealer Editorial Director Nigel Sergent added:” The CDSMA is always a highlight of the BPL spring calendar and the event was as motivating and enjoyable as ever. The event once again underlined what a dynamic and inspiring industry we work in and recognised in style the teams that have made a big difference to their companies over the last year.”

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ROLL OF HONOUR

DISTRIBUTOR CHANNEL SALES TEAM OF THE DISTRIBUTOR CHANNEL MARKETING TEAM OF DISTRIBUTOR CHANNEL MARKETING SERVICE PROVIDER CHANNEL SALES TEAM OF YEAR – INTY THE YEAR – INTY CAMPAIGN OF THE YEAR – WESTCON THE YEAR – DAISY WHOLESALE

SERVICE PROVIDER CHANNEL MARKETING SERVICE PROVIDER CHANNEL MARKETING VENDOR CHANNEL SALES TEAM OF THE YEAR VENDOR CHANNEL MARKETING TEAM OF THE TEAM OF THE YEAR – 9 GROUP CAMPAIGN OF THE YEAR – PANGEA – UNION STREET YEAR – INFORM BILLING

VENDOR CHANNEL MARKETING CAMPAIGN OF RESELLER SALES TEAM OF THE YEAR RESELLER SALES TEAM OF THE YEAR RESELLER SALES TEAM OF THE YEAR THE YEAR – VIRTUAL1 (UP TO £2.5m) – SIRUS TELECOM (£2.5m- £10m) – PURE TELECOM (above £10m) – BERRY TELECOM

RESELLER MARKETING TEAM OF THE YEAR RESELLER MARKETING TEAM OF THE YEAR RESELLER MARKETING CAMPAIGN OF THE BEST SOCIAL MEDIA CAMPAIGN – PRAGMA (up to £10m) – MPS (above £10m) – BERRY TELECOM YEAR – FOCUS GROUP

BEST PR CAMPAIGN – SWCOMMS BEST APPRENTICESHIP SCHEME BEST PARTNER/CUSTOMER EVENT – INTY BEST SALES SUPPORT TEAM – BT WHOLESALE – DAISY WHOLESALE

CHARITY & FUNDRAISING AWARD – GAMMA BEST COMPANY TO WORK FOR (UNDER £10m) BEST COMPANY TO WORK FOR (OVER £10m) – COMMS DEALER SALES TEAM OF THE YEAR – – WINDSOR TELECOM VIRTUAL1 DAISY WHOLESALE

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www.comms-dealer.com COMMS DEALER JUNE 2019 51 MARKET REPORT Security: SME’s fate sits in the hands of ICT partners

The general consensus is that there is only one solution to the cybersecurity threat now faced by SMEs – to work in tandem with ICT partners that are closely allied to the channel’s more holistic minded Managed Security Service Providers.

o longer should provide visibility and control SMEs assume they of network traffic and exist comfortably process paths will become under the radar more and more relevant. Nscreens of cyber criminals. The growth of cloud services No more should they is forcing innovation in consider themselves small the cloud-security arena, fry, unworthy of attack. which is where we see Now, implementing a the most growth of sorely security strategy should be needed security products.” the default position for all SMEs. They must wake up According to Jonathan to the threats they face on Whitley, Director for Northern a daily basis and seek help Europe, WatchGuard from their ICT providers. “It’s Technologies, a single difficult enough to find staff Trevor Parks appliance that delivers with the right security skills, enterprise grade security let alone the right attitude Everyone is a target, but SMEs are invariably more susceptible to a breach because and is simple to deploy – it’s even more difficult to of lower defences due to a lack of funding. and manage is the order retain them,” stated Trevor of the day for SMEs. “As Parks, Principal Solution In recent times security Automation and Response expand its security product well as a good firewall, Architect, Information products have moved (SOAR) platforms, machine partner relationships to every network needs a Security at Masergy. “The from a focus on the learning and behavioural broaden its portfolio and full arsenal of scanning answer is simple – leverage perpetual licence model analysis. “Cybersecurity pass on efficiencies to engines to provide visibility, cybersecurity partners.” to a subscription-based service providers are customers,” added Parks. threat intelligence and modus operandi. “The most making much better use of protection against spyware The biggest threat to significant value a security automation, driven by some Tech advances and viruses, malicious SMEs, according to Parks, service can add to a reseller or all of the above systems Technology-wise, advances applications and data is complacency and a false business is predictable and and processes,” explained in machine learning and leakage – all the way through sense of immunity from regular monthly revenue for Parks. “Not just to speed up the introduction of Artificial to ransomware, botnets, attack. “SMEs generally the lifetime of the contract, the Mean Time To Detect Intelligence have been advanced persistent threats face the same cyber threats plus a happy and sticky (MTTD) and Mean Time To on Masergy’s agenda for and zero-day malware,” as larger enterprises,” he customer that will typically Respond (MTTR) to cyber some time. “For security commented Whitley. said. “Everyone is a target, purchase more services as attacks and anomalous services providers such as but SMEs are invariably time goes by,” added Parks. activity, but to streamline ourselves, innovation around It’s no secret that humans more susceptible to a “Rising cloud adoption resources and ultimately SOAR system efficiency and are the weakest link, and the breach because of lower introduces more security make cybersecurity services leveraging ML and AI are recent Verizon Data Breaches defences due to a lack of challenges for businesses, more affordable for SMEs.” key differentiating factors Investigations Report funding. It costs very little but it ties in nicely with the that will continue to enable indicated that circa 90 per to put a good cyber security security service subscription- Masergy provides partners us to keep up with cyber cent of breaches start with a awareness programme based licensing model with training to help them criminals and malicious phishing or social engineering in place for SME staff. It that most MSSPs and identify the customers that threat actors, and to take attack. “By making provides the best bang for MDR providers offer.” would most benefit from full advantage of innovation employees smarter about the buck. This is the absolute security services. Its analysis in cloud-security product attacks they can become a minimum SMEs should aim A number of factors have is based on business sector, development,” noted Parks. human firewall and a good for, and be in addition to combined to transform company size, revenue anti-phishing education using infrastructure and SMEs into an important and statistics and other metrics. “Furthermore, the reduction programme can reduce services that have been untapped security market. “As time progresses and the and eventual loss of click rates on malicious links designed with information These include automation, threat landscape continues signature-based systems is from 40-50 per cent to and IT security in mind.” security orchestration, to morph, Masergy will not far off, so tools that below 10 per cent,” added

THE COMMS NATIONAL AWARDS 2019 10TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM ENTER NOW!! 52 COMMS DEALER JUNE 2019 www.comms-dealer.com MARKET REPORT Security: SME’s fate sits in the hands of ICT partners

Whitley. “But spotting a The next thing to do is to malicious email is not easy. change the cyber habits of Attackers are gathering more one of the weakest security intelligence on their victims, links – company staff. In friends and colleagues and a world of hybrid access, interact with them. There is users are the weakest link. also an increase in so-called If staff don’t have good CEO fraud where the cyber hygiene awareness attacker impersonates senior and training it’s impossible management. Fundamentally, to expect them to use good we need to change the cyber behaviour in the office. culture in organisations around phishing. We need “There will be channel to move away from the opportunities to provide blame culture so it is OK to Jonathan Whitley Entity and User Behaviour make a mistake and learn Analytics (EUBA) systems as from the error. It only takes It is up to traditional security vendors to help MSPs embrace and deliver cloud- well as solutions that offer one user to spot and report ready packaged security services that are simple to deploy and manage. user training to deal with a phishing email to protect issues such as phishing and other users in the company practice, it’s time for This means helping security and down instantly to meet social engineering attacks. and go from ‘zero to hero’.” SMEs to adopt MFA.” resellers who are accustomed changing requirements.” Coupling cyber hygiene to selling hardware-only to solutions with support The other major user problem Faced with the rising tide of move to a services model. As we have seen, SMBs are from value add partners for is stolen or weak passwords, cybersecurity threats, SMEs facing ever rising security training, as well as carrying noted Whitley. “We all are increasingly looking to Key tools threats and in many cases out penetration testing, are struggle with remembering their IT managed service “This includes providing they are strategically strong first steps for SMEs.” a multitude of long, complex providers to add security and technical tools to deploy, unprepared, and therefore and secure passwords so go from MSP to MSSP, as a manage and provision unable, to contain an Two factor authentication is on the face of it the use of way to make cost-effective an MSSP’s security estate assault. Attacks continue another inexpensive, clearly multi-factor authentication security available. “It is up to and give full visibility to to threaten the external visible and effective means (MFA) is compelling,” he traditional security vendors demonstrate that the perimeter – but the threat of slamming the door on stated. “MFA is simply a to help MSPs embrace services solution works is also internal, reiterated a number of threat areas. security system that requires and deliver cloud-ready and is delivering protection Ian Kilpatrick, Strategic Yet surprisingly, 2FA is still more than one method of packaged security services and tangible value. The Advisor Cyber Security only deployed in a minority authentication to verify the that are simple to deploy and commercial arrangements at Nuvias Group. “The of companies, pointed out user’s identity for a login manage,” added Whitley. also need to accommodate lack of strategic focus on Kilpatrick. “Multi-factor or other transaction. “For a MSSP programme to annual and monthly billing cybersecurity has left many authentication and identity work, proper packaging and and flexible licensing, as SMEs challenged,” he stated. management, including “But traditional MFA delivery of services is vital. well as the ability to scale up “They haven’t planned single sign-on, will grow solutions have been too security into their culture rapidly in 2019,” he added. expensive and complex, and therefore staff don’t “Insecurity has increased particularly for SMEs, and think about cybersecurity. through the move towards can be seen as a hassle for So their response to hybrid access, which can end users. Cloud-based security challenges is often include a mix of cloud, MFA requires no on-premise reactive which doesn’t on-premises and managed equipment which cuts down strengthen their defences. access, using multiple devices on costly deployment and and involving multiple management activities, “A considered plan is the applications. Not surprisingly, while a choice of modern best place to start. This cloud security and security authentication methods should be projected over for multiple applications in including push notifications, a number of years as it the cloud will also continue one-time-passwords or QR is unlikely that SMEs will to be an area of growth codes to a mobile device be able to deploy all the for the channel. This can provides good security solutions that they need in involve a variety of solutions combined with an improved Ian Kilpatrick 12 months. SMEs first need including encryption, risk user experience. If we are to work out what their most analysis, access and identity to significantly reduce Coupling cyber hygiene solutions with support from valuable assets are and how management – including the number of breaches value add partners for training, as well as carrying out to protect them, rather than single sign-on – and from poor password penetration testing, are strong first steps for SMEs. try to protect everything. managed security.” n

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www.comms-dealer.com COMMS DEALER JUNE 2019 53 COMMS PEOPLE G3 swaps Chairman ITS boosted

MARK Thompson has joined G3 Comms as Chairman, replacing co-founder Tony Parish who continues as Non- by Lee hire Executive Director and shareholder. The appointment follows April’s acquisition of a majority shareholding in ALTERNATIVE G3 Comms by Apiary Capital. Thompson brings over 25 full fibre and years industry experience and has held senior roles at hybrid network Reliance Communications, Energis and Intercity Mobile operator ITS has Communications. Following the exit of Easynet MDNX strengthened in 2015 Thompson pursued personal interests. Prior to its wholesale his commercial career he spent 12 years as a Royal Navy team with the Engineer specialising in electronics and communications. appointment Thompson said: “G3 Comms is well positioned but of Philip Lee Philip Lee Mark Thompson sustainable growth can be attained only by achieving as Partner scale in the marketplace and by augmenting core Development Manager. Lee joins from Daisy Group operations with the diverse range of products and services that support business communications where he helped to build the partner offer. Previous today. With the support of the Apiary investment team we have the means to address these positions include a spell at Virgin Media Business. challenges with a buy and build approach directed at carefully targeted acquisitions.” ITS CEO Daren Baythorpe commented: “This Thompson’s arrival follows last month’s appointment of David Blackburn as CTO and board director. is an important appointment in terms of taking It also follows the hire of Gary Robinson, who joined from Vodafone, to manage the G3 Comms our wholesale offering to the next level. As we sales function. G3 Comms CEO James Arnold-Roberts added: “We plan to expand our activity into continue to build and grow our full fibre and the global enterprise market, so Mark’s experience of working in this sector will be invaluable.” hybrid footprint we need likeminded partners to come on board. Philip’s track record is impressive and he will bring a lot to the table.” Also on the move... ITS currently has 22 full fibre and hybrid Nerland gets networks and launched a partner recruitment CISCO’S Middle East campaign in late 2018 after the arrival of Dave and Africa business Hudson, former Managing Director of Wholesale leader David Meads at Zen Internet, as Business Development Director. is poised for a Masergy role ITS has since added over 20 new partners. career move at the beginning of the new fiscal year (29th July) when he becomes Vice President for Louth rocks up Cisco’s EMEAR David Meads Partner Organisation. He joined Cisco at Logicalis UK in 1996 and has held several leadership roles in the UK before moving to Johannesburg as GM LOGICALIS UK has for South Africa in 2010. Meads went on to lead pulled in Alex Louth Cisco’s Africa business in 2012 before taking on as Managing Director. the combined Middle East and Africa role two He moves from Data years ago. He also has an understanding of the Intensity, a multi- partner landscape having worked in one of Cisco cloud managed UK’s largest Cisco Gold Partners for 10 years. services provider, BIRMINGHAM-based Intercity Technology’s where he spent over executive board line up has been bolstered by the two years managing appointments of Neil Parker as Chief Sales and the integration of his Marketing Officer Emily Nerland former business Red Alex Louth and Chris Sharp Stack Tech after its as Chief Financial FORMER TalkTalk Business International Carriers acquisition by the firm in 2016. Louth brings more Officer. Intercity’s Account Manager Emily Nerland has joined than 20 years experience working in the IT channel. CEO Andrew Masergy as Channel Director EMEA. In leading the “The marketplace is changing and there’s a Jackson commented: UK channel account management team Canadian great opportunity to establish ourselves as a long- “Our team is our born Nerland will focus mainly on supporting term value partner to our customers, helping biggest asset, partners’ portfolios in security, international them navigate ongoing business and technology and we couldn’t networks and SD WAN. Prior roles include stints change through engagements driven by much Chris Sharp be more excited to have Neil and at tIPicall UK as Account Manager and Channel greater levels of intimacy, customer experience and Chris on board to drive forward on our strategy.” Sales and Marketing Manager at Zamir Telecom. service provision,” stated Louth. “The business The appointments follow the company’s “I’m excited to be joining the Masergy team and has been restructured and re-energised, and I’m investment into a technology hub in the executing on its plans to drive continued growth excited to work with the management team to midlands which includes the build of Intercity’s in the channel,” said Nerland. “The market ensure we increase our value to customers.” flagship data centre and a redesign of its HQ. opportunity for our partners is boundless.” More Comms People news on page 58

THE COMMS NATIONAL AWARDS 2019 10TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM ENTER NOW!! 54 COMMS DEALER JUNE 2019 www.comms-dealer.com INDUSTRY VIEWPOINT Axe HS2 urges Daniell

The construction of HS2 has been pushed back again and with contractors struggling to keep to the £56 billion target build cost, a leading figure in the ICT industry has called upon the project to be scrapped in favour of expenditure on the UK’s digital networks. Piers Daniell

luidOne Chairman analysis on the controversial every part of our country to connectivity applications Piers Daniell believes high-speed rail link, has We should be fibre optic is well understood required, but Daniell is not the UK should raised concerns that phase and even BT proposed the convinced. “5G has a future abandon HS2 – and one of the scheme – which lighting up idea to Margaret Thatcher in and a role to play, but it is Fother costly infrastructure is set to link Birmingham the UK with the eighties. “Imagine what limited by physics and I’m projects – in favour of and London – may not a country we would live in sure it will be superseded wholesale investment in fibre be complete until 2030. true end- today if we had that kind of within a decade by 6G or connectivity. “Instead of And, taking into account infrastructure through the the like,” he added. “Fibre concentrating on a platform the further delay to the to-end fibre nineties and noughties,” on the other hand gives that would benefit us, our completion of Crossrail, he speculated. “A lack us a platform on which children and our children’s that timeline has to be optic cable lustre effort by previous lasers and optics can be children we have focused optimistic. Daniell is governments to improve upgraded for decades, on several national projects convinced HS2 will end digitising the countryside broadband speeds with a achieving speeds we can’t that are dated and mired in up costing over £100 as well as cities will bring ‘superfast broadband’ roll out even imagine today. That is controversy,” he said. “We billion or more and will not major benefits such as new has managed to connect five what we should be investing are going to sink billions into benefit people across the online healthcare services to million homes and businesses in, not old technology a century old technology whole of the British Isles. all people, rather than just and generated an increase to satisfy our needs for that, according to the CBI those with access to a fast of £9 billion in revenue for the next few years.” will end up creating a ‘two- “We should be lighting up digital network. “I would be companies as a result.” speed England’ let alone the UK with true end-to-end more inclined to live remotely According to Daniell, the Wales, Scotland and Northern fibre optic cable, enabling should the investment Dramatic returns Government should commit Ireland. This investment along our country to lead the world in a digital infrastructure The Department or Digital, to bringing optical fibre to with Heathrow and London’s in the digital economy,” enable that,” said Daniell. Culture, Media and Sport every part of the country Crossrail is a patchwork he added. “Every part of commissioned Ipsos Mori within the next five years and quilt approach and doesn’t our country would benefit “There is no argument and Simetrica to ascertain achieve a level of investment include the masses across from an infrastructure for keeping HS2 alive and the economic impact of that would see massive the country who have shown that works at the speed Government would be the broadband subsidy savings compared to HS2, through the Brexit vote that of light, a platform onto wise to can the project and programme during 2012 and and deliver a huge return for they are being left behind.” which countless businesses throw all its might into a 2016 and it was calculated the UK economy and society and industries could be truly successful and forward- that there had been a £690 as a whole. And with the Daniell’s views have been built, millions of physical looking fibre optic network. million net increase in gross Brexit debacle creating an backed up by research carried journeys avoided, and cost It does not mean we cannot added value to the UK increasingly divided country, out by top US pollster Frank savings delivered throughout revisit the idea of super-fast economy. “We saw dramatic he believes it would be a Luntz who, in a briefing the public sector.” travel between our cities, but returns, and that doesn’t unifying force. He added: “I to the Conservative Party, let’s review that on the basis include the £500 million truly believe that investment said supporters would be Daniell’s views chime with of emerging technologies returned by BT as part of in a digital infrastructure more likely to support a those of Per Odling, a that enable people to the funding scheme because would help unite our country leadership contender who telecoms professor at Lund ‘virtually’ communicate take up was higher than and provide us with a pledged to axe HS2. University in Sweden who at the speed of light.” expected,” added Daniell. globally leading platform on Meanwhile, the Midlands is pushing his country to which to base the future of Economic Forum (MEF), take digitalisation to the Daniell says the benefits and Some argue that 5G will our economy and society.” n which has produced new countryside. Odling says opportunity for connecting deliver the high speed More views on HS2 – page 56

THE COMMS NATIONAL AWARDS 2019 10TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM ENTER NOW!! www.comms-dealer.com COMMS DEALER JUNE 2019 55 HS2 v FIBRE KALEIDOSCOPE Should HS2 be axed and cash spent on fibre roll-out?

T is predicted that the HS2 rail project could ultimately cost the taxpayer £100billion and it’s dawning on Government ministers that delivering top– quality fibre-optic connectivity across the country could be a much smarter use Iof public money. One is Chief Secretary to the Treasury Liz Truss, who wants to accelerate the high- speed internet revolution – funded by the billions currently earmarked for HS2 – and has launched a review into how to free up money to dramatically bring forward the roll-out of ‘full fibre’ broadband.

We feel sure the vast majority of the channel community would prefer to see more opportunities to hook up new comms services to high speed networks, than saving half an hour on the journey time from Birmingham to London.

And there is also a growing group of campaigners – including the Taxpayers Alliance and the New Economics Foundation - calling for HS2 to be axed due to the growing costs and damage to the environment. Estimates for the railway currently stand at £60 billion, but it could spiral to £100 billion and run way past estimates for completion, in common with London’s Crossrail project which is already two years behind schedule.

ANDREW DICKINSON – MANAGING DIRECTOR, JOLA MARK CURTIS WOOD – GROUP SALES & MARKETING DIRECTOR, VAONI FIBRE ROLL-OUT DOES NOT NEED A BETTER-CONNECTED UK WOULD GOVERNMENT INVOLVEMENT PROVIDE BETTER ROI LONG TERM “With access to Openreach poles and ducts, plus micro-trenching and “Should the Government axe HS2 now and allocate the money to amazing new fibre splicing technology, fibre companies really have no fibre connectivity across the UK? I believe the bigger question is what need for Government support. There are at least 15 fibre-infrastructure does £60 billion really gives us? In the quest to become a fully Digital companies in the UK. They mostly have 25-year investment plans Britain there is an argument that the money could be used more and, with an average cost to install per site of only £500, their ROI effectively to leverage a better-connected UK through an extended looks stellar. Getting the Government involved in this would be like fibre roll-out and provide a far better return on investment in the long introducing the BBC into a thriving commercial radio industry. term.

“HS2 will cost a lot of money, will be very disruptive and it will definitely “A better-connected Britain would allow people to travel less as we run over budget. However, if the trains are carbon neutral and we can use technology to communicate better and therefore reduce our get people out of cars, then I suppose that’s a good thing. Also, big carbon footprint. With better connectivity it doesn’t matter where you infrastructure projects are great for the economy if the investment stays mainly in the UK. are as you can connect via video conference and give people more choice on how and when they travel. “Personally, I’d rather jump on Teams these days for a meeting than jump on a 45-minute train to Birmingham. Also, remember that most people don’t live in the centre of London or “For me, the argument for Transport v Technology is one of giving people more choice over Birmingham, so they must get there first which probably adds an hour to the journey.” how they balance work and life.”

ROB SIMS – GROUP CEO, ELITE GROUP GRAHAM WILKINSON – HEAD OF SALES, NETWORK SERVICES, NIMANS

FIBRE ROLL-OUT IS A CRITICAL IF ONLY WE COULD TURN BACK THE REQUIREMENT FOR NATION CLOCK ON THE HS2 PROJECT “I think the roll-out of fibre across the UK is a critical requirement “Hindsight is a wonderful thing and I worry that the HS2 project may to meet the demands of rising bandwidth from both consumers and be too far down the line now to stop. Lots of money has already been businesses and these requirements will only increase as we become spent and it seems already over budget. If the question had been a further connected nation (locally and globally). Although mobile asked at the beginning, I would say we don’t need this project. From services such as 5G will support this requirement, the UK fixed line an ROI point of view in terms of economic benefits Manchester to access will be a continued critical requirement for many decades to London is just two hours anyway. The benefits would be much greater come. through a fibre roll-out especially in today’s connected world where people work smarter not harder – and conferencing can take place “The fibre roll-out should be a private and public investment in our instead of travelling. infrastructure, but it should not be one or the other and we need to ensure it is prioritised, so we begin to move up the global ranking of “Clearly there will be benefits from HS2, but they tend to diminish the next generation access services to attract businesses and ensure we can deliver our next further north you travel. There are far better ways to spend the billions of pounds it will cost. generation services. If I had to choose between HS2 and the fibre roll-out I would choose But I fear it’s too late now to divert that money elsewhere. Cross Pennine travel needs huge the fibre roll-out, but my view is still the same - if we must pick between the fibre project or investment for example especially for the so-called northern powerhouse to reach its full another we are missing the key point, the UK will need this regardless!” potential. If only we could turn back the clock with HS2.”

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56 COMMS DEALER JUNE 2019 www.comms-dealer.com HS2 v FIBRE KALEIDOSCOPE Should HS2 be axed and cash spent on fibre roll-out?

On the flip side, Governments of any colour do like big infrastructure projects - HS2 was originally conceived by Labour and rubber stamped by the Coalition administration - and the Northern Powerhouse Partnership, argues that the North needs HS2, as the main transport artery, to be connected to smaller rail connection projects across the area. Under the chairmanship of former Chancellor George Osbourne, The Partnership is urging the Government to give the green light to the £39bn plan for Northern Powerhouse Rail, the east-west rail connection, and guarantee that it opens in the North at the same time as HS2.

The debate is further fuelled by that fact that well-funded private enterprise is steaming ahead with the fibre roll-out so, is any Government money actually needed?

For this month’s Kaleidoscope, we thought it would be interesting to garner the views of Northern channel focused businesses on the HS2 v Fibre question and posed two simple questions: should the Government axe HS2 now and allocate the money to fibre roll-out across the UK or should it continue with HS2, as it will strongly benefit the North and the UK economy as a whole? As ever there were polarised views, but the majority believe ubiquitous high-speed fibre could yield more benefits than a single high-speed railway.

LAUREN MCMANUS – MARKETING DIRECTOR, DIGITAL WHOLESALE ADRIAN BARNARD – ICT AND TECHNOLOGY COMMENTATOR SOLUTIONS BENEFIT OF FIBRE TO REGIONS ACROSS TIME CONSUMING HS2 PROJECT HAS THE UK IS IMMEASURABLE SPIRALLED OUT OF CONTROL “Of course the Government should axe HS2 now and allocate the “HS2 has the potential to shape how we travel with benefits to money to fibre roll-out, but I’d give anyone long odds on it going commuters and the rail industry but, unfortunately, it seems to have ahead - at least between London and Birmingham. In a networked spiralled out of control and poor management has meant more money world never more focused on both the ‘Local’ and the ‘Global’, is being poured into the project that could have been better allocated devolving access to the benefits of full fibre to the regions and to the fibre roll-out across the UK. fixed and mobile ‘not spots’ is almost immeasurable and clearly of significant benefit. Sadly, I and esteemed Comms Dealer readers are “HS2 is a time-consuming project that will likely have little bearing not the decision makers in this important national matter. on current congestion issues on public transport, affecting people’s commute, whereas, if the funds were spent on the fibre roll-out, “That development follows investment is a well-known truism and this would help reduce the need for commuting in the first place. economic fact. Whether or not the same amount of investment, if Employees could work from home, holding meetings over video conferencing with an used locally to improve transport infrastructure in general, would yield better returns is the ultrafast, stable fibre connection, improving efficiency and meeting the needs of the growing more useful investigation (and I bet it would). But since central Government is leading HS2, mobile workforce.” I doubt this will happen. I fear the phrase ‘HS2’ will become synonymous with a ‘failed Government white elephant’.”

MARK COLLINS – DIRECTOR OF STRATEGY AND PUBLIC AFFAIRS, DARREN GARLAND – MANAGING DIRECTOR, PROVU CITYFIBRE HS2 SHOULD BE DOVETAILED INTO HS3 WHY THE CHOICE? WHY CAN’T WE HIGH SPEED LINK FOR NORTH HAVE BOTH HS2 AND FULL FIBRE? “I believe the obvious and most important benefit to the North is “It’s increasingly recognised that access to next generation digital building the High-Speed link between Liverpool, Manchester, Leeds infrastructure is a critical driver of economic growth, innovation and job and Hull (HS3), this would bring the largest economic benefit to the creation. It enhances the agility and efficiency of both public and private North for a relatively small investment as compared with HS2. sectors. No one will deny that good transport infrastructure also has a crucial role. Yet in this carbon-conscious world, let’s remember that good “If HS2 is to be built it needs to be dovetailed into HS3 in a seamless digital connectivity can reduce the need to travel altogether. high-speed network, allowing connectivity of these major urban areas to allow the flow of people and goods in a fast, efficient “And yet – why should the UK have to choose? Surely public modern railway network, that will deliver prosperity to a much wider investment is best focused where the market can’t or won’t population.” provide? CityFibre and others are ploughing billions in private funds into fibre networks across the North and the UK as a whole. Northern Powerhouse leaders would agree - if Ofcom can establish a healthy, competitive digital infrastructure market, we could have both HS2 and full fibre.”

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www.comms-dealer.com COMMS DEALER JUNE 2019 57 COMMS PEOPLE Strategic manoeuvre Olive names

DIRECTOR level promotions at Strategic Imperatives (SI) have significantly Jane as CTO sharpened its focus on two key strategic areas. The appointment of former Head HIGH Wycombe- of Business Development Tim Sayer as based Olive Chief Operating Officer further brings Communications to bear his capabilities in SaaS telecom has appointed billing and provisioning solutions. Andrew Jane Meanwhile, the instatement of Head as CTO. He of Service Delivery Matt Brewster as Chief moved from Technology Officer brings to the fore Mitel where he his cloud and infrastructure knowledge was responsible to drive the development of the Elevate for delivering Tim Sayer and Matt Brewster billing platform and CPConnect, an API solutions for that allows CPs to integrate with multiple network providers. CEO Wail Sabbagh stated: “We are in an global cloud Andrew Jane enviable position with the rise of the subscription economy, the roll out of 5G connectivity and demand infrastructure, for intelligent billing solutions. Tim and Matt will be key to the company’s next stage of growth.” environments and applications. Olive CEO Sayer added: “Elevate has a growing reputation among the communications, IT and software Martin Flick commented: “This is an exciting communities, and I am looking forward to working with the team to disrupt the billing time for Olive as the plans we laid down four landscape with fresh thinking solutions.” Brewster commented: “These promotions allow us years ago have proved successful, growing to focus on our growth strategy within a rapidly changing and challenging industry.” cloud revenues five-fold in that time, with some landmark customer wins and key milestones in partnership with Mitel and Vodafone.” Also on the move... Jane added: “Olive has proven success Wireless whiz and credibility in the UC and Contact Centre LEE Underwood cloud arena. It’s exciting to be joining as has joined Snom as the company continues to expand its global Channel Manager for reach while transitioning and elevating its the UK&I territory. He joins Pangea technological abilities to the next level.” brings almost 20 years experience in the PANGEA’S 5G telecommunications Project has received sector and has a boost following worked for a Langley makes number of resellers. the appointment of Dr Arslan Usman as Lee Underwood Most recently Underwood was System Architect. way for Craner a Channel Manager and cloud specialist at He holds a Wireless Unify. Snom’s UK Distribution Director Alison Communications Tetlow stated: “It’s great to see Lee join Snom PhD and will unite having known him for such a long time. His the commercial competence and expertise will contribute to the and academic sides Dr Arslan Usman increase of Snom’s presence in our region.” of the joint 5G Project launched by Pangea alongside Kingston CHANNEL-only MSSP Foresite has pulled in Mark University and Innovate UK. The project’s intention Collins as Partner Account Director. “In the past I’ve advised customers to layer security, to encrypt is to develop enhanced video compression and data transfer capabilities over 5G connectivity. their data wherever it resides, to adopt technology James Craner to increase productivity and gain competitive Usman completed his PhD in IT Convergence edge,” said Collins. Engineering in South Korea, and is credited A DIRECTORSHIP change at South West “Now I’m back in with over 30 academic publications within Communications sees James Craner join the firm the security market the wireless communications field, with a as Financial Director replacing Harry Langley who I see even bigger heavy focus on 5G wireless networks. is now the Group’s Company Secretary. Craner challenges than ever Usman said: “My role is exciting: We have qualified with Arthur Andersen and brings 24 for organisations an ambitious agenda at hand, turning extensive years experience in senior management. Prior that our partners research work from the world of 5G and beyond roles include stints at Curver UK, Catalent, can address.” Jason into user-centric, front-line devices and platforms.” Baldor Electric Company and Ultra Electronics. Humphreys, Foresite’s He most recently worked as a corporate finance Mark Collins Senior VP of Managed Services, added: COLT Technology Services has pulled in consultant. South West Communications Managing “Mark’s experience and know-how will strengthen Melanie Halsey as EVP for Human Resources. Director Brian Lodge said: “James will build on existing relationships and enable new partners She brings 20 years experience in HR and Harry’s exemplary work as we strive to grow to enter the market to meet the security and joins Colt from Eight Roads, the proprietary our business into the managed services arena. compliancy needs of their customers, without the investment arm of Fidelity International, His experience outside our industry and strong need to invest heavily in training or infrastructure.” where she was Head of HR for six years. financial leadership will be key to our success.”

Contact Abrahan Keinan Building your telecoms business Become a partner Tel: 0344 545 0051 • [email protected] has never been easier www.swiftnet.co.uk 58 COMMS DEALER JUNE 2019 www.comms-dealer.com THE COMMS PRODUCTS AND COMMSPAGES SERVICES PAGES To reserve your place and to be a part of the comms directory contact the call Simon now on 01895 454603 or email [email protected] for details

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