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Ofcom CEO Resists Openreach Sell-Off

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Ofcom CEO Resists Openreach Sell-Off CityFibre chief gets Why we should listen UK’s dark fibre ducts to Sabio on customer in a row p28 engagement p30 VOL 21 ISSUE 3 AUGUST 2016 www.comms-dealer.com ADVERTISEMENT ADVERTISEMENT 7025_Comms DealerTHE Ear April new logoHEARTBEAT UPDATED.indd13/07/2016 110:24 OF THE UK COMMS 7025_CommsINDUSTRY Dealer Ear April new logo UPDATED.indd13/07/2016 210:24 created by Cloud Billing made easy. Multiple online billing 01256 799812 solutions designed for every business requirement. www.quickstart-billing.co.uk 3-23 Industry News Catch up with events in comms channeltelecom.com 24 Business Matters Connectivity firms CommsdealerjunePRINT.pdf 1 23/06/2016 12:11 set growth pace 32 676_CT_Comms_Dealer_40x60_advert_3.inddC 28/07/2016 1 18:20 Business. Business. Business. Business. Business. Business. Business. BusineOfcomss. CEO resists Interview Business. Business. Business. Business. Business. Business. M Business. BusineYourss. success, Business. Business. Business. Business. Business. Business. Business. COLT ramps up YBusiness. Multiplied.Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. channel strategy CMBusiness. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. MY Business. Business. Business. Business. Business. Business. Business. BusineOpenreachss. sell-off Business. Business. Business. Business. Business. Business. Business. Business. CYBusiness. Business. Business. Business. Business. Business. Business. Business. 36 Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. CMY OFCOM resisted the full separation of Openreach from BT Group in last Business. Business. Business. Business. Business. Business. Business. Business. News Update Business. Business. Business. Business. Business. Business. Business. Businemonth’sss. ‘shake-up’ and its proposals have riled key industry players. KBusiness. Business. Business. Business. Business. Business. Business. Business. Brexit shock Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. Business. subsides in comms Business. Business. Business. Business. Business. Business. Business. Business. separation but without the time dependence on Openreach and Business. Business. Busine8x8.com/ukss. Business. Business. Business. Business. Business. SPECIAL REPORT Business. Business. Business. Business. Business. Business. Business. Business. delays, complexities and costs encourage investment in fibre. Business. Business. Business. Business. Business. Business. Business. Business. Regulator Ofcom has stopped of a sell-off. “It is hypocritical of Ofcom 40 short of enforcing the sell-off of She stated: “We’re pressing to focus on a restructured Openreach but ruled that BT’s ahead with the biggest shake-up Openreach as a panacea,” he Working Lunch infrastructure division should of telecoms in a decade. said. “Navel-gazing about the Analytics and the become a legally distinct com- “Openreach will become a appropriate structure of BT will client experience pany within the group that owns distinct company, legally sepa- continue to create a period of its own network and has its own rate from BT and obliged by law uncertainty at a time when the branding, culture and board of to act on behalf of all customers industry needs clarity, direction 52 directors not affiliated to the and the whole industry.” and competitive investment. parent company. According to Mark Collins, “Openreach has a critical Comms People According to Ofcom’s CEO Director of Strategy and Policy role to play, but it is not prudent This month’s Sharon White (pictured) these at CityFibre, Ofcom’s proposal to entrust it with sole respon- movers and shakers measures provide the benefits does not address the regulator’s sibility for our digital future.” of independence and structural objective to reduce the country’s Continued on page 37 Equations for success 3 x 2 + 3 = www.comms-dealer.com A BPL BUSINESS MEDIA PUBLICATION CD_Strip_08.16.indd 1 21/07/2016 10:44 VICE TING EBRA WE’R EL E C CE RE LE ’ B E R W A T G IN IN G T A W R E B ’ E R L E E C C YEARS E E L E R ’ B E R W A T I G N N G I T A W R E B ’ R SER E L E E C C E E L E R ’ B E R W A T I G N DO YOU TAKE SERVICE SERIOUSLY? Customer experience is everything to us, just as it’s essential to you. At Entanet, we know a good price can win us a deal easily but it’s the consistent quality of service that earns a trusted partnership. That’s why we focus on long-term values and continue to invest to enhance our customer experience – for our and your business’ success and longevity. When we say we’re committed to partners – we mean it. See what some of our partners think about Entanet’s service See www.enta.net/working-with-entanet or call us on 0333 101 0808 service-aug-entanet.indd 1 19/07/2016 11:45:50 INDUSTRY NEWS EDITOR’S COMMENT Microsoft on Arrow’s in APPARENTLY the biggest shake-up in the comms buy mode industry for a decade happened last month. But ARROW Business Communic- despite the bluster that went call for lines ations has returned to the M&A hand in hand with Ofcom’s trail buying Cambridgeshire- proposals to make Openreach MICROSOFT’S UK channel based Comms-Solve, its seventh a distinct operation within ambitions have intensified fol- acquisition in six years, boosting the BT Group, I’m left lowing the launch of Skype for revenues and extending its reach Business (S4B) PSTN calling. into eastern England. Stuart Gilroy wondering who pulls the strings. It seems to me that The man at the centre of The deal increases Arrow’s BT Group has assumed institutional status, a national Microsoft’s new channel cam- turnover to £27m and brings in treasure, untouchable, therefore Ofcom tip toes on egg paign is Ian Woolner, Senior additional UC expertise. shells and roars like a kitten when pressured to squeak. Product Marketing Manager Arrow MD Chris Russell Its mastermind of a ‘shake-up’ came soon after the (UK), who said becoming a pro- said: “Comms-Solve has an CMS Select Committee report criticised Openreach for its vider of phone lines was a natu- Ian Woolner award winning team which is poor service and BT’s under investment into the UK’s digital ral progression for Microsoft engineering focused and well infrastructure. What better time, some say, for Ofcom to following the development of a ‘fair usage policy’. “If I have recognised in the industry. announce a highly visible ruling on Openreach that is more its S4B telephony platform. 1,000 people in an organisation “The company shares our a self-affirming gesture than a strategic directive made for The new cloud services and they take the 1,200 minute ethos of customer care while the greater good of the nation. Are we being led a merry enable customers to acquire bundle, that organisation has complementing our existing dance? Perhaps we must accept that institutions have deep and assign numbers and provide 1.2 million minutes of domestic Mitel skills.” and often immovable foundations. To read more industry inbound and outbound calling calling at its disposal,” he said. Comms-Solve’s employees reaction to Ofcom’s proposals see pages 37 and 50. over the PSTN on mobiles or “It means predictable costs for will continue to operate from Meanwhile, there really was an industry shake-up softphones via MS Office 356. CFOs and departments.” the Cambridge premises. last month. CityFibre kicked off a dark fibre revolution. Speaking at the Cisilion- Woolner’s channel strat- Its disruptive ambitions were boosted by a dark fibre TeleWare ‘Voice in the Cloud’ egy hinges on the formation launch event at the LSE where a compelling case was event Woolner said: “We have of collaborative partnerships SHORT CALL presented to delegates including me. CityFibre’s Gigabit built relationships with key tel- such as the link-up with MS City initiative has already transformed the digital future cos and are effectively wholesal- Gold Communications partners Ofcom’s ruling on of whole regions. To find out how, see page 28. ing their minutes and bundling Cisilion and TeleWare and joint- Openreach is a ‘fantastic Ofcom trumpeted its ‘shake-up’ with great energy them to make it cost-effective ly staged launch events targeted opportunity’ for new and the news wires were abuzz for an hour or two. It for customers.” at end users. broadband solution was, after all, the biggest seismic shift in comms for ten He said that subscribers to “There is an opportunity to providers to make their years, apparently, but it looks a little overstated when Microsoft PSTN services would grow our partner channel mas- voices heard, according juxtaposed with the revolutionary fibre infrastructure builds have ‘no concept of phone lines sively,” added Woolner. to Jaime Fink, co-founder being advanced by the likes of CityFibre. It’s a UK fibre or SIP trucks’ and would just “Customers are moving away at Mimosa. “Openreach first, and could well be coming to a doorstep near you. pay for bundled domestic or from on-premise telephony. must look at new Publicised gestures or shovels in the ground? If you international packages. Some may become Skype for technologies that can enable wanted to shake-up the industry, which would you choose? There would also be no dif- Business users, others may want it to profitably deliver a ferentiated rate for calls to land- to develop converged solutions. sustainable broadband Stuart Gilroy, Editor lines or mobiles within the bun- We’re building a channel that network,” he said. dles under what he described as can remove the complexity.” www.comms-dealer.com COMMS DEALER AUGUST 2016 3 INDUSTRY NEWS COMMENT: A Greater Britain? Excell Group bags It’s been a tumultuous few months for the country with the political landscape slowly taking shape following the somewhat surprising Brexit audio-visual firms vote.
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