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

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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

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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. Since I last wrote this column it seems everything Excell Group’s acquisition has been turned on its head of London-based City Voice with the fallout affecting and Data and City AVS adds many aspects of daily life considerable audio and video and prompting the arrival conferencing expertise to the of a new Prime Minister. business and boosts revenues to It’s little wonder the stock over £30m. markets have been spooked The Group will retain both teams of field engineers and Richard Carter by all the uncertainty, but in time they should recover. ICT consultants and a London- After initially being ready to vote leave, I changed based service desk. my mind in the run-up to the referendum as I was The existing senior manage- worried about what would happen to UK plc. For ment team will continue to run Darren Strowger me, instability throughout the world is now at its the business led by directors greatest levels since the Second World War and Robert Boyne and Alex Smith on other opportunities in the commented: “Excell Group will that could be bad news for business. The impact of who will report into the Excell near future.” allow us to continue nurtur- Brexit on the European Union and conflicts elsewhere Group board. Robert Boyne, co-director of ing our expertise and resource, in the world mean we live in uncertain times. Darren Strowger, Chairman both City Voice and City AVS, while growing our offering.” It’s said that consumer purchases such as new car sales of Excell, said: “The acquisition provides a strong foundation for are dramatically down and business investment is likely A BPL Business to be hit too, so for the reseller community they may Excell Group in the audio visual Publication have a tougher job than normal when clinching orders. space and is a great strategic fit BPL Limited 3rd Floor, Armstrong House, 38 Market Square for the evolution of our busi- Editor I think we will make the best of things going forward Uxbridge, Middlesex, UB8 1LH, UK. Stuart Gilroy and the next few months and years will be interesting. ness, helping drive further cross T: 01895 454542 F: 01895 454413 [email protected] 07712 781102 Subscriptions We’re only at the beginning of a bold new journey selling opportunities while giv- Publisher Subscription rates for 12 issues: and no one really knows where that will lead us. ing City Voice and City AVS Nigel Sergent UK, £65; Overseas:£80 (incl p&p) [email protected] 07712 781106 Back issues can be obtained: The road ahead will remain rocky but the time has customers direct access to the UK £6 (incl p&p), Overseas £10 each (incl p&p) Managing Director For subscriptions please call 01635 588 869 come for us all to pull together and move forward in Group’s portfolio.” Michael O’Brien [email protected] 01895 454 444 Views expressed in this magazine are not a new direction. We are ‘Great’ Britain after all. Excell Group’s Finance necessarily those of the publishers. No part of Director Edward Pettit (who Business Development Manager this publication may be reproduced without the Richard Carter, Group Sales and Business Simon Turton express written permission of the publishers. heads up the firm’s acquisition [email protected] 01895 454 603 Development Director, Nimans All trademarks acknowledged. Photographs and strategy) added: “We are con- Production artwork submitted for publication accepted only tinuing to pursue our acquisition Frank Voeten on the understanding that the Editor is not liable [email protected] for their safekeeping.

strategy with growing intensi- Circulation 01635 588 869 • Anyone seeking a foretaste of the future role of analytics in © 2016 BPL Business Media Limited. ty. The Group has strong cash ISSN 1366-5243 Printed by Pensord Limited shaping the customer experience need look no further than last reserves, meaning that we are Member of the Audit Bureau of Circulations ABC total average circulation 16,118 month’s round table discussion hosted by TeleWare (see page 40). (Jan-Dec 15, 12,577 print, 3,541 digital) well placed to quickly capitalise

4 COMMS DEALER AUGUST 2016 www.comms-dealer.com INDUSTRY NEWS Solar Comms picks up RDC webinars... We’ve travelled the length and breadth of the UK with our Oak Innovation Tour 2016. Now we’re running Jason Evans and John Whitty a series of webinars… Solar Communications has introduction of Solar’s telecom- furthered its ambitions in the munications, WAN, cloud and managed services space fol- managed services will allow us lowing its acquisition of to provide a more comprehen- Essex-based Response Data sive offering.” Communications (RDC) for an Solar CEO John Whitty undisclosed sum. commented: “RDC is a capable Solar is ShoreTel’s larg- and exciting business with a est partner outside of North talented team. America, while RDC is a “Following our acquisition of ShoreTel Circle of Excellence Armstrong Telecommunications Gold Partner and holds the ven- in 2013, Solar Communications dor’s Cloud Business Excellence has established the platform, 2016 award. people and services for growing The acquisition gives Solar the business organically. a software defined WAN plat- “Over the last 12 months form and partnerships with Solar has transitioned from a Pure Storage, Rubrik, Nimble telephone system reseller into a Storage, Balabit and Palo Alto, managed service provider. all boosting its ambitions in the “This transformation has cloud and managed services been enabled by the develop- we’ll be showing you how to sell SME market. ment of our managed services RDC’s MD Jason Evans and portfolio and acquisitions, as staff will remain with the organ- well as the procurement and powerful automation solutions to isation. He said: “The time was development of new technical right to take the next step. The services and product sets.” formal and informal contact centres.

We’ve recruited an expert with over 15 years’ experience of selling software to contact centres especially for the webinars. If you want your sales team trained up by an industry expert then this is for you. I’ll also be on the webinars with your Regional Account Managers. James Emm Joint CEO Oak Innovation Limited Over 100 partners of the Fidelity Group and Fidelity Energy enjoyed a ‘totally mad’ day at the Henley Regatta last month, all based around an Alice in Wonderland theme. The day kicked off with a BOOK NOW Mad Hatter’s Tea Party at the Group’s Henley headquarters before guests embarked on a pleasure boat that ran alongside the regatta Contact [email protected] to book your giving them the best view possible of the races. place or speak directly to Sonia on 01202 607006

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COMMENT: STRATEGIC TALK Portal eases SHORT CALLS Cyber security is a big issue Vaioni Wholesale has for businesses worldwide, launched a campaign to and it is no different in the help partners win more UK, with businesses having connectivity business lost over £1 billion in the energy sales through its 100Mb and year between March 2015 1Gb promotion. MD and March 2016, according Sachin Vaish said: “Our to police figures compiled promo runs until 31st by GetSafeOnline. This is December and offers a why, drawing on our own free router on all 100Mb experiences, we recently and 1Gb connections, worked with Vanson Bourne and includes features and Juniper Research to such as free SIP trunks, survey how British companies free backup connection, approach the issue of cyber free QoS and a 30-day security, and what they are Rob Baldacci money back guarantee.” Alex Tempest doing to ensure they are reducing the risks of a breach. Fidelity Energy has intro- “We know that our custom- SoftBank has acquired Our survey found that almost three quarters of duced a price comparison portal ers are being poorly served by ARM Holdings for £23.4bn businesses felt they are currently secure when it comes designed for ICT resellers look- their energy providers and are in a move that bolsters the to digital threats. In contrast, the same survey also ing to add energy services to not being offered the best rates, Japanese giant’s presence found that 50 per cent of businesses reported a cyber their portfolio. sometimes paying up to 60% in the IoT and AI markets. attack in the last 12 months. They tend to under The portal allows resellers above the market rate. The deal sees SoftBank estimate the threat of cyber attacks, and many still to compare 14 energy suppliers “Following recent acquisi- pay £17 in cash for each focus on being ‘100 per cent secure’ without knowing instantly, add their mark-up and tions we can support our com- share in ARM, marking the how they will achieve that, even if it were possible. send directly to customers. munications solutions with a largest ever purchase of a The research shows that businesses shouldn’t treat Rob Baldacci, MD at nationally based team of tech- European technology firm. cyber security as a ‘safe or not’ scenario. Given the ever Peterborough-based GreenCity nicians and engineers, and the evolving nature of cyber crime no business operating online Solutions, says the portal has addition of energy to the mix Kevin Gaskell has joined can ever be 100 per cent safe. The issue for businesses is already given his business an means our offering is rounded ITS Technology Group whether they are aware of the risks they face and what edge over the big power firms. and thorough.” as Group Chairman. His they are doing to mitigate them. When it comes to cyber “Selling energy is simple Sean Dixon, Partner Account experience includes leading security, we would recommend organisations focus on and transactional, and because Manager at Fidelity Energy, brands such as Porsche, the following: Plan, defend, detect, respond and recover. we are dealing with existing said: “GreenCity has been on Lamborghini and BMW. He The entire business must participate in implementing customers we have already the energy journey since the was recognised as a ‘top 40 these steps; and understanding that responsibility for cyber developed a trust relationship start of the year having fully leader under 40’. Gaskell security rests on the shoulders of every single department, which puts us ahead of faceless grasped the energy proposition. said: “I have been involved not only IT, is key to mitigating cyber threats. Education and energy brokers and companies,” “The company’s success is in founding and growing a ownership at all levels is required to minimise security risks, he commented. also due to long-standing cus- number of companies, and and also to catch and fix any issues early if they do occur. “Adding energy to our port- tomer relationships.” ITS is a business with an folio made perfect sense. We energetic and innovative Got a news story? email: Alex Tempest, Director of Partners, TalkTalk Business can now offer our customers a approach to the market.” [email protected] fuller range of utility services. Industry heavyweights launch ‘fix it’ campaign TalkTalk, Sky, Vodafone and re-arranging the deck chairs The FCS also says Ofcom’s and the Federation of Comm- won’t help when the crew’s all proposals fall short on the make- unication Services (FCS) have working to rule,” he stated. up of an Openreach board and a joined forces to launch the Fix “Ofcom’s focus on creating lack of full budgetary autono- Britain’s Internet campaign in competition at the reseller level my. “It is nonsense to talk of response to Ofcom’s decision has been a great success. ‘functional separation’ when the not to separate Openreach from “But its failure to promote Openreach CEO is appointed the BT Group. competition at the wholesale, by, and reports to, the BT Group FCS CEO Chris Pateman network and backhaul level has board,” said Pateman. commented: “Openreach cus- played to BT’s monopoly, stifled “It is hard to see how Open- Chris Pateman tomers have had enough, and innovation and short-changed reach can be simultaneous- they are not willing to put up future. That means a much Pateman believes that business customers who have ly independent and tied to a with another 10 years of fudge stronger response, not a com- Ofcom’s proposals do not go far no choice but to buy the connec- ‘spending envelope’ and associ- and compromise. promise. This campaign is our enough to avoid another ‘under- tivity BT chooses to make avail- ated cost of capital which might “Ofcom needs to deliver an only chance this decade to move takings’ situation. “Slapping a able in their area with unthink- bear no relationship to market Openreach that is fit for the the industry forward.” fresh coat of paint on the ship able lead times.” rates.” See page 37 Enter emerging markets with GCI Channel Solutions 0845 0030 655 | gcichannelsolutions.com | [email protected]

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COMMENT: BANKING ON REALITY BT criticised Virtual1’s There is a popular saying among marketers – ‘turnover free offer is vanity, profit is sanity, but cash is reality’. Simple as that Virtual1 is providing free may sound and as obvious in gvt report routers on all Internet and as it may be, in our industry cloud-ready circuits up to 1Gb. it is often disregarded. Is it CityFibre reaffirmed its “Ofcom’s historical desire to “This is all about enabling an time to re-evaluate how we commitment to building future regulate to lowest prices and easy upgrade over the term of operate and rid ourselves proofed fibre networks follow- devalue infrastructure invest- the contract for our partners’ of the ‘vanity’ culture we’ve ing last month’s report from ments must be curtailed. customers,” commented Tom created? Having been in the the Culture, Media and Sport “We need a regulatory and O’Hagan, CEO of Virtual1. “By (CMS) Committee criticising policy environment that under- choosing to move to 1Gb now Clifford Norton industry now for a number of years, what is clear is that BT’s under-investment in the pins the building of new digital they future proof their require- we (and I’ve been guilty of this myself) spend our lives UK’s digital infrastructure. networks across the UK. ments and, with our free router chasing a golden figure, ‘I want to reach X or Y turnover’, “Legacy networks are not “A restructured Openreach offer, all we need to do is up the but in reality it counts for nothing. Ultimately, if you are able to meet the requirements will have an important role to bandwidth as required.” operating at a loss your turnover counts for very little. and demands of businesses, play in the future. But it should James Hickman, Virtual1 The biggest contributing factor is the misplaced local government and con- not anchor the entire UK broad- CTO, commented: “Looking at importance we put on percentages. At a recent product sumers,” said Mark Collins, band infrastructure alone. the trends of the last three years launch one delegate announced that he would be able Director of Strategy and Policy “The report recognises the these routers will take our part- to sell the new product immediately at a 100 per cent at CityFibre. need to foster a competitive ners to the next level of their mark up. Great! But the true value of the sale was not “Competitive investment in environment where the role of bandwidth needs. With an eye considered, nor the fact that he was replacing a higher ‘fit for purpose’ fibre infrastruc- alternative network providers to the short-term future, we are value product. He wanted a great mark up, but in real ture is now critical, and this are encouraged and supported already working on 10Gb mod- terms he would be making less physical cash per sale. need must be recognised and to ensure the UK’s digital infra- els which launch next month At every industry event I hear the same conversations supported by the Government structure meets current and and we had our first 100Gb about company turnovers, but the profitability of a and Ofcom. future demands.” See page 28 opportunity last quarter.” business is never discussed. We place so much emphasis on what businesses turnover the whole thing becomes Orpington-based Telecoms World provided the one big blur. Of course turnover is important, but what must come first and foremost is profitability. As a channel freephone number for the Ghostbusters ‘Who you only business I want to make sure that we maximise gonna call?’ main promotional campaign in the UK. the margins and not the mark up. It’s not numbers, The movie opened last month and was promoted at percentages or ratios we put in the bank. It’s cash! Waterloo station via a striking marketing installation Clifford Norton, Managing Director, Channel Telecom (pictured). The number also appeared on phone boxes across the country and callers were routed to a voice message from cast member Chris Hemsworth • Colt is targeting a new set of agents and ramping up its channel who plays the secretary at Ghostbusters HQ. Sam Diamond, Director of Telecoms World, activity following a sustained period of double digit growth driven said: “Working with the Ghostbusters promotional team has been an adventure. With by partners (see page 32). the majority of movies now being wholly promoted through digital channels it was • Decisive action should be the only response to the fizzing M2M market, says Comms365 MD Mike Van Bunnens (see page 48). refreshing to see the use of a freephone number as the main point of contact.”

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COMMENT: Building resilience Investments Gamma’s Mobile technology is evolving at an incredible rate revved up and the mobile industry is in a constant state of flux. We endlessly adapt to the boost Sabio for Rally!! latest technologies and the services needed to support Sabio has swung into acquisi- The countdown to Gamma them as well as unpredictable tion mode following a multi- Ball Rally V has begun with 35 market shifts. Because of million pound investment from teams set to converge on Dover this, here at plan.com we Lyceum Capital along with (14th September) for the three talk a lot about business £30m funding to help it double day event that kicks off with a in size over the next three to ‘best dressed’ competition. Chris Smith resilience. Typically, we mean resilience in the technological five years. The spending cap for each sense – how do we make sure that business critical Lyceum’s investment builds car is £500 and event sponsors technologies such as our portal are online 24/7? Or how on Sabio’s average 25.4% annu- include BroadSoft, Polycom, do we ensure that our VoIP service operates seamlessly al international sales growth for Akixi and Genband. when servers or underlying providers fail? We also look the last two years. Overnight stops at Brussels at resilience in a business sense to ensure our company is Following the deal Sabio’s and Bonn will round off a visit well positioned to withstand internal and external shocks. COO Andy Roberts becomes to the Nürburgring and a trea- In our experience, the key to building a commercially CEO while Lee Shorten con- Andy Roberts sure hunt along the Rhine river. resilient business is to ensure that it has multiple tinues as Chairman. Sabio’s The final evening will be sources of income, so that if one source dries up team of founding directors “It’s an opportunity where marked by a black tie gala dinner the others keep things afloat. This is of particular – Paul Began, Adam Faulkner, Sabio can add value for our cus- and the Auction of Promises. strategic importance in the mobile industry where the Sebastian Henkes and Kenneth tomers and, with Lyceum’s sup- Gamma COO Richard Bligh market is saturated, competition is fierce and there Hitchen – will remain invested port, we’re looking to double said: “The rally is a great oppor- are giant gorillas lurking in the mist (the MNOs). in the business and support the our business over the next three tunity for our channel partners We have all heard stories of successful companies company in its next phase of to five years.” and sponsors to enjoy them- doing thousands of connections per month, whose business growth. According to Simon Hitch- selves while raising lots of collapse makes the headlines. If these companies had “Partnering with a growth cock, Partner at Lyceum Capital money for two great charities, invested time and a small amount of money in bringing investment firm makes sense and leader of the Sabio invest- Action Through Enterprise and other products on-stream rather than focusing solely for Sabio at this stage in our ment team‚ Sabio is well placed SpecialEffect.” on connecting mobile, they may have been in a better development,” stated Roberts. to help organisations, both in Russell Attwood, CEO at position to withstand an attack on their mobile business. “It gives us access to both the the UK and internationally, as Unify, enthused: “We enjoyed Of course, selling new products such as hosted VoIP funds and expertise we need to they evolve to meet the chang- taking part in the Gamma Ball and IoT is a challenge, but once you’re over the initial accelerate our growth strategy. ing demands of today’s increas- Rally last year and can’t wait trepidation you’ll discover that selling other telecoms “How organisations engage ingly mobile and socially con- for this year’s event. products requires roughly the same systems, processes and with customers has never been nected customers. “It’s great to spend time with skills as selling mobile. Darwin taught us that evolution more critical, and there’s inter- “Sabio is at the heart of this so many like-minded people, has its winners, but it also has many losers. The survivors national demand for a technol- transition and is the type of having fun and raising money are those who are willing and able to adapt to change. ogy specialist such as Sabio that high growth business that will for such good causes.” can help businesses close the strengthen Lyceum Capital’s Got a news story? email: Chris Smith, Head of Business Development, plan.com gap between digital and tradi- portfolio of technology services [email protected] tional contact channels. businesses,” he said. See p30 CityFibre stages first Dark Fibre Symposium

The first Dark Fibre Sympos- the potential beneficiaries of a and duct network architecture. capacity renders R&D invest- ium held by CityFibre at the new network build and connects “We are not shying away from ments in traditional networks, LSE on July 20th signalled a people from the outset to make doing something disruptive and especially copper, to deliver new phase in its ambition to that network the best it can often difficult in the short-term more capacity an exercise in provide cities outside of the be, while ultimately bringing to deliver transformation for the strategic and commercial folly,” M25 with a much needed pure down costs,” commented Rob future,” added Hamlin. commented Hamlin. fibre infrastructure. Hamlin, Commercial Director “We are funded to keep CityFibre is also taking a The event brought together at CityFibre. building out to 50 cities and lead on other matters of impor- Rob Hamlin local authorities, MNOs and “This was the first time we extend existing builds as part tance including regulation, CPs and demonstrated the ben- brought together a cross section following up on a number of our business model.” holding high level discussions efits of a well planned Gigabit of partners and prospective cus- mutual opportunities.” According to Hamlin, City- with Ofcom, and driving reform City build with enough fibre tomers to share our vision for a CityFibre’s vision is for Fibre is turning conventional of fibre tax, aiming to establish to serve all parties and future dark fibre future for the UK. every building to be connected R&D on its head when bringing an ‘enterprise zone’ that helps proofed by unlimited capacity. “We were blown away by the to fibre and with sleeves rolled dark fibre to a city. rather than hinders investment “This collaborative approach support and enthusiasm from up the company is not afraid to “Flexible access to an abun- in infrastructure. creates connections between everyone who attended and are dig and create a modern fibre dance of low cost pure fibre Full event report on page 28

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COMMENT: PERPLEXING TIMES Novosco inks App aids Who in the dotcom era predicted that infrastructure behaviour would end up owning content? There is something slightly unsettling happening NetDef deal of drivers when Yahoo winds up joining fellow Internet pioneer and Provider of driver behav- one time arch rival AOL as iour and fleet management solu- part of the telco giant that tions GreenRoad Technologies is Verizon. In much the same is aiming to build a partner way, BT sold O2 (Cellnet at channel for a mobile application that is designed to improve the Pete Tomlinson the time) then bought EE years later for billons more performance of drivers. pounds, and Cable&Wireless sold a mobile operator only to The campaign follows the be acquired by one down the road. It’s all rather perplexing. launch of GreenRoad Mobile, The truth is these deals are all part of a predictable cycle an app that warns drivers in in an industry where innovation happens at ever increasing real-time when they stray from pace. There are market makers and consolidators. There a safe, smooth driving style. are creators of disruption and there are those who can In practice the application monetise it. Sadly, perhaps, they are all too rarely the same. Cheshire-based NetDef has that we have long admired, and monitors 150 vehicle move- Whatever the size of your organisation, creating been acquired by Novosco in we felt that there was a strong ments, detecting risky manoeu- and retaining value in the long-term will always mean a seven figure deal that boosts cultural alignment between the vres such as harsh braking, sud- being able to pivot your business around an ever - the managed cloud provider’s two companies. Our comple- den acceleration, sharp corner- changing market. We’ve seen this demonstrated headcount to 140, bolsters its mentary expertise will allow us ing and swerving. brilliantly by some in the channel where the best plays security credentials and extends to enhance the services we offer Drivers download and run are now successfully bringing together historically its reach in the English market. to existing and new clients.” the GreenRoad app on their separate worlds of communications and IT managed NetDef’s customers include NetDef was founded by smartphone or tablet and place services – with a host of great recent transactions two Premier League football Beesley in 1996 and employs the device in the cockpit of the adding both scale and capability to their businesses. clubs, a number of metropolitan 20 staff with an annual turnover vehicle. GreenRoad also com- As you go up the supply chain you also see an police forces, NHS trusts and of £4m-plus. piles reports on driving perfor- increasing march towards a convergence of infrastructure financial services organisation. Novosco has offices in mance for fleet managers. and services, as well as content and delivery. Software NetDef will continue to trade Belfast, Manchester, Dublin Chris Horbowyj, Green- Defined Networking and Network Function Virtualisation under its existing name. and Cork and its clients include Road’s UK Director of Sales, are fast becoming the buzzwords of the moment and Novosco’s MD Patrick health trusts, universities and said: “GreenRoad Mobile works for good reason. Meanwhile Microsoft is fast merging McAliskey said: “NetDef is an housing associations, plus more on smartphones and tablets so it software and what was once hardware into a services play established provider of network than 50% of Northern Ireland’s makes sense to offer it through that is making it the de facto host for customers’ data. and security solutions to some top 100 companies and some of telecoms resellers as an added One thing that never changes however is that of the UK’s high profile organi- the largest organisations in the value proposition, giving cus- businesses will always need good partners to sations, and its expertise has Republic of Ireland. tomers the opportunity to join help them deliver and make sense of it all. seen it entrusted with data and Pictured above (left-right): this revolution in telematics.” projects of public sensitivity.” Dave and Sue Beesley of NetDef Got a news story? email: Pete Tomlinson, Director, KCOM NetDef MD Dave Beesley with Novosco’s John Lennon [email protected] added: “Novosco is a business and Patrick McAliskey.

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12 COMMS DEALER AUGUST 2016 www.comms-dealer.com INDUSTRY NEWS Step change stirs revamp of Coms plc

£50mAcquisition Fund

Mark Braund

Coms plc has rebranded as tions to a wider spectrum of RedstoneConnect following its smart environments and invest acquisition in March of smart in research and development. building software applica- Mark Braund, CEO of tions provider Connect IB in a RedstoneConnect, commented: £1.32m deal. “We have successfully repo- Connect IB’s wayfind- sitioned the business to focus ing solution and its friction- on a defined strategy to use less car parking system extends technology and innovation to RedstoneConnect’s OneSpace make buildings and commercial capabilities that help organisa- spaces smarter. Our new name tions manage the occupancy and identity reflects this strate- and use of their buildings and gic direction. beyond into the car park. “At the core of our offering Connect IB brought with is the Redstone operation, an it a number of long-term IT network and smart building blue chip customers includ- systems integrator, with a blue Is now the time to sell your ing GlaxoSmithKline, Meyer chip customer base and a 30 Bergman and Westfield Corp. year heritage. This has been business and hit the beach? Connect IB’s MD Keith enhanced through the acquisi- Jump joined Redstone Connect tion in March of Connect IB, as CTO. The Group’s priorities a smart buildings software and To find out how much it’s worth include building on its presence solutions business. contact Richard Btesh in confidence in the smart buildings and smart “The opportunities for technologies arena and capital- deploying smart technology into ising on cross-selling opportuni- buildings and commercial spac- ties throughout the client base. es continues to grow at pace and 0808 301 8334 Also top of the agenda is we are delighted to have already expanding the Group’s annu- secured a number of new con- [email protected] ity revenue streams in software, tracts which utilise services managed services and support from across the Group.” and maintenance. Future acquisition opportu- The Group will broaden its nities that support the Group’s AWARD intellectual property applica- strategy will be considered. WINNING The UK’s No.1 magazine BUSINESS for voice and data solution providers www.comms-dealer.com COMMS DEALER AUGUST 2016 13 INDUSTRY NEWS Ardenta snared by 8x8 expands IT services provider in key regions

Claranet has bought-in Significant new invest- for its desktop IVR services by website management skills with ments in Europe, Asia Pacific the end of this calendar year, the acquisition of Ardenta for an and Latin America have expand- including Japanese. undisclosed sum. ed 8x8’s international footprint The company is also open- Ardenta manages e-com- as it meets demand from global ing new support hubs in the merce systems and has expertise and distributed mid-market and Philippines and Romania, bring- in high volume transactional enterprise customers. ing the total number of centres database management. The move includes three to seven. The Surrey-based company new data centres in Singapore, “Our mid-market and enter- was established in 2001 and has The Netherlands and Brazil, prise customers demand the annualised revenues of £6m. Michel Robert localisation capabilities for an highest levels of service with Ardenta operates in a num- additional six languages and minimal latency across the ber of sectors but has a focus on Michel Robert, Claranet UK’s made over the past two years new support centres in the globe,” stated Bryan Martin, media and e-gaming, and counts MD, commented: “Ardenta’s across Europe.” Philippines and Romania deliv- Chairman and CTO, 8x8. the BBC, ITV, Ladbrokes and experience with e-commerce Ardenta MD Neil Truby ering 24x7 support. “These new investments will William Hill as customers. systems and database manage- added: “There are cultural and With this expansion 8x8 will better enable us to support the The firm’s co-founders, ment will complement our in- strategic similarities between have a total of 12 data centres in global and regional efforts of Neil Truby and Scott Hanson, house expertise. Ardenta and Claranet, and the eight regions of the world. our customers.” will work alongside Claranet’s “This acquisition represents move will allow us to capitalise From a localisation perspec- Got a news story? email: senior management team to the latest in a line of strategi- on the economies of scale that a tive, 8x8 will support 13 lan- [email protected] integrate the business. cally important deals that we’ve larger company affords.” guages in addition to English

Nine Pennine Telecom staff are limbering up for Trekfest on 3rd-4th September, Yodekoo ramps up aiming to raise over £1,000 for the Bury A1 Comms is ramping up its words ‘business communication Hospice. Commenting on the tough 50km strategy to cost-effectively sim- made easy’ reflects our mission hike across the Peak District team member plify the provision of comms to demystify hosted telephony, Belinda McGee said: “We are all looking solutions to organisations of all broadband services and solu- sizes under its Yodekoo brand. tions such as UC. It needn’t be a forward to the challenge, especially as we The brand was launched in an expensive or time consuming know that our efforts will ultimately ben- April across all channels includ- chore to equip a business with efit the Bury Hospice, a cause that is close to many of our hearts.” Trekfest is the latest ing digital, high street retail, the latest technology” charity effort from Pennine in support of the Bury Hospice. In 2013 the company gave a corporate and partners. A1 Comms is currently £20,000 boost when it waived its project management and installation fees for equip- CEO and owner Paul Sisson recruiting for resellers in a nat- ping the hospice with a new VoIP telephone system. said: “Yodekoo is targeted at ionwide campaign to further the B2B sector and its watch- expand the Yodekoo brand.

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14 COMMS DEALER AUGUST 2016 www.comms-dealer.com Daisy’s Exclusive Partner Incentive You are already part of the game! Are you doing all you can to win?

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helping your business grow. To fi nd out more about the incentive, please speak to your Account Manager today call us now on 0808 178 4555 www.daisywholesale.com INDUSTRY NEWS Vodafone to Syscap set Marke urges for portal put focus on upgrades digital drive

Users of Syscap’s beefed up Daisy Group’s Chief Digital partner portal are set to close Officer Nathan Marke has urged more deals faster following UK plc to fully grasp the digital proficiencies the introduction of 100-plus transformation agenda. improvements, claimed the IT His rallying call follows Vodafone UK’s revamped finance provider. a survey that showed 73% of partner programme puts a spot- The online platform enables SMBs and 45% of large enter- light on capability and customer partners to obtain a quote for prises are unable to keep up with experience rather than volume extended payment 24/7, 365 the digital revolution despite and kicks off early next year. days a year. Mobile responsive- the overall majority wanting to “We’ve been readying our- ness has also been improved, transform their businesses. selves and our partners for the alongside new quote templates The study (commissioned Nathan Marke launch of the new programme and search capabilities plus by Daisy Group and conducted with convergence capabilities simplified document uploads. by Vanson Bourne) also found back. Businesses of all sizes and customer experience at its “By providing an instant that 52% of large enterprises still face considerable technol- heart,” stated Nick Birtwistle, Nick Birtwistle online quote the Syscap Partner and 40% of SMBs are looking ogy and resource challenges if Partners and Alliances Director. Portal removes the administra- to digitise both their front and they are to achieve their digital “We’ve invested time and es to tackle these challenges, tive burden on vendor sales back office functions as quickly transformation goals. resources in the tools, training which is why capabilities are staff so they can accelerate their as possible, but issues around “Through working with and marketing materials to sup- vital for our partners and a key deal cycles,” commented Philip resource and time, strategic expert technology partners, port partners as we move to a focus in our own business.” White, MD of Syscap. direction, skills and legacy tech- businesses can ensure they are capability model.” Not all partners will be skil- “IT vendors and resellers can nology are holding them back. equipped with the right tools The Platinum, Gold and led in UC, prompting Vodafone manage their own opportunities “Businesses large and small and knowledge to make their Silver designations will be rep- UK to create a suite of training while having complete visibility must embrace digital transfor- digital journey a success. laced by capability tiers called and certification materials. of every one, from entry date mation if they are to grow their “Orchestrating and facilitat- Approved, Specialist, Advanced For the first time partners through to current status and market share,” said Marke. ing this digital shift shouldn’t and Total Communications. will be able to gain Vodafone historical transactions. “While the majority of busi- be taken lightly. But, ultimately, “The new programme is open certification across the Vodafone “All proposals in the Partner nesses recognise a need to those businesses that fail to get to all Vodafone Partner Services fixed, mobile, converged and Portal are supported by Syscap’s change, their lack of a strat- their digital strategy right risk (VPS) partners, both fixed and cloud portfolio. “Because of account management team.” egy is potentially holding them getting everything wrong.” mobile,” added Birtwistle. the scale, our training and certi- The portal forms part of Vodafone UK has also fication programme is the result the Syscap Partner Programme adopted a more regional focus, of 12 months work and pro- which includes training, account reflecting a wider move to a vides over 150 hours of learning management and a rewards and regional business support model materials,” added Birtwistle. incentive scheme. in its direct enterprise channels. Jan Collins, Kathryn Platt and Oliver Lofthouse are now heading up Vodafone Partner Commsworld aims at Services, which continues to be overseen by Birtwistle. Scottish legal market “We know that SMEs want a relationship with a local suppli- Edinburgh-based Comms- er or partner,” said Birtwistle. world has made great gains in “Businesses need to be agile, the Scottish legal market and is they need to respond quickly to claiming to provide 20% of the changes in their own industries country’s top legal entities with and they need to be able to network and comms solutions. meet their customers’ demands. Commsworld CEO Ricky There is an increasing uptake of Nicol commented: “Fast and UC and converged communi- secure communications are Ricky Nicol cations among UK businesses, vital for the smooth running of along with demand for cloud, legal practices and the privacy “The resurgence of personal A staff BBQ hosted by Nimans raised £3,000 for Macmillan Cancer Support and included a wet sponge throwing contest that saw hosting and IoT services. of their clients. communication along with a Sales and Business Development Director Richard Carter (pictured) “Communications, and par- “Our market share in this growing appetite for a service get a soaking. Head of Sales Operations Mat Weall and Investors In ticularly total and converged profession is indicative of the that fits each specific business People Manager Sue Goldfine acted as chefs for the day, feeding communications, has a big role growth we’re seeing throughout has helped us expand as we 150 staff at the firm’s Manchester HQ. to play in helping UK business- the whole business. diversify our services.”

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020 8614 9090 unionstreet.uk.com INDUSTRY NEWS CDO appointments Utilize buys a set digital agenda big C2 stake

A steep rise in the number of Utilize has acquired a 50% Chief Digital Officers (CDO) stake in fellow Microsoft part- across Europe over the past 12 ner C2 Software in a deal that months signifies a ramping up gives Dundee-based C2 access of the digital transformation to Utilize’s managed IT solu- agenda, according to Claranet. tions, infrastructure and cloud, A survey by Vanson Bourne telephony and comms services, found that 95% of European as well as Sage consultancy. businesses have a digital strat- Both C2 and Utilize believe egy, with 15% of them led by a that the increasing emphasis on CDO, up from 6% in 2015. Andy Wilton cloud and mobile working will Warren Davies This trend is especially play a key role in the future of noticeable in France and “The fact that we are see- IT is progressing from a sup- business computing, with a sig- Power BI provide a powerful Portugal where CDOs head up ing a broad split in leadership port function to a value creating nificant portion of Microsoft’s combination that can transform 22% and 20% of digital strate- between CTOs, CIOs and CDOs role of strategic significance, investment budget allocated to a company.” gies respectively. shows the different approaches emphasised Wilton. these areas. Utilize MD Warren Davies CTOs and CIOs are still organisations are taking toward “The IT department is under- Utilize Operations Director said: “This acquisition adds a most likely to drive digital strat- digital transformation,” he said. going a period of accelerating Guy Hocking stated: “C2 is a new arm to our portfolio of ser- egies but the rise of the CDO “It is also indicative of a change,” he added. “Where IT specialist in CRM, SharePoint vices and skills, paving the way is indicative of wider trends changing IT department where used to play a supporting role to and web development. The for us to deliver new business across IT departments, believes traditional roles are becoming business strategy, it now has the knowledge and new skill sets solutions to our customers.” Andy Wilton, CIO of Claranet. more hybridised.” opportunity to drive it.” acquired through technologies Got a news story? email: such as Microsoft Dynamics [email protected] CityFibre links up with Gigaclear CRM Online, SharePoint and Pure fibre broadband provid- plementary agenda. We have dark ages. Pure fibre infrastruc- Adept Telecom’s full year results to the end of March 2016 ers CityFibre and Gigaclear long been aware of the huge ture is the 21st century utility show revenues up 31% to £28.9m and EBITDA UP 34% to have joined forces to bring levels of demand for better and is an essential component £6.15m. This is the 13th consecutive year of rising EBITDA. Ian Fishwick, Chief Executive, said: “It has been a good year with ultrafast pure fibre broadband Internet connectivity in rural to everyday life.” EBITDA once again rising faster than revenue. Over the last two services to rural areas. areas surrounding our urban Gigaclear CEO Matthew years we have transformed the business and with the acquisition CityFibre’s national foot- network projects. Hare commented on the link- of Comms Group post year-end, 47% of our revenues are now print will be used to facilitate “It is a national embarrass- up: “This partnership with from managed services. We are increasingly providing complex Gigaclear’s deployment of rural ment that residents and busi- CityFibre gives Gigaclear access UC solutions that don’t just connect desk phones with tablets pure fibre networks. nesses in rural areas, and indeed to more capacity, faster delivery and smartphones. We are also integrating our UC solutions with CityFibre CEO Greg Mesch many of those in towns and cit- and more flexible bandwidth Wi-Fi, SIP and a range of customer management systems.” said: “Gigaclear shares a com- ies, have been left in the digital across the country.” SHORT CALL Daisy in BT Wholesale hosted deal Entatech UK has sealed a new distribution deal with Daisy Group and its customers tinue over the coming years, Veracity, a provider of IP have access to BT’s Wholesale and we’re looking forward to video surveillance solutions. Hosted Centrex platform fol- helping Daisy and BT custom- Dave Stevinson, Entatech’s lowing a six year cloud partner- ers reap the benefits that change MD, said: “We have worked ship agreement worth £70m. will bring.” hard to build our networking The platform delivers UC Neil Muller, CEO of Daisy reseller database, and services and cloud call record- Group, added: “This collabora- the inclusion of Veracity ing, HD voice, call analytics, tion with BT ensures that we will provide high margin web collaboration, and uses the are providing the latest in cloud BroadSoft plug-in to support solutions. This is an opportunity opportunities for customers Neil Muller and open up opportunities apps from the MS 365 suite to enhance our capability.” for Entatech which is in a such as Skype for Business. Gerry McQuade, CEO of ogy to make them accessible to The deal also allows Daisy position to provide large Daisy’s services will be BT Wholesale and Ventures, all, using any fixed or mobile Group to re-sell BT’s platform scale project attachment migrated to BT Wholesale’s said: “Many businesses are now device, at any time, wherever services to Daisy Wholesale prospects.” See page 46 cloud platform over the coming hosting their communication they might be. We believe the partners and through Daisy 18 months. services using cloud technol- rapid pace of change will con- Retail direct.

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KCOM_CommsDealer_PartnerAd2_2016.indd 1 13/07/2016 09:54:30 INDUSTRY NEWS

French boost Knight wants SHORT CALLS Strategic Imperatives has been shortlisted in the Best Newcomer category at the 2016 international SaaS for Claranet more runners Awards for its Elevate telecoms platform. The Knight CF is putting its finan- company goes up against cial muscle behind one of the contenders from North fastest growing running events America, Australasia and in the north west. EMEA. The winners will be The channel M&A specialist announced on 9th August. has secured lead sponsorship of the English Half Marathon Skyscape Cloud Services Paul Billingham Corporate Challenge and has has launched an ‘Ideas’ put out a call to the ICT industry “The Corporate Challenge portal that enables to enter teams in aid of Comms connects companies with each customers to input their Dealer charity Sparks. other and businesses with their ideas and influence the The Knight team of trained employees. We hope to get lots firm’s product development Olivier Beaudet athletes, featuring Tom Jones of teams running in Sparks vests roadmap. Simon Hansford, (Guinness World Record Holder and supporting the cause.” CEO, said: “We’re always Claranet has extended its Diademys’ CEO Fabrice Tetu for the fastest marathon dressed Email [email protected] for looking for innovation reach into the French host- said: “We are backing Claranet as a musical instrument) and full details on the event. that delivers value to our ing market with the acquisi- for a number of reasons. The Paul Billingham (runner up in customers and this portal Got a news story? email: tion of Diademys, significantly company has an aggressive Little Houghton Junior School’s will help us do that.” [email protected] expanding the company’s size strategy and wide presence cross country race in the 70s) and influence in the country. across Europe, but, critically, want as many channel busi- Diademys is based in it has retained its independence nesses as possible to enter and Chess Partner Services is Suresnes and Caen and has an and is able to be agile in the face challenge them in the Corporate offering its partner base annual turnover of 26m euros, of changing market conditions. Challenge League table. a wider range of airtime employs 120 staff and works “Claranet’s ethos matches “We hope many other organ- solutions, more choice of tariffs, with 200 clients from a range that of our own, and becoming isations in the channel follow converged mobile, data and of sectors. part of the Group will bring sig- our lead and get involved,” cloud solutions following a Diademys is the latest in a nificant opportunities for both commented Knight CF Director new distribution agreement series of acquisitions made by our employees and customers.” Paul Billingham. with Vodafone UK. John Pett Claranet across Europe over the Olivier Beaudet, CEO of “Promoting physical activity (pictured), MD of Chess Partner past 18 months. Claranet France, added: “This and teamwork is more than a Services, commented: “Chess is The deal boosts the Group’s is an opportunity for Claranet ‘nice to have’, it’s a necessary focused on growth, and along annual revenues to £192m to strengthen its position in the step towards a cohesive, resil- with our recent IoT launch, Cloud PBX offering, wholesale and our own billing platform ebillz, and increases the staff head- French hosting market. We now ient and fit workforce. we have a product set that gives us a strong foundation in the count to 1,100. The firm now have nearly 400 employees in “Mass participation sporting UK distribution marketplace.” Chess will host a series of webinars boasts 5,500 customers in the France, a turnover of 76m euros events are a terrific way to help to help partners sell Vodafone’s range of products, and offer co- UK, France, Germany, Spain, and one of the broadest hosting businesses meet and create long branded materials and promotions. Portugal and the Netherlands. portfolios in the country.” lasting relationships. SHORT CALL IoT goes mainstream claims report In a decisive move to simplify group activities IoT spending is on the up, puting or data analytics. And Vodafone Group IoT Direc- TTG Global has disposed of driven by the promise of sig- IoT technologies are playing a tor Erik Brenneis said: “Three- its Indigo Telecom division nificant RoI and business trans- key role in mainstream business quarters of the companies we and associated subsidiaries, formation benefits, according to activities with 48% using the interviewed now recognise that enabling it to focus on Vodafone’s fourth annual IoT IoT to support large-scale busi- the IoT is a new industrial rev- the core businesses Affini Barometer Report. ness transformation, rising to olution that will change how Technology and Simoco The study found that 89% 61% in the Asia-Pacific region. people work and live forever. Group. On the disposal of companies investing in IoT More than half of consumer “Over 50% of the companies TTG Group CEO Mike have increased their budgets electronics companies ques- surveyed across multiple coun- over the last 12 months; while tioned in the survey are using tries and sectors told us they’re Norfield commented: “The Erik Brenneis increased focus that this 76% believe that taking advan- IoT technologies as the basis already planning to bring con- allows TTG to give to its tage of IoT technologies will be significant returns on invest- for a new generation of appli- nected network intelligence to two core businesses is critical for the future success of ment, up from 59% last year. cations for connected homes; millions of devices and pro- fundamental to driving long- any organisation. IoT investment now accounts and 46% intend to develop new cesses over the next two years. term shareholder value.” The study also revealed that for 24% of the average IT bud- IoT-based products and services 2016 is the year the IoT entered 63% of IoT adopters are seeing get, on a par with cloud com- over the next two years. the mainstream.”

Headline Sponsor Have you entered the Comms National Awards yet? Visit www.cnawards.com

20 COMMS DEALER AUGUST 2016 www.comms-dealer.com INDUSTRY NEWS

Action for Avnet offers More New & women in Improved Features cloud bundle IT careers with Avnet partners are set to Timico has ramped up its mis- bundle services from different sion to balance the number of cloud suppliers, combine them males and females working in with its IT services and offer the technology sector. one-stop-shop solutions via The firm has taken on 42 their own branded cloud shop female recruits this year, repre- Premier Cloud Hosted Solutions front following the launch of the senting 60% of all new starters. distributor’s Cloud Marketplace Flying the flag for women in across the UK and France. IT Timico has also joined forces * Video on Yealink & Polycom The Marketplace offers prod- with Microsoft as sponsor of (Premier Plus licence) ucts from AWS, Avnet, Brocade, the Women in Technology com- Michael Fischermanns Cisco, F5, IBM, NetApp, munity within the International Oracle, SoftLayer and VMware; insights across a range of pub- Association of Microsoft Chan- and payment options through lic, private and hybrid cloud nel Partners (IAMCP). a consumption or subscrip- environments, creating a one- Last year saw 400-plus tion-based model with tools to stop-shop for partners to deliver women from over 30 countries monitor cloud consumption and solutions that help organisations share their experiences and optimise cloud solutions. make the transition to a cloud- explore how the IT community Michael Fischermanns, based business model.” could change the male-female VP Cloud Solutions, Avnet Rollouts to other countries balance of the industry. Technology Solutions, EMEA, including Germany, Netherlands Lucy Butcher, Microsoft commented: “We’ve designed and Poland are planned over the Alliances Manager at Timico, the Marketplace based on our coming months. said: “The tech industry has been largely male dominated but it’s inspiring to see a gender shift with more women coming Mitel-Polycom deal off into the industry from a range of Mitel’s merger deal with be exchanged for $12.50 per different backgrounds.” Polycom is off following the share in cash on completion. Timico works with local Canadian vendor’s refusal to Rich McBee, President and schools and The Girls’ Day match a superior proposal from CEO of Mitel, said: “The agree- School Trust (a Timico client) PE firm Siris Capital. Polycom ment resulted from a process to encourage young females to will pay Mitel a $60m termina- that we feel accurately deter- consider a career in technology tion fee. mined fair value for Polycom. It or pursue STEM subjects. Under the terms of the new would not be in the best interest * Free Application Download Got a news story? email: $2bn deal outstanding shares of of Mitel shareholders to adjust [email protected] common stock of Polycom will the existing agreement.” - Phone Buddy v3.8 - with Skype for Business integration SHORT CALLS

8x8 has been awarded three new patents relating to networked contact centres, data storage and conferencing, bringing its number of patents to 121.

Broadband cable network Essex-based reseller Dataphone’s DR plans paid dividends after transmission technology its new office in Hainault was flooded during a storm early on firm Technetix has raised referendum day. “We came in to a flooded office which had of £7.5m in funding from course affected the floor wiring and all the computers were down,” said MD Chris Wilce (pictured alongside the dehumidifiers). “Our Liberty Global Ventures. engineers kicked in the DR plan and thanks to SIP we were up and It supplies headend and running by the start of the working day. Ironically, we moved into access transmission systems the new office after 25 years in Riverside House next to the River for fibre and HFC (hybrid Roding – we never got flooded there!” fibre coax) networks. Call now on 01403 224450 for your FREE 28 day trial Maximise your call margins with Daisy Wholesale. www.comms-dealer.com COMMS DEALER AUGUST 2016 21

CommsDealer-July16.indd 1 08/07/2016 16:10 INDUSTRY NEWS

Oriium bags Slough set to SHORT CALLS Data centre firm MIGSOLV is on a hunt for partners to resell its colocation services following the roll out of its cloud expert be smart city first channel programme. CEO Alex Rabbetts Oriium has bagged London- Fibre-fed wireless connec- stated: “We’ve launched based application transforma- tivity and smart city solutions the reseller programme tion and cloud migration firm are to be delivered to Slough as the next phase of our add3 in a seven figure deal. residents and businesses fol- company’s growth.” Oriium, a channel-only infra- lowing an agreement between structure and data management Slough Borough Council and Telematics Wireless and company, has extended its capa- Angie Networks, part of Angie Pangea have joined forces to bilities to include cloud migra- Communications International. provide cellular connectivity tion, application transformation “Slough is strategically for smart street lighting and application packaging as placed as a leading business solutions. Telematics Bob Snowden portfolio services. hub,” said Bob Snowden, CEO Wireless is a specialist in The combined businesses UK, Angie. “We are working several others already coming smart lighting, network provide Oriium partners with a with Slough and partners to on board as partners, we plan and energy management Chris Kiaie route to capitalise on the grow- bring the latest smart city tech- to emulate the Slough models, systems, and Pangea ing trend of application migra- cation practice and we share the nology to the area. principles and modus operandi will deliver a cellular tion to cloud providers such as same values. “Angie will finance the entire across the world.” solution for Telematics’ Amazon Web Services (AWS), “Having worked together on project, ensuring that Slough lighting gateways over a Got a news story? email: Microsoft Azure and private a number of occasions we have will have all the benefits and secure private network. [email protected] cloud suppliers. a proven model that delivers none of the financial or opera- Oriium MD Chris Kiaie increased value to our custom- tional risks.” commented: “We have gained ers and partners.” Angie has signed up Colt an application practice with a Oriium Chairman Ryan and Zayo to build fibre infra- southern presence and high pro- McCarry added: “This acquisi- structure deeper into all Slough file customer base. tion is the first of several that neighbourhoods off their exist- “While some businesses delivers against our strategic ing infrastructure. The connec- may be apprehensive in light of growth objectives. tivity for the last hundred feet recent political and economic “We are well positioned to and into homes and business events, we are confident that take advantage of the growing will be achieved through wire- we have created the foundations trend of transitioning applica- less technology. “Once installed, A Manchester trade counter opened by distributor Nimans has for a solid, scalable business, tions to cloud. these 5G-primed fibre-fed net- exceeded growth expectations by 30% just a few months since and this acquisition underlines “In the last few years, AWS works will revolutionise the launching. The 10,000 sq ft unit in Trafford Park is managed our confidence.” and Microsoft Azure have way people go about their busi- by Geoff Wilde and Bob Hinder who boast more than 40 years The founders of add3, Danny extended their market domi- ness,” added Snowden. combined data infrastructure industry experience. “Demand has Clarke and Andy Hopkins, retain nance and the add3 acquisition Neal Lachman, Group CEO exceeded expectations and business is growing each day with a steady stream of new and existing customers arriving,” commented an interest in the company. ensures we are aligned and will of Angie Communications Int- Wilde. “Our new stock profile is proving a big hit and has captured Clarke said: “Oriium is a benefit by providing comple- ernational, stated: “With the the imagination of customers.” complementary fit to our appli- mentary services.” likes of Zayo and Colt and SHORT CALL Acquisition brace Oak’s on course A UK&I distribution agreement between ICON Elitetele.com has extend- Elite founder and CEO Matt Oak Innovation’s expansion with the complex business and and COBS AB sees the St. ed its cloud capabilities with Newing said: “This acquisition into the mid-market will be product scenarios that the mid- Albans-based distributor the strategic acquisition of brings a third data centre on-net supported by a new technical market entails.” ship the Swedish alarm NetCentrix and SystemHOST. to Elite’s UK-wide NGN core apprenticeship scheme devel- First Line Support Technician and messaging provider’s Carnforth-based NetCentrix network. We have increased oped with training provider New Daniel Sosnowski is the first to SMART1 System in provides bespoke cloud plat- our capacity to offer IT and Horizons Computer Learning be enrolled on the year-long Q3 2016. Mark Shane, forms to public and private cloud solutions and we have Centres and Highbury College, scheme that will see him gain Sales Director at ICON, sector organisations and was plans for further innovation in both based in Portsmouth. vendor certifications from commented: “The SMART1 founded in 2002. the market with NetCentrix and The course is a Level 3 CompTIA and Microsoft as part solution complements Two years later system- SystemHOST on board.” Advanced IT Apprenticeship of his Level 3 award. our existing offering as HOST was set-up as a wholly Phil Scanlon, MD and found- Programme in IT Systems and Annie Turner, HR Manager, well as our core skill owned subsidiary specialising er of NetCentrix, added: “Our Networking and will be accred- added: “In terms of training, set. It combines DECT in hosted IT solutions. products complement Elite’s ited by City & Guilds. this signifies a new direction for and Wi-Fi technology NetCentrix is Elite’s eleventh existing solutions and we are Joint-CEO Phil Reynolds Oak that will benefit our people into a single device.” acquisition since 2008 and more launching the combined offer- said: “Upskilling will help our and add significant strength to M&A activity is in pipeline. ing into the market.” team be better equipped to deal the service we provide.”

Have you entered the Comms National Awards yet? Sponsors Enterprise Visit www.cnawards.com Reseller of the Year 22 COMMS DEALER AUGUST 2016 www.comms-dealer.com INDUSTRY NEWS GCI rolls out MK gears up to get Sell Different Azure range pure fibre Milton Keynes has joined the growing list of Gigabit City projects led by CityFibre which is making over 160km of pure fibre network available to busi- nesses, schools and colleges throughout the city via launch partner dbfb and education part- ner Exa Networks. Milton Keynes is a leader in smart city technology but the region suffers from inadequate There’s a world of margin Adrian Thirkill Internet speeds. Brian Kingston, MD of dbfb, opportunity beyond PBX, GCI’s acquisition of Outsourc- deepened our strategic relation- commented: “Having consis- ery’s assets in June has enabled ship with Microsoft.” tently fast access to the Internet peripherals, maintenance... the firm to roll out the first of a Scott Riley, Chief Strategy is crucial to driving productivity new range of Microsoft Azure Officer at GCI, added: “We are and the bottom line. and calls & lines related services targeted initial- already a Microsoft Gold Partner “Connecting to a pure fibre ly at the partner channel. for Cloud and Communications, network will make it easy to GCI can now resell and sup- and we have a substantial foot- harness solutions like VoIP and port Azure virtual machines, print in Skype for Business with cloud services that may other- storage and connectivity, either 120,000 deployed seats. So the wise be unavailable.” PCI as a Service as discreet Azure services or investment in our Microsoft Greg Mesch, CEO of City- hybrid deployments with its partnership runs deep. Fibre, added: “Despite leading www.gcicom.net/service-portfolio/voice/pci own accredited IaaS. “For many reasons – includ- the way in smart city thinking, GCI is now one of ten ing security, latency, redundan- this city is yet another example UK Microsoft Cloud Service cy or sovereignty – customers of those still strangled by poor Providers able to create and will invariably have a blended digital connectivity. manage Azure tenants for part- infrastructure environment. “Our pure fibre network will ners who can in turn manage “That hybrid environment catapult Milton Keynes to be and deploy Azure services for may be a mix of private and alongside some of the best con- their end customers. public cloud alongside on- nected cities in the world.” GCI CEO Adrian Thirkill premise infrastructure. GCI is Got a news story? email: commented: “We have strength- able to provide Azure as a true [email protected] ened our cloud services and hybrid deployment.”

As the political SHORT CALL world split asunder a triumvirate of companies forged A growing number of a partnership contact centres are wising at Westminster up to the financial and to help resellers productivity benefits of fully understand home working, according and embrace the to research by the UK hosted telephony Contact Centre Forum. opportunity. On Almost 60% of contact referendum day, network provider Marston’s Telecoms, hosted centre operators involved software specialist MyPhones and distributor SOS Communications in the survey employ home joined forces to stage a partner day on the House of Commons workers/agents, and 69% terrace. “The aim of the event was to bring our partners together say it creates happier and on the most important day for decades to fully understand more productive staff, while the enormous change happening in telecoms and outline the 74% believe it enables them opportunity to vote ‘in’ to hosted telephony,” said Marston’s Sales Want to know more? Director Rob Derbyshire. Pictured above left-right: Rob Derbyshire, to schedule agents more Marston’s Telecoms; Colin Hepher, MD SOS Communications and flexibly to meet expected Phillipe Matos, Business Development at MyPhones. customer contact volumes. Call us now E: [email protected] 0845 003 0655 | gcichannelsolutions.com To advertise in T: W: contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER AUGUST 2016 23

GCI_CommsD_VertAD_Jun16.indd 1 17/06/2016 15:09:55 BUSINESS MATTERS Connectivity providers set growth pace

arrangements, while growth Philip Carse, Analyst at in Advanced Solutions and Megabuyte.com, reports on the an overall healthy backlog point to a stronger second recent performance of leading half. The company has also significantly enhanced its companies in the comms space bank facilities for M&A. Alternative Networks is the during the last quarter. main share price faller over the last year, down 51%.

TalkTalk issued an in-line first quarter 2017 update (to June), with overall urrently or once- by about 15%. Assuming revenues down 0.4% (to distressed telecoms that GCI picked up the assets an estimated £447m) but assets continue for no or low cost, this looks good Corporate and TalkTalk to be theme of to be a strategically sensible Business performances, Ccorporate activity, following deal, with GCI having the while reiterating second-half the previous quarter’s routes to market to leverage weighted full year guidance Maintel/Azzurri deal, with Outsourcery’s Cloud platform. of modest revenue growth GCI taking over Outsourcery’s and £320-360m EBITDA. assets and Pinnacle Another buy and build The company has also given reinventing itself with the sale failure, Pinnacle, completely some details of the York of existing activities and the reinvented itself in the FTTP trial including (jointly acquisition of three managed quarter, selling its softswitch- with Sky) 12% penetration services companies, including based £6.7m revenue three and a half months adept4 whose name subsidiary Pinnacle CDT to after launch and a cost per Pinnacle has now adopted. Chess for £2.8m, giving away premise below £500, which it its problem child security believes proves the concept. Meanwhile, private equity business RMS Managed IT Philip Carse interest in UK telecoms and Security Limited for £1, and Adept Telecom reported networks continues, with buying two Leeds-based IT Southern Communications Redcentric reported revenues a strong cash-generative, Lyceum backing an MBO of services companies (Ancar-B secured a minority investment to March 2016 up 16% M&A-driven year to March contact centre specialist Sabio and Weston) for £5m and by Livingbridge and new (8% organic) to £109.5m, 2016, with revenue, EBITDA and Livingbridge buying a managed services provider bank facilities to fund M&A. driven by recurring revenue and the dividend all up 30- minority stake in Southern adept4 for £5m. The rejig The firm told us that revenues growth, and EBITDA up 21% 37% to £28.9m, £6.2m Communications. Superfast was part-financed by a were up about 30% to £30m to £25.8m as the company and 6.5p respectively off broadband remains in vogue, £4.5m equity fund raise to March 2016, mostly M&A- benefits from M&A synergies, the back of the acquired with Hyperoptic receiving and an investment from the led, with rising margins. including last year’s Calyx and Centrix’s managed services 25m euros funding from the BGF, and Pinnacle has now City Lifeline deals. However, contribution. Its shares are EIB, following Gigaclear’s adopted the adept4 name. Front runners net debt rose £18.1m to a up 22% over the last year. 24m euros equity raise The standout results/ higher than expected £25.3m and similar 25m euros EIB Private equity investor updates this quarter came due to cash collection issues, Megabuyte also covered loan earlier in the year. Lyceum Capital acquired a from companies focused higher capex, exceptional results and/or updates from majority stake in contact on connectivity, including costs and M&A. The Adept Telecom, Arrow, Outsourcery’s sorry AIM centre specialist Sabio in Exponential-e, euNetworks outlook is for continued Charterhouse, Evolve, experience finally came to an a deal valued at £50m, and Virtual1. For example, strong organic growth. GCI, IP Solutions, Intercity, end with BGF-backed GCI or about 10x current year network and cloud specialist Kcom, Onecom, Southern picking up the assets for an underlying EBITDA. New CEO Exponential-e maintained Alternative Networks’ first Communications, Timico, BT, undisclosed sum after major Andy Roberts updated us its exceptional growth half results to March 2016 Vodafone and Virgin Media channel partner and creditor on continued solid organic record in the year to January reflected February’s mobile- among others. n Vodafone triggered a sale trading and how the MBO 2016, with revenues up driven profit warning, with IS Research publishes www. to protect its customers. is expected to accelerate 28% organically to £77.3m EBITDA down 27% to £7.5m megabuyte.com, a company GCI will pick up about £8m Sabio’s development through and rising EBITDA margins, on revenue down 4% at analysis and intelligence revenues at about EBITDA the use of M&A for the albeit with the usual £69.3m. The good news service covering over 400 break-even, versus the £4m first time, but still with its recycling of EBITDA into is that the company seems public and private UK loss Outsourcery suffered in contact centre focus. capex. More of the same to have stabilised the ship, technology companies. 2015, boosting its revenues Business comms provider is expected this year. with new Mobile commercial philip.carse@megabuyte.

24 COMMS DEALER AUGUST 2016 www.comms-dealer.com Connectivity providers set growth pace

COMPANY NEWS ROUND UP

IP Solutions growing provider NetCentrix for which offers 10Mb-1Gbps in the cloud an undisclosed sum. We connectivity to businesses The first set of accounts estimate from abbreviated using a mix of fibre and for hosted voice provider accounts that NetCentrix wireless networks. Detailed IP Solutions since the has revenues of about £5m, accounts are not available, Baronsmead/Livingbridge- versus company guidance but we would guess at backed MBO in December of £32-34m for Elite for the mid-high single millions 2014 show EBITDA of £0.2m current year to July 2016. revenues based on calendar on revenues of £7.3m for the Further deals are expected. 2014 accounts, while the year to November 2015, an company also invested estimated -84% and +21% Maintel confirms £0.6m of capex in that year. change versus the previous Jagusz departure year. Notwithstanding some Business comms provider Chess continues M&A post-deal management issues Maintel has announced strategy with Lanway referenced in the accounts, that Azzurri CEO Chris Chess acquired Burnley- We are delighted to announce that IP Solutions’ high exposure Jagusz will, as expected, based IT reseller Lanway Comms Dealer is the first channel to hosted/cloud voice has be leaving the business for an undisclosed sum, publication to publish a Multi-platform resulted in another year within the next few weeks adding around £21.8m ABC audit certificate for.. of strong organic revenue having helped the initial of revenues (circa 20%+

growth, while the decline in integration process following to 2016 fiscal year) and · Comms Dealer magazine EBITDA suggests increased the transformational increasing its headcount Comms Dealer’s ABC audited circulation investment which should £48m acquisition which by 100 to 550. Lanway is Forprovides the second the year largest running audience Comms of Dealer UK sustain growth this year. completed in May. Prior to a provider of IT solutions resellers. running Azzurri Jagusz was and services to mainly the remains the only channel publication to publish a (Average Monthly Circulation 16,429)* Another flat update CEO of SSE Telecoms. corporate, education and Multi-platform ABC audit certificate for… · www.comms-dealer.com for Manx Telecom social housing sectors. The ABC audited website provides 24/7 Isle of Man incumbent CableCom doubles acquisition will help to reduce l Comms Dealer magazine access to channel news and is the only telco Manx Telecom has revenues with Glide buy Chess’ reliance on fixed Comms Dealer’s ABC audited circulation provides ICT channel magazine to independently said that trading is in line Inflexion-backed student line call sales and increase auditthe largest web audiencetraffic of UK resellers. with expectations for the accommodation broadband cloud and ICT product (Average(Average Monthly Monthly Circulation unique browsers16,118)* six months to June 2016, provider CableCom sales. This deal, along with 10,883)** with revenues to be slightly Networking has acquired the recent purchase of l www.comms-dealer.com · Comms Dealer Weekly e-news lower and EBITDA to be in multi-utilities service and Pinnacle CDT will take Chess’ ABC audited website provides 24/7 access Comms Dealers’s weekly, ABC audited line with the same period billing provider Glide for an revenue to over £100m. to channel news and is the only ICT channel e-newsletter delivers the freshest news to last year (2015, £39.8m undisclosed sum, doubling themagazine UK ICT to channel.independently audit web traffic and £13.8m respectively). revenues to about £40m but Telecom Plus complains (Average(Average Monthly Weekly unique Distribution browsers 14,499)*** 13,599)** The reduction in revenue at substantially lower EBITDA of energy new entrants

is due to a fall in kit sales. margins. The move broadens Multi-utility provider Telecom l Comms Dealer Weekly e-news

However, Global Solutions CableCom’s addressable Plus, which trades as Utility Comms Dealers’s weekly, ABC audited If you want to engage with the partner has returned to growth market from the niche Warehouse, has detailed a e-newsletter delivers the freshest news to the UK channel in print, digital and direct to following a 25% decline this student accommodation year of slower than expected desktop,ICT channel. talk to us now to find out how time last year. Management used typically by first year growth to March 2016, as Comms(Average DealerWeekly Distributioncan help you 15,681)*** reach more also note that free cash flow students into the second outlined in the mid-April resellers. has increased and there is to fourth year students in period end update, with If you want to engage with the partner channel in a reduction in net debt. shared accommodation, adjusted pre-tax profits up print,Simon digital Turton and direct to desktop, talk to us now as well as to landlords of 4.2% to £54.4m on revenues toEmail: find out [email protected] how Comms Dealer can help you reach Elitetele.com back shared accommodation. up 2.1% to £744.7m. The Tel: 07759 731134 on the M&A trail erstwhile energy new entrant more resellers.

Business comms service FPE Capital invests is now complaining of the Claire Hatchett provider and contact centre in Optimity tactics of other new entrants, Email: [email protected] specialist Elite Telecom has FPE Capital, the private equity with the ensuing tough Simon Turton Tel: 07976 613352 returned to the M&A trail business backed by the energy markets dictating e: [email protected] t: 07759 731134 just over two years after Fleming banking family, has modest growth again this the Qualitel deal, buying invested an undisclosed sum year, before a return to the near Lancashire neighbour for an undisclosed stake in higher growth of yesteryear * Member of the Audit Bureau of Circulations ABC total average and IT and cloud service London-based ISP Optimity, at some stage. n circulation 16,118 (Jan-Dec 15, 12,577 print, 3541 digital) ** www.comms-dealer.com Online property (1st January 2015 to 31 December 2015, Derived daily Average Unique browsers 785) Maximise your call margins with Daisy Wholesale. *** Email Distribution (1st January 2015 to 31 December 2015, Average Distribution 15,681)

www.comms-dealer.com COMMS DEALER AUGUST 2016 25 Don’t miss the chance to get national recognition - Call 01895 454476 to secure your place at the Comms National Awards presentation night on October 13th.

COMMS DEALER was the first publication to reward and recognise excellence in the channel and the Comms National Awards remain the industry’s most respected and highly prized awards programme.

The Comms National Awards are independently judged by a panel of experts to recognise the vendors who provide quality support to channel partners and the resellers who develop and install high value solutions into public and private sector organisations.

Since its inception, the CN Awards have been hosted by the best in the business and past masters of ceremonies have included Marcus Brigstock, Patrick Kielty, Rufus Hound, Hugh Dennis, Stephen K Amos, Michael McIntyre, Ronnie Corbett and Vernon Kaye. Guests can be assured that as ever this year the entertainment will be top drawer.

The Comms National Awards 2016 returns to the lavish ballroom at London’s famous Hilton on Park Lane which plays host to the UK’s top awards events and, as ever, the hospitality will be first class!

Don’t miss this ‘once a year’ opportunity to celebrate excellence, network with industry friends and truly enjoy yourself. Book your place now by calling Sophie Timms on 01895 454476 or send your booking requirements to [email protected]

Awards Categories

VENDOR AWARDS Distribution Category Cloud Communications Category Best Convergence Distributor Best SME Cloud Solution Network Category Best Mobile Distributor Best Enterprise Cloud Solution Best Mobile Network Provider Best Fixed Line Network Provider Partner Services Category Unified Comms Category Best Channel Business Service Best SME UC solution Service Provider Category Best Installer/Maintainer Best Enterprise UC solution Best Wholesale Service Provider (up to £10m t/o) RESELLER AWARDS Customer Service Category Best Wholesale Service The Nine Customer Provider (above £10m t/o) Contact Centre Category Service Award Best ISP Best SME Contact Centre Solution Best Enterprise Contact SPECIAL AWARDS Telephony Category Centre Solution Best SME Telephony System SME Reseller of the Year Best Enterprise Telephony System Vertical Market Category Enterprise Reseller of the Year Best End-Point or Device Best SME Vertical Market Solution Entrepreneur of the Year Best Hosted Platform Best Enterprise Vertical Market Solution Software Application Category Best Call Management Solution IOT/Wireless Category To book a table visit Best Billing Platform Best SME M2M/Wireless Solution www.cnawards.com Best Enterprise M2M/ Wireless Solution

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26 COMMS DEALER AUGUST 2016 www.comms-dealer.com Don’t miss the chance to get national recognition - Call 01895 454476 to secure your place at the Comms National Awards presentation night on October 13th.

Nine takes top position again as headline sponsor

LEADING service provider, Nine Wholesale, is delighted to reprise its headline sponsorship of the Comms National Awards at The Hilton, Park Lane on Thursday 13th October.

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

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

Mark Saunders Nine Wholesale also sponsors a special award to recognise outstanding customer service, which was won last year by Lily Coms. This award is presented to the reseller who can truly demonstrate that everything in their business is led by the customer’s perspective and how they have remodelled and transformed their business to achieve this.

Saunders is a passionate advocate of articulating any business ambition in the customer’s voice, claiming, “The availability of just about any information on line has finally enabled the age of the customer. Our award can only be secured if it is the customer who recognises the excellence of the service that is delivered, not the reseller who advertises it. Personalised customer engagement and messaging are now essential, while marketing teams who continue to broadcast indiscriminately across random media channels should consider themselves irrelevant, if not obsolete.” Category sponsors recognise power of CN Awards “The difference between fantastic success and mediocrity in business “Samsung Electronics (UK) Ltd “Interoute is excited to be part is often down to is proud to sponsor the Network of the Comms National Awards making the most of Category’s ‘Best Mobile Network for the first time and is delighted opportunities as they Provider’ and ‘Best Fixed Line to be sponsoring the Cloud arise. It’s all too easy Network Provider’ at this year’s Communications category. to look back and see Comms National Awards. who capitalised on the then new “The acquisition of Easynet in October 2015 bought opportunities and who didn’t. At the time though it’s far “Samsung strongly believes in recognising excellence with it an exciting new chapter in Interoute’s journey, a from easy. The good news is that today there seems to and innovation, and we’re proud to help recognise the channel business encompassing over 1,000 resellers be even more opportunities than ever to generate new success of our channel partners at this year’s event. and partners. The Comms National Awards marks profitable revenues whilst delivering great service to your Our community of multi-skilled channel partners play a a great opportunity for us to build on this already customers. At Daisy we’re constantly striving to support vital role in meeting our end customers’ needs. successful business and further introduce all that our partners in maximising this potential whilst making the Interoute has to offer, to the wider partner community. relationships with their end-users even stronger. “We place great value in our relationships across the industry and support these with a large and “Interoute recognises the importance of change and “As part of this we are delighted to again be sponsoring committed R&D team who work tirelessly on product with a significant portfolio of services from the ground this year’s awards. They recognise the entrepreneurialism enhancement and development. It’s these new and to the cloud our goal is to help our partners innovate, and shear hard work required to be the best in the innovative products that will help us all work more to deliver technologies that will set them apart and help channel. No easy achievement and one that deserves the effectively moving forward. their businesses continually grow by evolving to meet recognition that these awards bring. the ever-changing demands of their customers. “Our broad portfolio of products gives us a view of “The market is huge, the opportunities continue to grow the wider business landscape and the opportunities “We are proud to be an integral part of the success of for all of us and the Daisy team remains committed available across multiple markets. Opportunity is Comms Dealer and this year’s Comms National awards to helping our partners succeed and grow. We look always there, but we all have to be adaptive and work and to share this success with our valued resellers forward to joining you all in a fun evening and sharing in harmoniously to drive growth and be successful. and partners. We are looking forward to sharing the the success of the award winners and the channel as a “We wish you all success and good luck to all the knowledge, insight and enthusiasm shown and shared whole.” by this community and help make the event one to award nominees.” remember. GARRY GROWNS – WHOLESALE SALES DIRECTOR WILFRED WOOD – MARKETING MANAGER DAISY WHOLESALE SAMSUNG UK “Good luck to all of those attending and who have Sponsor of the Sponsor of been nominated for an award.” SME RESELLER OF THE YEAR the NETWORK CATEGORY RANDALL SMEDLEY – SALES DIRECTOR– STRATEGIC PARTNERS INTEROUTE Sponsor of the Cloud Communications Solutions category

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

www.comms-dealer.com COMMS DEALER AUGUST 2016 27 SPECIAL NEWS REPORT Mesch gets UK’s dark fibre ducts in a row

Shovels in the ground attract little glamour but the UK’s digital future hinges on dark fibre being available in spadefuls according to national infrastructure builder CityFibre.

ollowing CityFibre’s we’re using a two duct year completed the £90 Dark Fibre Symposium network sub-ducted four million acquisition of KCOM’s – held at the London ways and we have enough national fibre and duct Stock Exchange on capacity to connect every network assets, giving it FJuly 20th and attended by home and business, every access to 21 new cities. The 75-plus influential industry cell site, every school, every company secured financing of players – the UK’s legacy single property on a purpose £180 million to facilitate the infrastructure suddenly seems built infrastructure. That’s acquisition and commercialise older and more tired. But what we mean by a new its national network. “In less digging to create a modern generation of future proof that 24 months we went fibre and duct network digital infrastructure.” from a concept in a few UK architecture now marks a cities to 37 cities and £90 very different connected CityFibre’s intention is to million of unused facility future facilitated by the show that unlimited fibre to build infrastructure,” highly motivated national capacity is a national priority noted Mesch. “And there’s pure fibre infrastructure that rids the UK of an aging much more to come.” provider. In a keynote address copper network that is CityFibre’s CEO Greg Mesch ultimately holding back the CityFibre’s journey as a delivered a jolt of reality to nation. “Increased investment public company has been the sceptics who said at the in digital infrastructure, impressive, underpinned by time of CityFibre’s inception primarily fibre, drives GDP international touchstones that it could not compete growth, innovation and and learnings derived from with BT Openreach. The basis creativity,” added Mesch. markets more advanced of their argument was that “Our vision is simple: We than the UK. “Investors like nobody confronts head-on believe that every building our model,” stated James the incumbent monolith. It’s should be connected to Greg Mesch Enk, Head of Corporate the same argument, ironically, fibre. It’s inevitable. We Development and Investor that underpins CityFibre’s are not afraid of digging Relations. “The dominance strategy. Nobody else is up roads and engineering Our vision is simple: We of Openreach has until competing, so competition a fibre infrastructure. How now meant service-based is the only response. This else can we transform believe that every building competition only, not simple law of economics is the digital capabilities of should be connected to fibre infrastructure. Investors shifting the tectonic plates citizens and businesses? Our also bought into our strong and there’s no limit set mission is to build a next recurring revenue yield and on CityFibre’s ambition. generation future proof Mesch’s passion for fibre They established CityFibre disciplined approach to infrastructure for the UK.” is also an invitation to the in 2011 after a base growth. When we put a “We’re serious about industry and potential acquisition that helped shovel into the ground there building infrastructure that’s CityFibre’s goal is to be partners to start thinking them develop and refine a is a contract behind it.” fit for purpose,” stated in 50 cities across the UK afresh about the UK’s shared infrastructure model Mesch. “It’s not about the quickly, offering dark fibre infrastructure. “We believe that caters for the public Part of CityFibre’s challenge next few years, it’s about and associated products. in sparking innovation,” he sector, business, mobile and when coming to public the UK’s future. There needs The power of fibre is most stated. “We’re preparing residential verticals in cities markets was to educate to be more infrastructure, evident in the projects already for 10 Gigs and terabit outside of the M25. Those investors on its strategy, more ducts and more fibre advanced by Mesch and the speeds because that’s where are the most needy of a a learning process made in the ground. The UK must goal of CityFibre’s endeavour the industry is going.” new digital infrastructure, easier by a number of be diversified away from BT. is to scale those successes believes Mesch. “That’s what international precedents that across a wider footprint. Proven expertise we’re targeting, that’s what prove CityFibre’s model by “This is not about fibre “We’re connecting core CityFibre’s management we’re building,” he said. multiples. MetroWeb, based strands. It’s about ducts and networks and densifying share more than two decades in Milan, provided a fibre sub-ducts that are capable more and more connections experience in designing, Listing on the AIM market overbuild in competition with of running thousands of with a shared infrastructure building, operating and in January 2014 CityFibre Telecom Italia to bring fibre strands of cable. In York model,” he added. financing fibre infrastructures. grew rapidly and late last to the home. The company

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28 COMMS DEALER AUGUST 2016 www.comms-dealer.com Mesch gets UK’s dark fibre ducts in a row

is now an astute, pioneering CityFibre is now connecting ‘well planned city’ design is COMMS DEALER FIVE-A-SIDE and adept player in the end users at volume through based on a ring methodology FOOTBALL CHALLENGE roll out of fibre in Italy. a growing number of channel with the ability to hand off partners. Already more than to any particular location, SPONSORED BY Stockholm-based Stokab half a million school children buildings, towers etc has traded for 22 years are using its infrastructure, wherever needed as the NINE WHOLESALE and represents the closest made possible through market expands. “We think analogue to CityFibre’s specialist partnerships. in thousands of fibres, scale UK ambitions, providing a “The opportunity with dark is key,” he said. “Getting passive fibre network sold fibre to flatten out the sufficient ducts in the ground as a shared infrastructure increasing costs of managed at the right location creates and facilitating FTTP. Every solutions is attractive in the the flexibility to extend a business in Stockholm has market,” added Hamlin. capillary network off the a fibre connection. Four core that drives demand. LTE networks also run off “Three and EE have moved the network which has their backhaul architecture “CityFibre is developing a provided an overall 3x entirely to a bespoke dark tool bag of architectures return on investment. fibre platform in Hull. Dark to address every possible fibre is seen primarily as an opportunity, working with Like CityFibre, Eurofiber engineering based product data centres on how best was born out of a series of but its influence is felt to optimise them via our acquisitions in the Benelux right through to the user nationwide infrastructure, region. The company is experience and improved looking specifically at Thursday 15th September, focused on the business top line performance. strategies to connect in, park and enterprise segment Public sector customers are through and across data 12 noon kick off in Holland, primarily deploying dark fibre for centres, and continue to drive delivering dark fibre. CCTV, traffic lights and Wi- for automation, visibility and Goals Soccer Centre, Leicester, Eurofibre has changed Fi sites. We’re pushing hard cycle time improvement.” hands twice in recent years to challenge our design and off Wakerley Road. with handsome returns for delivery approach to start There is a notion that dark investors. CityFibre therefore rolling out that infrastructure fibre is a niche market and boasts a proven model across our cities.” difficult to commercialise to backed by validation from different markets. But high international comparatives. Mobile revolution capacity fibre networks are CityFibre is putting in driving transformations across “CityFibre’s here at a national place an architecture that all sectors. This compelling scale and open for business,” is perfectly positioned to message was underlined said Rob Hamlin, Commercial support small cells for mobile by the remarkable work Director. “Dark fibre is operators. The expectation undertaken by Commsworld available nationally from us for small cells playing a huge in Edinburgh which is using and we are willing to keep role in the delivery of capacity dark fibre to transform digging because everyone and reliability in the mobile the city’s digital future. should have access to dark networks over the next five- fibre. Many have lobbied ten years is becoming an “Our commercial approach Ofcom for years to get access ever-increasing theme. “We comes down to us following Voted the most competitive sporting from BT, but challenges want to anticipate that in our customers’ strategy, event in the channel this is your persist. We are ready to sell the design of our networks understanding where they dark fibre at scale with a and products and start to lay need network, on what opportunity to line up against the flexible approach and terms the ground for something terms and the nature of their industry’s finest in a fun ‘knockout’ that work for our customers. that will be revolutionary financial and commercial tournament. Three games guaranteed! We fully anticipate bringing – a backhaul to support the goals,” added Hamlin. “We in substantially more funding. future of mobile networks recognise different business We have a large financing at the right cost and the models. There is also an idea stream in place to fund right scale across a number that the infrastructure status To book your team email: projects, with a remaining of our cities,” said Hamlin. quo cannot be changed. facility of tens of millions That’s not true. That’s what’s [email protected] that customers can view as John Franklin, Operations holding back the UK’s digital a capital stream to exploit and Engineering Director, future. Digging is a challenge, for their businesses.” explained that CityFibre’s but it’s what we do.” n

To advertise in WORKING TOGETHER FOR CHILDREN’S HEALTH contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER AUGUST 2016 29 BUSINESS INTERVIEW Why we must listen to Sabio on client engagement

Sabio has become a master at marrying digital, social, mobile and traditional customer contact channels to create a seamless client experience, and incoming CEO Andy Roberts aims to double the size of the business based on its proven formula supported by new investment.

abio’s multi-million seeking a single support pound Lyceum partner for their customer Capital investment contact technologies. The and £30 million third part of our strategy is Sfunding along with last to investigate technologies month’s appointment of that are adjacent to and Roberts as CEO has given a complement our current green light to the company’s portfolio, particularly drive for UK and international those that help support expansion. The customer our customers in bridging contact technology specialist the divide between their currently generates £40 digital and customer million turnover based on contact strategies.” organic growth but last month’s developments mark Prior to his CEO appointment a new beginning. “We’ll Roberts was a board director be looking to accelerate at the company since 2003 our growth plans, action responsible for pre-sales, an acquisition strategy and solutions delivery, managed identify more opportunities services and support for the for international expansion,” firm’s UK and international stated Roberts. operations. He also served as executive sponsor for Sabio’s “Our goal is to double strategic partnerships with Sabio’s size over the next technology partners such as three to five years. The Avaya, Verint and Nuance. acquisition strategy will help Roberts has been a member Andy Roberts to broaden our customer of the Avaya EMEA Partner base and provide a greater Advisory Council and also “Having begun my career experience and background market share and delivered target market for our served on the Customer in banking, joining Sabio in managing all parts a consistently profitable WFO, automation, digital Contact Association’s CCA and the communications of the business will be performance. However, there and multimedia solutions. Supplier Council. He joined technology sector in 2001 critical as we drive the is also a real opportunity for Then we’ll begin to build Sabio’s Sales and Business was a great opportunity for company through its next the company to accelerate out our global presence Development team in 2001, me to contribute directly critical growth phase.” its business plans and build in European and APAC and before that spent the in terms of growing a out in terms of addressing markets, expanding our previous ten years working business,” he commented. In recent years Sabio has broader opportunities. 24/7 support capability in the financial services “As CEO of Sabio, my grown ahead of the market, “Securing additional for those organisations sector for LloydsTSB. business development secured an increasing funding and putting the

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30 COMMS DEALER AUGUST 2016 www.comms-dealer.com BUSINESS INTERVIEW Why we must listen to Sabio on client engagement

next generation of Sabio Sabio has been an Avaya market requirement for organisations can’t just simply need to close the leadership in place will be Platinum Partner for over cloud-enabled contact centre expect their digital or gap between your digital instrumental in delivering 10 years, a Verint Premier technology,” explained marketing teams to deliver on and traditional customer on those plans,” added Partner since 2007, and a Roberts. “Investment in the omnichannel promise,” contact channels. Roberts. “In the short-term Nuance specialist since 2004. the Sabio business will added Roberts. “That’s why we’re looking to accelerate “We’re also committed help to accelerate the Sabio is increasingly focused “Whether organisations are how we execute against to high quality standards, Sabio OnDemand roll out on helping organisations to simply looking to upgrade our current business plan, holding both ISO 9001:2008 on a broader scale.” optimise their ‘digital front their existing contact centre taking advantage of our quality management door’ strategies, helping infrastructure, evolve towards new funding to make certification for the provision Key partnerships them to design customer a next generation cloud sure we have all the right of our customer contact Sabio also works closely with journeys that create exactly architecture, or deploy resources in place. technology strategies technology providers such the right balance between a more comprehensive and solutions, as well as as Semafone, Conversocial, self-service, assisted service approach that addresses all “Longer-term we will ISO27001 Certification LivePerson, RMG Networks and the contact centre.” of their omnichannel contact focus on complementing for Information Security and Gamma to address requirements, our challenge our organic growth with Management,” added specific customer contact After effectively running is to help them make a number of targeted Roberts. “From our service requirements. “Looking parallel digital and contact sure that their customer acquisitions, both in the UK hubs in the UK and Singapore forward, we will continue centre strategies, more engagement strategies are fit to gain a broader customer we’re able to provide to investigate adjacent and more organisations for purpose.” n base, and internationally contact centre technology technology across disruptive are now recognising that in Europe and APAC to support across multiple market areas, potentially all their different service Just a minute with support the growing number regions. We typically support in the digital arena to channels – traditional and Andy Roberts... of customers with a global at least three different support the growing digital – have an important contact centre vision.” technologies for each of our number of our customers and complementary role Role models: Mark Carney global customers, and now requiring a more integrated to play. “For example, if for his clear, reassuring Sabio was founded in operate in 57 countries.” approach to omnichannel your digital journey isn’t and decisive leadership 1998 by Paul Began, Adam engagement,” noted Roberts. performing optimally you What talent do you Faulkner, Sebastian Henkes In 2015 Sabio was also might offer additional web wish you had? To have and Ken Hitchen, all still named as one of the UK’s How organisations engage chat support or use a virtual some musical ability engaged in the business. Best Workplaces for the first with their customers has assistant to drive customers What do you fear the The firm has bases in the time, and was also listed never been more critical, and to the right self-service most? I’ve never been UK and Singapore and in The Sunday Times HSBC there’s a clear international sites,” added Roberts. keen on snakes helps businesses to simplify International Track 200, “That’s why we’re focused Three ideal dinner guests? customer engagement by reflecting the company’s Organisations on helping organisations Nelson Mandela, Winston enabling ‘digital front door’ performance as one of to enable this transition, Churchill and Ian Botham the UK’s top mid-market whether that involves the strategies that create the can’t just Your greatest strengths right balance between self- private companies with latest digital assistants and what could you service, assisted service and fast growing international expect their or supporting broader improve on? I bring contact centre operations. sales, delivering 15.4 per infrastructure developments passion, determination cent overall growth over the digital or around technologies and a can-do attitude, “From day one Sabio has last two years and 25.4 per such as WebRTC.” but in my new role as always been dedicated to cent for the international marketing CEO I need to be smarter helping organisations deliver business. “We’ve also In a world where the at delegating to the above-expected customer grown successfully in terms teams to customer service and senior management team with a greater service by addressing of employees and now the actual experience deliver on the focus on empowerment their contact technology have 208 people across the offered is often the only challenges,” explained business,” added Roberts. omnichannel differentiator, it’s imperative One thing you could not Roberts. “That’s our exclusive that organisations do as do without in your job: The right people to drive focus area. And with over Sabio has also invested much as they can to get this promise the business forward 17 years experience and a heavily in its partner right. Roberts commented: proven team of more than technologies to deliver demand for a technology “That’s where Sabio can What possession could you not live without? 200 solutions, services and more flexible solutions. “For specialist such as Sabio that help, regardless of whether Family photo albums support experts, we aim to example, we’ve recently can help businesses to close you’re wanting to adjust be easy to do business with. focused on the mid-market the gap between digital and to the demands of today’s If you weren’t in comms It’s an approach that works contact centre sector traditional customer contact increasingly mobile and what would you be doing? I love comms but well for our customers as leading to the introduction channels. “Given that 90 socially connected customers, my ultimate ambition Sabio consistently achieves of our Sabio OnDemand per cent of customers are want to streamline complex is to own a vineyard high CSAT support scores hosted solution that directly now looking for a seamless customer journeys to in South Africa across our key technologies.” addresses the strong mid- engagement experience, reduce customer effort, or

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www.comms-dealer.com COMMS DEALER AUGUST 2016 31 BUSINESS INTERVIEW Colt ramps up channel

In the UK, the SME market Colt is targeting a new set of accounts for 99 per cent of agents and ramping up its channel the operating businesses so companies like Colt need to activity following a period of adopt these types of agent models to increase their double digit growth via partners. ‘feet on the street’ in order to grow the customer base. “Due to the vast number of companies in the UK SME he man at the and mobility operations market agents will help centre of Colt’s alongside other solutions. Colt to address a far wider channel expansion Colt’s high bandwidth proportion of businesses as bid is James network infrastructure will an extended workforce,” TKershaw, Sales Director enable these information commented Kershaw. for the Indirect Channel. intensive businesses.” “At almost every level a He joined the company in customer now has far higher 2010 and manages channel Kershaw has witnessed, in expectations from vendors development across its particular, greater usage of such as Colt. Gone are the northern region. Previous Colt’s core data and voice days where providers can roles include stints at Lixxus products. “When looking at set the expectations when and Claranet; and he’s seen data, 1Gb and 10Gb circuits it comes to initial delivery a big shift in the market with are now the norm, and we time, support hours or customers wanting more are continuously helping communication methods. consultancy and independent more of our customers advice before signing up to a connect to cloud providers,” “Businesses now need service. “This is primarily due he said. “For voice, the services in days, or even to digitalisation which has migration to SIP/VoIP from hours, rather than months. brought with it a myriad of traditional TDM has been They want to make a change companies offering a variety significant year-on-year in real-time without order of services, creating more and, as well as immediate forms or, in some cases, James Kershaw information to digest than cost savings, customers talking to us. Providers that ever before. So identifying have been able to utilise aren’t evolving or listening the right partner is not a wider range of features Companies want a to the new fluid generation always a straightforward previously unavailable to of CTOs, CIO and COOs will task,” said Kershaw. them. These were the main combination of solutions to miss this natural evolution.” contributors to the double Colt is hoping to attract digit growth Colt saw in its their business problems Colt’s new partners enter resellers with the skills to agent channel last year.” the ‘Flying Start’ programme help companies move to the Companies want support in the US and Germany which offers a combination cloud and digitally transform Colt’s portfolio includes throughout a business project where a fresh channel of learning platforms and their businesses, as well as Software Defined Networks and not just to be provided approach has already been materials. Portals keep manage this process with IT (SDN), Direct Cloud Access with a product such as deployed. “The agent model partners and agents informed services. “Colt will enable (DCA) and UC services. mobile working or just selling is well established in these on the latest product partners to have a wider Kershaw says many agencies phone lines. Organisations two regions, and it has releases, as well as educating conversation with customers have won a number of are becoming less sensitive shown us that if executed them about related technical through a consultative complex pan-European deals and loyal to a technology, but and supported in the right aspects that complement the service around their and significantly grown instead want a combination way it is an invaluable route product range. Colt has also business challenges,” stated their customer numbers of solutions to their business to market for us as a supplier introduced new measures to Kershaw. “And help them by selling services such as problems. The push for and the end customer increase customer retention to scope out a project based these. “The agent model consultancy is also driven by regardless of their size,” and minimise churn, covering on a business outcome, allows Colt to collaborate large companies moving their commented Kershaw. “The the various customer touch not a piece of telecoms with customers on every infrastructure into the cloud, ‘sell with’ model gets Colt points and the output score equipment or technology. level,” noted Kershaw. “We or starting new IT projects. closer to the end customers is reflected in an agent’s must ensure that we can They understand that this and allows us to better development plan. “Colt “These new agents will offer services to both our can’t be handled in-house.“ address the business need in agents, or trusted advisors, be able to support the direct, larger and enterprise every account, which means only need to focus on business with the right customers, as well as the vast Colt’s new consultancy model we can deliver a bespoke customers, everything else is storage, IT virtualisation number of SME accounts. draws on experiences gained and relevant solution.” covered,” said Kershaw. n

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32 COMMS DEALER AUGUST 2016 www.comms-dealer.com Find out how Vaioni Ethernet Network can deliver extraordinary connectivity for your customers. Call Vaioni Wholesale today on 0161 672 9900 vaioniwholesale.com SPECIAL REPORT Funding still there for entrepreneurs with a plan

Held just a few days after the Brexit vote, the ‘Get Backed, Get Big, Get Bought’ seminar organised by Evolution Capital in association with Comms Dealer and NatWest was presented on a canvas of uncertainty, but one message was delivered loud and clear: There is still growth capital out there for ICT business ‘fully prepared’ to go and get it.

ttended by over 70 ICT Comments entrepreneurs, the seminar Kal Vaikla – Carbon Labs A “I found the evening very was held at the City of London headquarters of informative. It was interesting NatWest, which leads the to understand that the princi- ples covered apply across any field of banks willing to business.” invest in UK SMEs and tech companies. Inevitably, Steve Walsh - Eze Talk Ltd the ‘out’ referendum vote “Discussing business growth gave delegates a lot to talk and the potential hurdles has about on arrival, but there given us some new ideas and was a consensus of opinion encouraged us to take a differ- from the panel of experts, ent stance.” questioned on the subject Investment Scheme, designed shareholder banks and people in this room sell to after their presentations, to help smaller higher-risk they may well have some a UK customer base and Kevin Jauncey – Viatel that the Brexit decision will trading enterprises raise interesting strategic are probably not exporting “Ian’s [Fishwick] practical not affect the availability of finance by offering a range challenges, but wherever a great deal of goods and speech and case studies of real growth funding once the of tax reliefs to investors there is challenge there services so nothing will sceneries were very effective uncertainty dissipates. In the who purchase their shares, is opportunity, and what change for you dramatically. and food for thought.” 2008/9 recession venture would continue to encourage we are seeing is an I think people will take a Duncan Murray – Tradenet funding was sucked out of investment. “EIS is here to opportunity to be more pause, they will look at Global UK Ltd the economy, but there were stay, people still have tax to influential. Our proposition what the impact is going “I found the Buyer’s perspective no concerns that this will that manage so I can’t see the is based on a long-term to be for them and they’ll very interesting. Looking at dif- happen again although there economy being seriously minority partnership, and be a little more risk averse. ferent angles was thought pro- may be a pause in activity. damaged (by Brexit) although we recognise that BGF’s People may also change the voking.The impetus to reassess Hans Prottey, Executive there is some uncertainty opportunity was catalysed timing of when they sell.” our activity and our goals was Director, Strategic in the short term. by the last credit crisis so very valuable.” Solutions Group at wealth we are looking forward to Ian Fishwick, CEO at AdEPT management bank Coutts “From hesitation comes helping companies in the Telecom, who has made 21 James Phipps – Excalibur told delegates that his opportunity so I am not months and years ahead.” acquisitions in the last 12 Communications investor clients were likely concerned about Venture years, agreed that Brexit “Believing the numbers as to play a waiting game Funding or Angel investment. Ian Mason, TMT Relationship would not make a great deal black and white and treating “I have had conversations The UK has got some Director at RBS/NatWest was of difference to M&A activity the money like your own was a useful idea to take away.” around a few deals and one fantastic companies in it insistent that the business but urged delegates to focus investor came back yesterday and they will still want world was not going to stop on recurring revenues. Ronnie Lewis – Blue Saffron saying I am just going to funding, so I think people as it did in 2008/9 even “It provided a dose of realism think about it and come back will continue to invest.” though the bank’s shares “There is no doubt that and frank pragmatism which I in September and another were temporarily suspended people will stop some appreciated.” guy said he was going to Chris Hodges, a seasoned after the exit vote. Capex developments on go away and have a pause. investor with growth capital new buildings etc. so I think Simon Kelson - Evolution So there is uncertainty in specialist BGF (Business “In 2009 we probably would directors should look at how Capital people’s mind but there is Growth Fund), also sees have cancelled today but their revenues break down in “This event has demonstrated so much cash in our client the Brexit decision as an we are still open, nothing terms of recurring revenues that there is a variety of fund- portfolios and I can’t see that opportunity for investors. major is going to happen and one off projects. ing available for the right busi- drying up any time soon.” for two years as there is Customers spending £1,000 nesses and a quality proposition Prottey was also confident “We have been entrusted a hell of a lot of things to a month is a lot better to will help secure the right type that the Enterprise with money from our unwind. The majority of me than a one-off project.” and level.”

34 COMMS DEALER AUGUST 2016 www.comms-dealer.com Funding still there for entrepreneurs with a plan

GETTING GROWTH FUNDING: THE EXPERT’S VIEW

In the main, entrepreneurs seek funding capital to hire more people, accelerate research and development, spread their wings into international markets, fund an acquisition, develop their customer base or drive business into converged arenas. When trying to hook an investor the experts agreed on two fundamental facts: you must know where you want to get to and you must back that vision up with factual and scrupulously honest details about your business. Think Dragon’s Den scenarios and you won’t go far wrong.

Ian Mason, RBS/NatWest. Specialisation – debt funding TOP TIPS...

“It is crucial for directors to demonstrate a track record of revenues Demonstrate strong cash flow/recurring revenues and strong/recurring cash flows and show a clear understanding of Management must have good overview of finance how revenue is accounted for with strong billing expertise. The board and management team should ideally have experience Develop a sustainable, defensive and profitable niche through the business cycle and have a strong focus on financial If you rely on a single supplier, show alternatives functions. Operational diversity across a quality client base is vital Show how your service proposition is reliable and If you are reliant on a single supplier it is important to show Validate your share of a customer’s ITC wallet? that you can mitigate the risk.”

Ian Fishwick, Adept. Specialisation – ICT business acquisition TOP TIPS...

“I only buy 1 in 10 companies that approach me. If you go Acquirers don’t like people seeking a ‘valuation’ to lunch with people like me don’t be surprised if they can Get tax advice before turning up smell b……..t before the main course arrives because they Don’t be self-obsessed. Think what a buyer wants have probably met six businesses of your type in the last six months. Don’t knock on a terrace house and try and sell the Be clear about what you want to do next residents a Ferrari and if you can’t decide where you sit in Plan your approach up to 18 months in advance the market and what you do why are you turning up?” Be prepared to sack your friends.

Chris Hodges, BGF. Specialisation, achieving venture capital TOP TIPS... for growth Make sure shareholders are fully aligned “We are supporting many exciting IT and telecoms companies Clearly explain what you need money for including City Fibre, Olive and GCI which are part of a network of Demonstrate your tangible differentiators over 130 growth oriented companies that we have created over the past 5 years. There is loads of capital out there; the skill is marrying Show how you respond to business fluctuations up investment appetite with the appropriate combinations of equity Be honest about weaknesses and challenge investors to help and debt to make sure that your business is as cheaply capitalised as Be ready to explain current trading versus budget possible, whilst maintaining optimum flexibility. Investors think in terms of risk and return and I would urge you to think along these lines when putting pitches together.””

Duncan Gregory, Evolution Capital. Specialisation – TOP TIPS... developing funding propositions A business in good shape will usually attract investment “Funders and buyers need to be clear what they are looking at. An Preparing an operational business plan is crucial equity provider will be seeking a racy investment return, whereas Put yourself in your funder’s shoes a bank will want to know how they’ll get their money back. It is important to understand what your funder or buyer is looking for Show you are aware of market fluctuations whether it be new markets, assets, a value proposition, a customer Be honest and totally realistic base or access to new products or services. Also, identify any Demonstrate you are not reliant on a few buyers. downside; look at the risks and show how you will mitigate them.”

Hans Prottey, Coutts. Specialisation - matching high net TOP TIPS... worth investors with entrepreneurs Build a strong elevator pitch or they’ll lose interest “We have hundreds of high net worth clients and every day Angels prefer to fund growth not a cash out we meet a new one. Some are private equity people, some High net worth’s do not like de-risking founders are hedge fund people but 60% are entrepreneurs who have built and sold their businesses and are typically worth Be transparent and clear on equity shareholdings about £60 to £80 million and are looking to invest anything Prepare clear, concise answers to likely questions from £250,000 to £10m. Typically they say ‘I just want a Think through the due diligence process. good deal’. You must have a good elevator pitch to hook their interest pretty quickly. If you don’t they’re gone.”

www.comms-dealer.com COMMS DEALER AUGUST 2016 35 IN THE CHANNEL Brexit shock subsides

VanillaIP business and our Britain won’t officially exit the international Uboss brand, EU until Article 50 of the Lisbon although it is important for the UK to continue to Treaty is triggered, but judging by pull in migrant labour from all parts of the world on new Prime Minister Teresa May’s equal terms depending statements the die is cast and Brexit upon skills required.” Former Shoretel marketing means Brexit. So what are the chief Tom Perry, who now implications for the ICT channel? runs his own ITC marketing company Sherpa, is equally bullish. “My firm belief is that the channel has a golden opportunity following our Brexit decision to further develop and grow on a he Brexit viewpoints new agreement between global scale,” he enthused. are still pouring the UK and EU members is “As the barriers to working into our inbox thick reasonable for all parties, internationally diminish and fast and while longer-term this decision we have seen the rise of Tcomments remain polarised, could be a positive.” the ‘super VAR’, and with there is a developing huge political and economic optimistic trend. From an Nigel Cook, partner at Adam Zoldan change comes opportunity. investment perspective, TMT M&A specialist Knight Corporate Finance Evolution Capital, observed: “When we exit, those partner Adam Zoldan believes “Investment decisions will We have not seen any change companies that can think it’s important to play the long be delayed and therefore and act globally will have game. “There is a potential we should be prepared in direction on the deals a fairer marketplace within risk that M&A will be put for a slowdown. Price and which to operate and for on hold,” he commented. therefore multiples are big we’re currently working on some this will be enough “But given our focus is on a factors for investors, buyers to drive significant growth. sector that has high levels of and sellers. In the mid-market the future for UK business us in a position to help For channel entrepreneurs recurring revenues, long-term where debt is the main from the new Cabinet SMEs reduce their telecoms there is a golden time growth opportunities and has source of capital, reduced and the role we will play outgoings and cope with the just round the corner and shown resilience to recession, lending multiples may have in the global economy.” unrest and turmoil a potential for those companies like we are quite relaxed. We an impact on company recession could cause.” my own who help global have not seen any change values. Uncertainty can be Mixed views technology companies in direction on the deals more damaging to business Stuart Griffiths, Managing Dave Dadds, Managing expand, we just got a whole we’re currently working on, than reduced performance Director at Dartford-based Director at channel-only lot more to aim at.” and expect some interesting and I am pleased we are now reseller True Telecom, is Cloud Communications deal announcements over hearing a positive vision of more pessimistic about business VanillaIP, goes The last word falls to Andrew the next few months that the overall economy, but further, believing Brexit Cooper, NEC Enterprise demonstrate continued believes any recession that will have a ‘very positive’ Sales Director UK&I, who investment in our sector. does materialise will be good effect on the general UK urged the Government to for telecoms business. “In economy and his company’s act fully on the democratic “There will clearly be a short- short, Brexit will of course growth prospects, although decision taken. “The British term negative impact, as we damage our economy,” he is concerned about skill people have spoken,” he have already seen, due to he commented. “With shortages in the future. “In commented. “We have a the shock vote which most the pound weakening to the medium to long-term, moral obligation to respect people were not expecting. its lowest value in over 30 Brexit will be good for our their decision and to deliver This will result in some years, I imagine it will make economy,” noted Dadds. the reforms required to investment decisions being the last recession look like “The ability to manage our ensure Britain remains a thriving and prosperous put on hold until there is Stuart Griffiths a stroll in the park. At True, own affairs directly and more clarity around the way however, we feel we can trade with all of the world’s country. ‘We’re open for forward in terms of our “We can turn a potentially turn a potential negative markets on an equal footing business’ should now relationship with the EU and negative Brexit situation Brexit situation into a positive is important. We expect it to resonate from all sides of the its members. As long as any into a positive outcome.” outcome. Our offering puts have a positive effect on UK political spectrum.” n

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36 COMMS DEALER AUGUST 2016 www.comms-dealer.com SPECIAL REPORT Ofcom, BT, & the doubters

Regulator Ofcom ‘took on’ BT but its bigger test will be convincing a sceptical comms industry that it has gone far enough.

future role in the industry. including the chair, will form In February Ofcom made it “A fundamental mind- the majority of the new easier for telecoms providers set change is required by board and be appointed to invest in competing Ricky Nicol Openreach to show that the and removed by BT in infrastructure by improving carrier industry can enable consultation with Ofcom. access to Openreach’s UK businesses rather than The regulator recommends network of telegraph poles fcom’s ruling Full separation was never be seen as a limiting factor,” that Openreach should and its ducts. On 31st July not to split off an option given the he stated. “The status develop its own strategy new rules came into force Openreach from complications of pension quo that BT has been able and annual operating giving telecoms providers BT reflects the fund obligations, noted sustain has delivered little plans within an overall further rights to access Oregulator’s lack of strategic Adept Telecom’s CEO improvement to businesses budget set by BT Group. physical infrastructure. vision and its inability to take Ian Fishwick. “There are and consumers. Of course These measures are a tough decision for the probably more ex-employees there are complex issues Ofcom’s CEO Sharon designed to reduce the cost better, according to Ricky than employees and most for Openreach to resolve White added: “The new of deploying broadband Nicol, Chief Executive at worked before Openreach in a BT-exit such as who to Openreach board will have networks by sharing Commsworld. He believes even existed,” he said. “So manage the pension fund, to take investment decisions access to infrastructure Ofcom’s reluctance to break if you break off Openreach but just like Brexit workable as a matter of law and across different sectors. Openreach away from BT how do you decide what solutions can be found.” the decisions must work is more about the pension portion of the pension for the whole of the UK. Ofcom also announced a deficit within the Group issue it takes with it? Many Level playing field I understand why people range of measures to ensure and the financial issues this have been under the false According to Ralph Gilbert, see the attraction of selling that all phone and broadband would create, rather than impression that Openreach Director at Focus Group, off Openreach. It seems companies provide an any real strategic play. He was a separate company there is a long way to go straightforward, but, for expected quality of service. said: “This will be the last with its own financial to level the playing field, example, pension issues Since then the regulator throw of the dice for BT to accounts. It never has been a situation not helped by could take years to resolve. has taken more steps to hold onto Openreach and and it is amazing Ofcom has Openreach being under the These new rules provide all improve services as well as is a result of short-sighted allowed this for so long. umbrella of the BT Group. the benefits of separating boosting coverage, such as conclusions from Ofcom. “I am concerned about the Openreach and can happen automatic compensation “Perhaps the biggest issue proposal,” he commented. straight away, without delay.” and easier switching. “It is wrong to maintain what is how the cash generated “It would seem the larger Ofcom has set out stricter is effectively a monopoly. from Openreach’s profits is CPs such as BT Retail, Ofcom will monitor the minimum requirements for This will not encourage used. Should BT be allowed TalkTalk and Sky will be ‘new Openreach’ and Openreach to repair faults investment in the critically to treat it as Group cash and major Openreach customers board level decisions and and install new lines more important infrastructure fund areas like football TV which means smaller CPs judge whether they are quickly. From next year, the UK needs for prosperity rights? Or should Openreach may struggle to compete if being taken in the interest the regulator will publish and development. We have be forced to spend its own there are preferential rates of customers. “If this does tables on communications many customers still waiting, cash on improving the UK’s on infrastructure services.” not deliver independence, providers’ quality of service. after more than two years, infrastructure? I sit firmly in faster broadband and better to get connectivity; and over the latter camp. Whether These issues ultimately service we reserve the right Ofcom’s new plans followed 20 customers have been anything changes depends depend on how Openreach to revisit a sell-off,” added last month’s CMS Select waiting for more than a year. on how this will be enforced. operates as a distinct White. “There needs to be Committee report which The UK is desperate for an The devil is in the detail.” company and how its more investment in fibre to criticised Openreach for its improvement and the best leaders make decisions. the doorstep, with engineers poor quality of service and way is via a competitive SAS CEO Charles Davis called Under Ofcom’s proposals arriving on time and doing BT’s under investment in the choice for customers.” on Openreach to rethink its non-executive directors, the job first time.” UK’s digital infrastructure. n

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Platforms for success and dealing with disruption in the digital age are two big themes at this year’s gold standard Comms Vision event, and according to Rob Hamlin, Commercial Director at Gold sponsor CityFibre, dark fibre platforms fit the vision perfectly.

eismic change in the infrastructure revolution that provide alongside – will telecoms industry simply cannot be ignored. reap the greatest rewards, is happening right according to Hamlin. “You under our noses, “Traditionally, comms only need to look at what Sat both a regulatory and providers have differentiated our partners Exa Networks technology level. But it’s themselves by packaging up are doing in the education important to recognise just fairly standard products in sector and how Commsworld how epochal the copper different ways. As they evolve is transforming the digital to fibre revolution is for to using dark fibre platforms future of Edinburgh,” he the UK. It’s the first time in and related products, added. “The key message history that the telecoms fresh choice emerges and is that investment in dark industry has moved from bandwidth problems simply fibre infrastructure can one set of infrastructure to go away. It’s no longer benefit everyone. What it another. “Not only does this a case of ‘can I use this boils down to is staying switch mark the beginning product?’. If you want it, it’s abreast of change and of the end for copper based capable of delivering all you being willing to embrace networks and technologies, it can eat, all of the time.” something new. There is fundamentally changes what plenty of support for those the most successful comms A dark fibre platform who choose that path.” and IT channel businesses gives ultimate control over are focused on selling day- equipment and services, Digital technology to-day,” said Hamlin. “For setting forward thinking, Rob Hamlin advancement continues to others it points to a need to tech-savvy comms and evolve the way people and upskill sales teams to extol IT channel businesses “Those who ignore dark fibre businesses communicate, the benefits of pure fibre- free from the like-for-like transact and manage their based solutions, platforms managed services that are are going to find themselves lives. It’s revolutionising and applications, just as currently dictated to them. the way children learn and proficiently as they sold PBX “Those who ignore dark competing against a wave of the way public services are technology in its heyday.” fibre and continue to try to delivered. It’s also enriching squeeze out extra margin rich, innovative services our lives more and more But change is nothing from, or differentiate every day with a depth of new to our industry and themselves with the same old revolution, transforming the feedback to Triangle from information that is becoming those who have thrived products are going to find digital futures of millions of one media sector customer more accessible through historically are the ones who themselves competing against homes and businesses, today was crystal clear: Triangle’s more and more connected see it as an opportunity a wave of rich, innovative and for years to come.” ultrafast, gigabit capable devices and ‘things’. to differentiate, not as a services, delivered over a products are walking all over threat to the status quo. modern network architecture Movers and shakers every other service they’ve “Digital tools mean that “Dark fibre as a platform that are truly fit for the Examples of CityFibre’s ever used,” said Hamlin. small businesses are no for change is a vital part of future,” commented Hamlin. partners differentiating longer small,” said Hamlin. this,” added Hamlin. “It’s themselves with dark fibre- Those who are able to “They can punch well already available in 37 cities “Adapt and embrace it based active products develop their own dark fibre above their weight and from CityFibre with more set though and they become include Diva Telecom and based products – owning compete on a level playing to follow. Dark fibre is an ambassadors of the Triangle Networks. “Recent the level of service they field. Just like their larger

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competitors they can be a chance to influence the available to the customer future and make sure the 24/7 through automated needs of their customers are web interfaces and cloud properly heard and met, in subscriptions. With the right the most cost-effective way. capacity, their capability becomes almost limitless.” “Although we were founded to deliver dark fibre we’ve As fibre network recognised that not all of infrastructure continues to our partners are ready to underpin digital technology consume it in its raw form,” advances, David and Goliath explained Hamlin. “To help stories about small businesses them we’ve developed will become the norm. They a range of differentiated will be fuelled in parallel by active products that operate the intelligence and capability across our network. These of the equipment that lights are services that challenge the fibre, keeps connections the need for a traditional secure, splits/shares leased line, EFM or Ethernet bandwidth, boosts it on service – bridging the gap demand and more besides. between broadband and And, while infrastructure delivering enterprise-grade IT TAKES VISION TO BE A LEADER based services are waiting to reliability and service at a be provisioned, intelligently fraction of the cost.” Comms Vision is the leading annual leadership forum for CEO, MD deployed alternative and CTO delegates representing the premier league of the UK partner technologies like 5G can also At a network build level, community. Places are limited: If you would like to join us this year, be used to bridge the gap insight and intelligence is please register your interest to attend at www.commsvision.com and demonstrate true service at the heart of every ‘well- and value to customers. planned’ Gigabit City build. Knowing where businesses “We live in the same digital mobile world. But when it has transformed its network “As dark fibre becomes congregate, where public world as our customers,” comes to the vital role that infrastructure, moving away even more widely available, buildings, exchanges and said Hamlin. “Our enterprise- mobile plays in our connected from a capacity constrained managed service equipment mobile sites are located grade systems are modern, futures, there is a hurdle. tactical network to a suppliers who previously is always the starting online and in the cloud which Legacy network and product dark fibre platform-based relied on relationships with point. “Armed with that means we’re able to adapt choices aren’t designed to solution that has boosted network operators for the information we gather and respond far more rapidly. support 5G in the most cost network performance by lion’s share of their business demand data to spot other and performance effective 380 per cent and delivered are also recognising the nearby clusters that would All systems go way. “But investments, such notable cost savings. need to serve a far wider benefit from our network “Those same systems provide as ours, in alternative modern “It’s painfully obvious range of companies with a build,” added Hamlin. “This our partners with access to fibre infrastructure is already that legacy infrastructure more varied product set,” can include areas with a intelligent network-asset enabling mobile network simply can’t cut it,” said noted Hamlin. “These history of poor connectivity aware tools and checkers operators to use dark fibre Hamlin. “We’ve got where suppliers are already hungry provision or where copper and facilitate accurate platforms to connect masts we are by understanding to almost ‘leapfrog’ their based network reliability has online order progress and and plan for wide-scale the frustrations that exist former customers and been susceptible to external in-life reporting. With easy small cell deployment,” in the market and by work direct with dark fibre factors far too often, such interfacing our systems explained Hamlin. “And deep nurturing strong, insight-rich strategists to help them as regular flooding.” have the capability to serve within that is a partnership relationships with partners differentiate and win.” the information needs of model with the potential that allow us to design According to Hamlin, our partners and provide to anchor many brand new and build with confidence. How they deliver at scale to CityFibre is a ‘living example’ service upgrades at the city network builds.” It ensures that once our UK comms and IT channel of the vision it has for all of click of a mouse.” dark fibre platform for businesses large and small is the businesses in the UK. It is Hamlin cited Hull as a transformational change is in yet to be fully realised. This in not burdened by 20 years of Speed of development also ‘great example’, where, place, those partners will sell itself offers those businesses legacy systems development. characterises the fast moving through MBNL, Three UK across it at scale.” n

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www.comms-dealer.com COMMS DEALER AUGUST 2016 39 WORKING LUNCH Analytics: Industry branches into customer science

Anyone seeking a foretaste of the future role of analytics in shaping the customer experience need look no further than last month’s round table discussion hosted by TeleWare in association with Comms Dealer.

t is beyond world,” commented Martin argument that big Taylor, CMO at Redwood data – universally Technologies. “We’re seeing acknowledged as a boon demand for voice-type Ito the industry and a sector control and service levels, obsession – has brought such as monitoring and with it real challenges when recording, applied across harnessing, segmenting and all channels including monetising the expanding email, web chat and social. sea of information that sits Customers want to achieve both within and outside an this without creating too them,” said Derek Watson, organisation’s network. The many silos and inefficiency, Managing Director at Aurora. The rapid rise of analytics is round table discussion shone and integrate more closely “Knowing customers is your an overdue spotlight on the with information systems, biggest asset, along with like a hit over the industry’s intrinsic potential of big data particularly CRM. This is your speed of learning.” head, powerful enough to and the industry’s efforts to a business level decision fully realise the commercial rather than an IT function What also matters is how cause a re-examination value of deep and useful because it introduces more organisations react to their insights provided by analytics. automation while reshaping customers as individuals, of traditional modes of the entire organisation.” and how the industry The issues revealed by the enables businesses to deliver operation and influential debate are as fundamental Multi-channel an impeccable customer as the freedom of customers Customer interactions have in service. “The conversation enough to redefine the to persecute organisations the past been constrained to is different, it’s based on customer experience that provide a bad contact a traditional phone call, but the company’s aims and experience. Disaffected digitalisation and social media objectives,” said Peter Gee, clients can easily post have let loose the fall-out of Managing Director at NIU Analytics and the customer the company is helping negative social media reviews a bad customer experience Solutions. “We work with experience are inseparable customers play the analytics in real-time and switch to across numerous channels. financial organisations. This and represent a new direction trump card. “We’re currently competitors at the drop Much of the impact of this sector is competitive and for the industry that will see working with a large fitness of a hat. Not for nothing multi-channel environment acquiring customers hinges data scrutinised with the company,” he stated. “This is therefore will analytics comes from how data is on the digital customer sublime concentration of a competitive market and the and systems integration managed and handled. Not experience. It’s about how a scientist and the results organisation is struggling to become a dominant theme. surprisingly, data analytics has we can help their business applied in imaginative ways. keep members. It therefore But what is to be the assumed a unique potency in as a trusted advisor. What matters most is how wants to analyse how sales nature of the new reign? the industry’s mind. “There Technology is the enabler, the industry responds. teams are interacting with is strength in understanding not the answer. Customers Rob Quickenden, Chief the consumer base and “We work in the customer your customers quicker than see value and differentiation Strategy Officer at Cisilion, how they integrate with engagement contact centre anyone else and adapting to in this approach.” cited one example of how Facebook and Twitter.

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“Joining up data with itself to let them know when is to automate it,” said Gee. “The challenge is to different medias across the a key customer contact Taylor. “You can’t possibly service multiple customers. whole customer journey, moves job. Losing a head of provide a knowledge-based Agents are able to conduct including information purchasing or CFO can have a service at great scale.” a number of chats at the that sits outside of the big impact in the B2B market same time rather than one organisation such as social and affect relationships. This The implications of phone call. It’s a shift that media, is a challenge,” stated is how analytics and system automation may seem cannot be ignored. A big Steve Haworth, CEO at cohesion works. Not having a distraction from the finance company we work TeleWare. “There is a lot of this information could give personalised intelligence with conducts 80 per cent data external to businesses business rivals an edge, and offered by deeply segmented of contacts online and 20 that can be pulled in.” also bring new opportunities analytics but it is nonetheless per cent on the phone. for companies that have a direction of the industry. The rapid rise of analytics is strong relationships with key “There is a rise in demand “Budgets are tightening and like a hit over the industry’s people who move on.” for self-service automation, competition is increasing. head, powerful enough especially in B2B,” observed The hospitality sector for to cause a re-examination Integration Graham Harris, Product example is super competitive of traditional modes of Tightly integrated systems Director at Daisy Wholesale. and there’s pressure on IT operation and influential also enable organisations “In B2C this has already budgets to come down enough to redefine the to become adept at giving been delivered. We can and be more efficient. At customer experience and customers what they want book so much online for the same time I’ve got to how that is best delivered. first time around and draw example and it’s a painless innovate and differentiate Why? Because those who strength from the customer experience. In B2B we will my business. Doing better live by the loyalty of their experience they offer. But see growing demand for with less money is a massive customers can easily die strengthening their ability self-service interactions.” problem. You can’t do it just by their inability to give to deal with high numbers through technology, you customers what they of contacts is a different Just as intriguing is the have to work on partnerships want, which is likely to matter altogether. “You gradual development of that help to sell and apply be increasingly complex, can have qualified people commodity-type products. information and data.” according to Quickenden. dealing with a small number It won’t be long before big Continued on page 42 of enquiries, but what networking solutions will “But the social media “One of our customers some of our customers in be built via a portal with Bites from team is not aligned to wants to integrate LinkedIn the health sector face, for drag and drop control of the table the sales department. and their CRM system,” he example, is massive volumes routers and security apps Analytics are applied to added. “They want a system of demand and the only etc. “This ‘build your own’ “We don’t script our sales calls only, while other that automatically updates way to scale the knowledge network model with auto technical support. This contacts between staff and configuration is coming may not be the most customers are unmeasured. through,” added Harris. efficient way but it pays That data is out there and “That’s an interesting dividends in quality, we need a mechanism to dynamic in the VAR space, loyalty and the experience join it up. Because of this very different from vendors our partners receive.” we are seeing high level telling VARs to skill up Martin Clarke, Head of conversations outside of IT. and make money from Channel Sales, Zen Internet It’s about having an open professional services.” infrastructure that harnesses “There’s a lot of revenue every part of the customer The potential shrinkage of in this industry, but journey. It’s also about revenue steams derived from sometimes there’s too understanding not just the professional services adds many costs supporting business’s behaviour but also more emphasis to the role that revenue.” how consumer behaviour of analytics in generating Ian Fishwick, CEO, Adept impacts their organisation.” incremental growth based on a differentiated customer “Budgets for spending Finding a way through the experience. Whether on technology are thickets of an information customer contacts are not increasing, and forest towards the sunny automated or personalised the influences over uplands of effective data Steve Haworth the quality of the experience that budget are analytics poses a strategic remains crucial. “If you now outside IT.” obstacle for any organisation. “The capability to analyse data at a granular level, can’t change the user Peter Gee, Managing It’s a difficulty TeleWare understand individual preferences and drive recurring experience customers will Director, NIU Solutions is addressing with gusto. revenue will increase the value of an organisation.” move elsewhere,” added

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Continued from page 41 Channel Sales. “Our partners All of the above are issues want greater access to our and challenges that no data and our analytics,” he channel business can said. “There’s a lot of data realistically avoid, and they in the business but external A strategy for must show courage in access to detailed analytics uncertain times. “Post-Brexit has been limited. Now the fear is affecting how people partner base is showing big make decisions,” pointed demand for more insights out Bill Smith, Director at to be presented to CRM STL Communications. “We systems. This is an interesting differentiation are seeing an over reaction dynamic and something in the market that puts we’re keen to exploit.” people off making decisions. A test for all channel companies is to recognise and In 2008 buyers sat on their This push for more insights is hands which didn’t help us symptomatic of an industry act on the ever closer relationship between customer sell. This will be the case in a state of permanent flux, for two tough-ish years and signifies that whoever service and differentiation. Here, John Murphy, and could be a catalyst for finds differentiation, by change as organisations whatever means, is in control. Customer Service Director at Gamma, discusses the seek to do things better “Our industry has grown and cheaper to mitigate accustomed to rapid change primary driving forces propelling his service strategy. the effects of Brexit.” but it is increasingly difficult to differentiate against Positive action competitors and generate Rather than default to a revenue by monetising our ith service example, another new defensive position and cave offerings,” stated Mark moving up development is the upcoming in to economic insecurities in Rosson, Managing Director at the strategic launch of the Gamma the wake of Brexit, channel Connect North. “The smart agenda and Academy, an initiative to offer firms must shun uncertainty organisations will embrace Wbusinesses hungry for partners online, interactive and take positive action to analytics as a means of greater differentiation, big and bite-sized training harness the untapped data getting closer to customers investments in research across our range of products that exists. This agenda is and partners, both of which and system upgrades are and services. We are also already set by Zen’s partners, are ultimately our most wholly justifiable. “More holding support roadshows in noted Martin Clarke, Head of valuable business assets.” companies are waking up to October where our progress the competitive advantage will be measured against the Bites from The rise of data analytics that good customer service previous year’s feedback.” the table is a stroke of good fortune brings,” stated Murphy. for the channel, and a “It’s already high on A primary objective for “We’ve got to be welcome antidote to a the agenda for a lot of Gamma is to be seen as a smart. The best thing number of challenges that prospective customers and John Murphy trusted partner. “By that I we can do is educate is starting to deliver results. businesses are thinking mean trusted to manage our teams to have an Sensing the way the wind is more about how they can “More companies the risk of service failure or intelligent conversation blowing, Haworth showed differentiate themselves are waking up to the delay,” commented Murphy. with customers.” a determination to lead the from competitors with the competitive advantage “We also need to have the Charles Aylwin, industry. “We’re investing service that they provide. that good customer service right skills and knowledge to Director, Channel & heavily in analytics,” he brings. Businesses are support our customers and Public Sector, 8x8 said. “The capability to “Customers now expect thinking more about how to understand the different analyse data at a granular quicker responses, especially they can differentiate.” needs of each organisation “Brexit will force change level, understand individual to online channels like we deal with. Finally, we so we need to adapt preferences and drive email and chat. They also service. These include fault want to be straightforward quickly and focus on recurring revenue will want more of a self-serve diagnostics (product health to do business with, which the positives.” increase the value of an experience which puts them checks and online ticket means we keep things simple Paul Taylor, Sales organisation. It’s about rich in control. Customers in management), solution and think about the effort and Marketing data and knowing how to the B2C markets expect deployment (automated we place on our customers Director, Voiceflex segment it in the right way. to be able to buy, sell and pre-port test calls and through every interaction. The challenge is working manage products online as online numbering tools) and “The structural and out where that value lies, standard, and customers are quicker portal journeys. “We place equal importance technological changes in how we use data, what can now asking more questions on the support that our our own sector alongside be charged and where that of the B2B markets to Feedback teams provide and our portal external influences such money comes from. As well provide more automation “We need to constantly services. Service is part of our as Brexit represent an as investing in the analytics and richer portals.” think of ways to evolve our culture and not contained to evolutionary opportunity, piece TeleWare is betting service,” added Murphy. any one team or department. not an existential crisis.” heavily on Skype for Business. Gamma has developed “Much of this development People across our business Paul Cunningham, Blue We see a massive industry a range of new tools for process is based on the are constantly thinking about Barn Consulting shift into the IT world, away its portal to help partners feedback we get from service and challenging each from pure comms.” n provide a more competitive our channel partners. For other to do more.” n

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In a communications environment growing in complexity it’s refreshing to note that the market for conferencing solutions is not only easier to address but also growing faster than ever, according to Konftel’s Regional Sales Director Jeff May.

esellers are never Konftel conducted early this Much of Konftel’s happier than year. “Sound is the basis development strategy is when market of every meeting,” noted shaped by customer feedback dynamics converge May. “The other elements and the new Konftel Unite Ron a no-brainer product, can be worked around, but app, which is free, illustrates and according to May the if you cannot clearly hear, this approach well. “With conferencing market is such then the meeting is over. In the increase in web-based a gift, driven in particular our survey results only two conferencing, customers by mobility, flexibility, all per cent value video as the and resellers report back things IP, wireless and UC. most important enabler in to us that simply joining “IP platforms and UC clients remote meetings and six the conferences is a major provide low cost, high per cent screen sharing.” problem, with customers quality connectivity,” said bombarded by pin numbers, May. “Wireless solutions Meanwhile, hosted and access codes, user names support the flexibility and cloud-based services will and different clients to immediacy that the market increasingly present new install,” explained May. demands, and together they deployment opportunities, open up more applications believes May. “At the “Konftel Unite is a single and provide us, the vendors, moment, peripheral products touch app that links to a with ever more opportunities such as conference phones user’s calendar, sends alerts to develop increasingly are often purchased as when meetings are due flexible and seamless separate items on an ad hoc and in the case of webinars solutions. Conferencing basis by SMEs, but as hosted will automatically call the really is just an extension solutions penetrate this conference number and of normal communication sector conference phones will enter the user’s own name and meeting behaviour.” also be an obvious add-on and password. This way to the bundle from day one. conference calls start on time, These platforms mean Cloud-ready IP conference no matter where a customer that video communication phones give customers is or what device they are is becoming universal the same seamless zero using. We want all resellers on desktops and mobile touch installation process and their customers to use devices, enabling remote as their other IP devices.” the app and experience meetings to become more simple conferencing.” interactive and widespread Konftel’s strapline, ‘Get because participants can Together’, reflects the Konftel is a channel-only join from literally anywhere ongoing rise of remote firm that addresses all and on any comms device. meetings in a whole range vertical markets, supported “We need to support and of environments from the by demo units, a ‘try and enhance these devices and boardroom to the bedroom. Jeff May buy’ evaluation service applications by offering audio There was a time when and new apps designed solutions that ensure group conferencing was dominated to help customers get the conferences are as effective by large boardroom solutions, In the conferencing world best possible conferencing as private calls,” added May. but today smaller devices experience. Perhaps the are used by SoHo workers, hearing is believing biggest growth sector right Sound quality is the de and even personal devices now is personal conferencing facto consideration over designed especially for people have different requirements provide the same service devices, and Konftel recently video during a conference, on the move. “Every business at the same time, so it is over potentially different introduced the Ego product according to 80 per cent of will have some conferencing important that we offer a networks and in different to meet demand, functioning respondents in a survey by need at some time and many range of solutions that all environments,” added May. as a portable battery

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powered USB and Bluetooth to a call from the phone The demand drivers in conference pod that turns book and the whole call the conferencing market any smartphone or tablet into control is effected from the include cost control, reduced a conference quality device. device. Konftel will have a time away from the office, “The Ego ensures that any mix of interfaces for network increased business efficiency, VoIP or mobile call can now and device connection so collaboration for risk sharing be held with crystal clear that any mix of call can be and education, immediacy HD audio for one or several convened, be it audio, web of access to information, people to work hands free or video, and presented to and the rise in personal and efficiently around it,” the room accordingly.” conferencing, all of which added May. “The LCD display will ensure sustained shows which application is The portable nature of growth. “The market is in use, and it connects to modern conferencing units growing,” enthused May. the customers’ own device with multiple network and “The desktop conferencing which is familiar to them.” device connections enables market has witnessed resellers to leverage the double digit growth every According to May this power of demonstration year for the last 20 years, tangible sense of familiarity to the max when selling and is forecast to continue is driving new solutions for conferencing solutions, noted growing by all of the analysts offices and boardrooms. May. “Resellers should use for the foreseeable future. “We know from customer them to demonstrate to The market has grown in feedback that users want their customers the superb times of recession as well three essentials when it sound quality that can be as the boom years. More comes to conferencing,” said achieved,” he added. “It is businesses are conferencing May. “Quality and flexibility so much easier than referring than ever before, and are obvious, but ease of use to PDFs or data sheets, and more individuals are using is becoming a critical factor, in the conferencing world, conferencing, so demand particularly as more people hearing is believing.” will continue to increase are using conferencing, many and proactive resellers of whom are not regular Instant demos can make huge sales.” conference attendees and May is also a great believer Konftel Ego therefore are unfamiliar in leveraging existing assets Conferencing also represents with their operation. Ease and making them better. “In significant attachment and Personal conferencing. of use is ensured if people just a few minutes a reseller bundling opportunities with can use the same tools can visit a customer’s site other products and services and user interfaces on and connect a conference that resellers will already Anywhere. large group conferences of different people across be providing. “In a hosted as they can on their own different networks,” he environment conference  Brilliant design smaller and private calls. explained. “For example, a phones can be added to a  Small and portable Skype For Business call can be customer’s check list like  OmniSound® with HD audio “With more and more set up via a Bluetooth or USB any other device,” added  Bluetooth with NFC individuals using personal connection to a laptop, and May. “If resellers are selling  LCD screen conferencing devices we the audio channelled through laptops or web cams, then will encourage them to take a wireless unit such as the add a product to complete  Perfect with Skype for Business the same approach in larger Konftel 55Wx or 300Wx. the web-video-audio and other conferencing tools meeting rooms and use their conferencing capability. With own devices to convene calls “Any number of participants every PBX CCU, include for bigger groups. As such can join the call and, for a conference phone and our portfolio will increasingly example, a second group conference pods for different allow customers’ own devices of callers on the telephone rooms. If reseller’s are selling Now like smartphones to present network can be bridged minutes, SIM cards or mobile Available the user interface and act in. Mobile calls can also be phones, add a mobile as a remote Bluetooth bridged into the conference. conference phone that offers device to a central Konftel In minutes a reseller can free inter-SIM conference conferencing unit. recreate how many business calls and uses prepaid meetings are taking place minutes in their call plans. If “Calls will be initiated from in every company and reseller’s do not act on these the smartphone, contacts demonstrate how much opportunities customers will can be selected and added they can be improved.” buy from somebody else.” n Contact our specialist sales teams: North 01282 776776 South 01256 707070 To advertise in a Company www.exertis.co.uk contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER AUGUST 2016 45 BUSINESS INTERVIEW Transformational times

and flexibility, enabling reputation of Grant Thornton niche sectors, using digital Entatech to go forward with signifies the improved technology and advanced purpose and confidence,” he governance and controls he’s analytics as differentiators said. “We spent a long time imposed on the business. and accelerators. working on our turnaround and transformation plan and He says the company has “Another challenge is the have adopted a ‘4S’ strategy come a long way since it lack of trade credit in our to be delivered over four was established in 1990 as sector. We are addressing years based on the action an Anglo Taiwanese venture. this by honing our product words – Stabilise, Structure, Today, Entatech represents portfolio, reducing the Strength and Solutions. 70 brands in the UK, is 100 cost base and improving We have completed the per cent trade only and has a efficiencies. These measures Stabilisation phase in the base of 3,500 active resellers. are augmented by our use first year and are now Stevinson expects revenues of advanced data analytics embarking on the Structure to exceed £80 million this across the company.” n element. Here we have five financial year and return to profitability following a cornerstones – the people Just a minute with structure, capital structure, period of decisive action Dave Stevinson... data structure, product that saw the entire board of structure and ultimately directors changed. Alongside Role model: Elon Musk for the customer structure.” these developments Entatech his phenomenal work ethic has invested in new ERP In further structural planning and data analytics systems. What talent do you Entatech UK condensed its wish you had? Perfect hand-eye co-ordination divisions from nine to four Early promise for real tennis, or the – PC Components & Gaming, Stevinson is well qualified ability to time travel Systems & Peripherals, to drive organisational Name three ideal dinner Networking & Connected transformations and guests: PG Wodehouse, Home, and Retail & Software. exhibited strong business and Dave Stevinson Dave Atherton, and my “My vision with Entatech managerial skills early in his father. They are all fine is to sharpen the focus and career. After graduating he orators with a good only compete in areas where joined the European branch sense of humour To say that 2016 has been a we have a significant and of a Taiwanese IT company as Your biggest opportunity: demonstrable competence in sales executive while waiting Leveraging our position milestone year for Entatech UK the eyes of the customer,” to find a career in the City. in the PC gaming sector would be to greatly understate added Stevinson. “Our vision “My initial plan was to be a Greatest strength and is where want to be and our stockbroker, but over time weakness? Clarity of the nature of the key events mission is how we are going the company grew quickly thought, tenacity and to get there. There are two and I became Managing kindness (I’m told) are my and developments catalysed areas where we see huge Director, learning all of the strengths. My greatest potential – the connected skills needed to run a large weakness is impatience, by business turnaround smart home and virtual company in the technology but I’m working on it reality for the PC gamer.” space,” he commented. One example of something champion Dave Stevinson. you have overcome: Dabs.com founder David Fast forward to today and Solving the huge Atherton shares Stevinson’s Stevinson’s current priority (seemingly impossible) legal case facing Enta n February 2016 IT multiple firms of lawyers, vision and he joined Entatech is focused on getting the distributor Entatech and Stevinson ranks the as Chairman two months people structure right. “We Tell us something about UK settled its lengthy outcome has his best ago. Dabs.com was one of need to ensure that we yourself we don’t know: legal battle with the career achievement to date, the earliest online retailers of have the right number and I won £500 for solving the Rubiks Cube the Iliquidators of Enta Group even bigger than growing IT equipment, growing from quality of people and that fastest in a competition company Changtel and GNR from a start-up in scratch to over £200 million we have our aces in their is now solely owned by his bedroom to a multi- revenue per annum. Atherton places,” he added. “Our What possession could A Stevinson Capital, a business million pound European sold the business to BT in challenge and opportunity you not live without? credit card or smartphone controlled by Entatech company within two years. 2006. This key appointment is to be different from the Managing Director Stevinson. followed the naming of big four competitors. So How do you relax? Playing rackets and real The settlement was a long “The settlement eradicates all Grant Thornton as auditors we are becoming more tennis, and reading a running, challenging and uncertainty and has the vital for the distributor in April. relevant to our clients PG Wodehouse book complex deal involving components of affordability According to Stevinson the and working smartly in

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BUSINESS INTERVIEW M2M: It’s decision time

been based traditionally Decisive and dynamic action should around small packets of be the channel’s only response data and therefore relatively low cost but high volume to the fizzing M2M market, connectivity,” he explained. “How easy would it be according to Comms365 Managing to gear up to manage thousands of connections Director Mike Van Bunnens. transmitting 1MB or 2MB of data a month and the associated support that follows a large deployment? n this time of M2M Decision time is here and Or, is the existing model and IoT expansion it there’s no place for half- perhaps more suited to would be foolish for hearted gestures. “What providing larger data the channel not to play is holding the reseller requirements where the end Ito its traditional strengths community back?,” asked application includes Internet of agility and adaptability; Van Bunnens. “Why are access, video and other more and the biggest threat to resellers not leveraging bandwidth hungry services?” a reseller’s business is to their experience in both ignore what could be their mobile telephony and Resellers can continue to greatest opportunity for corporate communications ignore M2M or simply opt years, believes Van Bunnens. to deliver high value Mike Van Bunnens for the basic reselling of a It is clear to him where the M2M deployments? Even carrier’s turnkey solution. future lies. “There is a chance those that have dabbled the Internet of Things, Bunnens. “And the lack of But for those that want to for resellers to grab a share in mobile data, including telematics or pervasive reseller friendly education actively embrace this rapidly of this market, add value to broadband and Internet Internet, the truth is that and support has without developing market and gain the existing customer base, services, are typically opting the ease, speed and security doubt constrained M2M some clear differentiation, increase differentiation while for a turnkey solution and of the latest generation of market development. there are a few key steps gaining a foothold in a fast reselling a carrier’s bundle mobile data technology to take. Firstly, understand moving dynamic sector,” he with no added value or is opening up great “This is an area that has the opportunities. “This stated. “It’s time for resellers differentiation. They should opportunities for innovative been dominated by a small requires a partner with a to get serious about M2M.” step back and consider the businesses,” he said. numbers of players, primarily demonstrable track record opportunities that exist even the service providers. To gain across the board in M2M/IoT This is no time to be within their current client Gaining traction a share resellers will need to deployments, from fixed impartial, according to Van base. It will soon become M2M now underpins a raft consider an evolution of the IP SIMs to wind turbines, Bunnens, who two months clear that most resellers of business applications business model and some and one that can highlight ago instilled a bias towards could rapidly identify mobile – from EPOS and ticket investment in additional potential pitfalls and wider M2M in the Comms365 data opportunities, from machines to CCTV, digital resources. Data is certainly opportunities within a business following the remote monitoring and signage and parcel tracking more complex than voice. deployment,” stated Van appointment of two IoT management to backup.” – but the majority of such Applications, security, Bunnens. “Also, remember heavyweights, Nick Sacke implementations have hardware, configuration, that M2M requires a multi- as Head of IoT and Products From smartphone enabled been carried out by the support, monitoring and year commitment from and Situl Shah as Head of bike locks and talking main service providers. management are all essential both sides including daily Business Development, all vending machines, to remote Few resellers have gained components of a successful support. After all, this type part of a push to drive IoT management of water traction in this market M2M deployment, and of service is long-term, not solutions via partners. treatment works and CCTV, despite the opportunity. resellers can also benefit just a quick fad that can be M2M comms is transforming Perhaps their slow reaction from reusing existing skills started and stopped at will. They bring 45-plus years life for businesses and is due to the practical and capabilities to add value joint experience including consumers. Yet to date, challenges associated with into the marketplace.” “M2M will continue to evolve expertise in developing and few traditional telecoms entering this market. at pace and the next wave implementing IoT, M2M, resellers have addressed Van Bunnens emphasised will see applications and wireless, IT security and this market. Van Bunnens “While M2M offers that it is important for security become prominent managed ICT solutions. insists that M2M offers a opportunities not only to add resellers to understand where factors for differentiation. The move is a clear sign ‘fantastic opportunity’ to revenue but also to create value can be added and Right now, the market of the future direction of add significant revenue clear market differentiation, the types of applications is dominated by a few the business, focused on and create a ‘compelling it is not a straightforward or connectivity that can companies, many of which enhanced connectivity, and differentiated offer’. transition from mobile voice be successfully introduced are not always providing the M2M and cloud solutions. “Whether you call it M2M, to mobile data,” stated Van to a portfolio. “M2M has depth of service required.” n

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MSH Commsdealer Advert.indd 1 28/06/2016 17:03 Ofcom Special Kaleidoscope Was this an intelligent move or another fudge?

This news is a long time overdue I welcome Ofcom’s decision and hope and very welcome, however all of us for positive results within a year. who have suffered the pain and frustrations Forcing Openreach into greater separation of dealing with BT Openreach including BT along with broader industry input is at Wholesale, will understand this is only one least a pragmatic and sensible first step. So small step. Having greater access to the congratulations to Sharon White and Ofcom. infrastructure is one thing, while providing That said, many will still feel that BT has the resource, the management and the ‘dodged a bullet’. Given BT’s recent vocal accountability is key to the rose tinted world support of the Government’s Remain position we seek. The carriers will have to provide the and it’s intensive lobbying for the status quo capable engineering resource and manage perhaps we can all now see how it’s defended accordingly. For so long contractors for itself against more radical action. Openreach have been a law unto themselves and this a key area that has to be corrected as it inflicts pain and frustration on all parties. MARK RIDDELL ADRIAN BARNARD eek after week ABZORB TECH ENTREPRENEUR and at most of the Wnetworking events we host, we consistently get From the compliance and legal Generally, I see this as a step in the moans and groans about the responsibility angle, we shouldn’t right direction and would make any service Openreach provides to underrate the impact the reforms will subsequent full separation somewhat simpler. comms providers trying to do have. BT is now under serious pressure The devil is in the implementation plan and the best for their customers. The on three fronts, customer experience for the detail on many areas including such providers, investment focus on network issues as Openreach branding. Business and frustrations are understandable, enhancement and innovation. These three consumer customers don’t appreciate and are but on the flip side of the aspects will become the responsibility of new probably not interested in the subtlety of all coin Openreach is a massive directors and once a board with personal this and still perceive advantages in buying it engineering organisation with responsibilities is in place for any company all from BT when an Openreach van rolls up they tend to feel the weight of expectation. anyway. 30,000 employees covering Secondly, it will be much harder for BT to the length and breadth of the disguise just how much it is putting in and UK and is akin to the NHS: we taking out of Openreach and thirdly it will be able to go to market as a ‘utility’ to raise all moan about it but what and offer returns to investors on a more if it suddenly wasn’t there? FRASER FERGUSON appropriate basis. BOB FALCONER KUBE NETWORKS GAMMA At the same time, it’s worth remembering that maintaining the country’s national telecoms Once again Ofcom have missed the As a £20Bn behemoth, BT is too opportunity to fast track the UK large for Openreach to sit within network is a complex job and economy. Yes, they’ve laid down numerous and reach its full potential. In reality how extreme weather (e.g. flooding, markers most of which BT won’t agree to much of Openreach is subsidising other BT wind, snow etc.) can often and they have failed to force investment in Group businesses and limiting UK carrier cause significant disruption. the broadband infrastructure. The UK falls competition? Of course there are complex well short in the league table of high speed issues for Openreach to resolve in a BT-exit Similarly, any operator that economies and will not be rising quickly. All such as who to manage the BT pension fund, covers the whole country is because they can’t agree a deal on the cost but just like Brexit workable solutions can bound to attract quite a few of historic pensions. - how incredibly short- be found. A fundamental mind-set change gripes when its carrying out sighted. Post Brexit we could have done with is required by Openreach to show that a boost to the economy with investment in the carrier industry should be enabling UK 29,000 field visits a day! our infrastructure, sadly we haven’t got it. business large and small, and not be seen as This was not a great decision for our industry the limiting factor. This can only come about While some of our contributors or our country. Opportunity missed. by external pressure and regulation. see Ofcom’s decision not DAVID POLLOCK CHARLES DAVIS to liberate Openreach as a CHESS SAS massive lost opportunity, others

50Comms COMMS Dealer (470x40mm) DEALER FA1 20160524.inddAUGUST 2016 1 www.comms-dealer.com 24/05/2016 13:13 Ofcom Special Kaleidoscope Was this an intelligent move or another fudge?

Ofcom should be applauded for Call me a sceptic but until we removing the influence of BT see what the consequences to Group which has so far kept Openreach’s Openreach would be for failing to meet fibre roll-out away from business areas in Ofcom’s targets, we won’t know whether order to protect their legacy leased line the legislation has any teeth. While service base. However, Openreach will still have a levels and response times from Openreach virtual monopoly on the local loop and it is ‘must’ improve, I expect that any forced monopolistic inefficiencies that have made requirement imposed by Ofcom will just lead for a non-responsive organisation with a very to an increase in the wholesale costs charged poor delivery record.” to resellers, forcing up the cost to the Ofcom penalties will introduce artificial consumer. A control preventing this would accountability but real competition is the be greatly welcomed. They say ‘an Openreach longer term solution and infrastructure must that works for everyone’; let’s hope that be made available to other operators at a ‘everyone’ includes the reseller community comparable cost. who suffer equally while entrenched between Openreach shortcomings and Ofcom believe the regulator has gone ANDREW DICKENSON CHRIS GOODMAN JOLA FOCUS GROUP regulation. farther than they ever believed they would in enforcing a spin off within the BT Group

We’re pleased that Ofcom I absolutely agree with separating Telecoms analysts maintain that recognises the extent of the Openreach name from BT it was never likely Ofcom would the problems that CPs face with Group but I’m not sure how this would go the whole way. It would Openreach. However, the proposed solution work in practice and at what cost! The seem that Ofcom’s determined is undoubtedly a compromise between BT main question is by doing this will it help to Group’s desire to maintain the status quo reduce the install time for the lines or ADSL/ and highly driven CEO Sharon (whilst making their usual platitudes and fibre rather than waiting nearly four weeks White has taken the path of promises about improvement) and the need and having a faster repair time (SLA) for least resistance in pushing for for full structural separation. The latter would ADSL/Fibre and lines? Otherwise we will be not be without difficulty but it is possible, and complicating things too much. What would better broadband service across the ‘10-Point Plan’ put forward by the largest happen next if Ofcom separates Openreach the UK. BT rivals say she has possible consortium of Openreach customers from the BT Group and they don’t achieve been too lenient and indeed the provides some clear proposals backed up by what Ofcom was hoping? Federation of Communications careful legal research. We would like to see full structural separation and the change in Services which represents culture and corporate objectives that DAVID ALLDRITT SHAHRAM Bagherzadeh the independent telecoms HIGHNET only this action can deliver. LOOP VOICE & DATA sector, has pulled together industry giants Voadfone, Sky and TalkTalk to push for For customer facing companies, like The reaction to Ofcom’s stronger Government action ours, that survive on their ability to proposals oscillates between and fight what they see as a deliver an expected quality of service, this is pragmatism or just another fudge – it diluted option (see page 6). great news. Ofcom’s planned redefinition of actually strikes me as avoidance and a Openreach is a step towards a truly unbiased missed opportunity. Yes, the full separation entity whose core focus is the development route would unleash complex issues around The bottom line is that post of the UK’s infrastructure, opening the door pension liabilities and ownership of property, the Brexit vote a slowdown to innovation and progression. This levels which may slow down implementation, but it is on the cards and getting the playing field allowing SME’s to compete could still be done. The weight of public and the nation better connected fairly with BT, resulting in a boost to the business opinion has created the momentum UK economy. Competition is a catalyst for for a more radical change, so our role is to could create the opportunities progression, opening up the market will help shout loudly and seize the moment. necessary to prevent full drive investment in infrastructure as providers Ofcom may have noted that its proposals blow recession. Let’s hope compete to deliver a better of quality of align in many cases with the 10 Point Plan service. BT’s degree of separation from drawn up by industry, but they are not as a ‘semi-independent’ Openreach can only be a positive strong or clear as I would like. Openreach board will heed NEIL BARRALL MARK SAUNDERS TELECOMS WORLD for the industry. NINE GROUP the calls to get things done.

Comms Dealer (470x40mm) FA1 20160524.indd 1 www.comms-dealer.com COMMS DEALER AUGUST24/05/2016 2016 13:13 51 COMMS PEOPLE Entanet lands COO Rose set for

Former RAF squadron leader Paul Diamond has joined Entanet as Chief Operating Officer with a remit to drive MS CEO job efficiencies and quality assurance. Diamond said: “Having celebrated its 20th year in business earlier in 2016, Entanet Cindy Rose has is now looking to achieve significant financial growth and joined Microsoft UK operational maturity. We have a great team in place and and will take over UK I’m excited to have been given the opportunity to help leadership as CEO Entanet embrace continuous improvement, deliver more from Michel Van der value to its channel partners and achieve its full potential.” Bel on November Entanet’s Chief Executive Elsa Chen added: “Entanet is now 1st. Van der Bel at a key stage in its evolution as a business, and future proofing will move into a Cindy Rose our organisational strength is critical to fulfilling our long-term new role. Rose joins strategic ambitions. We see some exciting prospects ahead and from Vodafone UK where she was Managing Paul’s experience in driving operational development in the hi- Director of the Consumer Division. She will tech sector brings renewed energy and momentum to Entanet.” be responsible for all of Microsoft’s product, Diamond spent 19 years as a Communications service and support offerings across the UK. Engineering Officer with the RAF before joining Airbus Jean-Philippe Courtois, President of Microsoft in 2001. Prior to joining Entanet he was VP at Rapiscan International, said: “Cindy brings a real strength Systems, a global supplier of security inspection solutions. in driving complex, customer-focused businesses Diamond played a key role in driving annual revenues and a deep understanding of the digital space.” Paul Diamond from $46 million to $200 million in under three years. Rose’s previous roles include Executive Director for Digital Entertainment at Virgin Media and Senior VP and Managing Director, EMEA, at Also on the move... Disney Interactive Media Group. She said: Setterfield in“I’m excited by the possibilities of our mission Magnetic North to empower every person and organisation has appointed Enda on the planet to achieve more, and I look Kenneally as VP of forward to working closely with our customers, Sales and Business shift to Akixi partners and employees to do just that.” Development. Her past roles include Kay Setterfield UK MD of Mitel and has joined Akixi as most recently she was Operations Manager responsible for Avaya’s Top exec hired responsible for Enda Kenneally global BT partnership. David Cottingham, overseeing the Senior VP, West Corporation, said: “This is an exciting firm’s Crawley by Ultracomms time for Magnetic North. The market opportunity office including for our cloud-based platform is huge and the timing administration Incoming couldn’t be better to welcome Enda to the team. She functions, HR and Ultracomms CEO is a seasoned player and well respected individual Kay Setterfield finance. She brings Derwyn Jones with a track record of success. I have no doubt she eight years comms intends to leverage will help to drive further success for the business.” industry experience in building sales support his 25 years industry teams plus operational and finance roles. experience to quickly Virtual1’s David Marchment has been appointed She said: “My experience includes putting raise the company’s to the newly created Jeopardy Management role. “This is an important element when coordinating processes in place for working with SIP providers profile as an agent of the delivery of simultaneous projects and larger such as Focus and Gamma, and managed services tech-driven business Derwyn Jones scale solutions,” said with Calyx (now Redcentric Solutions).” transformation. “We Marchment. “The Managing Director Bart Delgado added: “Kay want more organisations to be aware of how delivery may require has a proven track record of strengthening and Ultracomms can help them achieve improvements a pool of resources improving internal processes and we look forward in productivity and learn how the right choice of from the wholesale to the new processes she will put in place at Akixi.” technology can have a positive impact on both provider, partner and customer and employee experience, as well as end customer across Essex-based Frontier Voice and Data has named optimising costs and remaining compliant with the scope of works, Jason Brant as incoming Sales Director. Brant was all the key industry regulators,” he stated. order management previously a master locksmith until he decided to Prior to joining Ultracomms Jones held a variety and install. Jeopardy management enables turn the key on his comms sales potential in 2010, of non-executive, board advisory and C-level embarking on a career that saw him become an roles with blue chip organisations. Ultracomms David Marchment the provisioning team to concentrate on expert in the mobile sector as a Vodafone One Chairman Robert Bates added: “Derwyn brings a fluid projects, maintaining volume and revenue.” Net B2B specialist. Peter Southgate, Managing wealth of experience in the contact centre industry Tom O’Hagan, CEO, said: “David will provide the Director, said: “Jason has proven himself to and a proven strategic background that will help strategy and leadership we need to streamline be an excellent sales person and we hope he us continue to grow the business and deliver a our WIP pipeline and push through projects.” can transfer that success to our company.” roadmap of features and services for clients.”

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Includes unlimited landline calls and many advanced features from only £4.99 (plus VAT) per month, per seat. O28 9065 0002 [email protected] www.itmsireland.com 0207 177 5000 [email protected]

Mouse and Bear Solutions www.mouseandbear.co.uk [email protected]

Global Import and Export Customs Compliance Mouse & Bear Solutions are your compliance partner for the EXPORTER OF RECORD (EOR) and IMPORTER OF RECORD (IOR). We are experts in the processes and documentation required to move equipment around the world in a timely and legal fashion. We have global entities and partner networks for multiple countries spanning Asia Pacific, EMEA and the Americas, shipping to over 250 locations worldwide providing compliant solutions. We provide you with the ability to sell equipment in to new countries and continents, opening up your market coverage.

Daisy Wholesale Limited Mitchell House, Southampton Road Eastleigh, Hampshire SO50 9XD

Tel: 0808 178 4555 E-mail: [email protected] Our extensive portfolio offers you leading next Website: www.daisywholesale.com generation services developed in-house for a truly bespoke solution.

helping your business grow. RESELLER WLR3 & BILLING SOLUTIONS WHITE-LABELLED SMS Daisy Wholesale was established in 2001 and serves over 1,000 wholesale partners across the UK. Through our partner channel we deliver over 100,000 fixed lines and INTERNATIONAL NUMBERS WHITE-LABELLED 90,000 broadband services to a range of SME, mid market and corporate customers. AUDIO CONFERENCING UK NUMBERS Our partners benefit from the highest levels of support, customer service and choice, enabling them to drive efficiencies, improve productivity and profitability within their Diva Telecom Glendevon House, 4 Hawthorn Park, Coal Road, Leeds, LS14 1PQ business. This flexible approach, constant innovation and new product development programmes have placed Daisy Wholesale at the forefront of its field and made it the www.divatelecom.co.uk 0330 333 0330 natural choice for the channel.

54 commsdealer AUGUST 2016 www.comms-dealer.com CD Directory Ad_08.16.pdf 1 21/07/2016 11:13

THE FIRST CHOICE FOR FLEXIBLE BILLING SOLUTIONS

Reseller monthly start-up options from £99 pcm Contact us today for information and advice informbilling.co.uk inform_billing 01332 92 70 80

ebillz BILLING

Chess House, Studio Way, Borehamwood, Hertfordshire WD6 5NN

Telephone: 0808 115 8241 Facsimile: 0844 770 2275 Email: [email protected] Website: www.ebillz.com

All words our partners used to describe why they work with us Ebillz are proud to be defined as the choice for cost effective billing and customer care solutions. With our * in our customer experience survey 2016. Lite, Desktop and Enterprise solutions we have created a ground-breaking, scalable solution architecture to cater for the complete needs of businesses in the Telecoms industry. Nine can workout a plan to help your business But what’s most important is that Ebillz people and Ebillz technology have one common purpose in mind – to maximise the financial potential of our clients; to help place them in the vanguard of their industries. Contact us at [email protected] Success is a journey together

2013201 3 WINNER CHANNEL PRODUCT (ON PREMISE SOFTWARE APPLICATION) PRD Technologies Ltd Award Winning Communications Management softwareSoftware Tailored billing PRD Technologies Ltd ViewPoint, Basingview • Monthly contracts Basingstoke, RG21 4RG • Free customisation with set-up Call Recording Call Reporting CRM Integration • Independently owned Contact: Simon Adams Telephone: 01256 799 812 Fully FCA & PCI Compliant Performance Analytics for Automated Screen Popping • Established for 20 years [email protected] Solutions for Every Business Businesses and Contact Centres of CRM Contact Records Email: • Bespoke billing solution Website: www.quickstart-billing.co.uk 0800 9889 625 oak.co.uk • Cloud billing • Bureau billing service • Out-of-the-box billing software

The experts in billing & provisioning solutions COMMS 020 8614 9090 unionstreet.uk.com PAGES More than just Billing! To list your company products and We can help with WLR3, Voice, Data, Finance & Provisioning services here for a full year – Call now and discover how TMS call Sophie now on 01895 454476 can help you make more margin or email [email protected]

E s na cu blin Fo g the Channel to for details

Tel: 01235 526600 Email: [email protected] www.tms.co.uk www.comms-dealer.com AUGUST 2016 commsdealer 55 CD Ad_08.16.pdf 1 21/07/2016 10:54

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*All words our partners used to describe why they work with us in our customer experience survey 2016.