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3-20 Industry News Catch up with events in comms 22 Interview Boucher’s expansion bid steams ahead channeltelecom.com 32 Government sets Comms Vision How to profit from Digital Britain out fibre-5G aims 44 THE future look of the UK comms landscape came into sharper focus last month News Profile when the Government set out plans to transform the nation’s infrastructure. O’Hagan marches towards £35m goal SPECIAL REPORT The ultimate goal is for full “The Review also indicates fibre coverage across the UK that 5G offers the potential New proposals to speed up the by 2033 and 5G deployment to for an expansion of the tele- 46 roll out of fibre are ‘vital’ to UK the majority of the country by communications market with competitiveness, according to 2027. Figures indicate that the opportunities for existing play- Business Profile the Government’s Future Tele- UK currently has 4% full fibre ers and new entrants. Hughes sets the coms Infrastructure Review connections, lagging behind “This radical new blueprint Pace in growth race (FTIR) published last month. Spain (71%), Portugal (89%) for the future of telecoms in The FTIR forms part of the and France (28%). this country will increase com- Government’s long-term Ind- “Without change full fibre petition and investment in full 52 ustrial Strategy and calls for broadband networks will at best fibre broadband, create more radical action to ensure that the only ever reach three quarters of commercial opportunities and Comms People majority of the population has the country, and it would take make it easier and cheaper to This month’s access to 5G and that 15 million more than 20 years to do so,” roll out infrastructure for 5G.” movers and shakers premises are connected to full said DCMS Secretary of State For more on this story and fibre broadband by 2025. Jeremy Wright (pictured). industry reaction see page 31

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EDITOR’S COMMENT Nicol set for Damovo’s CHANGE is afoot as full fibre and 5G become the comms sold off to sector rule following the Government’s Future Telecoms Infrastructure Review (FTIR) English push Eli Global published on July 23rd. It is perhaps the first coherent COMMSWORLD aims to DAISY founder and Chairman strategy to get the UK up to near-triple the size of its dark Matt Riley and PE investor speed. According to figures fibre estate by connecting to partner Oakley Capital Private more than 20 UK cities includ- Equity II have sold Damovo Stuart Gilroy cited by the Government the UK’s full fibre connections ing Manchester, Birmingham, to M&A specialist Eli Global. currently stand at a woeful four per cent which, when you Leeds and London. Riley acquired a majority stake consider Spain has 71 per cent, Portugal 89 per cent and The Edinburgh-based comms in Damovo in January 2015. France 28 per cent, is nothing to shout about. But what provider is extending the reach Since then the firm has con- comes over loud and clear is that something has gone of its national optical core net- solidated from separate country wrong and the Government’s answer is a decisive ‘how to work following access deals to operations into one group and put it right’ response rather than a ‘who’s to blame’ salvo. long distance fibre networks Ricky Nicol acquired three businesses. Some would argue strongly that the Government from CityFibre and Zayo. Damovo now employs more itself should be fending off incoming fire for not doing Under the contracts, which mined by the equipment we use than 500 staff in 13 locations anything sooner, along with other major influential run for 12 and 10 years respec- on the end of the fibre. across Europe, Asia-Pacific and players such as Ofcom and Openreach, as they were tively, Commsworld will add “Working with our SI part- Latin America, serving custom- so stuck, as in quicksand, in a fragmented approach over 2,000kms of dark fibre to ners and in conjunction with ers in more than 120 countries. to the UK’s connectivity infrastructure which was its existing 750km of on-off- G-Cloud 10 and other frame- It holds high level accredi- unfit for purpose – but for which ultimately no one net metro Ethernet tails in what work accreditations gives us the tations with Avaya, Cisco, organisation can justly be held responsible. Therefore we is the largest investment of its opportunity to significantly grow Microsoft and Mitel. should not waste time playing the blame game when kind in the company’s history. revenues across England.” As part of the acquisition urgent work and catching up needs to be achieved Commsworld CEO Ricky Nicol also noted that the the current management team of quickly if we are to truly realise Digital Britain. Nicol said: “This network exp- DWDM network Commsworld CEO Glen Williams, Executive Thankfully, the FTIR has ushered in a new coherent ansion takes us from a predomi- will build to light the fibre will Chairman Matthew Riley and strategy with a single vision, clear goals and shared nantly Scottish-centric provider be capable of four terabits per CFO Stuart Hall will be leaving responsibilities between the Government, Ofcom and to a UK one, and is a milestone second from the outset. the business. MD for DACH the comms industry, working as an integrated group in our long-term strategy to take Commsworld will open and Poland Carl Muhlner bec- to deliver full fibre broadband coverage across all of the business to that UK level, another 30 PoPs, mainly in data omes Group CEO. the UK by 2033 and bring 5G access to the majority opening up many more pos- centre facilities across the UK of the population by 2025. Now’s the time for true sibilities for us to transform the as it targets new business in the leaders among all stakeholders to make their mark. But amount of business we will do private and public sectors. what will this integrated effort look like in practice? We south of the border. The deal sees Commsworld believe it’s a challenge and opportunity that will define “Previously outside of Scot- bring 10 of CityFibre’s gigabit the future role of the channel and forms a key theme at land we’ve used fibre networks cities on-net and delivers on- this year’s Comms Vision Convention (see page 32). owned and managed by others, net access to Zayo’s London but this development means we metro network with the option Stuart Gilroy, Editor have full control and the band- to leverage its subsea links to width available is only deter- the USA and mainland Europe. Matt Riley

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COMMENT: ENGAGEMENT MATTERS Swyx in merger as LOW rates of unemployment make it vital to retain and develop high calibre staff and place them at the heart of everything you do. Engaged Centile’s pocketed and happy people mean happy customers which GERMAN UC vendor Swyx inspires business growth. has merged with Voiceworks To meet the demands of parent company Within Reach an ever-changing world Group (WRG) based in The it’s vital to truly put the Netherlands and also acquired French UC provider Centile. Richard Carter customer experience first and here at Nimans we The deal was backed by fully embrace this ethos. We’ve just placed this year’s PE business Waterland which entry into the annual National Engagement Awards, an acquired Swyx in January. event where we’ve enjoyed some success in the past. The combined group serves We truly recognise that our staff are intrinsic to circa two million end users via delivering success and key to differentiate us. So a few more than 1,400 resellers and years ago we decided to develop and implement an service providers. innovative sales strategy that would engage and enhance Swyx CEO and co-founder Ralf Ebbinghaus the skill set and put the customer at the heart of what Ralf Ebbinghaus stated: “With we do. The push to strive for excellence and support of a combined revenue of 130m Bertrand Pourcelot, Director player in the UCaaS market and our people has led to many developments across Nimans euros and 500 employees across General of Centile, added: “This expand the UCaaS portfolio we – from company-wide strategies to more bespoke training 12 European countries, the three enables us to become a stronger already offer partners.” and development through our in-house academy. We companies are creating a new force in the European market have several managers who have commenced their ILM A BPL Business diploma in management. This is a nationally recognised from which even more syner- Publication qualification taking 18 months of study and course work. gies will emerge. BPL Limited “The investments give us the Highbridge House, 93-96 Oxford Road, In addition we are now holding monthly leadership Uxbridge, Middlesex, UB8 1LU, United Kingdom power to innovate further in the T: 01895 454542 F: 01895 454413 round tables on a range of subjects from motivation Editor: Stuart Gilroy highly dynamic IP-based com- Subscriptions through to recruitment. These provide a fantastic [email protected] 07712 781 102 Subscription rates for 12 issues: munications market.” UK, £65; Overseas:£80 (incl p&p) opportunity for our management team to share Publisher: Nigel Sergent Back issues can be obtained: ideas and best practice. We are also researching and Stijn Nijhuis, CEO and co- [email protected] 07712 781 106 UK £6 (incl p&p), Overseas £10 each (incl p&p) For subscriptions please call 01635 588 869 developing new sessions around Emotional Intelligence, founder of Voiceworks, stated: Managing Director: Michael O’Brien Views expressed in this magazine are not currently in the advanced stages of development. We “Swyx, Voiceworks and Centile [email protected] 01895 454 444 necessarily those of the publishers. No part of this publication may be reproduced without the grow their businesses through a Sales Director: Simon Turton have a mission to serve the customer and believe that, express written permission of the publishers. to a large extent, engagement trumps strategy. large network of resellers and [email protected] 01895 454 603 All trademarks acknowledged. Photographs and service providers. Production: Frank Voeten artwork submitted for publication accepted only Richard Carter, Director of Channel Sales, Nimans [email protected] on the understanding that the Editor is not liable “This gives the combined for their safekeeping. company an immediate strong Circulation 01635 588 869 © 2018 BPL Business Media Limited. market position in Europe with ISSN 1366-5243 Printed by Pensord Limited • Exclusive CEO Olivier Breittmayer put to bed any idea of a merger a solid base in The Netherlands, Member of the Audit Bureau of Circulations ABC total average circulation 15,525 last month when he sealed a deal with new owner Permira (p26). (Jan-Dec 2017, 12,587 print, 2,938 digital) Germany and France.”

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Services drive NEWS ROUNDUP IT SERVICES provider KCOM is targeting the enterprise cloud contact centre market following its accreditation SCC revenues as an Amazon Connect Partner, building on its APN Premier Consulting Partner status. Stephen Long, EVP of Enterprise at KCOM, noted that the firm was the sdn series particularly attracted to part 3 - how does our network Amazon Connect’s scalability and market traction. benefi t our partners “This accreditation gives KCOM the ability to offer customers bespoke contact SOFTWARE DEFINED NETWORKING IS CLEARLY centres in the cloud and AWESOME... BUT HOW DOES IT CREATE REAL WORLD tailor technologies to their BUSINESS OPPORTUNITIES? specific needs,” he said. James Rigby WATCHGUARD is targeting the IT GROUP SCC registered its or whatever they do, to digitise SMB sector with cloud-based fifth consecutive year of record their operations and outsourcing multi-factor authentication earnings in EMEA for the year that requirement is an effective (MFA) to meet demand for BLACK FRIDAY ending 31st March 2018, report- way to manage the continual less password-heavy systems. Network changes can be ing £1.8bn turnover, up 9% investment needed for growth. “We know that a massive made in near realtime across the region, and EBIT of “We have invested in recent portion of data breaches £27.7m representing year-on- years via our cloud services and involve lost credentials, and year 10% growth. data centres in anticipation of since cyber criminals target The operations in France that demand and expect to con- organisations of any size and the UK continue to drive tinue our current performance MFA is now a prerequisite the majority of group turnover levels in the coming years.” for all businesses,” said (96%) and profitability (94%). Areas of investment high- Alex Cagnoni, Director A strong UK performance lighted by Rigby include AI and of Authentication at in services aided by new data cognitive computing. He also WatchGuard. “In the absence centres in Birmingham and emphasised the possibility of of MFA cyber criminals can Hampshire helped spur growth. capability-based acquisitions. utilise a variety of techniques SPORTS VENUE SCC CEO James Rigby said: to acquire usernames and Got a news story? email: Bandwidth can be scaled “There is now a need for all passwords and steal data.” [email protected] on demand businesses, whoever they are DMSL MD John Carter claims a beefed up Internet access service offered by the Vision snapped up distributor dovetails neatly with rising demand for SaaS COMMUNICATE Better’s pr- and public cloud services, esence in the south west region providing a foundation for will be more strongly felt fol- VoIP, cloud services and lowing the acquisition of Wales- recurring revenues. “Almost based mobile services provider every business is now 100% service PACKAGE Vision Communications for an dependent on their Internet You can charge for undisclosed sum. access,” he stated. The tighter SLAs - knowing The Vision brand, manage- company is offering a new you are in control ment and staff will be retained BTnet service which comes Wayne Cartwright with the product portfolio enh- with a 100% availability anced by a wider range of tele- the number of mobile connec- SLA, Cisco Meraki WiFi, phony, IT and vehicle telematics tions, with the potential to grow security options and speeds services offered by Hull HQ’d the business further. of up to 10Gbps. “This gives Communicate Better. “We plan to complete addi- resellers an opportunity Its CEO Wayne Cartwright tional purchases this year which to enable transformation said: “The acquisition spreads will contribute to our year-on- for their SMB customers our reach across Wales and the year growth figures.” and move towards more south west of England and rep- Cartwright is targeting £10m sustainable and profitable For more information please visit: resents a significant increase in revenues this financial year. business models,” he added. www.virtual1.com/software-defined-network To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER AUGUST 2018 5 INDUSTRY NEWS

COMMENT: A FLAWED CONDITION SSE kicks off NEWS ROUNDUP AS of 1st October 2018 a THE strategic direction of new Ofcom rule will ban Exertis will be determined CPs from charging for caller and governed by incoming display facilities (which MD Tim Griffin (pictured) enable the screening of next project who joins the distributor nuisance calls), and the as Divisional MD of DCC service must be provided Technology ‘by default’, unless proven (part of to be not ‘technically parent feasible or economically company DCC) and MD Itret Latif viable’ (General Condition C6). Under these new of the Exertis rules the displayed telephone numbers must be valid, Group, dialable and uniquely identify the caller. Providers will be reporting to DCC CEO required to identify and block calls with invalid or non- Donal Murphy. Prior to his dialable numbers, stopping them reaching consumers. appointment Griffin was CEO However, it has emerged that the ban on charging for and GM for Dell EMC UK & default-provided caller display is only applicable to CPs Colin Sempill Ireland. During his ten year that have contracts with end customers, while wholesale stint at Dell he was also providers of these services such as Openreach are not SSE Enterprise Telecoms plans “It’s a significant investment, charged with developing impacted in the same way. This peculiarity enabled to unbundle 177 BT exchanges enabling customers, prospects, business in the Asia Pacific Openreach to publish on 28th June 2018 an Access and support Three UK’s 5G roll MNOs and service providers region and held other roles Charge Change Notice increasing the caller display charge out with fibre connectivity in a to benefit from the enhanced with worldwide remits. Griffin by 320 per cent to £1.44 from 1st September 2018, one phased project that will run over network footprint.” is also a Non Exec’ Director month before the Ofcom charging ban takes effect. two years. Three UK has signed a deal for the Welsh Rugby Union. FCS members are alarmed by the prospect of having to The move brings more than with SSE Enterprise Telecoms absorb these unplanned large percentage increases. For 180,000 new UK business post- to use connectivity from the 177 PARAGON Group has most FCS CPs this translates to a loss making situation codes into play for SSE Ent- unbundled exchanges and for bolstered its UK business and will leave some with six figure financial deficits erprise Telecoms, doubling its support in its network expan- with the acquisition of that will be difficult to absorb. Currently, there does network reach. sion bid. Three UK CTO Bryn Imprimus which becomes not seem to be any recourse to challenge Openreach “Legacy networks are com- Jones said: “High capacity net- part of Paragon Customer or to pass the charges on to the end customer. ing under more strain as the works will be the foundation on Communications. Imprimus FCS members agree that customers should be demands placed on them poten- which 5G is built.” operates from locations at protected from nuisance calls but feel that it is illogical tially outweigh their capabili- Batches of the new exchang- Redruth and Dartford and and uneconomical to put the burden solely on the ties,” said MD Colin Sempill. es will be released over the was formerly known as retailer CPs. Therefore, we call on Ofcom to look again “This roll out will guarantee two year period and become Stralfors UK. It generates at the economic implications of its decision, and in 100Gbps services, putting the available to quote and order annual turnover of circa £14m particular the significant charge increase by Openreach. UK on the front foot to be a via SSE Enterprise Telecoms’ and the deal boosts Paragon We also call on Ofcom to instruct the whole supply pioneering digital economy and online price comparison engine Group’s revenues to over chain to either not charge or allow all CPs to charge. making use of new technologies called Livequote. 700m euros. Paragon has like 5G. Networks will underpin a presence in 15 European Got a news story? email: Itret Latif, FCS Interim CEO and Deputy Chairman the connected society that many countries and supplies [email protected] anticipate with 5G. more than 40 countries.

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COMMENT: STRATEGIC TALK Nasser nets NEWS ROUNDUP SIMPLE doesn’t always have THE headlines from this year’s to mean basic. If anything, Unify Partner Conference simple is what 99 per cent (which attracted 200-plus of the population prefers partners) staged in Berlin when it comes to their security biz last month include figures telecommunications. A no that show the Atos owned jargon and no nonsense company generated 63% of approach to doing things that product revenue through the just work when they need it channel, 85% in the UK, and to. This is how many of our its top 25% of partners more partners succeed, by focusing than doubled their business on what they are good at through Unify in the last year. rather than trying to do too Unify also revealed portfolio updates, new capabilities Richard Thompson many things at once, making them a popular option. with APIs, Circuit integration The most important weapon to have in your bag is with OpenScape Business, the simplest but most effective: Ensuring that you have a a simplified pricing model, strong relationship with your Account Manager (if you’re Charles Nasser simpler service bundles, tools in sales) or client. This is vital and not something that can to increase the speed and be bought or sold. Trust takes time to build, therefore CLARANET’S capabilities in Claranet Chief Exec’ Charles throughput of quotes, and your word is your bond. If you recall, my column in June the security arena have been Nasser commented: “This acqui- enhanced partner technical, touched on customer centricity and putting them at the significantly extended with the sition forms part of our vision to sales and commercial support heart of what your business does. By sticking to this acquisition of Cambridge-based enhance the security services via Partner Connect. method you will ensure that you are putting yourselves consultancy NotSoSecure. and expertise that we offer to ahead of the game as you have something money The deal follows last year’s our customers, as well as gain WHOLESALE comms provider cannot buy. The mutual respect of your customer. acquisition of SEC-1 and the access to new global markets Entanet has rolled out a new Here’s an example of how not to gain respect. You opening of a Security Operat- such as the US and Australia.” partner programme called get hundreds of calls or LinkedIn In-mails all claiming that ions Centre in Portugal. Siddharth commented: “The Thrive!, which is underpinned they are approaching you because they’ve done their NotSoSecure specialises in risk of cyber attacks to organi- by commitments to give research and seen that you might be a senior decision penetration testing for networks, sations around the world has resellers what they need to maker who could benefit from a new product or solution. web and mobile apps, and has grown exponentially. However, effectively market, sell and But when you look beneath the surface (usually you offices in San Francisco and this has not been matched by an support the firm’s connectivity don’t have to look that hard) you’ll see that it’s all style India. Its clients include global increase in training and knowl- services. The scheme aims and no substance, and that they’ve not researched you organisations such as govern- edge and, as a result, there is to match the support or your company at all. This is what I would call basic. ment agencies, FTSE 250 play- now a severe global skills short- requirements of each partner So it’s important to remember that relationships ers and Fortune 500 firms. age in cyber security. in areas ranging from white and reputations can take a lifetime to build and As a Claranet owned com- “With Claranet’s backing label marketing resources only seconds to break. Make sure that you’re pany NotSoSecure aims to grow and experience of breaking through to pre-sales bid always switched on and know what your customer its US business and expand its into new territories we are in a support. The programme also is thinking. How? It’s simple, just ask them. footprint in Australia and Asia. strong position to build our ser- gives partners a springboard The company’s founders Dan vice portfolio and seize market into the full fibre market Richard Thompson, Director of Partners, TalkTalk Business Haagman and Sumit Siddharth share in this rapidly growing backed up by CityFibre which will remain with the business. and evolving industry.” acquired Entanet a year ago.

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AN UPTICK in the performance identified an important shortfall MOBILE resellers have been of Nimans’ Major Accounts in resellers’ approach to making urged to comply with upcom- division is a sign of the distrib- the most of the UC opportuni- ing Mobile Bill Limit legisla- utor’s growing influence in the ties they face. tion that comes into force on UC, IT and end point arena and “With UC implementations October 1st. also reflects the strategic vision partners are leaving 20-30% of Billing company Aurora has of Colin McGregor who spear- revenue on the table in terms emphasised that the new rules heads the business unit. of headsets and other devices, allow customers to specify a He was formerly MD of Tech which form the final and most pre-agreed bill limit which if Data (Azlan) and took charge of important link in audio perfor- exceeded means the comms Nimans’ Major Accounts opera- mance,” stated McGregor. provider becomes responsible tion six months ago, a move that “Millions of pounds can be for the excess costs. Olivier Breittmayer helped to catalyse annual sales spent on systems and infrastruc- “This legislation brings mul- by 48%. ture but cheap headsets under- tiple issues throughout the chan- EXCLUSIVE Group shunned and knowledge. The industry According to McGregor the mine everything else. It’s one of nel and resellers need to ensure consolidation approaches from needs a VAD that can fill this sales hike is not attributable to a the biggest surprises I’ve seen. their billing platform is equipped fellow VADs opting instead to gap and we aim to do that.” simple ‘wallet shift’ as Nimans’ “Not only are resellers allo- to cope with the complexities, remain independent under new Michail Zekkos, who is a Compendium IP end point man- wing their customers to buy or they could find their business owner PE company Permira, Partner within the Technology agement solution has enabled online, worse still their com- non-compliant and having to having agreed a major invest- Team at Permira, commented on resellers to more easily secure petitors can come in and quote absorb extensive revenue and ment transaction last month. the investment deal: “Enterprise UC deals, he claims. Yet amid on headsets and get their feet margin loss,” warned Aurora Exclusive aims to become cloud and cyber security will these advances McGregor has under the table.” MD Derek Watson. the world’s largest global spe- continue to rapidly converge, “Resellers must talk to their cialist VAD in cyber and cloud creating a tremendous mar- billing provider to understand transformation, and is gunning ket opportunity for Exclusive what is being done to prepare for $10bn annual revenues. Group to enable that transition for this legislation.” Exclusive Group CEO Oliv- while positioning its channel For its part Aurora has ier Breittmayer stated: “Cyber partners at the forefront. deployed ‘intelligent billing’ security and cloud are the lead- “Preserving the entrepre- technology in its Affinity plat- ing business priorities in this neurial spirit and independence form to help resellers manage age of digital transformation, of the business while continuing their estate and billing revenue both as separate disciplines and to innovate with speed and at exposure. The company is also even more so joined together as scale will be key.” running a series of webinars for a co-dependent whole. Full interview – page 26 resellers focused on how they “Both sectors are becoming can get to grips with the upcom- Got a news story? email: increasingly complex, and both ing legislation, along with train- [email protected] Colin McGregor suffer from a huge lack of skills ing and support. New channel event brings mobile opportunities

DAISY Wholesale and Zest4 at the centre of their approach. tor and already helping partners have confirmed their support The channel cannot miss out on to implement successful mobile for a new channel event focused this significant opportunity.” and IoT strategies,” she stated. on helping mobile, comms and It is estimated that by 2025 “We’ll be on hand to share IT resellers of all sizes profit there will be 100 billion con- how we can help channel part- from the fast growing mobile nected devices with IoT connec- ners spot these opportunities services market. tions receiving a rocket boost and create sales campaigns to Margin in Mobile launched from 5G. win those deals.” by Comms Dealer publisher BPL Zest4 MD Mandy Fazelynia Margin in Mobile 2019 will Business Media complements believes that now is the time include an educational seminar the successful Margin in Voice for resellers to ensure that their programme, managed meetings, Terry O’Brien Mandy Fazelynia & Data symposium and will mobile communications and IoT a networking evening dinner be staged at the Northampton in Mobile is a ‘long overdue’ tion has been one of our great- strategies are fit for purpose and and overnight accommodation. Marriot Hotel on March 21st. must-attend channel highlight. est successes. Mobile access is poised to drive growth. Qualified reseller directors will According to Daisy Whole- “I’m right behind this event,” increasingly critical and busi- “As a true IoT MVNO we be able to attend free of charge. sale MD Terry O’Brien Margin he enthused. “Our mobile solu- nesses want mobility solutions are at the heart of this new sec- www.margin-in-mobile.co.uk

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Darren Ridge

SONY Mobile Communications a cloud-based user application has struck an exclusive deal with and analytics. Onecom that sees the Whiteley- Onecom CEO Darren Ridge based comms provider operate said: “We are already seeing as Sony’s UK IoT partner. the benefits in innovation and Onecom will supply Sony’s productivity that come with the tracking solutions and devices deployment of IoT technology, and support them through its yet we are only scratching the own in-house developed IoT surface of the virtually limitless platform which is connected possibilities it will bring.” to 500 partner networks across Johan Svenér, VP, Sony 200 countries. Mobile Communications IoT The technology partners will Business Group Europe, com- also collaborate on the develop- mented: “Our tracking solu- ment and support of smart con- tion has mainly focused on the nected devices and cross vertical healthcare segment, but it has applications including business, potential to add value in a vari- infrastructure, transport and the ety of different businesses.” public sector. Onecom’s own range of The first roll out is an indoor IoT solutions are designed for positioning service that tracks indoor and outdoor asset track- assets and people in real-time. ing, lone worker protection and It combines hardware, software, camera telematics. Is Now the Time to Sell Your Business and Hit the Beach? Fibre alliance formed THE future role out of full what they claim is the misuse of fibre via a wholesale-only ‘fibre’ in consumer advertising To find out how much it’s worth model has been supported by across the continent. contact Richard Btesh in confidence a Europe-wide alliance of pro- Senior leaders from opera- viders including CityFibre, tors and reps from the Body Deutsche Glasfaser, Open Fiber, of European Regulators for 0808 301 8334 Reykjavikur and SIRO among Electronic Communications and other signatories. the FTTH Council Europe met [email protected] They have joined forces to in Rome to discuss the issues. accelerate the build and uptake CityFibre CEO Greg Mesch of full fibre services across said: “Wholesale only has been Europe by profiling the ben- at the heart of CityFibre’s strat- efits of the wholesale-only egy and we welcome collabora- build model and challenging tion with our alliance partners.” AWARD 100 BEST WINNING COMPANIES TO WORK FOR The UK’s No.1 magazine 2018 1st BUSINESS FS32851 for voice and data solution providers www.comms-dealer.com COMMS DEALER AUGUST 2018 11 INDUSTRY NEWS Mitel forges Tupman hails Fidelity’s powerful Westcon link record trading in energy LDC’s investment in Connect CEO Alex Tupman said: Managed Services underscores “Partnering with LDC has given the role of private equity in us the resource and expertise to building reseller businesses as laser focus on executing a clear the London-based UC provider growth plan, helping to scale posted record revenues of £21m our business through investment in its latest financial year, up in research and development, from £13.3m the previous year. along with pursuing a targeted Total EBITDA increased by programme of acquisitions. John Haw 77% to £2.3m from £1.3m in “We’re now a business of 2016. Trading for the first quar- international scale with a plat- A MATERIAL contract secured ter of 2018 is up 84%. form for further expansion after by Fidelity Energy last month In 2014 LDC supported a achieving a record year.” has taken the company over the management buyout which LDC Portfolio Director Chris one billion kilowatt of energy sparked a buy-and-build strategy Coulton added: “Connect has under management milestone with three acquisitions complet- increased its overseas reach and just three years after launch. Jeremy Butt ed to date – Amazon Connect presence while firmly establish- Under the leadership of MD specialist CoolHarbour, the ing itself as a key player in the John Haw the energy service MITEL’S shift to the cloud support and professional ser- assets of UVN’s US-based tech- UK market.” company set up in 2015 now is gathering pace following a vices,” said Jeremy Butt, SVP nical and engineering support Tupman was formerly ATC has two billion kilowatts under deal that sees Westcon-Comstor International, Mitel. teams, and contact centre busi- Group CEO and led the MBO at management spread across its become the vendor’s sole pan- “To drive Mitel’s and chan- ness PC-1 which strengthened Connect to build a £100m man- 259 channel partners. international distributor for its nel partners’ growth and success Connect’s Cisco capabilities. aged services business. Haw stated: “This milestone communications and collabora- in a rapidly changing and com- highlights the growth that the tion portfolio across the EMEA petitive landscape, the speed channel is seeing in energy, and South Pacific markets. and simplicity of our go-to-mar- facilitated by our portal, sys- The move builds on Mitel’s ket model is essential. tems and back office team that link-up with Westcon-Comstor “Through our partnership has worked hard to build our in the German market announ- with Westcon, Mitel resellers automated platform that allows ced late January this year. will be able to take advan- partners to find the best deal in “Together with a new glob- tage of our UCC solutions and the market for their customers.” al partner programme, Mitel Westcon’s service to better sup- In late June Fidelity Energy is leveraging the strengths of port customers on their digital was crowned a regional cham- distribution through a smaller transformation journey.” pion in The Energy Live Con- number of distributors holding sultancy Awards (TELCA), Got a news story? email: inventory, profiling through to scooping the London and South [email protected] pre-sales, and offering technical Alex Tupman East gong. Baur: We are a technology solutions business

RESELLERS must embrace ners must be prepared to adapt “We are making the biggest There are also plans for the subscription-based service mod- to new channel models or risk change in our business for 40 Cloud Solutions team to help els to prosper in the new digital losing customers. years. We are no longer a dis- customers with business trans- age, according to Mike Baur, “The question you must be tributor, we are a technology formations. The team, led by CEO of ScanSource. asking yourself is... what is the solutions business,” he added. Paul Emery, Vice President of As the UK Government future of the channel? How do Baur said his company will Cloud Solutions and Services, announced its full fibre and 5G I move from capex to opex? be ramping up its services port- Europe, will help resellers und- roll out strategy to enable fast- Solutions as a service is the new folio to embrace recurring reve- erstand customer lifecycle man- er, more reliable connectivity, model and subscription based nue models across areas such as agement and to become recur- ScanSource’s co-founder told selling is the future,” he said. connectivity and cloud, mobil- ring revenue businesses, thereby channel partners his business Mike Baur ScanSource has built a $4bn ity, payments, SaaS, managed increasing exit values. is going through a paradigm business across 40 countries services and IoT. ScanSource’s cloud connec- change to embrace the opportu- McLaren Technology Centre based on a traditional distribu- “Research suggests that our tivity portfolio has recently been nities greater bandwidth brings. in Woking, Surrey, and cit- tion model but, as Baur stressed, partners will be more successful boosted following the acquisi- Speaking at the company’s ing research carried out across this will now change based on by delivering solutions,” com- tion of UK technology services partner conference held at the 1,000 customers, Baur said part- customer demand. mented Baur. distributor Intelisys Global.

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NEWS ROUNDUP Akixi reveals Excalibur inks OPENREACH has joined forces with Huawei and Nokia to advance its Fibre First programme and the national rollout of FTTP key updates Sensata deal technology which is targeted to reach three million UK SWINDON-based Excalibur homes and businesses by Communications’s acquisition the end of 2020. Huawei of local IT services company and Nokia are contracted Sensata bolsters its ambition to support Openreach’s to become a dominant regional exchange based equipment force in the provision of busi- with new electronics that ness IT and connectivity, and will act as a digital gateway, comes hot on the heels of managing and translating Excalibur’s IT business division high speed data signals notching up a record quarter. between customers’ premises Sensata designs, installs Peter Boucher and the wider network. Bart Delgado and supports IT networks for SMEs in the Swindon area and tion, in particular, accelerates CLOUDCELL Technologies has IN A COMPANY update Craw- Also in the pipeline are wall- is Excalibur’s third IT company the growth and opportunities for signed a connectivity deal ley-based Akixi has signposted board dial improvements that acquisition in 18 months. us in our home town.” with Gamma enabling it to the launch later this year of a combine multiple reports into a Sensata founders Christop- Chris Griffin commented on press ahead with growth new omnichannel analytics and single view, and a new mobile her and Janet Griffin will remain the deal: “It was important for plans in its key construction, reporting service called Akixi app for monitoring and manag- working with Excalibur and all Sensata to secure an agreement events, transport and 3000. It builds on the existing ing ACD agent functionality. staff join Excalibur’s HQ team that would provide security for enterprise markets and also 2000 platform and future releas- “Akixi’s services will be inte- at Arclite House. our staff and continuity of ser- embark on es will include social media and grated with the BroadSoft Hub Excalibur CEO Peter Bou- vice for our customers.” a channel SMS integration and analytics. which combines BroadSoft’s cher commented: “This acquisi- Peter Boucher interview – p22 campaign. Akixi MD Bart Delgado UC-One and Team-One with Following commented: “Bringing our ana- cloud applications such as Office the deal lytics to an omnichannel envi- 365, Salesforce and Twitter into Cloudcell has ronment increases the insight one view,” added Delgado. bolstered its that businesses can capture from Akixi was established in team and launched marketing their day-to-day processes. 2008 and last year witnessed a initiatives. Cloudcell MD “Alongside the product dev- 44% year-on-year revenue hike. Kevin Boyle (pictured) said: elopment side of the business It has over 3,000 client sites “We are now positioned we are also investing signifi- and monitors 98,000 exten- to grow our share of the cantly to improve our customer sions globally. Its services are connectivity market and forge engagement initiatives.” compatible with the BroadSoft, new reseller relationships to Delgado noted that Akixi has Unify and Panasonic platforms. deliver enterprise grade, fully boosted its online resources with Got a news story? email: managed connectivity to a video tutorials and is encourag- [email protected] wider range of customers.” ing user feedback. EACS bags IT firm Sentronex FAST rising MSP EACS has “We will work to bring these acquired London-based IT and businesses together quickly, but managed services business Sen- our clients will be able to ben- tronex. The financials of the efit from the combined capabil- deal were not disclosed. ity immediately,” stated EACS The acquisition is expected CEO Kevin Timms. WHITELEY-based Onecom bagged its eighth Vodafone Total to boost EACS’s revenues to Outgoing Sentronex CEO Communications Partner award last month, cementing its position circa £30m this year and fol- Mark Parnell-Hopkinson noted: as the largest partner in the operator’s UK Partner Programme. Kevin Timms lows an 18 month expansion “Sentronex customers gain an Onecom has held the network’s top award, previously known as spurt during which the MSP has the scope of EACS’s cloud and important level of scale and Platinum Partner of the Year, since its first outing in 2011. Onecom CEO Darren Ridge said: “To win this for the eighth year is a grown over 25%. business consultancy portfolio. breadth of service provision.” tremendous achievement and a tribute to the work and dedication As well as boosting cus- Sentronex began its com- EACS was founded in 1994 of Onecom staff around the UK.” Onecom operates from 10 tomer numbers the acquisition mercial life in 2005 and is best and holds Gold partner status regional offices and manages over 325,000 mobile connections. broadens EACS’s managed known for providing FCA regu- with Citrix, Microsoft, NetApp Pictured: Onecom co-owners Aaron Brown (left) and Darren Ridge services portfolio while bring- lated organisations with DR and and Dell, and is a Sophos Plat- with awards host actress and comedian Sally Phillips. ing Sentronex’s customers into IT professional services. inum partner.

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NEWS ROUNDUP Hinch offers ITS closes NEWS ROUNDUP JUST Telecomms has entered PLANTRONICS has completed the MVNO market following round of its $2bn acquisition of a link-up with France-based Polycom creating a new comms service provider force in the market for Centile. Just Telecomms, part a role model financing UC&C end points. Plantronics of Lincolnshire-based Just expects the acquisition to Utilities, is using the ISTRA ITS Technology Group is poised be immediately accretive Cloud platform to deliver to extend the reach of its full to Non-GAAP earnings per integrated FMC services to fibre infrastructure following share and believes it can SMEs. Founder and Director additional investment by Maven achieve annual run-rate cost Richard Powell said: “FMC’s Capital Partners. synergies of $75m within time has come, it can This latest round includes 12 months. Interview with now be a truly seamless finance from the Northern Pow- Joe Burton, President and experience.” See page 50 erhouse Investment Fund and CEO, Plantronics – page 24 other private shareholders. OAK Innovation and ResDiary Investments will be made in FIDELITY Energy was crowned (developer of a restaurant new networks and the expan- a regional champion in The reservation system) have sion of key networks in Bristol, Energy Live Consultancy joined forces to create Maddie Hinch circled by 9 Group Hereford, London, Nottingham Awards, scooping the London ResConnect, a piece of partners with Emily Harris far left and Tameside. and South East gong. The middleware that enables ITS CEO Daren Baythorpe event was held at the restaurants to make the most A GATHERING of 9 Group’s “We are delighted to have said: “Since taking the reins Honourable Artillery Company of data through telephony elite partners hit the heights last Maddie on board as part of our my focus has been to continue show ground in central integration. Oak CTO Phillip month when they were invited team of sporting brand ambassa- our roll out of ultrafast digital London and drew more Reynolds said: “ResConnect to a luncheon at London’s Shard dors,” said Marketing Director infrastructure at pace.” than 450 attendees. Fidelity makes it easy to identify, with England and Great Britain Mark Saunders. “Maddie is a Baythorpe confirmed that Energy was shortlisted in capture and update new women’s hockey goalkeeper winner and inspirational role ITS will adhere to its ‘dig once’ three award categories. phone numbers in a few Maddie Hinch. model who personifies our ‘Free approach, working with local clicks. By maintaining Rated as the world’s number to Perform’ ethos.” authorities and landowners in JUST 60% of employees in more accurate contact one female goalkeeper for the Also present at the event metro and rural areas to reuse financial services firms have information restaurants can past two years, Hinch is one of was Emily Harris, England field infrastructure, thereby reducing fit-for-purpose processes improve customer loyalty four sports ambassadors who hockey junior international and the costs and shortening tim- and technology in place to and reduce no-shows.” have agreed to work with 9 in Great Britain junior ice hockey escales when building new full capture, record and retrieve the lead up to the 2020 Olympics international, who was coached fibre networks. real-time business comms. CLOUD distributor Giacom’s in line with the company’s ‘Free in her early days by 9 Sales Dir- The Northern Powerhouse The remainder risk non- partnership with Mission Labs to Perform’ brand identity. ector Ryan Cathcart, brother of Investment Fund project is compliance with Article enables resellers to access the Hinch was the star of the GB Adam. Both Cathcarts are acc- supported financially by the 16 of MiFID II, warned SaaS-based business phone team that secured a gold medal at omplished ice hockey players. European Union. TeleWare whose research system CloudTalk via Giacom’s the 2016 Rio Olympics, saving uncovered these figures. CEO Cloud Market. CloudTalk all four penalties in the shoot- Steve Haworth said: “With is exclusive to Giacom and out with The Netherlands. MiFID II and GDPR coming aimed at the SME market. It “I just knew where they were into force, and with some integrates with CRM systems going to place their shots. It’s contradictory requirements including Nimble which was all in the preparation,” recalled when it comes to the launched earlier this year on the 29-year-old who, before the recording of personal data, the Giacom Cloud Market. shootout began, pulled out a it’s critical that firms make little black book with notes on the necessary investments in EXPONENTIAL-E has secured the opposition. technology and infrastructure positions within G-Cloud “It was intended to psyche to be compliant.” 10 Digital Marketplace, them out,” she told 9’s Partner covering the Cloud Hosting, Director Adam Cathcart, who DISTRIBUTOR Westcon- Cloud Software and Cloud relished his role as sports inter- Comstor has launched a Support categories. Afshin viewer for the day. hosted UCaaS solution based Attari, Director of Public Sussex born Hinch will reveal on IP Office, offering global Sector at Exponential-e, more insights into her success- coverage from data centres said: “We have developed ful career and the big match tac- DAISY Wholesale showcased its One and Only Convergence Solution to in 21 countries. The core cloud-based services for the tics she employs as a star guest resellers at Portsmouth’s Spinnaker Tower. Over 50 delegates descended service includes SIP trunks, public sector market as a at the Comms National Awards on View Deck 2 of the tower to hear Daisy outline opportunities hosting, carrier services, whole. The balance between on October 11th, where 9 will around a range of solutions and its soon-to-be-launched Sales bundled minutes, billing and robust services and cost is be headline sponsor for the sixth Academy. Sales Director Garry Growns said: “By combining some of our a customer management best of breed services into an integrated solution suitable for all types particularly vital in healthcare, year running. portal (with a white label and size of businesses, supported by a sales and marketing educational as regulations for information option). It supports hybrid programme, we help partners to take advantage of the opportunities access and sharing have Got a news story? email: cloud deployments and has [email protected] that the convergence of the IT and communications arenas present.” changed post-GDPR.” a contact centre option.

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NEWS ROUNDUP Exertis nails Exclusive NEWS ROUNDUP THE launch of Exponential-e’s THE Institute of Cloud Management Platform bags Irish Telecommunications enables companies to manage Professionals (ITP) is hoping a multi-cloud environment to increase its membership via one interface, offering merger plan distributor via a condition within visibility and control of the Government’s Gigabit the cloud, says the firm. EXCLUSIVE Group has opened Broadband Voucher Scheme “Businesses can create, a new front in its global expan- which asks whether applying visualise and link multi-cloud sion campaign with the acqui- comms providers belong to environments, enabling sition of Irish distributor The a recognised industry trade companies to change and NextGen Group. body. If not, references from migrate services between Exclusive CEO Olivier Bre- a customer and supplier cloud platforms depending ittmayer said: “This is a strong must be obtained as part of on the applications’ strategic move. Ireland is an the registration process. In requirements,” said Jonathan important tech centre for large response to this requirement Bridges, Chief Innovation global enterprises and integra- the ITP has rolled out a Officer. “This brings agility tion partners.” package to help comms and speed to both internally The NextGen Group was providers more easily apply and externally-facing services. formed in 2009 and has offices for vouchers and also qualify If businesses think that an James Ward in Dublin and Wexford. It pro- for ITP member advantages. application would perform vides network, security and dig- better on a different service, EXERTIS has revamped its 31st January 2016. Key ven- ital solutions and offers services HPE’s pledge to make its with the click of a button enterprise strategy with the inte- dors include Dell, Intel, Netapp, and training capabilities. GreenLake Flex Capacity they are able to migrate it.” gration of Hammer in a move Seagate and Western Digital. The NextGen management services available to the designed to broaden the ven- Bryan commented: “With team will take leadership roles channel has emerged into WREXHAM-based Pace dor portfolio and deliver greater the integration of the Hammer in the new Exclusive Networks market reality following Telecom marked its 25th access to professional services. and Exertis enterprise commer- Ireland business. a collaboration with anniversary with the opening The new business division cial and sales teams we will Gerry Sheldrick, who is distributor Westcoast. HPE of remodelled offices by bears the combined ‘Exertis offer an enhanced vendor port- The NextGen Group’s Country promised to roll out its the Secretary of State for Hammer’ brand name and is led folio and extended professional Manager, stated: “Our two com- new on-prem infrastructure Wales Alan Cairns. CEO Jamie by MD James Ward who reports services wrap. panies share a common outlook consumption model at its Hughes stated: “2018 is a to Paul Bryan, Exertis UK MD. “With his experience and and Exclusive Group’s global Global Partner Summit in pivotal year for us. As well “The customer focus will see pedigree James is the ideal reach and resources open up July. The model is claimed as the new services and Exertis Hammer concentrate on person to lead our enterprise new opportunities for NextGen’s by HPE to slash average offices we are recruiting vertical markets and Exertis’ business in the UK and across reseller partners.” See page 26 compute infrastructure new staff and pursuing enterprise division focus on Europe where Hammer already capacity costs by up to Got a news story? email: an acquisition strategy to VARs,” stated Ward, who was has established operations in 38%. Technology Solutions [email protected] augment our skill set with previously Hammer MD. several countries.” Director at Westcoast Paul complementary technologies “This is an opportunity to Harman stated: “We’ve been and services.” See page 46 refocus on our customers and working with HPE to help core strengths with better utili- shape the offering, review NEW figures from sation of our complete enter- the pre-defined packages and Vodafone UK on its channel prise skill sets. make sure we can deliver performance show significant “Furthermore, with the fin- it to the channel. We are growth in the partnerships ancial strength and support of ready to transact now.” and alliances mobile base, our parent company we aim to double digit growth in fixed, capitalise on the foundations we ATOS has acquired US- a tenfold increase in partners have built in Hammer’s over- based IT company Syntel selling One Net and a fourfold seas operations.” in a $3.57bn all-cash deal. hike in One Net Business Exertis acquired the serv- The acquisition significantly sales. Helen Freestone, er and storage distributor in boosts Atos’s presence Director of Partnerships and October 2016 for circa £38.3m. in North America and Alliances, revealed these The deal bolstered Exertis’ adds digital capabilities figures when she addressed enterprise portfolio and capabil- in cloud services, social more than 70 partner ities in the mid and higher range media, mobile, analytics organisations at the network server and storage market. and automation. Revenue operator’s annual Partner At the time of its acqui- synergies are expected to Conference staged last month. sition Hammer operated from A MEMBER of Nimans’ Solutions Support team has completed reach circa $250m by the end “As the marketplace continues offices in the UK, France, Ger- a charity 16.5 hour golf challenge in aid of Macmillan Cancer of 2021 with around $50m to throw new competitors many, Sweden, Belgium and Support, helping to raise more than £10,000. Gavin Elly and 11 operating margin. Syntel has members of Alderley Edge Golf Club played 72 holes on three golf into the mix, there is more the Netherlands. It employed strong relationships with courses across the north west. “It was a great day and hard work of a need to work together 165 staff, served circa 1,000 financial services firms as in scorching temperatures, but we easily surpassed our fundraising and nurture a successful VARs, CSPs and SIs, with sales well as companies in the expectations,” said Elly. Pictured: Elly recumbent with the team. partnership,” she commented. of £155m for the year ended healthcare and retail sectors.

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Contact us today for a detailed discussion and a FREE TEST ACCOUNT! Telephone Sales on: 01708 320000 or Email: [email protected] ENERGY UPDATE in association with Energy fits bill for TTG sets out Expansion Lykerlor’s model fund won A NEW approach to customer to business customers will growth plan by Oriium generation is paying off for understand the difficulty and Lykerlor Business Solutions. the negative response from LEEDS-based cloud services Rather than focusing on people bombarded with calls products, the Essex and and emails every day. Energy provider Oriium has secured a Kings Lynn based company isn’t a technical sale so in- seven figure funding package markets itself as a ‘money depth training isn’t necessary, from Allied Irish Bank (GB) to saving specialist’ across three but an understanding of the pursue organic growth and exp- core areas - Communications, energy market and what ansion via acquisition. Technology and Energy - and triggers price rises is essential for the latter a partnership when persuading potential Oriium began its commer- with Fidelity Energy is customers of the benefits cial life in 2007, established accelerating business wins, of locking into longer-term by MD Chris Kiaie from his as Managing Director Kerris contracts. Harrogate home. The business Hawes explained: “We have now employs 70 people and literally saved businesses of “We have persevered and all sizes, thousands of pounds eventually found the way to witnessed a hike in turnover in the past year. Many of our break new ground and haven’t from £2.8m in 2015 to more customers have now fixed their looked back since. Some than £11m this year. energy charges at current rates customers have the perception Kiaie stated: “The invest- for the next three to five years that switching suppliers is ment will enable us to sup- and so are protected against hassle and that they will lose Jonathan Marsden expected future price hikes in service during the switch port our growth and provides a an extremely volatile market.” from one supplier to another. THE Technology Group (TTG) purchase of Exchange Comms. platform to identify and pursue Convincing them otherwise last month lifted the lid on plans TTG also wants to open offices acquisition opportunities.” Kerris admits that’s it’s not can prove difficult – and in to develop voice AI technology internationally to support more Oriium Chairman Ryan Mc- plain sailing convincing new some cases impossible – but as a key feature of its five year than 400 businesses worldwide. Carry added: “Three years ago customers to switch energy it can be done. Ultimately, suppliers, but perseverance it comes down to the trust growth vision revealed to staff The firm operates out of four Chris and I laid out our strat- has now yielded highly positive developed between customer during a conference at local offices in the UK. egy to build a data management results from existing and, and broker.” venue The Light Cinema. “We have a clear and ach- and applications business that latterly, new clients. The Leeds-based company ievable five year business plan,” generated revenues in excess Kerris is full of praise for the “Success in this industry can be support her team has received is working with IBM, Google commented Marsden. “We’ve of £10m per annum. We have measured on number of bills from Fidelity in getting deals and Amazon to integrate AI into launched our own private host- achieved those ambitions.” generated, conversion rate of over the line. telephone systems in a strategy ed VoIP platform and business those opportunities and how that forms part of a broader plan mobile network. The next step much you earn from those “The Fidelity team were to more than treble turnover is to develop voice AI solutions deals. Now, we can genuinely always available with advice say we are successful in all and assistance in closing from £4m to £15m and double for the business comms market. three areas. deals and that was a great headcount to 65 by 2022. We see enormous potential with help, particularly in the early TTG MD Jonathan Marsden this technology across a range “Existing customers were days. There can be negativity reaffirmed his commitment to of industries.” initially eager to learn more surrounding energy brokers, making more acquisitions, fur- about our new energy but with Fidelity’s help and Got a news story? email: thering a buy-and-build process proposition and we had some guidance and simple processes, [email protected] Chris Kiaie early successes. Getting energy customers are very quickly able that kicked off last year with the bills from totally new prospects to understand the benefits of was a different matter. People using an independent energy in telecoms trying to sell broker and become very cheaper minutes and line rental receptive to switching.” Cisco’s UK digital cash boost

CISCO has pledged $100m to developments like this will help spur digital innovation in the with our ambition to put the UK UK and as part of its promise at the forefront of the AI and has linked up with University data revolution.” College London to open one Cisco Chairman and CEO of the world’s largest Artificial Chuck Robbins stated: “Tech- Intelligence research centres. nology is permeating everything Prime Minister Theresa May we do, not only opening up said: “The decision by Cisco to new markets, but creating more make such a significant com- opportunities for individuals, mitment to digital innovation businesses and countries. Cisco across the UK is welcome news Chuck Robbins is committed to driving innova- and is a vote of confidence in tion in the UK and to our part- our Modern Industrial Strategy. nership with UCL. Research has nership with the Government King’s Lynn Town FC are a recent client win for “I particularly welcome the shown that AI could add £232bn through our Country Digital Lykerlor, which has also recently agreed to sponsor the new AI research centre in part- to the UK economy by 2030 and Acceleration programme.” club for the next three years. Pictured are the football club’s Chairman Stephen Cleeve, player Harry Limb, Lykerlor Business Solutions Managing Director Kerris To advertise in Hawes and Lykerlor Chairman Nolan Braterman. contact The Sales Team on 01895 454411 20 COMMS DEALER AUGUST 2018 www.comms-dealer.com Meet Rob. He thought that his two circuits from two carriers offered true resiliency...

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Excalibur Communications CEO Peter Boucher has promised to ‘expand and strengthen the company’ following the MBO he led in May. Here’s how...

o sooner had Boucher completed an MBO at Excalibur (funded Nby Santander bank debt) than he set about making plans to double the size of the business within three to five years. His chief aims are to drive organic growth and seek additional acquisitions on the back of a record breaking trading period. Excalibur currently generates £8 million turnover, has 60 staff and over 4,000 customers located across the south and south west region, primarily SMEs and 40 schools served through a separate division called Techs4Education.

Although Excalibur’s roots are in mobile the company has more than doubled the size of its non-mobile revenues, which now represent 40 per cent of the business. Peter Boucher “This includes IT managed services, cloud services and hosted VoIP offerings,” explained Boucher. “We Organic growth is important, but we are also motivated by have also increased our focus more IT and connectivity acquisitions on connectivity and signed an exclusive agreement with CityFibre to provide plan. This will be triggered at expectations will be more work will continue to be includes leading the global ultrafast business services in various growth milestones.” demanding and the enriched by the merging of market launch of 3G for Swindon and nationwide.” ability to differentiate via all platforms into a single Vodafone where he saw the The company has a long integrated solutions and interface. They will have an transformation from a voice Boucher is aiming for an standing relationship with best in class service will be integrated platform where centric business to one that is equal balance of revenues Vodafone and is a Total more important than ever. voice, text and video will be now driven by data. Looking across Excalibur’s full range of Communications Partner. It truly interchangeable. We’ve further back, Boucher’s career services. “We will get there also has relationships with Priorities been trialling a number began with a number of sales by taking one year at a time EE/BT, Gamma, Virtual1, “A key priority is to maintain of different solutions for and marketing roles at GSK, and having a total focus on Google and Microsoft. “Our current levels of growth customers for the past couple Kraft and Unilever before maximising customer and role is to deliver customised with an increased focus of years with success.” moving into technology staff satisfaction,” he stated. solutions for our customers, on cross selling our mobile during the dotcom boom, “We have also set aside a £1 often with multiple vendors customers into fixed line Who better to ensure including a spell at a start- million bonus incentive pot and to provide a consistently and IT. With ultrafast and Excalibur achieves its up called Self Trade. “This to be shared equally between high service experience,” reliable connectivity, how prime goals than Boucher? led to 11 years at Vodafone our staff as we execute this said Boucher. “Customer people collaborate at His previous experience working both globally and in

22 COMMS DEALER AUGUST 2018 www.comms-dealer.com Boucher’s bid for growth steams ahead

the UK,” recalled Boucher. many years of hype, full “In my last role at Vodafone unified communications Just a minute with we moved beyond pure and cloud services are Peter Boucher... FIRST MONTH FREE* mobile and introduced UC now truly mainstream (Vodafone OneNet) and and the backbone of Role model: General Slim, ON acquired Cable&Wireless.” most of Excalibur’s sales an impressive leader conversations. “This wasn’t who completed one of the most daring and LEASED LINES A stint in private equity the case two or three years effective feats of WW2 followed, running the largest ago when customers were private hire firm in London, still investing in legacy What talent do you wish Addison Lee. At this time he systems,” he said. “There is you had? Patience was also a Non Exec Director also a move from customers Name three ideal dinner at Excalibur before taking to rationalise their suppliers. guests: Henry VIII to over the CEO role from They want to buy more understand if he was as nasty as portrayed FREE SPEEDS FROM FIRST MONTH FREE MANAGED James Phipps in April this services from one place and INSTALL 10 Mb/s TO 1Gb/s by historians; Millicent FREE ROUTER year. “I was appointed with new technologies enable this Fawcett, one of my a clear ambition to harness integration. For example, distant forebears, to see what James had achieved the explosion of connected how she stuck to a cause and continue to expand and devices and the IoT is already for her whole life; and strengthen the company,” starting to be an important James Corden because COMPLETE UK UNRIVALLED MARKET LEADING AWARD WINNING said Boucher. “Organic opportunity for Excalibur.” he makes me laugh COVERAGE SERVICE COMMERCIALS NETWORK growth is important but we What do you fear most? are also motivated by more IT Among Boucher’s raft of Running out of time and connectivity acquisitions strategies is a proven plan Industry bugbear? that are a good fit. This year to own the process of staff Acronyms: We need Available on all of the we acquired Techs4Education recruitment. “Finding, more focus on explaining and Sensata.” developing and retaining the benefits in a way UK’s leading carriers: the right type of people to customers understand Key buys grow the business is one Tell us something about BT Wholesale, Colt, Phipps took over Excalibur of our primary challenges,” yourself we don’t know? in 2009 as CEO and made he explained. “Recruiting For a brief spell I was Sky Business, a number of acquisitions people that understand sales a private detective TalkTalk Business, including First Call, Bridge and service across a broad Top tip for resellers: ‘Be and Emnico, adding scale offering can be a challenge. different or be damned’ Virgin Media Business, Vodafone and expertise. Two years As a Sunday Times top 100 One thing you could not prior to Phipps’ appointment Employer that over-invests do without in your job? My Excalibur had diversified into in training and culture, we black book: It keeps all my IT solutions and services for have shown that it’s better thoughts in one place and SMEs. Rewind the clock back to build and develop your still works better than any other system I have found further to 1992 and we reach own team rather than hire the year the company was expensive ‘big guns’.” Best piece of advice you have been given? FluidOne aims to be the best quality data founded by Gary Wetherall connectivity provider to UK businesses as a franchisee of the Mobile Also on target is Boucher’s Everyone should get sales experience because Phone Centre selling phones longer term goal which every job involves sales to consumers through retail he will never lose sight of to some degree outlets. In 2000 Wetherall and to which he has given Your greatest strength? merged his business with ambition a free rein. “We BECOME A PARTNER Understanding new ideas another franchisee, Nick have successfully completed quickly and being able to CALL 0345 457 3411 Simpson, to create Excalibur year one of a five year plan communicate them simply Communications. Five for growth,” he confirmed. The biggest risk you have years later the company “The strategy for expansion taken? Leaving large transitioned from being is to drive organic growth by corporates and working a consumer phone investing in sales and service, for equity and not income company into a B2B broaden our product offering One example of something mobile comms specialist. to existing customers, execute you have overcome? bolt-on acquisitions, develop Working in Hungary: 0345 457 3411 Today, the market has moved partnerships and continue to It’s one of the hardest newpartner@fluidone.com forward in leaps and bounds invest in our people as our languages to learn and Boucher says that after biggest asset.” n www.fluidone.com

*Terms and conditions apply. Valid for any 3 year leased line order placed on our Dash web-portal or API for a new leased line service using a 100 Mb/s or 1 Gb/s bearer on the following carrier networks: BT Wholesale, Colt, Sky Business, TalkTalk Business, Virgin Media Business, Vodafone. Managed router only provided on layer 3 Internet and MPLS leased lines; layer 2 services delivered wires-only via NNI. Free To advertise in install does not include excess construction charges. O•er applicable to new FluidOne partners only. Order by 30 September 2018. contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER AUGUST 2018 23 NEWS INTERVIEW Burton maps path for merged tech giants

The acquisition of Polycom by Plantronics is an apotheosis, a moment for Plantronics to assert pre-eminence in the global marketplace. And at this time, perhaps more than any other, the first obligation of CEO and President Joe Burton is to be a true leader, a source of reassurance, vision, strategic direction and to know what lies ahead. He cuts the mustard in all of these...

lantronics has emerged from the deal predictably strengthened, and Paccording to Burton it is not the coming together of two big industry players that counts most, but the influence of a greater, more impactful entity catalysed out of the merger. “It is rare for two industry leaders to come together and be fundamentally bigger than the sum of their parts, but that is what Plantronics is today,” claimed Burton. “We are focused on unlocking human potential on the individual’s terms and becoming the end-to- end human collaboration experience provider, putting the person back in the middle. We will deliver a Joe Burton step-change in the user experience as the cloud UC market continues to grow.” I get most excited about the ability to walk into a conference Burton always believed that when Plantronics swooped room and things just magically work together on fellow industry giant Polycom the global UC and video capabilities from data, but it’s not helpful our analytics platforms and Notably, a Plantronics headset market would be in more our combined forces with to anyone if it’s hidden or solutions so we can ultimately was used by Neil Armstrong need of its services. Therefore Polycom, will continue can’t be understood,” added provide our customers with as he stepped onto the he undoubtedly faces his to drive the cornerstones Burton. “Over the past ten the same knowledge and, Moon. The company was also greatest opportunity to serve of our business in data years headsets have evolved for example, extend that an early UC innovator. When the interests of partners analytics and will be a into a wearable computer of level of information to video the first versions of Microsoft and users, and this involves major key to enabling sorts – the headset knows and open office seating.” OCS were appearing it innovation. “We currently significant growth in the an awful lot. It knows when realised the power of UC and hold more than 700 patents months and years ahead.” I’m talking, or if we’re both Innovation at source the role of headsets in the with devices and services talking and interrupting each Plantronics was established user experience. “We built a that are widely used for Hence Plantronics’s other. It knows the noisiest in California in 1961 by fast growing business as the collaboration,” he stated. intensifying efforts to tap into places in the office or where two airline pilots with a industry shifted to Unified “The software expertise the rich seam of information there might be wireless founding mission to invent Communications,” explained we’ve built up over the past gathered by its headsets. interference. We’re learning an alternative to heavy and Burton. “For example, in five years, coupled with “Every company is swimming more about that kind of uncomfortable long haul 2007 before the introduction the additional hardware in raw communications data and using it to inform commercial aviation headsets. of the iPhone the story we

SPONSORS THE THE COMMS NATIONAL AWARDS 2018 ENTER RESELLER OF THE 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! YEAR - SME 24 COMMS DEALER AUGUST 2018 www.comms-dealer.com Burton maps path for merged tech giants IRING were telling was about the communications experiences sense of the communications WE ARE H desk phone or PC. Now, with devices, software, chaos. And the people who the story is about the desk analytics and services. have to manage all this are phone, the PC, the mobile similarly confounded by device, the tablet and the “As part of the integration provisioning, updating and audio conferencing unit process we are assessing enabling all the piece parts. – and soon, immersive video. the changes we need to FIDELITY make. Some may happen “So we’re maintaining our “This isn’t new to us. With from the outset while focus on transforming the the addition of Polycom others will evolve over time. UCC ecosystem in major NEEDS we can now address all One of the most exciting ways. What I get the most the opportunities for our opportunities that we see excited about, especially customers. But it’s a constant in the new company is to when I think about the great YOU challenge to make sure that share best practices across potential that Plantronics and our technology continues our entire business. For Polycom share, is the ability to maintain that ‘human example, Plantronics has to walk into a conference first’ priority. Features are wanted to enter the services room or a collaboration space wonderful, but they still need business for some time and things just magically to be consumed through and this provides the best work together. That’s part a piece of hardware that chance to do that quickly of the beauty of Plantronics TELECOMS ENGINEER customers not only want and successfully. Polycom and Polycom joining forces. but need to use. That’s already has a successful Care We’re able to make those Package £35<£45k dependent on where we come in. We’re Services, Managed Services innovations a reality because experience constantly talking to our and Professional Services we already create the customers to learn about operation and in this we will hardware that facilitates what’s working for them, become more integrated.” seamless collaboration. I can’t WHO WE WANT what’s not, and how we wait to reveal what we’re A flexible engineer who can work can develop and improve Collaboration working on right now that independently as part of a wider team. upon their experiences. We Burton joined Plantronics continues to deliver on this even use our own offices as SVP of Engineering and history of innovation.” n Based from home or, ideally, out of our as a test lab of sorts to CTO in 2011 and he has Leicester office, working predominantly study how megatrends a long history of creating Joe Burton’s top around the Greater Leicester area, but also influence how we work opportunities to help drive leadership tips... or how noise impacts our direction and innovation, supporting the team covering sites customers’ businesses.” latterly immersed in how PAY attention to the nationwide. people communicate and small things, they Polycom and Plantronics have collaborate today. “We’ve matter, especially when IDEALLY YOU’LL HAVE historically pursued parallel moved from considering how it involves the people paths in the communications we can use technology to in your organisation. Experience in Unify/Siemens systems, and collaboration industry, connect, to how technology Also, don’t let curiosity UC Servers, System Networking and and both companies began serves our need to connect and imagination get IP Telephony; and be prepared to do some to serve the same customers naturally in every kind of lost. Embrace change through common routes environment, whether we’re and reflect regularly on travel for work. Experience supporting to market and with similar on the move, in a huddle your wins and losses Ericsson LG, NEC, Toshiba & Panasonic alliance partners. “It made room, a conference room and understand there is PABX’s will also be very valuable. sense to combine forces to or at our desk,” he stated. something to learn even provide better experiences when things don’t go as for our customers, to create “On one side, we now have planned. The overarching Training will be provided across all of these new business propositions higher expectations than ever lesson I’ve learned about systems as required. for our partners and to build for the technology in our mistakes is to not let them value for our shareholders business environments. At define you, but instead by engaging new markets the same time, the move to acknowledge that life is Please email CV & cover letter to for people, their workspaces the cloud for collaboration – always surprising. And recruitment@fidelity-group.co.uk and the places they work,” with multiple cloud platforms rather than dwell on stated Burton. “We to choose from, to mix and mistakes, be curious about believe that we’re stronger match – puts even more them. It’s an opportunity and better together and pressure on the intersection to learn and grow as a 0800 840 6800 will deliver a strategy of our needs with the person and a leader. www.fidelity-group.co.uk that spans the range of technology and how to make To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER AUGUST 2018 25 BUSINESS INTERVIEW Breittmayer targets high growth markets his way

Exclusive Group CEO Olivier Breittmayer put to bed any idea of a merger last month when he sealed a major investment transaction with new owner Permira and set his sights on a $10 billion revenue target in the cloud and cyber security markets.

o have merged “Back then I was CEO at with another major an IT VAD in France called VAD would have Techniland,” commented thrown a spanner Breittmayer. “At that time Tinto Exclusive’s growth the distribution industry plans, strategy and culture. had not evolved in two And in decisively shunning decades before I started the approaches of wide thinking about the concept eyed suitors Breittmayer of ‘exclusivity’. In other underscored and preserved words, working with vendors his own independent vision who used us as their sole, and the strong character exclusive distributor. We of Exclusive’s trademark quickly convinced our first proposition. “Rather than two vendors to drop their dilute our distinctive value other VADs and trust in oriented approach by us alone to focus on their consolidating with other business, allowing them to VAD players we opted for focus on us. We chose a new an investment partner that name, Exclusive Networks, understands our mission and and became successful with will work with us to achieve this revolutionary approach.” our ambition,” he said. “The Permira investment enables Expansion Exclusive Group to extend its Having got the idea of vision and, crucially, create ‘exclusivity’ accepted the world’s largest global Breittmayer expanded the specialist VAD in cyber and concept to a ‘one contact cloud transformation.” – many connections’ proposition. Global expansion During the last three followed through a mix of years Exclusive Group has acquisitions and new office Olivier Breittmayer grown from an EMEA- openings across EMEA, wide business to a global Australasia, Asia and North organisation trading with America. “In hindsight I In hindsight I would have maintained more than 13,000 resellers, would have maintained employing over 1,600 staff exclusivity for longer with exclusivity for longer with certain vendors, and generating revenues certain vendors, and fought of 1.75 billion euros in its for it with more passion,” and fought for it with more passion 2017 financial year, up 38 commented Breittmayer. per cent on the previous year “The facts speak for models or products. “So Many of our PASSport Exclusive adopted its ‘day and ahead of target. For a themselves – where we’ve it’s important we remain services are designed and after tomorrow’ mentality decade Exclusive has doubled kept exclusivity we’ve relevant here,” he added. market tested here including to focus more sharply annual revenues every two delivered higher growth.” “The UK really sets the tone our forthcoming range of on achievable strategic years and Breittmayer is for the rest of the company, managed and cloud-based opportunities. “This has gunning for $10 billion Breittmayer also affirmed particularly as launching services. The UK is both our been a liberating experience in the coming years as the important role played by new vendors and products biggest and most innovative for business leaders across he pursues organic and the UK as a springboard for is more important than ever. market. It must remain so, the organisation as we acquisitive growth based on a technology companies, either The UK is also a significant not only in our planning concentrate on evolving our fundamental proposition that when expanding into EMEA innovator in terms of value for tomorrow but also the model to one of exploration was first broached in 2005. or launching new functions, added services development. day after tomorrow.” and exploitation,” explained

SPONSORS THE THE COMMS NATIONAL AWARDS 2018 VENDOR SOFTWARE ENTER APPLICATION 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! CATEGORY 26 COMMS DEALER AUGUST 2018 www.comms-dealer.com BUSINESS INTERVIEW Breittmayer targets high growth markets his way

Breittmayer. “Exploration this challenge and we aim new technologies. He says To better organise and knowledge and engineering refers to markets where we to do that,” commented the likes of Blockchain, AI, facilitate its global expansion resources on a global scale,” act as a disruptive force, Breittmayer. “It is critically the IoT and OT (Operational Exclusive evolved over time said Breittmayer. “But we using new technologies that important that resellers Technology) are all materially into a value added services also place a strong emphasis enable channel partners to and SIs remain relevant significant to the evolution of and technologies group with on local relationships, making stay relevant while acting as and that means developing the cyber security and cloud four VAD divisions – Exclusive life easier for partners and an accelerator for vendors an understanding and skill transformation markets. Networks, focused on cyber enabling them to transact seeking rapid market set around cloud. This security; BigTec, the cloud faster on bigger and better entry and penetration. extends beyond merely New paradigms transformation business; deals by calling on our Exploitation recognises the articulating cloud-based “Specifically, the ITEC Exclusive Global Services one-stop-shop specialism. potential for consolidating solution propositions. maturation of these which specialises in global and extending the market Resellers and SIs must technology paradigms project management, logistics “Distribution is a ‘people’ position for more mature be able to accommodate will take automation to and implementation; and business. That’s what drew brands using a different the changing trends in IT unprecedented levels and the leasing and financing me to focus on this area blend of tactics in defined consumption from hardware have a revolutionary effect services arm called Exclusive of the market. And I have segments of cyber security to software and from upfront on how organisations trade, Capital. The complete always had a passion for the and cloud transformation.” procurement to a variety engage with customers and offering was formalised IT industry, it’s so fast-paced of payment and ownership deliver shareholder value,” on a global scale in 2017 and always evolving with The cyber security and models. This is why they stated Breittmayer. “There and includes professional new business models and cloud transformation sectors need a specialist to help.” are a number of market and support services. disruptive technology. This is are becoming increasingly segments where we intend the case in cyber security and complex and both suffer Breittmayer expects the to enhance our portfolio in “We believe Exclusive Group cloud transformation, the from a lack of skills and cyber security and cloud order to maximise choice and has a distinctive approach two most significant markets knowledge. “The industry markets to remain hotbeds wallet share. This may vary in terms of value add and in IT that also happen to be needs a VAD that can meet of innovative and disruptive between global regions.” our commitment to skills, inexorably linked.” n

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Part of the Nycomm Communications Group MK5907-UNIFY-15-17-18 BUSINESS INTERVIEW Investment on the rise

Smaller resellers have caught the eye of private equity investors keen to broaden their scope and build on successes achieved with larger players, explains Knight CF founders and Directors Adam Zoldan and Paul Billingham.

he comms sector they are looking for,” added has captured the Zoldan. “At the same time, Adam Zoldan and Paul Billingham attention of more private equity is being seen investors than as an increasingly attractive Tever with deal activity at option to business owners We receive numerous enquiries from its highest tempo and a because it allows founders institutional investors and funders seeking significant upshift in win- to realise some capital from win scenarios becoming their business without selling new opportunities to invest in the ICT sector available to smaller resellers. out completely, and gives “We have seen over several management teams an years private equity invest opportunity to gain an equity end of where private equity interesting range of options offered by the industry, is in a range of ICT resellers, interest that they may not would traditionally invest.” for businesses of all sizes in attractive enough for private and the vast majority of otherwise have had. Private the comms sector in terms of equity to compete with trade deals have been successful equity also brings a financial Another even smaller fund, funding for growth, equity buyers from a valuation for vendors and investors,” partner that can assist with fund:tmt (Zoldan and release or M&A. “More perspective, observed Zoldan. said Billingham. “The likes professionalising a business Billingham sit on its Advisory and more clients we talk “It should go without of XLN, Node4, Pulsant and and deliver added financial Board), has been raised to are interested in what saying that while there is an Six Degrees are on their firepower for M&A.” specifically for the telecoms, their options are over and increasing range of options second or third round of media and technology sector above a traditional trade for ICT business owners, it is institutional investment; and Despite potential political and can offer funding of sale,” stated Billingham. those that are well prepared many others like Southern risks to the UK economy, between £500k and £1 and can provide good Communications, GCI, 4net, Knight sees no sign of million to business owners Opportunities financial and management Arrow Communications institutional interest in the looking to release some “It is also a testament information that will be of and Sabio have shown sector waning, and impressive equity, fund acquisitions to the industry that we most interest to potential significant growth since valuations are still being or purely for development receive numerous enquiries funders,” he added. taking on private equity achieved from investors. “In capital. “ICT business owners from institutional investors investment for the first time.” a more recent development, can also explore a range of and funders seeking new “As they are unlikely a number of the mid-market debt or quasi-debt options opportunities to invest to have much industry Private equity is attracted private equity houses – those as another alternative for in the ICT sector. They experience, funders will be to the ICT sector for a investing between £10 funding of their businesses,” have seen the success of more demanding than trade number of reasons, the million and £50 million on a noted Zoldan. “For exactly their peers investing in buyers when it comes to due main ones being the high deal – are raising new funds the same reasons as private this space and recognise diligence and information levels of recurring revenues, that allow them to invest at equity are interested in the that the opportunities far requirements, so preparation strong cash generation and the £2 million to £10 million sector, debt providers are outweigh and risks.” is key. Given the complex entrepreneurial management level,” said Billingham. “Both also seeing the opportunity nature of this type of teams. “While organic North Edge Capital and to fund solid businesses Declines in traditional voice funding it is also essential growth is often challenging Palatine Private Equity have with good cashflows and solutions are a concern for that a business has the right the fragmented nature of recently launched new funds relatively secure revenues.” institutional investors, but the advisors alongside them to the sector creates multiple aimed at smaller investment growth potential of hosted assist in securing different M&A opportunities that can opportunities to compete According to Billingham voice and cloud solutions in options and navigate them accelerate growth and give with the likes of NVM, YFM and Zoldan they have never general, supported by the through the more complex investors the returns that and Foresight at the lower seen a more varied and range of M&A opportunities transaction process.” n

SPONSORS THE COMMS NATIONAL AWARDS 2018 THE VENDOR ENTER CONNECTIVITY 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! CATEGORY 30 COMMS DEALER AUGUST 2018 www.comms-dealer.com INDUSTRY NEWS Targets set to bring UK’s infrastructure COLOUR YOUR totally up to speed BROADSOFT

he Government’s and Openreach may not Future Telecoms go far enough to deliver Infrastructure Review the Government’s targets, UC apps for Windows, Mac, (FTIR) published last promising to consider Tmonth strongly emphasised ‘all additional measures’ Browser, Android & iPhone that running copper and should that be the case. fibre networks in parallel is ‘costly and inefficient’. In response to the FTIR, The report set out plans for Openreach noted that full fibre coverage across the economics of building the UK by 2033 and 5G digital infrastructure ‘remain Works With Any BroadSoft Platform deployment to the majority challenging for everyone’ Get Started Today at: of the country by 2027. The and called for a review of the switchover process will be current business rates regime www.kakaposystems.com industry-led and coordinated to stimulate the whole sector. with Ofcom. The watchdog And on the close monitoring will also reform regulation to Sharon White of BT and Openreach by the allow unrestricted access to Government and Ofcom an Openreach ducts and poles ‘fake fibre’ advertising. Openreach spokesperson for residential and business We now need to see the said: “We’re determined to use, including essential Government and Ofcom be the dependable partner mobile infrastructure. push these plans through.” for Government, the industry Sharon White, Ofcom and our 600 wholesale Chief Executive, said: “The Long-term strategy customers as we work to Government and Ofcom Key measures proposed in bolster Britain’s position as are working together and the Government’s national a global digital leader.” with industry to help ensure long-term strategy for UK people and businesses telecoms include mandatory Glide Business Director get the broadband and full fibre broadband for of Sales, Marketing and Email Queues mobile they need for all new build homes and Product James Warner also the 21st century.” prioritising hard-to-reach welcomed the Government’s rural areas. Also proposed commitment to full fibre Web-Chat Queues CityFibre’s Director of are reforms to the regulatory but added a note of timely Strategy Mark Collins stated: environment; a new realism. “Setting a date to “The Government’s plans nationwide framework that incentivise the move to full Call-Back Queues to deliver nationwide full will reduce the cost, time fibre makes sense as long as fibre include a welcome and disruption caused by it is realistic and takes into commitment to creating a street works by standardising consideration that cost and level playing field, ensuring the approach across the location is still a barrier for Contact Centre Enable greater transparency country; and greater access many,” he stated. “For those Your BroadSoft Solution from the incumbent and to spectrum for 5G services. businesses that suffer poor delivering a stable regulatory connectivity today we need environment for investment. The Government report to do more. Partners need to However, it is critical that predicts a more converged look for suppliers that offer the consumer is at the heart telecoms sector as the innovative ways of getting of this opportunity from synergies between fixed the best access to their the start. This is the key to fibre networks and 5G are customers. Meanwhile, the Join our webinar to get your free trials at unlocking demand. That realised, and that operators Government should continue means avoiding price rises, with an interest in both will to take steps to democratise www.kakaposystems.com/events ensuring switching between hold a strategic advantage. access to full fibre with networks is simple and The Review also noted that initiatives such as the Gigabit ending years of misleading the legal separation of BT Voucher Scheme.” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER AUGUST 2018 31 COMMS VISION SPECIAL FEATURE The big industry question today: How to profit from Digital Britain?

Are you ready to profit from the all-digital transformation? Comms Vision 2018 explores the new realities of Digital Britain, their potential impact on the channel and how to be a leader as new infrastructure and ICT technologies take hold.

his year’s Comms Vision Convention staged at the offers an opportunity to radically change the world famous Gleneagles Hotel (7-9th November) customer landscape and drive change. Against will establish a strategic sense of what Digital this backdrop we will discuss where Digital Britain really means for delegates and the channel ranks in the buyer’s decision structure, how Tas a whole, and clear a pathway towards new cross- they are likely to engage with suppliers industry revenue opportunities catalysed by the targets in the future, and how the expectations set in the Government’s Future Telecoms Infrastructure placed on ICT providers are shifting. Review (FTIR) published last month and innovations in technologies around UC&C and Contact Centres. In Now is the time for business leaders in its report the Government threw its weight behind full the channel to make their mark. But the fibre and 5G services as the de facto infrastructure for characteristics that will define successful the whole of the UK, and Comms Vision will consider CEOs of the future are evolving. Effective what lies ahead as the industry evolves, and discuss how leadership will undoubtably function as the channel can unlock new revenue streams as the UK an important catalyst for revenue creation, becomes a world leader in digital communications. therefore Comms Vision will explore the key leadership issues that top level executives Comms Vision will also assess the hurdles faced by the should be considering in their Digital Future industry as we move towards Digital Britain – including planning, and highlight some of the practical the potential impact arising from the post-WLR world actions that can be taken now to help ensure and BT’s switch to all-IP in 2025 – and explore how the long-term success. We also consider the comms sector should prepare for the opportunities ahead characteristics that organisations should expect and why collaboration between the industry, Government of their CEOs in the digital defined future. and regulator will be key. Comms Vision will also discuss Now is the the broader themes of digital transformation and how Leadership priorities digital technology is disrupting business models across A key leadership imperative will be to ensure that time for Britain at a time of unprecedented interconnectivity. organisations are fit for purpose and able to go the Digital Distance and make the most of tomorrow through business Where next? Devising a strategy to capture value while partnerships. Digital Britain provides an unprecedented navigating the Digital Britain obstacle course will be a opportunity to reshape IT and communications, but leaders in priority. As the migration to Digital Britain continues to how can channel partnerships continue to create the the channel disrupt traditional models we will consider why channel conditions for growth and underpin future customer players need a digital strategy and discuss the core requirements at a time of historic disruption? We explore to make strategic components and elements that will have the the impact of this question, and other factors, on how most positive impact on capturing value and future the Customer and Channel Partnering landscape is likely their mark business success. As part of this, digital enablement to evolve and the significance of this to partners.

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Reimagining business communications in the Digital time of massive disruption we will also explore how Age also means harnessing breakthrough networks, technological innovations are reshaping the digital COMMS Vision is fully understanding innovations in voice and data communications landscape where data reigns supreme the leading annual services and developing channel empowerment. At this in key markets like UC, Collaboration and Contact leadership forum for Centres, and where the shift to cloud and rise of opex- CEO, MD and CTO based services models extends across the board. How can the channel prepare for what could be the biggest delegates making industry change in more than a generation? We highlight up the major league why IT and comms service providers will require a full of the UK reseller understanding of the opportunities and challenges community. Places they face to stay ahead in their key markets. are limited and by invitation: If you Converging sector would like to join The Government’s FTIR points to a more us this year, please converged telecoms sector due to the register your interest synergies between fixed fibre networks to attend at www. and 5G. According to the report, commsvision.com operators with an interest in both will hold a strategic advantage at a time when 5G offers the potential for an expansion of the telecoms market. Therefore an important theme at Comms Vision this year will be reimagining mobile networks and mastering tomorrow’s mobile experience.

We will address the top questions about the future of business mobile and develop an understanding of new areas such as the impact of 5G on the mobile experience, the extent to which narrowband IoT and low power connectivity will catalyse new ‘connected’ markets, and Devising we will also consider the potential business opportunities for the channel a strategy in the emerging 5G and IoT enabled to capture network landscape, and how ICT providers with a play in both full fibre and value while 5G services may hold the competitive edge. navigating The big industry question now: How to profit from Digital Britain? This year’s Comms Vision Convention the Digital will provide CEOs and MDs at the helm of ICT reseller businesses, MSPs, SIs and VARs with an understanding of Britain the developing infrastructure, voice and data ecosystem, obstacle and enable them to take the strategic action required to prepare their organisations to thrive on the pathway to course will Gleneagles Hotel: Destination Digital Britain – where Digital Britain. n business leaders meet tomorrow’s opportunities. Special Feature: A leader with true Vision – page 34 be a priority

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www.commsvision.com COMMS DEALER AUGUST 2018 33 COMMS VISION SPECIAL FEATURE Intersection of digitalisation and true leadership catalyses fast growth

Who will hold the most power in the comms channel today and tomorrow and knock spots off their competition? Those who embrace the digital revolution and show outstanding leadership, according to Comms Vision Platinum sponsor Andrew Taylor, CEO at Gamma.

aylor took up the reigns as Gamma CEO in May expansion of the portfolio that Gamma provides, such as this year with a clear view of how he would cloud IT applications and more flexible network services go about building on the company’s growth such as SD-WAN, enabling partners to consume these to date under the stewardship of former Chief services via a single integrated portal,” he added. TExecutive Bob Falconer who retired in April. “Customers care about the easiest way to engage with their clients Taylor also noted that Gamma has developed a strong and suppliers and digital is becoming the best medium route to market with Horizon and will enhance the to do this,” commented Taylor. “Digital to Gamma solution with UC. He plans to introduce the first UC means looking at how we can best communicate and offering later this year in ‘simple packages’ such as support our channel partners. We have embarked on collaboration or audio conferencing add-ons. “We have our own digital transformation project to ensure we are also recognised the need to provide a compliant call providing the right tools and technology to our staff so recording and a PCI solution on our voice services,” they can be productive and efficient in their roles. We added Taylor. “This is an important focus for our have also digitised our entire OSS and BSS and given development team over the coming months.” partners the tools and knowledge to be successful via the Gamma Portal, Academy and Accelerate.” Mobility matters If ICT resellers want to progress they must also seize The question asked by many is how far digital with open arms the solutions that enable workers to be For suppliers should extend across businesses but Taylor has long mobile. Taylor says the rise of the mobile worker and their to drive considered digital transformation and what it really growing significance is fast becoming a market-defining means for organisations. “For all the different benefits dynamic. “Staff are spending much more time away real growth of DX, the changing demands of customers is a key from their office or primary workspace than ever before driver for organisations to up their digital game,” he and need the ability to use their business applications on in their added. “One of the significant changes in customer the move,” he stated. “For businesses, enabling mobile behaviour is their preference to buy products and working is an increasingly vital strategic objective that business services online. Gamma sees this as an opportunity they need to achieve to be successful and grow.” to deliver digital services that are flexible, customer they need focused and will support our partners’ ability to The mobility trend has reshaped the way customers great digital acquire new customers, cross-sell and up-sell.” buy business communications, even in the SMB market, noted Taylor. “Instead of picking a single product to fulfil assets and Taylor discerns that ICT buyers are now seeking the best a requirement, businesses want a solution that solves a value and flexibility from their supplier of communications variety of challenges,” he added. “The key for partners capabilities and applications. “This requirement will be met by an is to add new solutions that offer a tangible value while

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also putting themselves in a good position to cross-sell another COMMS Vision is product or add to the solution the leading annual with products such as leadership forum for Connect, our fixed and CEO, MD and CTO mobile offering.” delegates making In preparing for these up the major league scenarios partners of the UK reseller should first assess community. Places their approach are limited and by to customers, invitation: If you advised Taylor. would like to join “Is it a product us this year, please or solution sell?” register your interest he said. “If you to attend at www. are just trying to commsvision.com sell a product, adapt that to a solution sell. And finding the best way to communicate with customers on all stages of their journey is key. Providing mediums like desktop sharing models, video conferencing, live chat as well as having staff that can sit face-to-face with a customer will provide a well rounded and efficient to become approach to customer acquisition. The self-serve tools, strength of the channel is also its diversity and empowering partners to level of local customer knowledge. This is where upskill their staff and develop they will compete against the larger US IT players.” their marketing strategies with modern techniques. A better service wrap from us means partners Partner value can deliver a better experience to their customers.” Long-term success in the channel depends on a lot more than product. Partners that listen to their customers, Like Gamma’s evolving services portfolio Taylor’s industry The changing understand how their business operates, the problems experience is also all-encompassing in both mature and they have, and can solve those problems are the ones emerging markets at home and internationally. During the demands of that will thrive, reaffirmed Taylor. “The partner’s value past ten years he was CEO at a number of fast growing is in selecting product elements to build a rounded and public and private companies including Intec Telecom, customers tailored solution that relieves pain points,” he added. Digicel and most latterly Nomad Digital. He also ran Alcatel-Lucent in the UK&I and was General Manager is a key Taylor is therefore set on pushing control and resources of BT Germany, BT Mobile and BT Calls & Lines during to partners as a fundamental component of their future his eight year stint at the telco. “I have spent the last 22 driver for success. “It’s about us supporting the channel, which years working across most aspects of the communications organisations has led to a sharper focus on the service wrap we deliver and IT sector, giving me a strong foundation for my around all of our products, both in traditional and digital position at Gamma as we seek to design and execute to up their methods,” he added. “We’ve developed our partner a long-term sustainable digital growth strategy,” he portals including Gamma Academy and Accelerate commented. “The decision to take the role was a digital game no-brainer.” n

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www.commsvision.com COMMS DEALER AUGUST 2018 35 SECURITY MATTERS Severity downplayed

do your due diligence on Large sections of the comms sector your providers and make sure they are investing in continue to reduce VoIP security their product beyond the threat levels to ‘moderate’ and basic telephony elements.” sit on their hands in the face of In terms of VoIP security, the integration of mobile unprecedented belligerent attacks, devices will be a key shift over the next five years, according to Ollie Clutterbuck, believes Clutterbuck. “We will see business telephony Head of Product Architecture at 9 switch from the desktop Group who says any withdrawal phone to softphones and mobile clients, where VoIP is from the severity of the issue is heavily integrated with the Ollie Clutterbuck native dialler,” he explained. an urgent industry challenge. “This puts security very much in the hands of the user. Another interesting development is the use of he communications use the same password on the use of AI for spotting machine learning to create industry in general all systems; restrict access for unusual call activity.” Not to invest AI for mining through large has perhaps never phone system management quantities of data. And we before failed so to known IP addresses; lock According to Clutterbuck, in network are seeing the emergence of Tmuch to act on a matter down SIP access to only resellers often make the resilience IoT and its integration with of importance as critical as your ITSP (this isn’t always assumption that their telephony, whether it be VoIP security, according to possible with remote workers upstream provider will handle and security location detection to change Clutterbuck, who too often so consider non standard security on their behalf, but a user’s availability, or motion sees resellers and ITSPs ports and if possible a the majority of fraudulent is nothing sensors that text the user fail to make the security session boarder controller); activity originates from phone when someone enters their grade. “It is far too easy use strong PIN access for systems or a lack of network less than house, which needs to have now for a malicious user to voicemail; if possible don’t security so an ITSP would be security at its core when obtain software that takes allow external access; don’t unable to have any influence negligence these systems are designed. all the complexity out of allow users to dial out from on such cases. “Where attacking peoples’ systems,” voicemail; don’t let users security is in the hands of the a network can be significant, “Security versus usability he commented. “It is clear share passwords and where service provider don’t make and it should be,” stated has always been the trade that the frequency and possible do not give users any assumptions, but do ask Clutterbuck. “As ITSPs we are off. With increased security sophistication of attacks any SIP credentials. You questions and make sure responsible for the security comes a worsening user is increasing. You have also need to make sure your provider is looking after of hundreds of thousands experience, so our job is to to accept that at some your ITSP is protecting your your customers’ security,” he of users’ communications keep that balance, protect point you are going to customers’ security from stated. “Recent regulations and this should not be customers and provide a get attacked but it’s up within their own network.” have increased penalties undertaken lightly. With rich and engaging user to you, your customers for the loss or misuse of open source technologies experience at a time when and your service provider On ITSP security there are personal data, enough the barrier to becoming an integration is becoming to make sure you have certain points to look out to sink a well established ITSP is far lower and we have key and still emerging as a done as much as possible for, pointed out Clutterbuck. company, so do not leave seen hundreds of smaller requirement. Yes people are to mitigate this attack.” “Make sure they have a this in the hands of others.” service providers pop up doing CRM integration, but regular security programme over the past five years. I’m talking about integrating Clutterbuck noted that the and are employing external Main barriers with your car, or your home, same failures are repeated penetration testers to Cost and time are the main “However, being able to integrating with Facebook over and over again – poorly find vulnerabilities in their barriers to effective security, register a phone and make or WhatsApp. The way we secured phone systems, network,” he added. “Check observed Clutterbuck, but for a call is only a small part of communicate is evolving and weak voicemail security and they monitor for malicious resellers basic security need the whole piece. Network we need to be looking to the user error. “The good news activities and can offer fraud not cost too much and can resilience, and of course future and how we can get a is that these are easy to detection and mitigation, often be included as part security, take expertise and user’s communication system fix,” he stated. “Use strong such as call spend limits, of the installation process. money. To not invest in them to integrate seamlessly passwords when securing including the cutting of “For ITSPs though the cost amounts to nothing less than with their everyday life – phone systems and don’t live calls and employing of securing and monitoring negligence. As a reseller, effortlessly and securely.” n

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NEWS PROFILE O’Hagan marches towards £35m goal

With 2017 turnover reaching £27 million, channel-only data network provider Virtual1 is rapidly accelerating towards revenues of £35 million this year under the stewardship of its founder and CEO Tom O’Hagan. Not bad for a guy who left school at 16.

e meet at Virtual1’s plush headquarters in the City of WLondon, a far cry from the kitchen of a rented flat in Wandsworth where O’Hagan started his entrepreneurial journey 11 years ago. The genial CEO is as approachable, enthusiastic and honest talking as he was then – despite a hangover from hell. “We had our annual company kick off last night and I’m a bit fragile to be honest!” he confesses.

The event takes place at the end of each financial year and gives management the chance to share with staff accomplishments of the year gone by, to present their vision for the year ahead and to celebrate as a team. Fuzzy headed or not, O’Hagan soon gets into his stride when asked to explain how Virtual1 has grown so quickly to become the fifth largest network provider in the UK and its future path, which now includes Tom O’Hagan going head-to-head with the UK carrier market. Having a national network and a strong software capability “The headline financials are that we closed the year off has opened up a new carrier market to us on £27 million and this year we’re expected to grow and Simon Durrant is now for us, so we’re building a national network early have done an amazing to £35 million, so, we’re heading up our service significant team under him. this year, utilising some of job. We are fast becoming recruiting another 30 people provider and carrier He now owns the Cloud the £10 million in funds a software company that this year in all areas,” he division serving big, global, and Access products and provided by private equity happens to own a fantastic said. “We’ve completely international carriers and the that’s exciting because we investor BGF. “Effectively, network. We’ve got a big restructured our sales team. tier 2 service provider market. haven’t done that before.” we’ve built the fifth largest software team now across John Walters is now looking It’s exciting that we can now network in the UK in about our portal, salesforce and our after our reseller teams, take on the big carriers. Also, This has all come about nine months,” commented SDN platform. That’s really selling managed services Neil Wilson is heading up following the completion of O’Hagan. “Our CTO James what’s making us different into the channel community all products and marketing Virtual1’s software driven Hickman and his team in the marketplace because

SPONSORS THE THE COMMS NATIONAL AWARDS 2018 VENDOR ENTER DISTRIBUTION 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! CATEGORY 38 COMMS DEALER AUGUST 2018 www.comms-dealer.com O’Hagan marches towards £35m goal

we’ve automated all of the come back it’s done. All for 2017 and at the Comms provisioning processes. the diagrams are there for Dealer Sales and Marketing you. You can build all of the Awards this spring Virtual1 “We’ve got all the APIs in routing protocols online with picked up four awards place. Partners can manage the different ports, you can including Best Company their network services build the topology and you to Work For. He clearly has BroadSoft through a single pane of can place the order. It means an instinct for recruiting glass and this means there one of our partners can sit people that buy into his User Licenses is a great opportunity for us in front of a big multi-site vision and firmly believes and our channel partners UK business and say, ‘I can in empowering them. to help win business solve this problem for you in away from the traditional minutes’. It’s helping them “If I believe in people, FREE FOR network providers.” to win business. We’ve also I let them get on with introduced a network health it,” he stated. “It’s about Virtual1 was established as check, so partners can go empowering them. We’re 6 MONTHS! a channel-only business and on to one of their circuits creating a big family and O’Hagan is almost offended and within 10 seconds they people feel special to be a Lead your prospects to the real when questioned if any of can look at the health of the part of it. That’s the secret his company’s focus will now whole network all the way sauce. When somebody says, cloud communications experience drift away from the channel through the infrastructure ‘Where was the best place with our ‘Go Free’ promotion towards global carrier sales. – every single protocol. you’ve ever worked?’, I want “No, not at all,” he stated. them to say, ‘Virtual1’. I get “That’s very much why we’ve Key investments such a buzz out of all of my split the sales team into two. “We’ve spent a lot of money teammates – that’s what Be in the So, we’ve got absolute focus and time establishing what drives me.” n on both sectors and a strong our partner’s supply chain proposition into both of looks like. For example, we’ve Just a minute with those markets, and with Neil built the SIP exchange where Tom O’Hagan... looking after products we’ve we connect into all the major got a clearly defined product SIP providers in the UK. And Role model: My father: set for the markets that we we’ve completed the UC He came from nothing want to go into and those exchange, enabling us to to achieve significant we are already in. Historically, bring the UC providers on business success we come from the channel. Net too. This gives resellers What talent do you We’re good at helping the ability to sell an Internet wish you had? To be organisations come on that circuit to their client and as fluent in Spanish journey, away from voice soon as that’s in, they can sell What do you fear into cloud or data into cloud the rest of their portfolio to Listen Educate most? Failure or voice into data. Having them, because they can sell a national network and a them SIP, Unified Comms, How would you like to As strong software capability and Cloud Services and be remembered? someone who made a real has opened a new carrier we’re enabling all that for difference to people both market to us that historically them. It’s complex behind personally and in business wasn’t available with just the scenes, but what we’re How do you relax when Advise Design an aggregator model.” doing is making the complex not working? Spending extremely simple. That’s the time with my family, Making it simple for resellers key to unlocking everything.” playing golf and watching to sell data network solutions England play rugby Close more deals and build and understanding their O’Hagan comes from the Best piece of advice you your revenue base faster day-to-day issues remains at school of entrepreneurs that have been given? Go with the core of Virtual1’s ethos, has found success without your gut and never give up as O’Hagan stressed. “We business qualifications by Your greatest career launched our MPLS pricing understanding his market achievement? I am on our partner portal last and being passionate about still on that journey year,” he said. “It means you people succeeding. His Contact us today to get The biggest risk you have can go online and build a overflowing awards cabinet started with BroadSoft Smart taken? Selling my house data network quote in the is testament to that. He was and leaving my job at User seats, free for 6 Months. time it takes you to make Comms National Awards Telstra to start Virtual1 a cup of tea. When you Entrepreneur of the Year Visit vanillaip.com/gofree To advertise in Or call 0800 9700971 contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER AUGUST 2018 39 MARKET REVIEW The knowledge factor

If business optimisation and providing a sublime customer experience is the endgame then failing to embrace data analytics is to dice with certain failure.

o disregard the rise understanding of the of data analytics customers’ business and across all channels their requirements. This is tantamount to means perfecting a discovery Tsitting on your hands, King process when defining Canute-like, and drowning opportunities and matching in the tide. “Too many these with appropriate Phil Reynolds organisations continue to solutions. “Vendors need focus on their formal call to provide a flexible suite of centre and pay little attention management tools that can Managing Director Bart customer which means measurement of its activities to other front line roles and integrate with the customer’s Delgado is also addressing. asking the right questions. and why analytics is so communication channels chosen IT frameworks and “Analysts are in broad “You need to understand important for the business. – email, webchat, social deliver business intelligence,” agreement that the size business challenges and “It is the only way to remain media, customer portals etc,” added Reynolds. “This may of the digital universe will objectives and then present agile and slender in an over stated Oak Innovation joint necessitate access to custom double every two years at the analytics that will help bloated, over stretched CEO Phil Reynolds. “The development resources to least,” he observed. “The them overcome those margin critical sector,” he ability to collect data from complete a solution.” key to business success lies challenges,” he stated. stated. “Our strategy remains multiple channels, interpret in transforming this data into “What is the cost of an focused on performance data using technologies Integration actionable insight. There are abandoned order to their and our people, but without like sentiment analysis and Oak is focused on a number of ways to unlock business? As soon as you excellent reporting and deliver high quality business call recording, quality BI potential, starting with know their average deal analytics we would never be intelligence will be critical.” measurement, call analytics, the ability for companies to size and assign monetary able to operate at the level CRM integration and most rapidly analyse data at the value to their calls, you can we do. Greater knowledge Business intelligence is key recently payment automation. really begin to demonstrate of capacity and capability to better decision making Once considered as separate Get it right, tangible benefits. It is enables us to pass critical and gaining a competitive applications, they increasingly about identifying the savings to our customers edge, but how that data is operate as a suite of and the relevant analytics for the which in turn allows them organised and accessed is communication management customer’s business and to drive greater sales. another matter. “Today, most tools that integrate with the installed base demonstrating the benefits.” organisations have a number customers’ infrastructure to “Our BI data is derived from of stand-alone systems to provide business intelligence. migration Every business and every many different sources – monitor specific aspects “Awareness of speech aspect of its operations Epos, footfall, weather, major of their business,” added analytics, sentiment analysis opportunity is needs analytics, believes Tony events for example – and Reynolds. “They provide an and omnichannel reporting is significant Ford, Operations Director at our analytical diagnosis is insight into performance on the rise,” noted Reynolds Marston’s Telecoms. “The vast and complex requiring but fall short of offering “Businesses are asking point of delivery and at scale. elements of analytics that an intelligent understanding. a complete view. A more about these capabilities but Today’s world of pay-as-you- are on the rise are predictive In other areas we use AI comprehensive approach few are buying. We expect go services makes it possible analysis and visually aided for analysing machine data is required, extending to a significant shift over the for anyone to benefit from telemetry,” he said. “Visual and making basic decisions a greater number of roles next two to three years.” analytics services. They are telemetry of real-time on predictive life spans of and a wider range of media no longer reserved for large monitoring supported by CPE and other devices. channels. Get it right, and Reynolds’ message is that enterprises with formal call big data analytical engines Machine learning analytics the installed base migration more needs to be done centres and big budgets.” is making reactive support is on our radar screen. We opportunity is significant.” to broaden the scope of a distant problem.” are developing software to analytics and on that point Delgado reaffirmed that interface into our estate to To deliver on the promise, he is taking decisive action. successful analytics requires He gave an insight into how understand more about what resellers need a deep It is a dynamic that Akixi a full understanding of the Marston’s prioritises the we don’t know today.” n

SPONSORS THE THE COMMS NATIONAL AWARDS 2018 ENTER BUSINESS AWARDS 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! CATEGORY 40 COMMS DEALER AUGUST 2018 www.comms-dealer.com Take your business to the next level. Revvd is a digital marketing agency specialising in the IT and Communication space. We have the tools to help you build brand awareness, increase traffic to your website and generate leads.

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11th October / Hilton Park Lane / cnawards.com

The UK comms industry’s biggest BOOK YOUR TABLE NOW and most prestigious recognition programme has been activated…

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

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

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

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42 COMMS DEALER AUGUST 2018 www.comms-dealer.com ENTER NOW TO BOOK YOUR TABLE Simon Turton 01895 454 603 07759 731 134 [email protected]

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Vincent Disneur Justin Blaine Head of Sales & Shaun Bodsworth Channel Sales Manager Marketing Managing director Union Street NTA Inform Billing “NTA is proud to yet again be a sponsor at this year’s “Union Street’s channel strategy focuses on “The Comms National Awards are the industry’s Comms National Awards. The awards are recognised developing innovative software solutions backed by most prestigious and hotly contested awards, as one of the most prestigious within in our industry comprehensive support, training and consultancy recognising excellence across the ICT industry. After and this year we are sponsoring the Business Awards services. Encapsulated by our company strapline, experiencing the tremendous impact winning one Category. There are a number of new awards in this ‘powering your potential’, this approach enables of these converted awards has had on our business category including ‘Best New Innovation’ and ‘Best our partners to leverage maximum value from – much greater and further reaching than we could Business Growth’ to recognise enterprising and forward- our solutions. It’s a great honour to be sponsoring have imagined - we are proud to be supporting this thinking businesses in our community which we endorse this year’s CNAs, an event which like ourselves, year’s event as a hospitality sponsor. wholeheartedly. encourages and celebrates excellence within our industry. At last year’s CNAs it was extremely On behalf of Inform Billing, I would like to wish all “All of the NTA staff would like to take this opportunity to gratifying to see so many Union Street partners entrants the very best of luck and we look forward to wish all entrants in all categories the very best of luck. collecting awards for their efforts. On behalf of myself what will no doubt be an extremely fun and enjoyable The CN Award finals night is a highlight of the industry and team UST, I’d like to wish the very best of luck to night!” calendar and we look forward to seeing channel friends all this year’s entrants.” and colleagues and celebrating success on the night.”

Enterprise Reseller Hospitality Sponsor Reseller of the Year – of the Year SME

9 MAKE IT A STRAIGHT SIX BY TAKING Charles Aylwin Alp Kostem Garry Growns Director of Channel Head of Channel Sales Sales Director POLE POSITION AT NATIONAL AWARDS 8x8 Exponential-e Daisy Wholesale “At 8x8, we’re delighted to be sponsoring the Comms “Exponential-e is delighted to be sponsoring the “Entering the prestigious Comms National Awards not National Awards again this year. The evening is Comms National Awards again this year! We see only brings together great individuals and companies, always a great celebration of the best our industry great value in these events and we’re really excited to whilst showcasing businesses’ successes, it allows has to offer. It’s also a fantastic recognition of be attending. The Channel Community is a huge part you to acknowledge the hard work, talent and the true excellence in communications, whether of Exponential-e’s make up and the fastest growing determination of your teams. At Daisy Wholesale, we rewarding vendor solutions, resellers, innovative business unit internally year on year so it makes believe the SME sector has huge potential which is technology or outstanding customer service. The absolute sense to sponsor one of the biggest channel why we are proud to support our fantastic partners channel is essential to the continued growth of events of the year. and the channel by sponsoring the SME Reseller of our industry and at 8x8 we will continue our rapid the Year category. This is your opportunity to reward expansion with the unrivalled expertise of our “This event shows recognition to those hard-working the people that make your business a success, so channel partners. We want to wish the best of luck to teams, companies and some outstanding individuals grab it with both hands and get your entry in now.” everyone that has entered and we’re looking forward who truly deserve to be rewarded. It would definitely to celebrating on the night!” be worth entering and, on behalf of myself and the team at Exponential-e, we wish the very best of luck to all this year’s entrants.”

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www.comms-dealer.com COMMS DEALER AUGUST 2018 43 MARKET REPORT Has VoIP security become a comms sector scandal?

It is ironic that one of the comms industry’s most important issues is barely talked about and largely not understood – VoIP security. How, by any interpretation, can that be good for customers? Here, four champions of security respond...

omms resellers and boxes,” claimed Woodhead. “Those of us investing service providers “So for resellers seeking heavily in security need who fail to meet the an answer to VoIP security the customer to recognise growing demands of ‘intent’ should be their the value of the effort and Cthe telephony security threat number one consideration. expenditure, otherwise those landscape are so lacking Why is the carrier offering who play Russian Roulette as to be almost complicit, me this feature? Are they with customers’ security have especially in the light of new doing the minimum possible the commercial advantage. regulatory and compliance in order to contain their own However, compliance helps demands, according to risk? Or do they genuinely us – it focuses everyone’s Simwood founder and CEO care about a CP’s end users minds on security with Simon Woodhead. “Apathy and their prosperity? Some the threat of action from and arrogance from CPs may choose to dance with regulatory bodies, and that remains the primary issue,” the devil for other reasons. means people will attach he stated. “Telling someone Others will hopefully see value to the security services how much they’ve already through the hype.” our development teams lost is not protection, it is spend time creating.” risk limitation having already VoIP security is not a profited. We focus on ‘solution’, and anyone Simon Woodhead Security has become prevention which requires offering it as an up-sell on something of a ‘cover all’ us to invest and forgo profit service is demonstrating Apathy from CPs is the primary issue. Telling someone term for the prevention and on compromised customers, poor intent, according how much they’ve already lost is not protection. management of toll fraud which feels the honourable to Woodhead. “If a car risks, data security and GDPR way to do business.” manufacture made door locks We feel strongly that this and resellers need to focus etc, says Sinnott, who argues an optional extra or talked would change if end users on this issue, turn to their a strong case for greater But to contain threats – even about their ‘extraordinary (business and domestic) service providers and demand education about the matter. for those who care most security’ while giving all were more educated solutions that are robust, “Information is key, and and see the risk – is a tough buyers the same set of keys about the risks. Our book but without reducing the unless a sales person feels challenge. “Sadly, so much people would see through ‘Speaking up on Telephony flexibility that makes cloud well enough informed they service provision at carrier it,” he said. “CPs definitely Risks’ aims to do this.” services and consumption may not bring security up level is me-too and magic need caveat emptor to see on demand so attractive.” as a key point in the sales through the bull and really Responsibility process, which does neither get a handle on intent.” Resellers are looking to drive According to Sinnott the party any good,” he added. sales, increase revenues and future of VoIP is self-service Simwood works increasingly deliver a great customer and security must be in the “Service providers need to be with security critical clients experience, so within the DNA of the solution, not a clear and upfront and make such as financial institutions tools they get from VanillaIP fringe defence mechanism security a focused element and since the advent of GDPR as a service provider security put up to deal with the in partner training. It is and the Cambridge Analytics measures must feature hackers. “Service providers their moral duty. If you can issue Woodhead has noted strongly, according to its need to consider security demonstrate the steps you a big uptick in demand for Sales Director Iain Sinnott. “In in every element of every take to protect customers Transport Layer Security terms of VoIP security, and product they release within it makes you trusted and Carl Boraman (TLS) and Session Description especially supporting resellers the VoIP portfolio,” he clients look with greater care Protocol Security Descriptions in the SMB sector, we need reaffirmed. “The industry at every cheap deal. If the VoIP fraud sours a (SDES). “We provide these to take responsibility for the big boys, the carriers and reseller is expected to carry relationship, destroys at wholesale level,” he said. device security, the access major brands, should be too much responsibility they trust and leads to “However, the value of security, the integrity of the doing more to get the are not being looked after as costly disputes, which fraud measures to CPs in calls and the commercial end customers talking well as they might. Resellers drives up churn and the channel or the pursuit of risk wherever possible,” about this element of will always play a role in increases bad debt. them remains disappointing. he explained. “Customers modern communications. security and must follow

Powerful self-learning fraud www.tollring.com and credit management hosted voice and SIP trunks 44 COMMS DEALER AUGUST 2018 www.comms-dealer.com MARKET REPORT Has VoIP security become a comms sector scandal?

deployment guidelines, but vulnerable to hackers), the platform owners should stored (think information do the heavy lifting here.” in call recordings) and transmitted (think about Toll fraud can quickly become VoIP media streams running big enough to kibosh a over the public Internet and small SMB customer, and if eavesdropping). Moreover, they default the burden of GDPR defines ‘processed’ debt moves to the reseller. to mean processed, stored To combat these threats and transmitted, so any VanillaIP leverages three business not protecting related areas of its cloud their VoIP calls in all three management ecosystem categories is in breach.” (Uboss) – managing the access security, restricting In terms of compliance and the availability of channels GDPR, the customer owns per extension and running Iain Sinnott the data and the service a live rating system linked provider and channel partners to an extension level credit SPs need to consider security in every element of every product they release within are processors, pointed out lock. “By taking responsibility the VoIP portfolio, and make security a focused element in partner training. Crisp. “Although both parties for the performance of this are potentially liable, the combined approach we destroys trust and leads to pattern behaviour monitoring “A more collaborative customer is in control of how can limit the customer’s costly disputes, which drives and analytics as part of relationship between they procure their telephony and reseller’s financial up churn and increases the fraud management customers, resellers and and therefore whether or exposure to effectively an bad debt,” said Boraman. system. Carriers need to providers on individual not they choose a secure excess like any insurance “But the combination use technology that spots thresholds, rules and limits service,” he stated. “Channel policy,” added Sinnott. of a poor customer the first ‘test’ call attempt is essential in the fight partners and service providers experience and increased made by the fraudster, against fraud. Security must make their customers The cost of fraud continues churn does focus minds regardless of the call should be at the heart of a aware about which service to eat into already stressed on tackling the problem. durations, and take action proposition and there needs they are choosing. This could profit margins with the We are finally seeing a to block further attempts.” to be a strong alignment be done by publishing a average fraud attack on shift in reseller attitude between the vendor, service data privacy policy SIP trunks typically costing towards understanding Firing line customer and supplier. With which shows the customer £10-15k, with some bigger and preventing fraud as Every business is facing machine learning and AI, where data exists. There’s attacks costing CSPs £200k they are realising that it a host of new threats combined with big data now a clear compliance over a single weekend, also impacts them.” such as these and it is the and crowd sourcing of key reason to implement call observed Carl Boraman, providers, vendors and their information from carriers security and protection Director of Strategic Alliances The ability to spot attacks resellers that are in the around the world, we can systems, and customers must at Tollring. “The transition in advance and address firing line. “It’s up to us to become proactive in the deploy them.” n to VoIP and the migration the moving nature of VoIP mitigate some of the risks,” fight against fraud.” from analogue to SIP means fraud before it happens is commented Boraman. “It’s VoIP fraud will potentially the key to shutting down not just about storing the Although a source of misery increase,” he stated. “It is this highly lucrative method right data, it is also about for all those impacted, the already a multi-billion-pound of generating money, testing for resilience and containment of toll fraud business and its financial observed Boraman. “For being constantly vigilant has nonetheless improved impact is more than double example, fraudsters are in preparing for attacks. over recent years, observed that of credit card fraud.” creating smaller and more Traditionally, carriers have Firstcom Europe Group CTO frequent ‘pick-pocket’ style managed fraud on behalf Adam Crisp. “But where Modern customers hits across multiple end of the reseller and their there’s a will there’s a way, entrust the safety of their customers simultaneously,” customer behind the scenes. so businesses must protect information and even their he added. “They use Future market developments their communications company to their networks robo-diallers to make high will be about empowering infrastructure,” he stated. and reseller partners. If volumes of very short calls, resellers to see more and “On VoIP call security, Adam Crisp they don’t protect their typically 15-25 seconds, to do more by giving them information is present in clients they will lose their multiple destinations that go direct access to the fraud calls with spoken voice or Where there’s a will trust and a poor reputation unnoticed. This type of fraud management tools, and DTMF data and this should there’s a way, so could be more harmful to a is hard to spot and stop in a training them on how to be protected. Data can businesses must protect brand than any fine. “VoIP timely fashion unless you use protect their customers and be processed (switching their communications fraud sours a relationship, real-time call profiling, call apply anti-fraud measures. equipment could be infrastructure.

SPONSORS THE THE COMMS NATIONAL AWARDS 2018 COMMS DEALER ENTER ENTREPRENEUR OF 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! THE YEAR www.comms-dealer.com COMMS DEALER AUGUST 2018 45 BUSINESS PROFILE Hughes sets the Pace

rexham-based Pace Telecom Just a minute with began its Jamie Hughes... commercial Wlife 25 years ago in Hughes’ Role model: Richard back bedroom supported Branson: He’s innovative by a second-hand fax, and one step ahead a ‘clapped out’ car and of the field the purchasing might of What talent do you wish a £50 note. Its founding you had? More patience mission was to purvey What do you fear the photocopying machines but most? Getting left behind the incorporation of mobile by technology, so I am phones soon followed. Come always forward thinking 1998 when the mobile If you weren’t in comms market shifted towards pay- what would you be doing? as-you-go Pace Telecom Property development was operating out of seven Top tip for resellers? Be outlets – then Hughes set agile, listen to customers about repositioning the and prepare for the future business. “We became One example of something a licenced fixed line you have overcome: communications supplier,” he Preparing for IP and SIP stated. “In 2002 we were the Jamie Hughes flanked by the Mayor and Mayoress of Wrexham meant overcoming big first WLR provider in Wales.” technological changes which involved working on infrastructure and Four years later Pace Telecom With 25 years in the comms market under his belt staff development set down the acquisition trail and snapped up 18 Pace Telecom CEO Jamie Hughes has embarked on Biggest career telecoms businesses over a achievements: Winning a Best Business in three year period. In 2012 another expansion period with acquisitions and channel Wales award, visiting Hughes saw that SIP would development dominant aspects of his growth strategy. Downing Street as a become the standard for business ambassador, UK telecommunications and employing a and launched his first cloud company’s comms platform mobile convergence. The off in mind many of our talented team, over a offering in 2014. “During is an open invitation to any solution serves customers competitors are finding quarter of which have the last six years we invested customer to exploit the cloud with two users through themselves in the same been with Pace Telecom over £1 million to prepare and its many advantages. to 500 and is said to position we occupied six for 10-plus years our business as a go-to be ‘infinitely’ scalable, years ago,” commented Your strengths and what place for everything SIP and Cloud migration providing a foundation for Hughes. “Resellers that could you work on? I have hosted UCC,” he added. “We have been migrating Pace Telecom to extend its lag the market will run up enthusiasm, creativity and “Within the next three to customers from PSTN to portfolio into IT services against hurdles. Perhaps an ability to spot trends, but I could work on giving five years we aim to treble SIP and Pace Cloud for and managing customer the challenges will be more attention to detail turnover and increase our two years,” he explained. transitions from premise- insurmountable for them workforce to over 100 “Pace Cloud is our own based servers into the cloud. unless they have a robust SIP Name three ideal dinner people. We have spent the unified communications Notably, the company’s role and hosted UCC offering. guests: Donald Trump to tell him what I think; last seven months converting platform and 20 per cent as a digital champion was Without that it will be my idol Richard Branson; our offices into a state of of existing customers have recognised last month by more difficult to survive. and Boris Johnson to also the art technology hub and already migrated. With Secretary of State for Wales tell him what I think we’re poised to target more the full bundle now live Alan Cairns who opened “Pace Telecom’s primary What’s the best piece acquisitions later this year.” we should see a further its remodelled offices. growth strategy has always of advice you have ever uplift in migration.” been via our partner channel been given? Always For three years Pace Telecom The extent and thoroughness and acquisitions. Over the have a strategy has worked with France- Pace Cloud offers of Pace Telecom’s coming two years this will How would you like to based comms provider basic PBX to presence, preparations and future be accelerated as we acquire be remembered? As Centile and developed its instant messaging, video planning raises the question smaller businesses wanting hard working, willing own infrastructure across collaboration, screen sharing, of how many resellers will to offer customers more than to give everything a a number of data centres. call reporting, call recording, struggle on the digital stage. their current capacity and go, and had fun According to Hughes the CRM integration and fixed “With the ISDN switch- abilities allow.” n

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call us on 0808 280 0000 marstonstelecoms.com TOLL FRAUD KALEIDOSCOPE Toll fraud remains the £1.2 billion issue of our times

n 2013 the Communications Fraud Control Association’s (CFCA) Telecoms IS TOLL FRAUD STILL A THREAT? Fraud Survey reported that: Toll Fraud can affect analogue, digital or IP based systems. It can take a matter of minutes for hackers to gain full access I to a system using advanced software that works through • Global communications fraud was estimated to be in excess of $46 billion firewalls and around password protection. WHAT HAVE YOU DONE TO PROTECT CUSTOMERS? • Over $8 Billion was attributed to the hacking of both traditional and IP We offer a Toll Fraud Protection service which applies an telephone systems automatic network call bar on any phone number that uses over £500 in any 24-hour period. All partners who have Toll • The UK is the third most targeted country in the world Fraud Protection will not be liable for any fees accumulated • Toll-Fraud in the UK costs businesses £1.2 billion each year. from fraudulent calls. WHAT ARE YOU DOING PRO-ACTIVELY? We inform partners of any fraud notices as soon as we are Five years on, is toll fraud still a threat to you and your customer’s business? Well advised, including recently used contact details and nature of yes, according to Exeter based comms reseller Taurus. They say hackers are now enquiry. WHAT EXTERNAL ORGANISATIONS ARE HELPING? circumventing the standard best-practice approach to secure systems and that by We work with the Telecommunications UK Fraud Forum (TUFF) compromising a business’ local network a hacker can now program a handset to and the FCS, who did launch a fraud networking forum some time ago, but it never really took off. I think external agencies place fraudulent calls. These calls can be routed over BT’s network with an CLIFFORD NORTON could do a lot more to address what is a massive issue for the override code, so they cannot be blocked via normal measures and then generate CHANNEL TELECOM industry. large bills. This would be difficult to detect and prevent via established telephone system security practices. IS TOLL FRAUD STILL A THREAT? Customers on legacy systems are still at risk, and the ‘if it’s But surely this is a legacy issue and state of the art VoIP phones cannot be not broke don’t fix it’ mentality can end up costing a business compromised? Well no, according to IT software specialist ipswitch. They say that thousands when fraud hits. With fast-paced technology changes, this will always be the case. with VoIP technology, once one extension has been compromised, extra channels WHAT HAVE YOU DONE TO PROTECT CUSTOMERS? can be replicated to make many simultaneous calls, running up large bills Working with leading network suppliers and building a extremely quickly. Hackers often aim these calls at a premium-rate number, the resilient billing platform, we have mitigated risks of potential fraud for our customers. With 24/7/365 customer support, we kind used for things like sex chat, which somewhat surprisingly, still exists. Cuba, deploy fast and necessary stops to any abnormal call charge Somalia, Bosnia, Estonia, and Latvia are particular sources of this fraud. alerts through our Anvil billing platform. WHAT ARE YOU DOING PRO-ACTIVELY? At the beginning of the sales process, we make customers This type of attack generally happens at night or on a weekend, and a business aware of the expense and effect toll fraud can have on their business. We include a fraud cap on call traffic to ensure this is that does not have the proper monitoring in place can be hit with hundreds of shut down before the business is affected. thousands of pounds in bills come Monday morning. There are currently no laws WHAT EXTERNAL ORGANISATIONS ARE HELPING? We work with our suppliers to make sure we have the requiring reimbursement by the service provider for fraud, as there are for credit necessary actions in place, and through constant development, card fraud, but large carriers do often reimburse for fraudulent use of this kind. JAMES SHRAGA make sure our billing platform is robust and capable of This can be a big consideration when choosing a VoIP provider. FIDELITY GROUP mitigating risk as much as possible.

IS TOLL FRAUD STILL A THREAT? IS TOLL FRAUD STILL A THREAT? Hacking and identity theft fraud remain prevailing threats to Yes, it’s still a threat and a growing threat despite appearing PBX, number translation and IP services. to drift off some people’s radar. Legacy products in particular WHAT HAVE YOU DONE TO PROTECT CUSTOMERS? can be prone to attack. Rigorous security on remote access features and firewall WHAT HAVE YOU DONE TO PROTECT CUSTOMERS? management, network level security including voice mail Some brands have their own products which alert any barring at CPS and line level, monitoring 365 with usage unauthorised activity and we are actively helping resellers to capping where appropriate and generally communicating best protect their customers through support and advice. practice to reduce the risks. WHAT ARE YOU DOING PRO-ACTIVELY? WHAT ARE YOU DOING PRO-ACTIVELY? There’s plenty of general awareness in the channel and some Security is a regular topic in both our e-casts and other resellers have first-hand experience of it. Our work is on-going communications to channel partners, we present exceptional as part of a continual process of support and education. call reporting as a value-added service alerting all customers WHAT EXTERNAL ORGANISATIONS ARE HELPING? to the risk of unauthorised access. We engage between system manufacturers and resellers to WHAT EXTERNAL ORGANISATIONS ARE HELPING? ensure they are fully equipped in the battle against Toll Fraud. Our Fraud Team shares intelligence Network Fraud Teams and Police Cyber Crime Departments and we encourage reporting of all incidents to Action Fraud. We will refer PRS cases to Phonepay Plus and we are partners and sponsors of the MARK JOHNSON Federation of Communication Services (FCS). JOHN MCKINDLAND 9 GROUP NIMANS

Stand out to your The new voice in Channel Enterprise grade hosted UC from customers, call today: Set yourself apart from the competition £3.50 per seat 0333 234 9911 with Wavenet Hosted Voice. wavenetwholesale.com

48 COMMS DEALER AUGUST 2018 www.comms-dealer.com TOLL FRAUD KALEIDOSCOPE Toll fraud remains the £1.2 billion issue of our times

IS TOLL FRAUD STILL A THREAT? IS TOLL FRAUD STILL A THREAT? Havoc caused by hackers is increasing and while ransomware Toll fraud remains a growing and ever-changing problem for and malware attacks steal the headlines, toll fraud plays a carriers and resellers. Monetary damages are already more than significant part. Not only that but the speed at which punitive double that of credit card fraud (estimated £25.5bn per/year charges rack up means it can be a corporate killer. globally) and new techniques mean that it is becoming even harder WHAT HAVE YOU DONE TO PROTECT CUSTOMERS? to protect against. All our lines and minutes customers are covered by our FMS WHAT HAVE YOU DONE TO PROTECT CUSTOMERS? policy which limits their liability to £750.00. We can offer this Tollring has developed a VoIP fraud management system for because we have people on hand 24 x7 to stop any instance carriers and resellers, that utilises advanced machine learning and within minutes of it happening. AI to fully protect customers from every type of telecoms fraud, WHAT ARE YOU DOING PRO-ACTIVELY? automatically spotting and blocking attacks in real-time. We deliver messages detailing how to secure a telephone WHAT ARE YOU DOING PRO-ACTIVELY? system and protect businesses against toll fraud via e-shots, We’re educating people on the real cost and impact of fraud on bill enclosures, social media and information on our website. customers and how they can make a difference. Fraud causes costly We also publish white papers and case studies warning of the disputes, damages trust and sours relationships. Working together danger. to prevent fraud will reduce churn and boost customer loyalty. WHAT EXTERNAL ORGANISATIONS ARE HELPING? WHAT EXTERNAL ORGANISATIONS ARE HELPING? We work with our chosen carriers to ensure that we offer the Tollring works with a number of anti-fraud organisations in the UK, best protection available. In addition, we only install SIP with such as TUFF, as well as working globally with other cyber security COLIN WOODS SBCs and layer 5 firewalls. CARL BORMAN organisations, such as FRS Labs, to collectively tackle the problem. SOUTH WEST COMMS TOLLRING

IS TOLL FRAUD STILL A THREAT? IS TOLL FRAUD STILL A THREAT? It continues to be very damaging. Liability rests with the Toll fraud is a proven way for organised crime to make money consumer rather than with the reseller but, despite this, our and carriers offer no bill protection, so it is very much a live partners report that they’ll usually feel obliged to contribute to challenge but whilst the actual hack is where their skill lies, mitigate the customer’s loss and preserve their goodwill. limiting our financial exposure represents a critical step. WHAT HAVE YOU DONE TO PROTECT CUSTOMERS? WHAT HAVE YOU DONE TO PROTECT CUSTOMERS? As a provider of billing and provisioning solutions, we have Preventing all hacks is a dream scenario but we do work hard developed our aBILLity platform to automatically check on security. Our credit locking system means that against the for unusual calling patterns and charge rates as CDRs are call rating process we can disable extensions in a near live imported and rated. Billing staff are notified immediately if process and back that with a contracted maximum bill under suspicious activity is detected. £75. WHAT ARE YOU DOING PRO-ACTIVELY? WHAT ARE YOU DOING PRO-ACTIVELY? We advise resellers to import CDRs as soon as they’re We tell all resellers to tell all their customers about toll fraud available so that fraud can be detected and halted promptly. and help them set their credit lock daily call value limits in the The customer may not be thrilled, but they should be grateful Uboss management portal. For a reseller it also protects them that you’ve raised the alarm and stopped the fraud. from other types of fraud including fake businesses on soft WHAT EXTERNAL ORGANISATIONS ARE HELPING? phones. We engage with FCS and the Telecommunications UK Fraud WHAT EXTERNAL ORGANISATIONS ARE HELPING? Forum (TUFF). aBILLity is automatically populated with TUFF’s Organisations like FCS, ITSPA and Tuff that have looked at VINCENT DISNEUR list of known fraudulent numbers and will alert users if a call DAVID DADDS tackling this problem, but ultimately the responsibility should sit UNION STREET to one of these is detected. VANILLA IP with the carriers and platform owners who provide the service. Ofcom should force the responsibility on providers not acting.

IS TOLL FRAUD STILL A THREAT? IS TOLL FRAUD STILL A THREAT? Toll fraud is still a threat; the cost of fraud on a single site can Absolutely yes. Fraudsters are clever and evolving. Many of be thousands of pounds and the customer is responsible for our customers still use traditional PBX systems with standard the calls and must pay the bill. voicemail pin codes. With international use as standard now, WHAT HAVE YOU DONE TO PROTECT CUSTOMERS? fraud detection is increasingly difficult to prevent. We have implemented an award-winning fraud detection WHAT HAVE YOU DONE TO PROTECT CUSTOMERS? platform Advanced Behavior Based Analysis (ABBA) https:// We constantly monitor lines for abnormal spend patterns, we www.voiceflex.com/Fraud. We lost a court case on fraud some implement international call monitoring. We recently introduced years ago, since then we make sure we are always protected. a fraud management feature on SIP and encouraged customers WHAT ARE YOU DOING PRO-ACTIVELY? to upgrade their firewalls to further prevent hacking. Education is key, we run webinars, send e-shots and, most WHAT ARE YOU DOING PRO-ACTIVELY? importantly, we stop the fraud at source. By advising the We keep in regular contact with our customers via monthly customer what has happened, they can then secure the emails to update them on potential risks, including the network. With ‘on the job learning’ they can hopefully use the evolving dangers of Toll Fraud. For our customers using older skills to secure all their customers’ networks. PBX systems we explain the dangers on not changing Pins/ WHAT EXTERNAL ORGANISATIONS ARE HELPING? Passwords regularly. Anything that helps the awareness of fraud is always WHAT EXTERNAL ORGANISATIONS ARE HELPING? welcome. Unfortunately, we will never stop fraudulent Gamma are fantastic at updating the channel with any fraud attempts. All that’s required is a few simple steps to secure the alerts and provide the channel with the most up to date advice PAUL TAYLOR network. JENNY GORE enabling us to pass it onto our customers. VOICEFLEX NSN

Stand out to your The new voice in Channel Enterprise grade hosted UC from customers, call today: Set yourself apart from the competition £3.50 per seat 0333 234 9911 with Wavenet Hosted Voice. wavenetwholesale.com

www.comms-dealer.com COMMS DEALER AUGUST 2018 49 BUSINESS PROFILE Powell: Does fixed line still make sense?

Just Telecomms CEO Richard Powell’s grand project shows the depth of his conviction in a mobile-first future and strong belief in the power of the channel model to deliver it.

good industry the big boys were doing it. question might be We saw it as a way to have to ask on what full credit control as we does Powell’s were using dialler boxes in Amobile mission have in those days. As none of the common with fuel, alarms larger telcos appeared to and central heating. Read be interested we thought on... To keep his financial there must be a catch as tank topped up while at we were so far ahead of college Powell worked as a the market. Fortunately, petrol station attendant in there was no snag.” between study time. The job had its attractions – meeting Five years later Powell saw people (which he enjoyed) the potential of VoIP and and some of those chance began to white label certain meeters are still in touch products but they weren’t today – so he continued his and they didn’t fit the to tend the forecourt after company’s aspiration to move finishing college and would into mobile. “The biggest programme a BBC Micro step change was the launch Model B with some success of our new platform using in the evenings. Then one Centile’s technology, which day he’d had his fill. “I woke has been proven in Nordic up one morning and thought countries and packaged to this is not the job I dreamed allow us to offer something of as a boy,” said Powell. exciting to the UK market,” “I wanted to do something said Powell. “We have with real purpose. It was time added our mobile brand to make things happen.” with full phone system functionality without having At 22 Powell holstered the to rely on an app, so it’s nozzle for the last time and a true FMC solution.” went back to college where Richard Powell he achieved a number of Just Telecomms currently electronics qualifications. “I operates in the SME market became a computer engineer I wanted to do something with real purpose. but in launching as a FMC in the mid-1980s and started It was time to make things happen MVNO Powell hopes to my first computer business attract more corporate in 1990, which didn’t work accounts. “However, we out,” he recalled. “That but became a telephone services and also took on are an MVNO with our own don’t intend to abandon the experience taught me many business due to our passion other energy suppliers to exchange capabilities.” market we operate in, our helpful lessons. I then set up to do a better job than our become a true broker rather platform has something to a burglar alarm company in existing telecoms supplier than an introducer. “It was Becoming an MVNO is the offer everyone, from the sole 1995 with friends. After it which was failing us and a good job we did, as about latest in a string of company trader to the multi-national,” went public in 1997 it was our customers miserably.” 14 months later our supplier milestones which include said Powell. “The industry time for the next venture, Enron became the biggest the addition of phone lines has long talked about UC Heat Assured, a central On call for comms bankruptcy the world had and becoming one of the but we are only now unifying heating servicing company Powell and his business ever seen,” said Powell. first wholesale line providers voice communications for the and the precursor to Just partners then set up Just “Tough times followed but in 2001. “I was nervous masses. We are offering full Telecomms. We originally Utilities with the trading we kept at it by keeping our about doing what was then PBX functionality on mobile focused on gas, electricity name Just Telecomms, under customers happy, building called Calls and Access,” devices without compromise, and telephone brokerage, which they offered telephony the business, and now we noted Powell. “None of treating a mobile phone

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50 COMMS DEALER AUGUST 2018 www.comms-dealer.com Powell: Does fixed line still make sense?

like an IP device on GSM. technology to their preferred Our priorities are to get way of working. This surely Just a minute with the product embedded revolves around a mobile Richard Powell... in our organisation and phone supported by an recruit channel partners.” app. It is a paradigm shift. Role model: My wife, Lisa. She has integrity and a The channel is where Powell “Big organisations such as work ethic and energy expects to see the most PwC are going all-mobile. that is unparalleled. Our growth, driven by enabling This is an interesting 10 year old daughter goes other resellers and MSPs to trend and has significant to school for a rest and I offer full FMC hosted on implications for the products go to the office to recover a business grade mobile we offer, the handsets we What talent do you network. “Just Telecomms support, and the financing wish you had? To will continue to retail its own route and support skills be multi-lingual offering but also develop a we are adopting. Gigabit Name three ideal dinner channel as the quickest way Ethernet handsets were guests: Nelson Mandela, to sell seats and get market important a few months ago, a remarkable man; penetration,” stated Powell. but now we are considering Alexander Graham Bell to show him how his “The partnerships forged how much we even need PoE work has revolutionised with Centile and Transatel switches or IP desk phones. the modern world; and are key here. We will be as Perhaps we will see banks Donald Trump to get hands on or hands off as our of GSM handsets going to to know the real man resellers require, offering a site if they achieve the same Industry bugbear? Too bureau billing service and first outcome and work with much complexity fixed and mobile numbers.” Tell us something about Within five yourself we don’t know? Potential market shifts such I am a school governor. years we will as these are reflected in Every child should have how Just Telecomms has the opportunity to be purely evolved over the past three reach their potential channel years. In this period Powell Top tip for resellers: formed the aforementioned Now’s the time to act and THE WAIT IS focused partnerships with Centile get into FMC and UC and Transatel which proved One thing you could not line support. Within five years transformational and he bid do without in your job? ALMOST OVER we will be purely channel farewell to the company’s The support of my family focused. In building the right co-founder who retired. In hindsight: I would have team and giving the correct “Having started a new looked at implementing training at the right time we chapter we are removing the FMC and selling via our have an excellent chance silos that housed landline own channel earlier of realising our aspirations, and mobile for years,” said The biggest risk you and they are big.” Powell. “Technically this have taken? Having 11.09.18 was a steep learning curve children: There is too Powell plans to increase and much money has been much scope to mess up. staff numbers by 20, all spent getting the technicians My children have turned dedicated to supporting on board and up to speed. out brilliantly, I am proud Smarter, smoother, and simpler. of all three of them the Our Telecom product Our target markets will be The new age of Hosted will be unveiled during the next 18 to 24 dictated by our resellers and I One example of something months and in anticipation am looking forward to seeing you have overcome? this September at Channel Live. of double digit growth over where this approach will take Failure: It offers more opportunities to learn the coming three years. the business. The only real and is just another “The hosted PBX was our need is for the users to be in building block on the core bread and butter and areas where our SIMs can get road to success the shift into mobility is a coverage, which is why we How do you relax? natural evolution,” added selected Transatel to access To travel, anywhere, Powell. “We are creating the EE network. Having said anytime. Central and a new market and our that, we can use a picocell to Eastern Europe are biggest opportunity is to offer sites in GSM black spots my favourite places talk to end users and match – so the market is big!” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER AUGUST 2018 51 COMMS PEOPLE NGC’s regional push Morris joins

THE appointment of mobile sales exec Alex Stephens by NGC Olive as CFO Networks kicks off a recruitment campaign to populate the OLIVE company’s new office in Bury. The Communications Wakefield headquartered comms has appointed provider seeks to add nine more Brett Morris as heads to strengthen its presence in Chief Financial the north west region. The hiring Officer. He brings spree is led by Head of Mobile experience in Steve Tipper whose first signing, fundraising, Steve Tipper (left) welcomes Alex Stephens Stephens, held previous sales M&A and value roles with Vodafone, EE and O2. creation spanning NGC Networks Director Nikki Guest said: “Our new Greater Manchester office is part of investment a strategy to grow our customer base in the north west. We look forward to welcoming a banking and Brett Morris number of new faces over the coming months as we build our regional presence.” private equity. Commenting on his new role Stephens said: “I intend to put my experience to good Latterly Morris held roles at Capricorn Capital use by helping companies to identify the right network for their workforce. NGC Networks’ Partners, a multi-asset private equity fund focused partnerships with three networks means I’m well placed to deliver on this.” on digital media businesses; and Sandbox NGC is on target to hit £6 million turnover this financial year, representing a 15 per cent year-on-year Partners, an investor and operator with a focus on increase. The company is listed in the 2018 Northern Tech 100 league table of fastest growing tech firms. technology led education organisations operating SaaS business models. From 2012-2016 Morris was Group Chief Financial Officer at Catalis SE, a Also on the move... Frankfurt listed holding company with interests in Casari heads multi-national technology services businesses. He DONCASTER-based said: “My experience in building effective funding Connectus Group, structures combined with my knowledge of leading established early finance functions in ‘as-a-service’ technology this year, has Yealink in UK businesses aligns with the Olive trajectory.” appointed Andy Marsden as Business THE appointment of Development Director. Joe Casari as Yealink’s Marsden stated: first UK Head “I’ve been watching Double hire to Connectus’s growth signals a ramping up of the Chinese Andy Marsden since the buyout of Eximus in February. phone maker’s bolster Tollring I like the company’s ethos and hunger for growth ambitions. expansion. I can’t wait to speak with the local “There is huge business community to help them and their potential to grow workforce work faster and smarter.” Connectus the Yealink business Joe Casari Chairman Paul Ruocco said: “Andy will bring an in the UK and abundance of business experience to the table Ireland,” commented Casari. “My role is which will benefit us and our customers.” to accelerate double digit growth.” Prior to his appointment Casari was Head of BETA Distribution’s acquisition of digital signage business ContentWall in June and subsequent Samsung Unified Communications UK&I at Nimans. formation of an AV services division has been He joined the distributor in January this year after followed up with the appointment of Mike a spell working as an independent consultant. Cunningham-Clayton Previous roles include an Account Directorship Dora Torrejon Anne Woollett as Head of AV. He at QA and leadership roles at Promethean brings 24 years AV including Head of International Alliances. TOLLRING has appointed Dora Torrejon as Regional industry experience “We will focus on the two key areas of Account Manager. She joins from Akixi and brings to the role and was end points and video conferencing,” added eight years industry experience to the role. Also formerly General Casari. “We will also look to strengthen our recruited is Anne Woollett, pulled in as Senior Manager of Displays relationship with Microsoft around its Teams and Marketing Executive who boasts over ten years at distributor Exertis Skype for Business collaboration platforms.” channel and technology marketing experience which he joined with IPCortex. Tollring is also seeking to hire Cunningham-Clayton when Medium was acquired by STL’s Heather Sharp has been promoted to the training specialists. “These appointments support Exertis in 2016. Beta Managing Director Steve new role of Customer Champion following a year Tollring’s sales growth, which has seen the number Soper commented: “Mike is a long standing working as a credit controller. MD Brendon Cross of cloud end points increase by 218 per cent in and well respected figure in the AV industry. He said: “This new position is a significant investment the past year,” said CEO Tony Martino. “It’s no will bring a level of knowledge and expertise in customer service and will support the key accident that we have increased headcount by that we have long recognised we needed.” role played by our customer service team.” over 50 per cent within the last 18 months.”

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