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3-18 Comms Dealer Industry News Catch up with events in comms January 2019 20 Business Profile Fibre megaproject gets under way Click to open channeltelecom.com 22 Investor targets Business Matters Rise of full fibre dominates busy Q4 26 SSE comms arm Company Profile THE UK’s fibre-fest has spawned yet another major investment deal with ONI’s Kivlochan Infracapital snaring a 50% stake in SSE Enterprise Telecoms late last month. gets more strategic SPECIAL REPORT above) said: “Both parties see SSE Group as a key funder and this investment as an opportu- anchor customer. 32 The pre-Christmas £380m nity to help develop the network According to Sempill the inv- deal values SSE Enterprise infrastructure this country needs estment also provides an oppor- Market Review Telecoms at over £700m and to turn the UK’s vision of a digi- tunity to enhance and develop Spotlight on centres creates a shared ownership tal economy into reality.” the company’s approach to cus- of tech innovation structure designed to accelerate Infracapital is a high pro- tomer service and delivery. the comms provider’s plans for file and active investor in the James Harraway, Infracapi- growth in the fibre sector. telecoms infrastructure sector tal Director, noted: “High speed 42 The transaction also under- and manages businesses across connectivity is vital to economic scores the comms sector’s vib- the UK and continental Europe growth and prosperity. Comms People rant and ongoing M&A and with a focus on the delivery of “SSE Enterprise Telecoms is This month’s investment activity as the nation fibre networks. an established telecoms infra- movers and shakers gears up for Digital Britain. SSE Enterprise Telecoms, structure provider and is well SSE Enterprise Telecoms which has a 12,000km UK-wide positioned to support growth in MD Colin Sempill (pictured fibre network, will retain the this critical sector.”

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3-18 Industry News Catch up with events in comms 20 Business Profile Fibre megaproject gets under way channeltelecom.com 22 Investor targets Business Matters Rise of full fibre dominates busy Q4 26 SSE comms arm Company Profile THE UK’s fibre-fest has spawned yet another major investment deal with ONI’s Kivlochan Infracapital snaring a 50% stake in SSE Enterprise Telecoms late last month. gets more strategic SPECIAL REPORT above) said: “Both parties see SSE Group as a key funder and this investment as an opportu- anchor customer. 32 The pre-Christmas £380m nity to help develop the network According to Sempill the inv- deal values SSE Enterprise infrastructure this country needs estment also provides an oppor- Market Review Telecoms at over £700m and to turn the UK’s vision of a digi- tunity to enhance and develop Spotlight on centres creates a shared ownership tal economy into reality.” the company’s approach to cus- of tech innovation structure designed to accelerate Infracapital is a high pro- tomer service and delivery. the comms provider’s plans for file and active investor in the James Harraway, Infracapi- growth in the fibre sector. telecoms infrastructure sector tal Director, noted: “High speed 42 The transaction also under- and manages businesses across connectivity is vital to economic scores the comms sector’s vib- the UK and continental Europe growth and prosperity. Comms People rant and ongoing M&A and with a focus on the delivery of “SSE Enterprise Telecoms is This month’sMake your markinvestment with our activity range as the nationof fibre networks. an established telecoms infra- moversCloud and shakersServices. gears Tailor-made up for Digital Britain. with SSE Enterprise Telecoms, structure provider and is well you and your customersSSE Enterprise in mind. Telecoms which has a 12,000km UK-wide positioned to support growth in MD Colin Sempill (pictured fibre network, will retain the this critical sector.”

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3-18 Industry News Catch up with events in comms 20 Business Profile Fibre megaproject gets under way channeltelecom.com 22 Investor targets Business Matters Rise of full fibre dominates busy Q4 26 SSE comms arm Company Profile THE UK’s fibre-fest has spawned yet another major investment deal with ONI’s Kivlochan Infracapital snaring a 50% stake in SSE Enterprise Telecoms late last month. gets more strategic SPECIAL REPORT above) said: “Both parties see SSE Group as a key funder and this investment as an opportu- anchor customer. 32 The pre-Christmas £380m nity to help develop the network According to Sempill the inv- deal values SSE Enterprise infrastructure this country needs estment also provides an oppor- Market Review Telecoms at over £700m and to turn the UK’s vision of a digi- tunity to enhance and develop Spotlight on centres creates a shared ownership tal economy into reality.” the company’s approach to cus- of tech innovation structure designed to accelerate Infracapital is a high pro- tomer service and delivery. the comms provider’s plans for file and active investor in the James Harraway, Infracapi- growth in the fibre sector. telecoms infrastructure sector tal Director, noted: “High speed 42 The transaction also under- and manages businesses across connectivity is vital to economic scores the comms sector’s vib- the UK and continental Europe growth and prosperity. Comms People rant and ongoing M&A and with a focus on the delivery of “SSE Enterprise Telecoms is This month’s investment activity as the nation fibre networks. an established telecoms infra- movers and shakers gears up for Digital Britain. SSE Enterprise Telecoms, structure provider and is well SSE Enterprise Telecoms which has a 12,000km UK-wide positioned to support growth in MD Colin Sempill (pictured fibre network, will retain the this critical sector.”

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INDUSTRY NEWS

EDITOR’S COMMENT Nimans’ networks THIS month’s issue of Comms Dealer reveals the depth of the channel’s opportunity in key areas of the market under rapid development arm builds muscle – full fibre and contact centres. New contact centre AN IMPRESSIVE award scoop technology is evolving that capped a five month run of record business reveals the Stuart Gilroy fast and emerging into market reality quicker than strength of Nimans’ expand- concurrent comms industry innovations. You don’t ing Network Services division need to be Einstein to work out the Artificial according to its chief Mark Intelligence equation, because this technology makes Curtis-Wood. clear sense and already sums up the future look of One year after launching an customer engagement for many organisations. EE reseller channel Nimans was History may compare the rise of full fibre and AI this last month crowned Newcomer year to that of electrical telegraphy in their capacity to of the Year by the mobile opera- transform communications; and with the advent of 5G tor. Curtis-Wood attributed the upon us technologies such as virtual reality and augmented win to an ‘especially straight- reality along with far greater scope for automation will forward’ mobile proposition also catalyse widespread business transformation. which helped the distributor to Mark Curtis-Wood It is said that such developments will create the become EE’s fastest growing conditions for providing new products and services that are partner for 4G voice and data well received. When I attended be available through Nimans’ yet to be conceived, such is the high level of expectation services including M2M and the EE Partner Conference for reseller portal, along with initia- and potential that surrounds our industry at this time. managed mobile data. the first time I was the new boy tives to get more hands-on with Just as certain is the critical role of the channel and “We ended 2018 with a bang, in the room. channel partners and turn up the unique position occupied by resellers in their ability generating the division’s best “Last year I was invited to the volume on key messages to to deliver business transformation like never before to a ever levels of new business,” speak at the conference to share the market, building on similar market they understand so well. But only if they execute stated Curtis-Wood. insights into how we collabo- efforts in 2018. the opportunity before them and develop their own Particularly strong perfor- rate with EE.” “We staged and took part markets in promising areas such as full fibre, 5G, Artificial mances were recorded in con- In what was a busy year in a series of events to engage Intelligence, the IoT, virtual and augmented reality. nectivity, hosted PBX, broad- of development for Nimans’ directly with more customers It’s all happening under our noses right now, and band, services and billing as Network Services division the and drive awareness of our ser- many observers featured within this month’s magazine well as mobile. business also improved and vices,” added Curtis-Wood. believe that 2019 will be pivotal in all of this, a “In many ways the division simplified its hosted proposi- The growth of Nimans’ watershed year for everyone who moves with the has reinvented itself during one tion, boosted headcount across Network Services division is times. Against this backdrop, Comms Dealer wishes of our most challenging years as all areas of the operation and reflective of broader cross- all of our readers a happy and prosperous year. we implemented new software, is seeking to ramp up further in company business expansion portals and billing systems to 2019 bolstered by a new techni- with overall record revenues Stuart Gilroy, Editor future proof processes for the cal sales support arm. achieved in 2018, staff numbers long-term,” said Curtis-Wood. Plans for this year include the approaching 400 and ‘realistic “The launch of our EE addition of more automated and plans’ to break the £200m rev- • Reasons not to lurch towards the copper cliff edge (p30). Cloudcell - Comms Dealer Jan19 (LTF 17Dec18 PDF v1).pdf 1 reseller 17/12/2018 proposition 14:20 was also streamlined services which will enue barrier.

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www.comms-dealer.com COMMS DEALER JANUARY 2019 3 INDUSTRY NEWS

COMMENT: NEW HORIZONS Fiscal performance THIS year offers a golden opportunity for resellers to take, for sure, their biggest strides forward by embracing the latest technology trends. hailed by Excalibur Despite the continued Brexit uncertainties, this EXCALIBUR Communications year represents some of the has capped a busy financial most compelling reasons to year – in which it completed an develop, diversify and expand MBO and acquired two busi- – with CCTV, AV and UC nesses – with an impressive set end points among the most of results showing turnover up by 11% to £8.1m for the year Richard Carter popular sectors many of our resellers are targeting. ending June 2018, with under- There’s a great opportunity to get into these areas lying profitability increasing by along with AV and wireless infrastructure. These are 15%, up from £1.3m to £1.5m. all growth markets that are relatively easy to embrace According to Excalibur CEO and sell into, and are a natural extension of existing Peter Boucher the results indi- Peter Boucher portfolios. There’s big revenue potential too. For cate that the company is deliv- example, both the AV and CCTV markets are bigger ering on its plan to scale up via People Gold accreditation, rec- first pay out from the compa- than the PBX arena and continue to develop. organic growth supported by the ognition as a Sunday Times Top ny’s £1m bonus scheme. acquisitions of Techs4Education 100 Company to Work For and In many ways Nimans is a bastion of the channel, Got a news story? email: and Sensata. raising over £30k for charity. based on a near 40-year trading pedigree. For us, [email protected] 2018 was a year to remember with record levels Excalibur has also invested Employees also received their of revenue generated. Let’s hope 2019 is also in sales and customer service and witnessed non-mobile reve- memorable for business achievements and for bringing A BPL Business much needed clarity and stability on Brexit. nues increase by 28% compared Publication We have fingers crossed in the hope that Brexit to last year, while mobile cus- BPL Limited tomer acquisition has spurred a Highbridge House, 93-96 Oxford Road, won’t damage our economic prosperity too much. But Uxbridge, Middlesex, UB8 1LU, United Kingdom 54% increase in mobile connec- T: 01895 454542 F: 01895 454413 at the time of writing it seems one big mess with little Editor: Stuart Gilroy tions in the second half of the Subscriptions sign of a clear pathway forward. Hopefully, by this [email protected] 07712 781 102 Subscription rates for 12 issues: financial year. UK, £65; Overseas:£80 (incl p&p) time next year the ‘B’ word won’t be dominating the Publisher: Nigel Sergent Back issues can be obtained: political agenda. I’m sure we can all drink to that! “These results show our [email protected] 07712 781 106 UK £6 (incl p&p), Overseas £10 each (incl p&p) For subscriptions please call 01635 588 869 investment in the business is Managing Director: Michael O’Brien Richard Carter, Channel Sales Director, Nimans Views expressed in this magazine are not already paying off,” stated [email protected] 01895 454 444 necessarily those of the publishers. No part of this publication may be reproduced without the Boucher. “We are well placed Sales Director: Simon Turton express written permission of the publishers. for continued growth this year [email protected] 01895 454 603 All trademarks acknowledged. Photographs and and are at the forefront of bring- Production: Frank Voeten • The story of male domination over the course of the comms artwork submitted for publication accepted only ing ultra fast fibre network ser- [email protected] on the understanding that the Editor is not liable channel’s history is all too familiar, but there are clear signs that the for their safekeeping. vices to businesses in our home Circulation 01635 588 869 gender imbalance is starting to equalise as positive perceptions of © 2018 BPL Business Media Limited. the sector’s move towards diversity begin to proliferate, says Sky town of Swindon.” ISSN 1366-5243 Printed by Pensord Limited Business Head of Operations and Pre-Sales Harmeet Kapoor (p28). Other achievements notched Member of the Audit Bureau of Circulations ABC total average circulation 15,525 (Jan-Dec 2017, 12,587 print, 2,938 digital) up in 2018 include Investors in Join the AI Revolution brain® Artificial Intelligence Symposium 24th January 2019 | 13:00-17:00 | Natural History Museum Artificial Intelligence is evolving, and with it customer engagement. By 2020: Join industry-leading speakers to explore the fascinating world of AI and how it is set to revolutionise customer experiences. there will be 7 billion consumer devices with AI-powered digital assistants

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Reserve your seat at the brain Artificial Intelligence Symposium: www.contentguru.com/evolve/register 4 COMMS DEALER JANUARY 2019 www.comms-dealer.com INDUSTRY NEWS Connectwise snares security doyen Sienna CONNECTWISE’S plan to be- come a cybersecurity knowl- edge hub for MSPs took a giant leap forward with the acquisi- tion of managed security ser- vices provider Sienna Group. “Our mission is to leverage Sienna Group’s expertise to edu- cate, support and consult MSPs in the delivery of cybersecurity services,” stated ConnectWise CEO Arnie Bellini. Cybercrime has risen to $6tr annually, or 7% of the world’s Arnie Bellini economy, according to research firm Cybersecurity Ventures, protect themselves from mis- to provide them with managed with the frequency and intensity placed reproachment. security services.” of cyber attacks continuing an “The acquisition also sup- John Ford, CEO and founder upward trajectory. ports ConnectWise’s strategy to of Sienna Group, added: “We’ve Mindful that MSPs are often provide an ecosystem of secu- been working with ConnectWise held liable for client breaches rity solutions, especially for for years, and we share a vision even when they are not respon- SMB partners looking for new and a commitment to ensure that sible, Bellini expects that ways to expand their offerings,” MSPs have the tools to protect Sienna’s knowhow will enable noted Bellini. themselves and their clients in ConnectWise partners to prop- “MSPs already have a trusted a time when a disastrous cyber erly assess their cyber vulner- relationship with their custom- breach is often just a single abilities and learn how to better ers, so they are well positioned click away.”

NEWS ROUNDUP

CITYFIBRE has put in place an infrastructure debt package of £1.12bn from seven financial institutions including ABN AMRO, Deutsche Bank, Lloyds Bank, Natixis, NatWest, Santander and Société Générale. Proceeds will be used to fund the first part of CityFibre’s £2.5bn investment plan which will see it roll out full fibre to five million premises by 2025.

IN A MOVE that reflects its ambitious growth plans Make your mark with our range of DIVA Telecom has taken a lead this year in drumming up support and wholesale connectivity Cloud Services. Tailor-made with cash for local charity Dogs Trust Leeds, raising £512, while urging provider Entanet has you and your customers in mind. people not to get a dog for Christmas but consider adopting one relocated to new offices instead. In the five weeks after Christmas in 2017 the charity took in Telford, a three-storey over 5,000 calls from UK dog owners wanting to hand over their building that houses up to Want to find out more? unwanted canines. In 2018 Dogs Trust Leeds cared for hundreds of 320 people. The CityFibre [email protected] dogs and rehomed over 760. Diva Telecom MD Erica Lewis said: “The owned business currently high numbers of abandoned dogs at Christmas is heart breaking and virtual1.com employs 140-plus staff and serves as a reminder to take the purchase of dogs as pets seriously. is set to act on the parent They can’t ask for help, but we can on their behalf. Every penny the firm’s full fibre infrastructure centre receives goes right back into giving each dog a happy life.” investment plan. To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JANUARY 2019 5 INDUSTRY NEWS

COMMENT: CHANNEL MATTERS Boston swoops on JANUARY usually heralds a wave of activity as resellers push ahead with their 2019 plans. Although strategies may differ from security firm 2020 business to business they are broadly based on the same FAST growing Boston Networ- dynamics – market trends, ks has swooped on its second customer centricity, revenue acquisition target since Aliter protection and growth, Capital took a stake in the busi- margin versus revenue ness a year ago. The Glasgow-based inte- Nick Powell balance, possibly a merger and acquisition or a planned grator snapped up 2020 Vision exit. If the strategy is right, then the challenge Systems, the North Shields is speed and accuracy of execution. located security business, as it Execution is one of the two key areas where the seeks to establish a stronger (calendar) year is won or lost. In the first two months, foothold in the mid-market and while others meander back into their offices, the 2019 extend its geographic reach. winners are 100 per cent focused on execution. January The financials of the deal Scott McEwan and February will not deliver breakthrough results but were not disclosed and the will lay the foundations for the business to do so. acquisition builds on Boston’s growth as we focus on applying Vision Systems is a great addi- It is, however, the second vital element, agility, that purchase of London-based PEL technology to improve the per- tion for the Boston Group. It is makes or breaks a strategy. Unless an organisation has Services in April 2018. formance, safety and security of a significant step forward in our a proverbial crystal ball, then the strategy/plan/goals are 2020 Vision Systems brings people, buildings and assets,” plan to create a national pro- based on a degree of best intelligence. There is little expertise in IP security technol- commented Boston Networks vider of integrated life safety, absolute certainty and only so much time to cover the ogy, video surveillance, access CEO Scott McEwan. security and networking servic- detail in the planning stages. While the execution must control and converged security “In particular, this acquisi- es in key sectors, specifically be at pace and immediate, the business leaders must solutions and has a particularly tion deepens our services in targeting mid-market UK-based have the ability to adapt and reshape as required. strong presence in north east the further education sector, blue chip companies.” Keeping the end goal in mind, the winners in this England and the midlands, with enhances our existing security Notable deals won by Boston market are able to make change instinctively and steer an office in Birmingham. offering through the cloud plat- include the Queen Elizabeth through the problems that others either stop at, deciding it The deal boosts Boston form and spreads our geograph- University & Children’s Hosp- cannot be done or ignore and carry on regardless. Suppliers Group’s headcount to 170 and ic coverage.” itals, the 2016, 2017 and 2018 should be a key part of these plans and resellers should ask it is understood that the 2020 Boston began its commercial Open Golf Championships and themselves before they implement – are my suppliers either management team will continue life in 2000 and now operates as the 2018 Ryder Cup. able or willing to support me in delivering my strategy? while MD Peter Houlis exits the an integrated technologies busi- The firm recently secured a So, if your business is looking forward to the business but remains on hand as ness working across IT network contract with AGS Airports to year ahead, my message is simply to execute an advisor. infrastructure, with a focus on upgrade the Wi-Fi infrastruc- fast, be agile and look for a partner who can and “We will leverage 2020’s IoT, life safety, security and ture at Aberdeen, Glasgow and wants to genuinely be a part of your journey. experience of working in key smart building solutions. Southampton Airports. Boston areas of critical physical secu- Greig Brown, Partner at is also leading the £6m project Nick Powell, Sales Director, Sky Business Communications rity, which will help us to drive Aliter Capital and Chairman of to build and operate Scotland’s towards the next phase of our Boston Networks, added: “2020 national IoT network.

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NEWS ROUNDUP Winfield: Industry Tech hub THIS year will be decisive for channel partners transitioning relocation away from hardware sales to the SaaS model, according to Mitel’s VP of Channels excited by AI tech for Vaioni Mike Conlon. “The cloud gives partners an opportunity CREATING the conditions for Developments in speech MANCHESTER-based Vaioni to deliver their products seamless human and non-human analytics and sentiment analysis Wholesale’s move into new using an open consumption interactions that improve the will also be crucial to Quality offices at MediaCityUK fol- model, providing more long- customer experience is a top Assurance in the customer expe- lows a four year period of sus- term value for customers priority this year, and ‘AI is rience, believes Winfield. tained 100% growth, with 2018 from a cost and enterprise the technology that everybody “The sector is developing at standing out as a bumper year operations management is excited about’, according a rapid rate and there are some in which the company boosted perspective,” he stated. to Content Guru’s UK Sales key areas for improvement that revenues by 27% and set out Director Edward Winfield. are being highlighted time and plans to hit £20m turnover dur- UNION Street has got “The Artificial Intelligence again,” he commented. ing the next three to five years. more hands-on with the landscape is constantly shifting “The addition of omnichan- Also rising is Vaioni’s head- management of its Technical nel capabilities to an organisa- count, up 30% to 33 staff with and progressing with chatbots Edward Winfield Support, Customer Service and machine learning playing tion’s communications strategy a proposed recruitment spree and Bureau departments an increasingly important role,” Japanese e-commerce. “This has become vital in reflecting expected to boost numbers to following the promotion of commented Winfield. shows just how quickly the mar- the preferences of new and over 70. James Wilson to the newly Other game changers shaking ket is moving towards AI tech- emerging customer demograph- Vaioni MD Sachin Vaish created role of Operations up the contact centre market are nology at such a large scale,” ics, with an emphasis on auto- commented: “Our new home Manager, reporting to Ops Natural Language Processing added Winfield. “Everyone is mated and self-service options allows us to collaborate and Director Robert Bristow. (NLP) and unstructured voice developing different ways to for the millennial market.” innovate better between our- Thirty of Union Street’s 100 IVR, observed Winfield. incorporate AI into business Winfield also pointed out selves and with our customers. staff fall under Wilson’s “These disruptive technolo- processes and it is an area which that every one of Contact Guru’s The office has been designed wing just six years after gies are helping to provide fluid is constantly evolving.” CCaaS customers is seeking a for our employees and shaped he joined the company’s customer experiences, espe- Content Guru’s AI project, a cloud solution. by their feedback following one- apprenticeship programme. cially in web chat, by creating toolset called Brain, is always “The ability to scale on to-one and group sessions.” a seamless handover between under review as the company demand to cope with fluctua- The man responsible for the VAPOUR Cloud has appointed automated chatbot interactions seeks new ways to utilise intel- tions in contact is also preva- overall look and feel of Vaioni’s Andrew Nash as COO as and human contact,” he added. ligent automation. lent, with intelligent automation new office space is designer the company seeks to build “The key trend will be for “Another key area that being harnessed to increase effi- Atul Bansal who is known for on this year’s 51% growth, organisations to identify appro- requires attention is how organi- ciency across the contact centre creating some of the region’s targeting a further 50% priate uses of AI and incorporate sations can extract value from and unburden agents of repeti- most iconic tech environments. revenue uplift in 2019. Nash these intelligent and continually core systems by integrating tive tasks,” he stated. “There brings more than 20 years advancing solutions into their them into their communications is also much higher demand experience in the tech space communications estate.” estate,” added Winfield. for WebRTC functionalities and and his previous roles include In a recent project Content “Legacy systems can still be NLP solutions.” See page 32 a stint at Avaya as Global Guru leveraged AI and chat- used but in a smarter and more Got a news story? email: Services & Support Director bot technology for a 47,000 efficient way when integrated [email protected] Sachin Vaish and MD of SBL Group. web chat agent deployment in with new technologies.”

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NEWS ROUNDUP Incom Wales ITS set to FCS hails THE new partnership between Databarracks and Rubrik hunt local reducing is reflective of a market that has ‘suddenly become interesting again’, according open for biz channels CLI costs to Databarracks MD Peter Groucutt. “The combination of FULL fibre network provider INDUSTRY body the Federat- backup, disaster recovery and ITS Technology Group (ITS) is ion of Communication Services archive in a single scalable seeking to recruit local partners (FCS) is claiming a win for its product addresses a need across its 22 networks span- members in helping to reduce we see from mid-market and ning key locations in the east the caller display price increase enterprise organisations,” he midlands, Greater Manchester, imposed by Openreach. said. “Rubrik’s compatibility London, mid and north Wales, The charge for caller dis- with all major public clouds the south west and Yorkshire. play was increased from £0.45/ – AWS, Azure and Google The company has updated its year to £1.44/year as of 1st Cloud Platform – enables us partner programme as it targets September, coinciding with a to design backup, archive and comms, IT services companies regulatory change from Ofcom disaster recovery services and ISPs to sell full fibre and that introduced a requirement to meet all customer needs wireless network services. for CLI to be provided free of and vendor preferences.” THE extent of Manchester- ed: “South Wales is seen as a Dave Hudson, Business charge to subscribers commenc- based Incom-CNS’s ambitions significant growth area for the Development Director, stated: ing 1st October. GREATER Manchester Mayor in Wales are clear following the group and partnering with the “We have reinvigorated our est- “We raised the effect of the Andy Burnham outlined establishment of a south Wales right people to head up this ablished partner programme. price change with Openreach, his vision for the city as a office led by newly appointed venture was paramount. “Our partners demand urgen- pointing out the difficulties that UK digital leader during a joint MDs Dean James and Ian “Dean and Ian are respect- cy, agility and flexibility to suc- many of our members faced customer and partner event England who share 50 years ed businessmen and we share ceed in their markets.” when coupling this with having staged by InTec Business industry experience. a common focus. Their local Following a funding boost to provide the service to 100% Solutions based in Altrincham. The launch of Incom Wales presence alongside the backing from Maven Capital Partners of the customer base rather than Burnham cited the Northern – which is located near the M4 of the nationwide group will ITS has invested in network the average of around 20%,” Powerhouse Investment corridor between Cardiff and enable us to build on our Welsh upgrades and, according to commented FCS interim CEO Fund as a key driver for the Swansea – caps a big year for customer base.” Hudson, the firm is now ‘ready Itret Latif. digital revolution within the group in which it bagged a Incom-CNS was established to scale at pace’. “All full fibre “Openreach has reduced the Greater Manchester and he record £2.5m contract. 30 years ago and is a Mitel Gold and hybrid fixed wireless access price increase to £0.84/year. emphasised the important The formation of Incom and Gamma Platinum partner. networks connect to ITS’s nat- There are no increases planned, role of companies such Wales is also reflective of local Pictured above (l-r): Dean ional network,” he added. and Openreach will assess year- as InTec – which secured council efforts to regenerate James, Ian England, David ly as with all prices.” Got a news story? email: a £500k investment from the south Wales region. Group Hughes and Incom-CNS CTO Latif also noted that Open- [email protected] the fund this year – in CEO David Hughes comment- Jason Kilvert. reach will manually adjust bills digitalising the region. to back-date this new price to 1st September and that FCS SOFTCAT’S strategy to members have no need to take optimise cloud platforms has Ofcom to decide fibre related any action. advanced following a link up with CloudHealth which provides deeper insights regulation according to region NEWS ROUNDUP into public cloud spend, usage and efficiency. “Many INDUSTRY regulator Ofcom BECKENHAM firm Avita organisations are adopting has issued a consultation docu- Tech and Westerham-based public cloud to be more agile ment that sets out its initial Systemax have pooled and to drive down costs,” views on how to define geograp- resources and expertise and said Softcat MD Colin Brown. hic markets from 2021 when it are now operating under “However, some are finding carries out its next review of the moniker Avita Group led that their lack of experience wholesale telecoms networks. by new MD Gary Duckman. operating in a public cloud The watchdog has recognised Avita has knowhow in IT, environment leads to a that investment and competi- Adrian Baschnonga AV, telecoms, electrical and lack of control over the tion in fibre networks will vary digital imaging products and services consumed resulting by geography and therefore it for fixed network services, by fibre infrastructure. Levels of services, while Systemax’s in costs that are far higher proposes that regulation should autumn 2019’. competition and willingness to strengths lie in network than predicted. Softcat’s also vary by region. Commenting on the develop- invest vary by geography, and infrastructure installation, Cloud Intelligence Service In a statement Ofcom said, ment, Adrian Baschnonga, EY’s a more nuanced appraisal of telecoms, CCTV, access control addresses this challenge by ‘We plan to consult on a full Telecoms Lead Analyst, stated: the UK’s infrastructure land- and AV. “Both companies generating automated reports set of market proposals, includ- “Ofcom’s latest consultation scape will play a key role in are complementary and on all of an organisation’s ing market definition, market underlines the importance of the regulation of fibre in years support Avita Group’s growth public cloud usage.” power assessment and remedies flexible rules when it comes to to come.” ambitions,” said Duckman.

10 COMMS DEALER JANUARY 2019 www.comms-dealer.com Fastest 4 2019 is back Are you ready?

KCOM’s annual incentive, Fastest 4, returns Iain Shearman, National Network Services Managing to the track, but not the one you’re used to… Director says ‘This year’s incentive o™ ers our This time, get ready for the adrenaline rush Partners a truly exhilarating experience that’s going to test their nerves and bring out their ultimate of a lifetime on the rally stage. competitive streak. We decided to keep the incentive simple, with a clear route to success, Fastest 4 invites Partners to resell our fastest so that Partners can get their sales teams š ghting connectivity products to win this nforgettable, for a place on the dirt track by increasing revenue adrenaline-pumping o -road and on products that are quick and easy to sell. rally driving experience. We’re looking forward to seeing who’s brave enough to conquer the vertical descent on the day.’

Once you’re on-board, all you need What’s the deal? to do is resell our products to reach It’s simple: resell KCOM’s fastest 40 points over the three-month connectivity products across a three- period. We’ll let you know when month period to accumulate points. you get close. Then you’ll be in the Reach 40 points and you’ll be joining driver’s seat to join KCOM for the us on the track for an exhilarating off- most adrenaline-pumping driving road and rally driving experience that experience you’ll ever have. you won’t want to miss, with evening entertainment and an overnight stay included. What’s the prize?

For each product sold you’ll be All qualifiers will get to experience awarded points (don’t worry, the thrill of oversteer, handbrake turns we’ll keep track for you): and powerslides on the rally stage, PRODUCT POINTS plus the challenge of vertical ascents FTTC and FTTP 1 point and descents and axle twister on EoFTTC and EFM 5 points the 4x4 off road course. First, you’ll Fibre Ethernet 10 points head for the scenic off-road course where you’ll face some nerve-racking Reaching the target is as simple as obstacles, but the adrenaline really reselling just 10 FTTCs each month starts pumping as you get into the and a couple of leased lines. Achieve driving seat of the rally car for your that and you’ll be joining us on the turn on the slippery gravel track. track. Or, to guarantee your place Things turn competitive when the even quicker, spot a small WAN stop-watches come out. 5, 4, 3, 2, 1 opportunity and close the deal in GO for your timed run to see if you one fell swoop with just four can become driver of the day. So, Fibre Ethernets. if you’re keen on mud and going sideways, then sign up fast. How do I get So, are you ready involved? for the ultimate Secure your driving seat. adrenaline rush? Fastest 4 runs from 14 January 2019 – 12 April 2019 and is open to every We’ll see you there. channel reseller. If you’re not already For more information on Fastest 4 or a KCOM Partner, don’t worry; we can any of our products, call KCOM today quickly sign you up to our Partner on 0345 122 4777 or Programme, just call us on email [email protected] 0345 122 4777 or visit www.fastest4.co.uk

It’s really quick and easy to get involved.

KCOM Fastest4 2019 Comms Dealer Advertorial.indd 1 18/12/2018 12:00:45 INDUSTRY NEWS Telesis seals Sabio scoops Avaya to rescheme Vapour deal key tech firm program SABIO’S acquisition of Sing- centre benchmarking company apore-based FlexAnswer Solut- Bright UK in March last year. ions expands its reach in the “We’re focused on empow- APAC region and brings on ering organisations with the board additional virtual assis- insight and solutions they tant technology. need to ensure better visibility, FlexAnswer’s Virtual Assist- increased responsiveness and Fadi Moubarak ant platform covers web, voice greater control across every cus- and messaging channels and uses tomer interaction,” said Andy CHANGES to Avaya’s Edge a Natural Language Processing Roberts, CEO, Sabio Group. partner programme include a platform to understand requests “Adding FlexAnswer into newly structured step by step and generate appropriate channel our digital proposition will journey from basic value prop- responses from its Knowledge help more of our clients to take ositions advancing through to Management system. advantage of the latest con- solution selling, innovation and The acquisition follows Hor- versational AI-enabled virtual digital transformation, all pre- izon Capital’s original 2016 assistant technology.” sented as an equal opportunity Tim Mercer strategic investment in Sabio. Lin Milne, FlexAnswer open to every partner no matter Acquisitions already com- Solutions’ CEO, commented: their size or business model. CUSTOMER demand for full reputation in the telecoms mar- pleted include SaaS solu- “Becoming part of the Sabio “Our own growth is linked scale digitalisation services pro- ket but when it came to requests tions provider Rapport and Group gives us a platform to to the growth of our partners, mpted Bolton-based Telesis to for wider digital transforma- DatapointEurope in 2017, and accelerate the global deploy- regardless of where they sit plug a portfolio and skills gap tion support this was a gap we customer insight and contact ment of our solutions.” today on the Avaya Edge pro- by partnering with Yorkshire couldn’t previously plug. gramme,” said Fadi Moubarak, HQ’d Vapour to supply its San- “The relationship with Vice President Channels, Avaya ctm product suite. Vapour will allow us to expand International. “Our growth strat- Telesis hopes the partnership our service offering to existing egies need to align with those of will provide up to a 20% boost customers while enhancing our our partners if we’re to succeed in turnover over the coming proposition for new prospects.” in our goals.” three years. Vapour CEO Tim Mercer Moubarak said Avaya will Telesis MD Christian Bleak- added: “We’re big believers in focus efforts on three main areas ley commented: “The technol- concentrating on our own niche in 2019 – a bigger emphasis on ogy sector is becoming increas- and fostering partnerships with cloud, complete solutions based ingly crowded with suppliers other organisations to leverage on the vendor’s API driven eco- vying for customers’ attention, expertise in their key areas.” system and new technologies. which can make it difficult for Avaya says partner numbers Got a news story? email: organisations to know which in the Edge programme are up [email protected] way to turn. We’ve built a solid Andy Roberts 159% over the past year.

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12 COMMS DEALER JANUARY 2019 www.comms-dealer.com Northampton Marriott Hotel, 21st March 2019 Northampton Marriott Hotel, 21st March 2019 Business Mobility: What’s next?

ccording to technology analysts, around 3.5 billion people are now connected to the mobile internet and there are no signs of this figure MiM sponsors line up to meet new partners Adecreasing. Mobile data consumption continues to rise as more and more businesses deploy mobile based solutions. “We want to understand the challenges facing the reseller community. By supporting Margin in Mobile, we aim to The advent of 5G super-fast connectivity will fuel more exponential growth inform the channel about the opportunity to drive incremental and create huge opportunities for resellers to provide an increased range of annuity revenue afforded by Cloudcell Connect.” mobile, IoT and UC solutions to their customers. KEVIN BOYLE – CLOUDCELL

Now is the time to ensure your mobile communications and IoT offerings are “Now is a great time for the channel to adopt some of the latest mobile data technology and incorporate it into their fit for purpose and your business is poised for growth. value propositions. M2M and IoT are still specialist subjects that need to be fully understood to appreciate the revenue Margin in Mobile is the new channel event that will provide resellers with the Gold sponsor opportunities.” knowledge and understanding of the new margin opportunities that now MIKE VAN BUNNENS – COMMS 365 exists in the mobile solutions landscape. “We want to encourage resellers to embrace the huge opportunity presented by mobile and converged solutions. The Part of the hugely successful ‘Margin in’ series of events organized since future of mobile is strong so we’re looking forward to helping Gold sponsor 1999 by Comms Dealer, Margin in Mobile will provide the most effective partners take advantage of the fastest growing solution in platform for vendors and resellers to meet and explore these new the Channel.” opportunities. LAUREN MCMANUS – DAISY WHOLESALE

“This event is a great opportunity to enable the channel to During one day of education and networking, you will meet a range of understand how to profit from new technologies in the mobile mobile and IoT operators, service providers, vendors and distributors all Gold sponsor market, key to this will be 5G. Nimans will be showing expert at helping you launch into or grow existing mobile revenues. resellers how to unlock this with EE Wholesale.” MARK CURTIS-WOOD – NIMANS NETWORK SERVICES

Margin in Mobile will help you understand: “More businesses than ever are deploying mobile solutions. Very soon, we’ll be living in a world without wires and with Gold sponsor • What’s new in technology? 5G just around the corner, ultra-reliable low latency • What solutions are customers looking for? communications will open up a plethora of opportunities for • How your team can sell mobile and IoT more effectively? resellers and their customers.” BERNIE MCPHILLIPS – PANGEA

Subjects to be debated and discussed at Margin Mobile will include: “We’ll be taking the opportunity to highlight the tremendous Gold sponsor potential of our ‘Tech-as-a-Service’ proposition, which gives • Where are we now? A state of the mobile market review (analysis, trends resellers a great way to drive not only higher margins, but also etc - scene setter and provide context for what follows) improved customer retention and opportunities to grow their business.” • 5G and mobile network innovation: What next for business mobility? DAVID NELSON – TECHDATA • Managing mobile: Harnessing the power of portals • Mobile UC/Mobile Office/Mobile Conferencing: Staying connected “This new event will be an excellent platform for us to provide the channel with information and innovative ideas surrounding Gold sponsor anywhere, anytime. mobile and IoT. We look forward to meeting partners keen to • Realising the potential of mobile Apps and APIs progress their digital journey and discover new opportunities.” • Intelligent mobile: The rise of wireless and Wi-Fi analytics ANTON LE SAUX – ZEST4 • Mobile Security: The cyber threats and how to protect against them • Mobile planning: How to develop an end-to-end employee mobility Gold sponsor “Margin in Mobile will provide positive insights and strategy for customers connections, stimulating ideas that will help channel partners • Working with suppliers to identify the most profitable mobile solution to add even more value to their clients at a time of opportunities. accelerating change.” STEVEN LOWE – GAMMA • How will the supply of M2M/IoT solutions fit into new ‘as a service’ business models? • How will resellers get sales teams up to pace with Digital Britain and the “At Margin in Mobile we will explain how Abzorb has Gold sponsor new mobile solution opportunities. understood and taken steps to remove all of the obstacles • SIM device management. Never has a channel portal been more powerful! preventing channel partners from adding mobile solutions to their portfolios. These include our resellers having more autonomy and control of their customer relationships and at Qualified voice, mobile and data reseller delegates will be able to take the same time having flexibility and support to doing business advantage of: more easily. Removing bill shock and strong commercials are also key factors.” • An educational seminar programme MARK RIDDELL – ABZORB • A 1-2-1 managed ‘meet the suppliers’ process Silver sponsor “Margin in Mobile is an important event tailored to the • A fun networking evening dinner growth and proliferation of 5G, IoT and cloud connectivity. This • Overnight accommodation is where the future lies and it important to start now.” • ALL FREE OF CHARGE! WAIL SABBAGH – STRATEGIC IMPERATIVES

REGISTER NOW AT www.margin-in-mobile.co.uk Silver sponsor

GOLD SPONSORS SILVER SPONSORS

www.comms-dealer.com COMMS DEALER JANUARY 2019 13 INDUSTRY NEWS

NEWS ROUNDUP High rate of Simwood NEWS ROUNDUP THE integration of Mitel’s CONTENT Guru is preparing MiVoice solution into Telent’s offers SLA to stage the ‘brain Artificial portfolio alongside the Intelligence Symposium’ at vendor’s existing MX-One the Natural History Museum offering has been recognised leaking voice covenant in London on January 24th. with Gold Partner status. The event will explore the Nick Riggott, Head of Sales BRISTOL-based Simwood is future of AI and technologies UK&I at Mitel, said: “Telent backing up its new 100% SLA like chatbots and Natural has demonstrated its on wholesale voice services Language Processing and commitment to our portfolio with a pledge to compensate for their impact on customer of services and we have any outages should they occur engagement. Sean Taylor, built up a great relationship with 25x the channel rental paid co-founder and Global CEO during this process.” during the period affected. of Redwood Technologies But MD Simon Woodhead Group, said: “By 2020 there INDIGO Telecom is to ramp up explained that Simwood’s net- will be seven billion consumer its M&A activity on the back work is architected so that a devices with AI-powered of an investment by Growth failure will not lead to an out- digital assistants and 85% Capital Partners (GCP). age, and to prove the point he of customer interactions will Following a management noted that the company has not be automated, so it is more buyout led by CEO Stephen experienced a failure of service, important than ever to keep Thompson in 2016 the Richard Stevenson such as no incoming or outgo- up to date with the latest AI business kicked off its ing calls, since 2010. developments and trends.” M&A campaign with the FAILURE to plug the voice data commented: “Voice data is cur- “I do not like outages and we acquisition of Belcom247, black hole and join up leaky data rently locked in a complex mix work extremely hard to avoid VIRTUAL1 has achieved three a provider of data centre with analytics engines is tanta- of cloud and on-premise tele- them,” commented Woodhead. star accreditation from Best connectivity solutions. mount to ignoring the greatest com systems and disconnected “Our whole network effec- Companies, the organisation Thompson said: “The GCP possible value add opportunity, from the services that can maxi- tively functions as one big SBC, behind The Sunday Times team fully understood and according to Red Box. mise its value. with customers able to send calls – Best Companies to Work For. supported our plans for A survey by the company “Insight lives across an anywhere and get a predict- The designation represents growth including a number found that most businesses are organisation, and high qual- able response from a system we the highest standard of of future acquisitions.” capturing only partial voice data ity and complete structured and mostly built and entirely oper- workplace engagement sets, while over 50% of the data unstructured voice data sets ate. Anyone that says they’re and this year just 120 UK MAINTEL has added SD-WAN that is captured is locked away are crucial to enabling busi- immune from failure is lying or companies across all verticals to its managed network and out of reach of AI and ana- nesses to benefit from techno- simply naive. If stuff breaks it is and sectors achieved the service based on Cisco lytics processes. logical advances like Artificial our fault and we will pay you.” grade. For CEO Tom O’Hagan technology. “The drive “Fewer than half of organi- Intelligence and sentiment anal- the award caps a five year Got a news story? email: towards cloud services, the sation-wide conversations are ysis. These are the true value people-first journey. “I believe [email protected] constant need for businesses being captured,” stated Richard add for today’s enterprise.” in investing in people,” he to be agile and cybersecurity Stevenson, Red Box CEO. commented. “Happy people threats put increasing “Today, voice is a critical deliver a fantastic service, demands on an organisation’s data set. It holds much more and that is what drives network,” said CTO Rufus value than any other means of sustainable top and bottom Grig. “SD-WAN technology communication because it con- line growth. The benefits brings extra agility to the veys context, sentiment, intent, of this people-first strategy way the network is used, emotion and actions, provid- are also shining through drives more effective and ing real intelligence and driving in our NPS initiative.” efficient use of bandwidth, valuable business outcomes. and provides visibility of the “The research shows how PRIVATE equity house performance of the network.” few organisation-wide voice Dunedin has taken a stake in conversations are being cap- digital technology services NUVIAS’S cyber security tured and how much of that data business Incremental, which practice has strengthened its is inaccessible. This is a signifi- was formed following the identity access management cant risk in terms of data silos acquisitions of First eBusiness (IAM) range following an and a missed opportunity.” RECORD annual sales of Jabra products secured Nimans the Solutions in November agreement with One Identity Stevenson noted that recent headset maker’s Distributor of the Year gong at the vendor’s 2016 and GAP Consulting in to distribute its solutions in advances in transcription, AI One Partner Conference held at The Wood Norton Hotel in June 2018. Incremental CEO the UK. Ian Kilpatrick, EVP and ML make the value of voice Worcestershire. Nigel Dunn, Jabra MD for EMEA North, said: Neil Logan said: “Dunedin Cybersecurity for Nuvias, data sets realisable, but just 8% “In our industry we talk about solutions rather than products, brings an additional funding said: “Organisations are of those surveyed say their but our success depends on our partners being committed to capability which will enable solving real-life business pain points. These awards were our challenged by the complexity voice data is easily accessible us to execute a number of opportunity to thank our resellers and distributors for their hard of access management for processing by AI engines acquisitions, enabling us to work and performance in supporting our brand.” Pictured with and the increasing and analytics. expand and deepen the range the award are Nimans’ UC Devices Business Manager Jason regulatory demands being Jon Arnold, Principal of ana- Welsh and Paul Peters, UC Devices Internal Sales Specialist. of services that we offer made upon them.” lyst firm J Arnold & Associates, our clients across the UK.”

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Daisy Wholesale Comms Dealer Advert Jan19.indd 1 18/12/2018 10:58:12 INDUSTRY NEWS TMT firms in Heed new risks on north region tele-card payments BUSINESSES must review their transaction processes fol- lowing new guidelines issued by growth spurt the telephone payment security watchdog, warned Ultracomms. The provider of PCI DSS compliant telephone payment solutions has called on org- anisations to review the way they take card payments over the phone following the lat- est guideline update by the Payment Card Industry Security Standards Council (PCI SSC), which put a bright spotlight on the risks businesses take if they continue to use Pause and Oliver du Sautoy Resume methods for processing THE rise of the technology jobs outside London and is fore- telephone card payments. sector in northern regions of cast to increase by 7.2% over Updated for the first time in Derwyn Jones England is starkly reflected by the next five years, the strongest seven years the guidelines state new figures that show TMT increase of the markets. that removing payment card “Pause and Resume only and brand damage that would firms are responsible for hiking Oliver du Sautoy, Head of data from the contact centre removes the call recording and result. Completely removing office occupier activity in the Research at LSH, said: “Despite environment is the only secure storage systems from scope, the contact centre environment north to record levels. Brexit uncertainty there is a solution to prevent fraud attacks but not the agent, their desk- from PCI DSS scope using tech- According to a Northern sense that the major cities of the and ensure compliance. top environment or internal nology such as Dual tone Multi Powerhouse Office Market Northern Powerhouse are firing Derwyn Jones, CEO of telephone systems. This leaves Frequency (DTMF) masking is Report from Lambert Smith on all cylinders. The region’s Ultracomms, said: “Businesses businesses and their customers the only surefire way to guaran- Hampton (LSH) the TMT sec- stalwarts of professional ser- that use Pause and Resume as open to the risks of card data tee compliance.” tor accounted for the largest vices and public sector occupi- part of their payment processing fraud, investigations by a PCI Got a news story? email: share of take-up across the ers have been joined by a new strategy are not out of scope for forensic investigator, substan- [email protected] eight Northern Powerhouse breed, namely in technology, PCI DSS. tial fines and the reputational office markets of Leeds, media and telecommunications, Liverpool, Manchester city cen- which now account for the larg- tre, Newcastle, Salford Quays, est share of take-up.” Sheffield, South Manchester Adam Varley, Director of CEO switch to sharpen ONI’s and Warrington, reaching 21% Office Advisory at LSH Leeds, of total activity. added: “Occupiers in the TMT Employment in TMT relat- sector are increasingly looking focus on customer operations ed jobs across the Northern for more flexible office accom- Powerhouse has also increased, modation which is capable of ONI co-founder Mark Collins we have seen a significant shift up 23% since 2013. Job numbers supporting rapid changes in has stepped out of the CEO in the types of customer that see are forecast to rise by a further their business structures. role to become CTO. Sales value in us. 4,200 from 2018 to 2023. The “We’ve also seen many of and Marketing chief Kevin “Our move to focus more growth of TMT occupiers has the businesses in the sector clus- Kivlochan, who also co-found- on service quality has seen been driven by expansion with tered around other like-minded ed the business, takes over as year-on-year sales grow 25% in key deals including Gamma’s organisations which is reflected chief executive. FY18 with recurring revenues 27,939 sq ft letting at The Malt in the location, size and type of The move is designed to up 55%. House in Salford Quays. space leased. bring a sharper customer focus “Strategic partnerships are Salford is now home to the “Landlords that accommo- to operations as Collins assumes also critical to our success. region’s strongest concentration date this growing sector have responsibility for customer eng- We reported a 74% year-on- of TMT sector jobs, standing seen the best results but region- agement and service, project year increase in Cisco sales and 59% above the national average. wide examples are limited. We with new joint initiatives such management and professional Kevin Kivlochan Meanwhile, Newcastle has seen need to ensure that landlords services while seeking to iden- as our Assure Insight Double the fastest job growth within the and developers maintain this tify future customer solutions ience Director. Kivlochan com- Red, Security and SD-WAN sector, increasing 59% over the focus to support the continued and strategies. mented: “Since the introduction programmes we are well placed last five years. Leeds boasts the growth of the TMT sector as we Trevor Mockett has been of our Business Assured cus- to expand our customer experi- highest number of TMT sector head into 2019 and beyond.” appointed as Customer Exper- tomer strategy two years ago ence proposition.” See page 26

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461_CapaBILLity_adverts_OUTPUT.indd 1 17/12/2018 17:30:57 INDUSTRY NEWS

record | report | integrate Concern over fibre race and overbuild

OFCOM’S stance on the roll out of full fibre could jeop- ardise the viability of existing infrastructure investments and kibosh the potential for future investment in certain areas, warned James Warner, Sales, Marketing and Product Director at Glide Business. “Ofcom wants to pursue a strategy of multiple physi- cal fibres deployed as compet- ing networks, predominantly funded through commercial enterprise,” stated Warner. “I ask a simple question on this approach: Should every busi- ness and home have multiple physical gas, electric or water James Warner supplied into it? “The likely outcome of phies across the UK as Digital step in the Government taking Ofcom’s strategy is a race and Britain continues to grow. the issue seriously. overbuild scenario for densely “The channel should work “The Government under- populated urban areas, resulting together to try and help Ofcom stands that we need to build the in a consolidation of competing devise a set of standards that railways and motorways of the PaymentAssist infrastructure networks. all alternative network suppli- future and enable the British “With added competition ers can adhere to, making the economy to function in the 21st Delivers simple, secure comes a threat to original inv- consumption and management century. There are, however, payment processing to estment, which could damage of those services easier for them two key challenges we still face future infrastructure investment and end customers,” he stated. – logistics and adoption.” protect your reputation, in an area.” “The opportunity for the Warner believes that impor- reduce cost, and improve Warner also believes that channel to provide more prod- tant logistical changes, such as customer experience. Ofcom’s commitment to con- ucts and services than ever Duct and Pole Access (DPA), sumers in hard to reach areas, before shouldn’t be underesti- will widen the scope of full known as the watchdog’s ‘out- mated. In our specific scenario, fibre. “DPA is an agenda Glide side-in’ strategy, is more ‘upside we deploy to locations predomi- has pushed for many years and down’ in its logic. nantly with average speeds of we are currently the single larg- AgentAssist option “Ofcom has thought about 7-10 mbit/s, enabling gigabit est consumer of DPA in the the most rural consumers, pro- capable business FTTP. This industry,” he claimed. • De-Scope your office environment viding funding for the hardest opens up a whole new set of “It stops the expensive and • Agent remains connected throughout to reach three to four million capabilities and conversations long delivery approach of tra- • No need to pause/resume recording users,” added Warner. previously not achievable for ditional full fibre deployment, • Agent has a real time view of progress “Yet this approach, coupled these businesses.” meaning you don’t have to dig with the competing overbuild A growing number of con- up half the country with trench- SelfAssist option scenario, will lead to mid-size sumers and organisations across es and heavy machinery. We towns and semi-rural locations the UK have already displayed simply lay sub-ducts within the • Available 24/7, 365 days a year being unattractive for commer- an appetite for these services, existing ducting infrastructure cial investment. Ofcom needs to signalled by over 5,000 vouch- to deliver full fibre right to our • Bespoke and branded rethink its role in managing the ers claimed by UK companies customers’ devices, removing • Multi-lingual and multi-currency roll out of full fibre.” through the Government’s Gig- those logistical headaches.” • Hosted in a secure UK datacentre As full fibre prime movers abit Broadband Voucher Scheme Practical obstacles, including turn up the volume on their since March 2018. wayleaves, are a challenge but ‘act now’ message to resellers, “If you don’t start offering progress is nevertheless being Warner fully expects channel customers these services some- made, pointed out Warner. partners to find it increasingly one else will,” said Warner. Fibre updates: Pages 24 & 30 problematic to consume mul- “The Future Telecoms Inf- Got a news story? email: tiple standards of networks and rastructure Review published in [email protected] services in disparate geogra- July last year was a great first 0800 9889 625 oak.co.uk To advertise in contact The Sales Team on 01895 454411 18 COMMS DEALER JANUARY 2019 www.comms-dealer.com

7230_CD Vertical May Edition.indd 1 13/04/2018 15:07 Winners of the Best Hosted Telephony Platform

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Tel Sales: 01708 320000 or Email: [email protected] NEWS INTERVIEW Megaproject under way

realise the benefits of a No one can doubt that Britain future-proofed full fibre infrastructure. In doing so, has been starved of a focused they will open up the doors and determined full fibre to innovative and cost- effective full fibre products strategy supported by substantial which allow businesses to balance cost against gigabit investment, until now, and speed requirements and a need for service guarantees Entanet’s Head of Sales Paul North – opening up generous margin opportunities. We’re says resellers must truly believe already seeing solid evidence that the UK’s full fibre campaign of Entanet partners grasping the differentiator that is the comms industry’s priority CityFibre infrastructure allows them to market to business of the age – and Digital Britain customers in cities across the UK, and winning strong one of the greatest infrastructure full fibre business. The high Paul North profile Gigabit Broadband megaprojects in the land. Voucher Scheme also means there has never been a better time for businesses to invest in full fibre services.” ityFibre’s £2.5 billion unlock such opportunities in needs to be an end to fake the infrastructure providers full fibre investment all of its Gigabit cities across fibre advertising, because in the UK. Entanet’s role is to According to North a plan, announced in the UK as it seeks to play for too long the Advertising be a voice of the channel and watershed in the transition October last year, a lead role in realising the Standards Authority (ASA) ensure that its critical role to all-digital has already been Creveals the depth of Britain’s goals of the Government’s has allowed copper- in delivering a truly Digital reached as CityFibre has been ever growing copper-fibre Future Telecoms Infrastructure based broadband to be Britain is at the forefront on the march as an ‘industry divide, and underscores why Review, published in July last marketed as ‘fibre’, which of shaping the country’s disrupter’ for some time resellers would be doing year, which set out a national misleads customers and future digital landscape.” now, turning the connectivity themselves a big favour in long-term digital strategy holds back the investment status quo on its head planning to bridge the chasm for the UK by targeting full and rollout of ultrafast Opportunity and ‘igniting the full fibre sooner rather than later. fibre and 5G services as the full fibre connectivity.” The scale of the opportunity revolution that the country “The race to fibre-up the de facto UK infrastructure, for resellers to provide so desperately needs’. UK is now gathering pace mainly completed by 2030. North is just as clear in his more products and services “We continue to execute and preparing for a full fibre answer to the question of than ever before will vary an ambitious investment future is a golden opportunity Level playing field whether Ofcom is sending only according to their programme to deliver an for channel partners to do “The long-term targets of the the right signals and will and capacity to make advanced and intelligent full what they do best – forge FTIR are achievable, but only displaying true well-informed hay while the sun shines. fibre network,” he said. a competitive advantage with a level playing field that intent in terms of ensuring “The channel’s opportunity through innovation,” stated creates the right regulatory a level competitive playing is huge, especially for “As part of the £2.5 billion North. “Resellers that take climate for investment and field. “It’s great to see channel partners that look investment we have identified the lead and embrace a allows customers to switch that there is now universal at the market differently,” 37 towns and cities where new business model that easily between infrastructure acknowledgement from said North. “The decisions CityFibre already has critical no longer waits for full providers,” added North. Ofcom and the Government channel businesses make fibre spine assets as primed fibre to come to where they “We need a new model that the UK must urgently with respect to who they for expansion for fibre-to-the- sell, and instead looks to that discourages predatory move away from copper partner with and which home. CityFibre’s rollout will target their sales where fibre overbuild and instead and revolutionise its full fibre solutions they reach five million premises already exists, allows them to promotes the development digital infrastructure,” champion and take to and corresponds to one third seize first mover advantage of a single underlying full he commented. “We are market will be crucial. of the Government’s 2025 and claim the lion’s share fibre network for every city, working closely with both to target of 15 million. Full of new opportunities town and region. This will ensure the right regulatory “They will have a direct fibre rollout at scale and the in a ready market.” then act as a neutral platform framework is put in place impact on transforming size of the emerging new upon which multiple ISPs to create fair competition. the landscape of the market represents the most Entanet, a CityFibre company, can deliver genuine choice Ofcom must continue to connectivity market and significant opportunity for the aims to help channel partners to customers. There also engage and support all of helping customers to channel in a generation.” n

20 COMMS DEALER JANUARY 2019 www.comms-dealer.com NEWS INTERVIEW Ex-Gamma big gun returns to channel as NGA Non-Exec

ob Falconer is back – a paucity of alternatives,” and helping Amber explained Falconer. “In Infrastructure- these environments NGA’s backed expertise in providing BNextgenaccess (NGA) fibre services on exiting map a path towards rapid infrastructure of ducts and growth. The former CEO poles can be put to work.” of Gamma who retired in May last year has joined Generally, a build will have NGA as a Non-Exec Director at least one anchor tenant. following the firm’s £22 NGA then plans to open million investment from the the route up for businesses National Digital Infrastructure Bob Falconer through its channel partners Fund (NDIF) to back its in the vicinity using PIA to UK 10Gb fibre network. The reality of the UK market, provide access. “NGA can NDIF is a commercial fund pointed out Falconer, is then provide layer 2 access established in 2017 by Amber that Openreach has fibre to services to the Internet Infrastructure Group which most cabinets as part of its or appropriate meet-me has over £8 billion under FTTC roll out, but fibre to point,” said Falconer. “It’s management with interests the end customer sits at a anticipated that the offering Upgrade your in energy, property and woefully low single figure will appeal to infrastructure transport. “It clearly feels penetration. “Now, others based carriers looking for customers to the environment in the UK is have built competitive fibre help in expanding their reach, FTTC or FTTP right to invest in fibre assets, infrastructure to the major asset-light operators seeking and they are not alone in BT exchanges serving large alternative access routes to earn points their conclusion,” stated customer concentrations and to channel partners Falconer. “FTTP, alongside and larger data centres, and supplying the business 5G, is going to be the investment in residential market in the locality. The biggest transformation in penetration is ramping offering is not a complex one the sector for a generation. up,” he said. “But the vast and processes are in place Set new It will enable services that majority of the country to support the channel.” haven’t even been thought still only has one current records of yet – but soon will be.” provider of fibre to cabinet Falconer, who is also a Non- level. The market is there Exec Director at global carrier Falconer is well known in for a faster, quicker, cheaper Epsilon Communications, the industry as a long-term competitor to Openreach.” described NGA’s ideal Resell our Fastest 4 connectivity supporter of creating a channel partner as being products for the chance to win viable regulatory market for Prime time for altnets able to sell to medium to the ultimate rally experience competitors to Openreach to According to Falconer the large businesses and public take fibre to the premises. new PIA regulations (Physical sector organisations, and “That market is now in full Infrastructure Access) with a reasonable degree of To sign up visit swing,” he said. “It’s an transforms the business case technical and engineering exciting opportunity, I like and minimises disruption capability to provide the CPE www.fastest4.co.uk the management team, and lead times in providing and hook up the services and we all feel that my alternative services. “NGA’s on the back of a layer 2 Call 0345 122 4777 background could help focus plan is not to build an data facility. “Many partners Email [email protected] the company on growth. In alternative national network, providing voice and data particular, NGA understands service the residential market services have those skills,” he T&Cs apply that it needs to work through nor to overbuild in areas added. “The channel is key partners, and I’m well aware where others already have, to deploying next generation from my 15 years at Gamma but to selectively identify connectivity and building the of the channel’s strength.” major routes where there is nation’s full fibre future.” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JANUARY 2019 21

KCOM_Fastest4_2019_CommsDealer_stripads.indd 1 18/12/2018 17:03:21 BUSINESS MATTERS Rise of fibre continues in busy Q4 period

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

or a second quarter about the £20m mark. running, fibre (or Charterhouse Voice and more accurately next Data announced the sale of generation networks) a majority stake to August Ffeatures strongly in corporate Private Equity to help fund activity, involving a mix of an M&A strategy aimed fundraising, acquisitions and at building a broad based business plan announcements unified comms, cyber and IT (CityFibre, Hyperoptic, WIG, managed services business. G.Network, Nextgenaccess In a deal at the more and Opencell). There interesting/unexpected end of was also an abundance the spectrum, London-based of corporate activity by unified comms reseller Adam Philip Carse resellers – transformative Phones was acquired by ones for Wavenet, Southern, Crewe-based Radius Payment Babble Cloud and Peach; Solutions, an Inflexion-backed A key theme is business comms providers interesting owner-managed service provider to the fleet decisions by Adam Phones, and logistics market, with prospering from a mix of M&A, investments in Charterhouse and Bistech; Adam’s circa £15m revenues/ bolt-ons for Adept (two), £3.3m EBITDA/59 staff (year organic growth and good customer wins Timico, IP Integration and to August 2017) adding to Chess; and overseas deals Radius’s 1,200 staff and fiscal Focus, Southern, Excell, All-Share in share price terms, -44%), Vodafone (-32%) and for Gamma and BT – and 2017 EBITDA of £55m. Charterhouse, Indigo Belcom, with three and 12 month Maintel (-19%). This soggy some interesting deals for the Commsworld, Gamma, declines of 7.5% and 11% share price performance is UCaaS and CPaaS players, In another surprising move, Intercity Technology, GCI, respectively. Recent declines reflected in declining current especially Vonage and Twilio. Gamma announced the Vodat and Network Telecom, were driven by 20-30% year valuations at a time 13.2m euros initial, 27.2m while Olive Comms looks to falls for Cloudcall, LoopUp, of high (but also subsiding) Of particular note, euros maximum/7.5x EBITDA be on the road to recovery. Maintel and Vodafone. In software valuations, with Beech Tree-backed acquisition of Netherlands- In contrast, we noted mixed contrast, there were rises software (17.4x) remaining at business comms provider based mini-me DX Groep trading from Onecom, for Telecom Plus (16%), a significant premium to ICT Wavenet announced the BV (Dean One), boosting Timico, Cellhire, SAS Group Sky (14% on the bid from (10.0x) and with Telecoms transformational acquisition revenues by about 6% and and Indigo’s ex-parent, Comcast) and BT (5%). It & Networks on a lowly of owner-managed Solar marking its first ever step TTG. Meanwhile, alongside is also worth highlighting 6.4x. Most of the quoted Communications, adding outside the UK. Gamma is significant corporate an 8% decline for Gamma telco players are in the at least £2.5m EBITDA buying a business in a less activity, most of the US- since its interims in early 6-10x current year EBITDA pre synergy on £22-23m penetrated market than listed UCaaS and CPaaS September, which is broadly range, with the outliers revenues to Wavenet’s the UK in newer products players (8x8, RingCentral, the magnitude of declines being BT (4.7x), Gamma £5m EBITDA on £26-27m such as cloud PBX and SIP. Vonage and Twilio) again in EBITDA forecasts under and Telecom Plus (15-16x), revenues. In an equally beat expectations in the new accounting standards. and LoopUp (19x). n transformative deal, Babble A particular theme of most recent quarter. IS Research publishes www. Cloud, the LDC-owned recent results has been On a one year view, the megabuyte.com, a company hosted voice specialist business comms providers Peer group performances outperformers have been analysis and intelligence previously known as IP prospering from a mix The Telecoms & Networks Sky (+82%), Gamma (+34%) service covering over 600 Solutions, announced the of M&A, investments in peer group has performed and LoopUp (+18%), while public and private UK acquisition of Arden Group, organic growth, and good reasonably in line with the the underperformers include technology companies. doubling its revenues to customer wins, including Megabuyte universe and FTSE TalkTalk and Cloudcall (both [email protected]

22 COMMS DEALER JANUARY 2019 www.comms-dealer.com Rise of fibre continues in busy Q4 period

COMPANY NEWS ROUND UP

Bistech CFO elaborates representing a 22% increase transformational acquisition on secret sauce in available mobile spectrum. of Belcom, as well as flagging Accounts to July 2018 As with the 2.3GHz (4G) more M&A backed by GCP’s from business comms and and 3.4GHz auction earlier larger cheque book. IT provider Bistech show last year, Ofcom proposes EBITDA up 1.1% to £5.8m limiting any one operator to Avaya pleases investors on revenues up 7.1% to 37% spectrum ownership, with positive outlook £16.5m, combined with the primarily impacting BT/EE. Avaya has reported slightly usual solid cash conversion; Ofcom has set a £1-2bn better than expected fourth while a sale of investments reserve price range but quarter to September resulted in year-end net cash will offer discounts of 2018 results, with EBITDA of £30.4m versus £16.4m £300-400m for operators of $178m on adjusted in 2017, ahead of a £22m that opt for enhanced revenues of $770m down share buyback in August outdoor, indoor and/or rural 21% and 3% on the same 2018. In first time contact, coverage obligations. quarter in 2017, when the CFO Jonathan Kirkham company was in Chapter 11 elaborated on the secrets Fishwick moves up protection, but perhaps more behind the company’s to Chairman role at importantly up marginally on cash generative success Adept Technology the prior quarter. The results, over the years, which was AIM-listed £53m positive commentary and rewarded with Bistech being revenue business Adept guidance of slight growth the top placed Telecoms Technology has announced in fiscal 2019 went down Resell EoFTTC & Networks company at a management change well with investors, with the the recent Megabuyte50 with founder and CEO shares up 6.5% to $16.77 awards recognising the top Ian Fishwick moving up versus the $17.55 when it and EFM and UK private companies. to Chairman from the 1st emerged from Chapter 11 January 2019 to focus on in December 2017, valuing earn points CityFibre raises £1.12bn M&A, being replaced as CEO the company at a very debt for FTTP by Phil Race who brings IT modest 5.7x 2019 EBITDA. to secure Following the news in late and software experience October that it intends to from his roles at Advanced, KCOM’s new CEO gives spend £2.5bn to deliver Xchanging/Agencyport and view of challenge ahead your spot. full fibre to 5m premises SSP. Long-time Chairman KCOM announced revenue by 2025, Antin and West Roger Wilson becomes and EBITDA for the six Street-backed CityFibre last Deputy Chairman. months to September 2018 month announced a bumper of £142.0m and £29.0m Burn £1.12bn debt facility from Quick and profitable under new IFRS9 and 15, seven banks that will fund Indigo Belcom exit for down 5% and up 2% in the first 2m premises. As Maven and YFM to GCP pro forma terms based such, it caps a bumper year Telecoms network support on previous accounting rubber for UK fibre fundings with service provider Indigo standards, but with the the exception of TalkTalk Belcom has swapped private new accounting standards which has yet to get its equity owners barely 2.5 impacting headline revenues Resell our Fastest 4 connectivity plans off the ground. years since its spin out from and EBITDA by 1% and products for the chance to win beleaguered Gresham-backed 5% respectively. New the ultimate rally experience Ofcom announces latest TTG, with Growth Capital CEO Graham Sutherland spectrum auction details Partners (GCP) buying out highlighted a potentially Ofcom cleared the desk Maven and YFM. Indigo exciting future for the Hull To sign up visit before the Christmas CFO Peter Welch confirmed network as well as flagging break with last month’s guidance from September the UK-wide network, www.fastest4.co.uk announcement of spectrum of a £4m EBITDA run rate but admitted that much licence fees followed by on £31m revenues for the needs to be done around news of another spectrum year to April 2019 as the complexity, currently Call 0345 122 4777 auction (planned for spring company leverages strong unscalable IT skills and a Email [email protected] 2020) at the 700MHz demand for network services poorly performing legacy and 3.6-3.8GHz level, and the September 2017 National Network Services. n T&Cs apply To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JANUARY 2019 23

KCOM_Fastest4_2019_CommsDealer_stripads.indd 2 18/12/2018 17:04:13 BUSINESS INTERVIEW Openreach advances move to full fibre

There are clear signs that prime movers in the full fibre space are starting to shift the nation towards Digital Britain, and according to Katie Milligan, Managing Director for Customer, Commercial & Propositions at Openreach, the infrastructure provider is doing everything in its power to overcome the practical and regulatory challenges fibre builders will encounter.

he grand project to Chancellor would announce overhaul the UK’s a review of the ‘fibre tax’ comms infrastructure Cumulo rate in the Budget, was always going to so it’s disappointing that Tbe tough. The Government didn’t happen. The way has set a target of 15 the VOA calculates the million premises connected rateable value of networks to full fibre by 2025, with is a handbrake on long-term nationwide coverage by investment which we need 2033. “It is a huge task to lift. More helpful were and, as a business and the consultations on new industry, there’s a lot do to builds and wayleaves which achieve that vision,” stated will help us all reduce costs. Milligan. “The regulator is In fact, we’re encouraged doing a good job of what by the cost points we’re is a difficult balancing act. achieving on our own build But the Government’s now thanks to innovation 2033 target is a hugely and learning at scale.” challenging ambition and we need to pull together as But cost is only one side an industry to deliver it.” of the equation. The big challenge is take-up, pointed Widespread deployment Katie Milligan out Milligan. “As we’re and take-up of full fibre will building ahead of demand be key to the UK remaining we need to see consumers globally competitive, and The way the VOA calculates the rateable and businesses adopt FTTP it will support the regional services quickly in future to rebalancing of the economy value of networks is a handbrake on long- make our investments pay,” by creating new opportunities she said. “We have already in areas like health, education term investment which we need to lift incentivised the adoption of and social care. “I can’t FTTP for new sites and BDUK think of any CP that doesn’t picking up the pace’ of its is no sign of a slow down, lives, simultaneously and areas via wholesale pricing want to be a part of that own rollout by building the so planning for a full fibre without interruption. “It will deals, and will continue to bright future, but the critical infrastructure to serve an future now not only makes enable new, transformative encourage wider adoption thing is that to get there the additional 13,000 premises sense, it’s critical. Building a applications that haven’t in the cities with attractive planning has to start now,” every week. “Our current full fibre network for the UK even been considered yet, propositions for CPs and added Milligan. “We’re not pace gives us confidence is all about future proofing and it will be a platform for customers. We’ve also far away from publishing our that we could reach 10 our digital infrastructure 5G, the first generation of consulted channel partners consultation on the national million premises and beyond, for decades to come.” mobile technology that’s on the potential plan for upgrade from copper to with the right conditions in designed to support the full upgrading their customers fibre, and I’d urge any reseller place for our investment,” Future services spectrum of applications, to the new network as it’s to come and speak to my she explained. “We know FTTP technology will from mobile broadband and built. Our aim is to move team about their future we’re building ahead of enable resellers to offer entertainment services, to everyone onto the new full planning and how we can demand but we’re building customers ultrafast, ultra- industrial applications such fibre platform. It’s pointless help them manage and in the midst of a digital reliable services that help as robotics and logistics,” running two networks.” benefit from the transition.” revolution. As a country, businesses to compete commented Milligan. we’re consuming double the and grow, and consumers “But a major challenge for us Another key factor is open According to Milligan, amount of data that we did to do everything they and the industry is business competition, and Milligan Openreach is ‘seriously three years ago and there want to do in their digital rates. We all hoped the reaffirmed that Openreach

24 COMMS DEALER JANUARY 2019 www.comms-dealer.com Openreach advances move to full fibre

will encourage others to BCMR consultation and we capacity, reliability and build by taking advantage believe full fibre is a key consistency of service that of its ducts and poles. “This enabler of 5G. With an ever you get with FTTP. But the is important to us as we’re expanding range of leased tipping point will only come only going to meet the line products at continuously when there is sufficient scale Government’s ambition by improved pricing, we and a sufficient number of working together, so we’re believe we’re creating people using and consuming working hard to make the conditions to support products and services on our infrastructure easier the early 5G roll out.” full fibre. That’s why we’re to access and use,” she building a business case explained. “We need to The opportunity for the that enables us to invest at continue improving our duct channel to provide more scale and build at pace.” and pole access product, products and services than which will be unrestricted, ever before is enormous, Digital Britain is one of and we’re launching further according to Milligan. Ofcom’s biggest priorities, enhancements next year. “Full fibre networks will be noted Milligan, and the We’ve seen the number of needed to provide the back- watchdog is keen to CPs using PIA nearly triple understand how to help the and in August we published industry meet the challenges our Draft Reference Offer, an Our aim is to including the creation of important step on the road ultimately a level competitive playing to launching an enhanced field. “By ensuring we are product in April 2019.” move opening up our ducts and poles, and also by enabling To push things along everyone onto competition at the network Unrivalled Openreach is working the new full level as well as the retail level, closely with CPs, Ofcom Ofcom is indeed creating the performance and the Office of the fibre platform. conditions for a competitive Telecommunications playing field,” stated and 100 SLA Adjudicator (OTA) to It’s pointless Milligan. “Ofcom will have % develop the PIA specification a role to play in continuing through the Passive Industry running two to guide the industry’s Fibre Ethernet Working Group. “DPA hasn’t thinking going forward.” had the interest or focus networks to make it a large scale Openreach is advancing a product, but we’ve done end data shifting muscle number of products and Feel the a huge amount of work for the next generation for programmes designed to to develop it and we’re 5G mobile networks,” she help CPs make the transition still making improvements commented. “5G is set to towards an all-IP world, such need for having consulted with the completely transform the as the planned pilot and whole industry,” added way we do business and launch of its Single Order Milligan. “We’re determined promises to boost efficiency GEA (SOGEA) product suite speed to be a dependable partner and unleash the potential in 2019. Openreach also when it comes to sharing for automation. 5G will also announced that the WLR our infrastructure. enable a greater exploration platform will close in 2025, Resell our Fastest 4 connectivity of the development of and its FTTP ambitions are products for the chance to win “And in terms of creating the technologies like virtual crystal clear. “When we see the ultimate rally experience practical conditions that will reality and augmented reality. the majority of large and ensure the industry meets the small CPs actively consuming Government’s targets, we’re “Full fibre is also the driver FTTP – and all CPs who To sign up visit working closely with Ofcom for a multitude of new signed our recent NGA offer and others on the enablers emerging services that can be have an objective to consume www.fastest4.co.uk for full fibre – for example built off that infrastructure, FTTP by the next financial the conditions around the such as the Internet of year – I think we will have Call 0345 122 4777 upgrade from copper to Things, including fully crossed the chasm,” stated fibre, and principles around automated homes, driverless Milligan. ”CPs will be able Email [email protected] getting a fair bet on any cars, e-health applications to think of the services they T&Cs apply investment. We’ll also be and social services at home. offer exclusively on IP terms responding to Ofcom’s All this relies on the greater where it’s available.” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JANUARY 2019 25

KCOM_Fastest4_2019_CommsDealer_stripads.indd 3 18/12/2018 17:05:11 BUSINESS PROFILE Kivlochan gets more strategic with ONI

Any attempts to keep ONI CEO Kevin Kivlochan from achieving his business goals are going to flounder on the strength of his strategic independence and ambition – as his early career experiences have already proved along with ONI’s unswerving growth trajectory.

rom the moment that vendors want us to have. Kivlochan sniffed This led us to develop our the IT sector’s air Business Assured branding there was only one that now defines us. Our Fway to go, as far away commitment to 100 per from his previous work cent uptime underpins our environment as possible. data centre and managed Despite early career highs as service portfolio, and a sales person shifting office assures customers that they equipment Kivlochan’s stellar will always have access to performance did not pay off their business critical data as you might expect having and applications. The ONI single handedly doubled data centre has never had company revenue within a service outage since it two years. For his assiduous opened in 2011. We are efforts he received a £25 confident it never will.” cash bonus at Christmas as an official thank you present. ONI currently has a 74 staff Feeling understandably headcount and generates miffed Kivlochan realised that circa £20 million turnover his future lay elsewhere and with £1.2 million profit. with the help of his uncle, Its target markets are who worked in IT, he secured organisations of between a sales role in the IT industry. 200-2,500 staff across a “My basic salary was more number of sectors including than my total remuneration local government, housing package selling office associations, stock brokers, equipment,” he commented. Kevin Kivlochan London clearing houses “My first boss in IT taught and MoD contractors. me that nothing can conquer “By combining legacy on- like perseverance. The When I left the company my boss bounced my premises solutions with thought of never giving up our data centre services has guided me ever since. final pay cheque – so the gloves were off our customers benefit I haven’t look back.” from transformative digital Not one to duck a piece of £12,000 which I still have and within six weeks we won solutions, deployed where A sense of bald injustice, solid negativity flung in his framed on my office wall.” a BT order for £160,000.” they add most value,” noted followed by a reality check, direction, and also spurred Kivlochan. “Our agnostic would again prompt a by anger, Kivlochan teamed Fighting talk The payback was almost approach to deployment change in Kivlochan’s career up with a member of the Kivlochan may also consider as sweet as ONI’s decision helps organisations to gain direction when he was sales team who was of the himself well framed by what to build and operate its a competitive advantage Sales Manager at Jaguar same mind, Mark Collins, and he saw as another incident own data centre. “This by reducing costs and Communications prior to the the pair decided to start up of undeserved and spiteful is something that really delivering leaner, less company being acquired by a company they called ONI. injustice. “I had to work differentiates us from nearly complex IT solutions.” Cable&Wireless. He sought “We worked out of hours for my notice as a sales person all of our competitors out a position on the executive six months before the time while privately cold calling there,” claimed Kivlochan. For many organisations, board but, after lengthy was right to leave Jaguar non-Jaguar opportunities,” “And a change in company believes Kivlochan, the delays and stalling tactics, and devote ourselves full- he explained. “But when I structure has allowed me future of IT lies in a hybrid Kivlochan was told, ‘if you time to our new venture,” left the company my boss to step back, look at the converged infrastructure wanted to be a boss you explained Kivlochan. “We bounced my final pay cheque strategy and rebuild the ONI that features elements of would have started your soon won our first order, – so the gloves were off. I identity based on our core on-premises, colocation and own business by now’. an MoD contract worth approached Jaguar clients strengths – not just those cloud-based products and

26 COMMS DEALER JANUARY 2019 www.comms-dealer.com Kivlochan gets more strategic with ONI

services. But finding agnostic for specialist procurement advice on the best place knowledge to understand Just a minute with to deploy each application a complex product offering Kevin Kivlochan... can be difficult, so ONI or EA pricing structure, let straddles both solution alone fluctuating exchange Role models: Paul areas with a strong legacy rates, making it easy to McCartney and Richard Branson Cisco business supported by stay in control and avoid its status as a data centre unexpected spiralling costs.” Big career achievement: owner and operator. Starting ONI the same year my daughter was born The main three big market Value add trends of most note to If you weren’t in comms According to Kivlochan Kivlochan are SD-WAN as what would you be doing? Professional racing driving the actual technology is a driver of customer RoI, becoming less important the move to hybrid cloud Best piece of advice you – it is the service wrap and solutions and the rise of have been given? Breathe customer experience that customers outsourcing How do you relax? now carries the greatest ‘everything IT’ except their Go to the gym import. “The days of selling core in-house expertise. What’s the biggest risk kit are long gone because These developments, he you have taken? Starting customers want far more believes, should be a catalyst ONI, and moving to a value than just technology,” for resellers to focus on value dilapidated Victorian he stated. “Customers add services, especially as farmhouse as a five year renovation project don’t care who makes the more companies take services product now. They prefer the and products from giants Name three ideal dinner assurance of knowing that like Amazon AWS, Google guests: Jesus Christ, the people they partner with and Microsoft. “These I’d ask him why there’s so much sorrow in the will deliver on the service commoditised services are Starts 14 January world; Winston Churchill and solution promises they eating into traditional SI/ to understand some of finishes make, all of the time.” VAR markets,” he warned. the unknown truths of “Speed of change is our World War 2; and John 12 APril 2019 ONI Assure Managed biggest opportunity. We Lennon to talk about Services provides details have the capability to adapt the days at the Cavern about the status of IT in this fast changing market Your main strength and infrastructure devices, and continue our move what could you work on? enabling IT professionals towards a recurring revenue My greatest strength is Go crazy to make better informed model while seeking to perseverance, but I need investment decisions about acquire and develop stronger to work on my ability life cycle management data centre offerings. to hold concentration on the in long meeting and avoid unnecessary costs. Improved visibility of “As we move further Top tip: Keep looking contract renewals, or when towards becoming a more forward, don’t get track bogged down by details devices reach end-of-life customer focused business it and stay positive and end-of-support, makes is important that the whole budgeting more accurate company changes tact in What possession Resell our Fastest 4 connectivity and more predictable. one go, and doesn’t follow could you not live products for the chance to win without? My clothes the typical staggered shifts the ultimate rally experience “The pressure of finite that many businesses suffer How would you like budgets will never go away, from when transformation to be remembered? but ONI helps by making occurs. Traditional thinking As a great father To sign up visit costs more visible so that on five year plans are also Industry bugbear: customers have greater outdated because of the Manufacturers that use www.fastest4.co.uk control,” explained Kivlochan. speed of change in terms of the word ‘tin’ for their products. They devalue “Cloud services are provided technology and client needs. the reseller market Call 0345 122 4777 from a single orchestration We plan no more than two platform, one that offers years ahead and analyse our Something about yourself Email [email protected] a simplified product strategy and progress. This we don’t know: I’ve been married three times to T&Cs apply range and an all-inclusive way we remain confident the same woman but price based on customer that our 25 per cent year-on- never been divorced usage. There is no need year growth will continue.” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JANUARY 2019 27

KCOM_Fastest4_2019_CommsDealer_stripads.indd 4 18/12/2018 17:06:00 BUSINESS PROFILE Prime time for women

for wholesale operations, The story of male domination over new partner on-boarding, bid management and the course of the comms channel’s provisioning. The leadership history is all too familiar, but there programme has helped to advance Kapoor’s are clear signs that the gender career progression while instilling the value of imbalance is starting to equalise mentoring others. as positive perceptions of the “Sky champions the case for building authentic leaders sector’s move towards diversity and giving everyone an begin to proliferate, according to opportunity to benefit from mentoring programmes,” Sky Business Head of Operations she explained. “I have personally developed my and Pre-Sales Harmeet Kapoor. career and become a much improved leader and fully encourage the use of mentoring programmes. I like to be compassionate in he UK comms and Restricting the career my leadership role so provide IT industry has prospects of females has flexibility to my team in order always been bad at never been a comms industry to balance their work and representing and blood sport, that would be Harmeet Kapoor home life. I trust them to Tsupporting the ambitions of nothing short of a howling deliver great results and I’m career women, but it is no outrage. Women have always there to guide and longer fantasy to think the always had an opportunity Women must break the barrier support my team in their IT channel is anything other to make their own mark, personal development and than a land of opportunity but the general problems, in their minds and believe that help them to build a strong for aspiring females, believes believes Kapoor, have been career for themselves.” Kapoor. “Perceptions of the their negative perceptions of anything is possible. There is tech world are changing the IT industry, self-imposed Too many females working from a male dominated capability limitations, and no nothing a woman can’t do in the comms sector have environment to an open and schemes designed to attract spent the past quarter supportive landscape for women into the sector and women as leaders and the technology sector and century foregoing career all who wish to succeed,” support them through to stereotypes are changing.” believes that encouraging independence and she stated. “Technology leadership roles – which all capable and talented opportunity, but they should and telecommunications tolled creates the perception The broad challenge is clearly women into technical no longer misjudge their do not discriminate of an endemic lack of to find a conduit through roles will bring enormous opportunities nor see their between male or female. opportunity for women in which women can conduct benefits, both to women career prospects suppressed Anyone with an interest in the exciting IT environment. their careers and break free themselves and also the by the fact of a male technology and innovation from the historic perception teams and companies they dominated sector. “There is welcome to thrive and Removing obstacles of their aspirations being work with. By introducing hasn’t been a better time develop in this industry.” “Women must dismantle strangulated by a male women into this talent for women in technology,” the barrier in their minds dominated sector. “There pool Sky hopes to increase Kapoor enthused. “This is Kapoor has over 15 years and believe that anything are initiatives at Sky, Get diversity in its technology the right time for those who experience in setting and is possible,” said Kapoor. into Tech for example, teams and urges the wider want to excel. But we must achieving strategic objectives “There is nothing a woman that specifically encourage industry to follow suit.” start from the ground up across Sky’s EMEA region, can’t do. More organisations women with little or no with schools and parents to and during this time she has are recognising women and previous technical experience Kapoor, who is part of encourage girls to explore witnessed a shift in the IT pushing initiatives to support to learn some of the Sky’s Women in Leadership all aspects of IT, open industry towards embracing females in technology. skills necessary to begin programme, is tasked with their minds to careers in both male and female talent. Many of the FTSE 100 and a career in technology,” supporting Sky Business technology and operations, So much so that she firmly 500 companies now have explained Kapoor. revenue growth through and urge them to pursue believes that now is the best gender balance as yearly partnerships in the Wi-Fi this life course, just like they time for women to seek a targets, as does Sky. People “Sky recognises the lack and wholesale connectivity would advise on being a career path in technology. are purposefully recognising of gender diversity in the sectors. She is responsible doctor or a teacher.” n

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28 COMMS DEALER JANUARY 2019 www.comms-dealer.com CHANNEL UPDATE produced in association with

Accelerate Your Communications with a V16 Engine 3CX is starting the year with a bang, introducing the Alpha of its latest version in December, the much anticipated final release of V16 is almost upon us. What’s new in 3CX’s sweet sixteen and what more can we expect in 2019?

ver the past decade we’ve IP-based communications systems security-fix release, .NET Core an extended IVR module. And, in brings all of your customers’ PBXs experienced incredible and all that they entail. 3CX has framework update, and 3CX Debian developing the call center module of together in one place while keeping Oshifts in technology and already taken innovative strides 9 “Stretch” ISO. the PBX for a more comprehensive them as separate, individual installa- communication which has seen the towards developing a product that contact center solution, the final tions. way we communicate on a personal your customers’ end-users, adminis- Beefed-up Security release of V16 promises even more level change dramatically. Finally, trators, and accountants can all get The emphasis on digital security is features and improvements to come. Coming Back to the this level of innovation is now behind, and with the impending sure to grow in 2019 and, in Customer Experience having an impact on the way we release of the latest version, 3CX is keeping with the promise of a More Enjoyable User Aside from continuing on with the communicate in the workplace, and set to stir things up in the UC bulletproof PBX solution, 3CX has Experience with Advanced mission of providing the most an increasing number of businesses market like never before. With the introduced a number of security Apps and Web Client powerful yet manageable PBX are making efforts to ensure that V16 Alpha releases in December updates to address the latest V16 gives us the 3CX Web Client solution on the market, 3CX is also they are not lagging behind. 2018, 3CX unveiled some exciting concerns as well as to make 2.0, with enhanced usability, turning the focus of its product to new features that completely management easier and your WebRTC calls straight from the the customer experience. With the One of the biggest shake-ups in the revamped the PBX from the customers’ communications less browser as well as inbuilt video - no ability to simplify processes, cut industry, which is finally giving standpoint of an end-user and an vulnerable. V16 introduces a new need to download any clients, apps costs for businesses as well as their businesses the nudge they need to administrator. option, which can be enabled or plugins. Combined with the customers, and to consolidate modernise, is the progressive through the management console, revamped Android and iOS clients multiple communication methods allowing for the auto-updating of IP that include improved instant onto one platform, 3CX offers an blacklist entries daily from an online messaging and a more intuitive user all-encompassing solution that will list managed by 3CX. Additionally, interface, 3CX V16 takes the mobile work for businesses of all kinds. there are new options to restrict working experience to a whole new With artificial intelligence and access to the management console level. real-time communication appearing based on IP, as well as changes so to be the next big focus in providing that the PBX does not send the user Easily Manage Multiple the ultimate customer experience, agent by default, and updated PBXs the exciting new features that we’ve checks and warning notifications for Perhaps the most exciting V16 seen from V16 so far are only the weak extension security levels. introduction for the reseller is the beginning. 3CX Instance The Ideal PBX Feature Set Management Portal for Call Centers released with V16 Alpha 3CX’s Alpha release also included 2. The portal allows you an expanded PBX feature set for to easily monitor and phasing out of ISDN. Many of the A Glance at the administrators to explore, including manage multiple major telco providers have Foundations the very well received improvements instances - no stress, no announced the switch, forcing 3CX V16 is built upon a more to the Office 365 integration hassle. The modern and businesses to think about what their modern architecture, integrating the module, which now enables user-friendly interface next move is. With the likes of BT latest technologies and standards one-way syncing of Office 365 users enables users to clearly Wholesale confirming that ISDN and for a more powerful and secure to 3CX extensions and more. Some view installations, errors, PSTN will be phased out completely system. Among the many updates to more exciting features, especially for performance and more within the next 5 years, the move to the “under the hood” components call center managers, include as well as perform SIP for all businesses is looking to of the PBX is the addition of the enhanced queue options for skills- updates and start and be inevitable. latest Postgres DB version for more based routing, a restructured queue stop services. What’s Thousands of businesses are now robust performance on a solid engine for improved scalability of more, the Instance more open to the capabilities of database engine, the latest OpenSSL larger installs, better reporting and Management Portal

www.3cx.com +44 (0) 203 327 2020 [email protected]

www.comms-dealer.com COMMS DEALER JANUARY 2019 29 BUSINESS INTERVIEW Prepare to fibre up, but hurdles remain

The art of winning in Digital Britain is that of speed and agility in grasping new innovations that surround the roll out of full fibre and 5G. On that there is no fall-back other than to lurch towards the copper cliff edge, according to TalkTalk Business Managing Director Kristine Olson-Chapman who urges resellers to act now despite the wider industry challenges.

he UK’s full fibre vision is emerging into market reality, laying the Tfoundations for a new era of innovation in Digital Britain. “The capacity, speed and reliability that full fibre brings enables the channel to provide cloud-based services and applications, many of which haven’t been invented or developed yet,” stated Olson-Chapman. “Key innovations all have one thing in common – they rely on secure connectivity to access compute power and big data in the cloud.

“Whether it’s mixed and augmented reality transforming the retail sector while enhancing communication and collaboration; robotics automating the more repetitive office tasks and customer interactions; or how the IoT and Artificial Intelligence will transform the connected home or office – having the right connectivity is key. Furthermore, the channel understands Kristine Olson-Chapman customers, their business and their future needs. The most successful will be those that The Digital Communications Review (DCR) represented a deliver real value by putting new technologies and great real pivot in strategy. Previously, Ofcom largely accepted connectivity together.” Openreach’s infrastructure monopoly This is the vision contained within the Government’s strategy with full fibre and the wholehearted backing delays to fibre roll outs; per cent of the country much welcomed Future 5G services confirmed as of competition as the best and an acknowledgement is an important step, but Telecoms Infrastructure the de facto infrastructure way to deliver widespread that rural areas must at a time of competing Review which was published of the future. Key themes FTTP; a practical focus on not be overlooked. “The pressures on Government in July last year. It set out a in the report, pointed out addressing the barriers that commitment of £3-5 billion resources we don’t yet national long-term digital Olson-Chapman, include add unnecessary costs or for FTTP in the final 10 know when that funding

30 COMMS DEALER JANUARY 2019 www.comms-dealer.com Prepare to fibre up, but hurdles remain

will be released and when “Strategically, Ofcom of FTTP to new build estates. rural areas will benefit,” is heading in the right “Some of this will require commented Olson-Chapman. direction,” she stated. “The legislation, meaning it will Digital Communications be several years before we “FTTP coverage will take a Review (DCR) represented see the practical benefit,” while to reach the majority a real pivot in strategy. noted Olson-Chapman. Connecting of homes and businesses, Previously, Ofcom largely “It’s crucial we maintain so resellers will need a accepted Openreach’s the momentum and move your customers partner that can support infrastructure monopoly as quickly as possible.” their customers on the and focused on creating invisibly... journey from existing services competition at the retail She highlighted other through SOGEA (the data- level. The DCR changed that areas where Government only fibre to the cabinet and Ofcom is now explicitly and Ofcom need to go Introducing the latest Gigaset access option) before getting supporting competition further, such as Openreach to FTTP. By 2025 we expect at the infrastructure transparency. “The N720 IP wide area DECT approximately half of the level as the best way to Government’s FTIR rightly phone range from Inclarity; the UK’s premises to lack FTTP achieve quick, widespread sets out an expectation that convenient way to communicate access. Therefore, a provider Openreach has a unique that can offer resellers We need obligation to be transparent options to transition to with the market about where Integrates with other dedicated Ethernet access it plans to build and enable as well as smooth migration Ofcom to altnets to avoid accidental Inclarity cloud to SOGEA will be crucial.” define what overbuild,” she said.” That telephony services principle is important, but we Olson-Chapman highlighted the Openreach need Ofcom to define what a number of challenges that the Openreach transparency Each installation takes lie ahead, such as timelines, transparency obligation looks like in up to 100 users and citing wayleaves which may practice so everyone is clear. require primary legislation to obligation That’s crucial to ensuring 100 handsets resolve. “That isn’t going to looks like in the maximum number happen quickly, particularly of homes and businesses Handles up to 30 if Parliamentary time is practice so benefit from FTTP.” simultaneous calls dominated by Brexit-related legislation,” she added. everyone is Ofcom understands the “The risk is that we don’t dynamics of the B2B market, 50 metre indoor range see a meaningful benefit clear including the importance for several years. Some of the channel, believes issues can’t be resolved FTTP coverage. That Olson-Chapman. But on 300 metre outdoor range by central Government mirrors the Government’s big decisions it’s likely that alone. Reforming street approach and is a welcome established players with DIFFERENTIATE YOUR works, for example, requires change in strategy.” large regulatory and legal cooperation with local teams will shout loudest. SERVICES WITH INCLARITY authorities which have their Pace of change “That potentially squeezes own competing priorities.” The next question, however, out the channel voice,” she is whether the practical commented. “The only way Is Ofcom sending the right steps required to support to stop that happening is for signals and displaying alternative network the channel to engage with well informed intent in investment are moving Ofcom, which can be difficult terms of creating a level quickly enough. Ofcom and without dedicated regulatory competitive playing field, and the Government are focusing teams. One option is to work encouraging the conditions on many of the right issues with larger partners. We are to ensure the industry meets – a workable, affordable keen to talk to partners and the Government’s target for system for altnet providers to share our understanding of UK wide full fibre and 5G roll access Openreach duct and what’s happening, what it out? There are two aspects to poles; reforming wayleaves to means for the channel and 0800 987 8080 this question, believes Olson- make it easier to roll out FTTP how the channel can best use inclarity.co.uk/thefullpackage Chapman – the strategic on private land; standardising limited resources to have its direction of travel and the streetworks; and new rules voice heard on the issues that tactical implementation. to speed up the deployment really matter.” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JANUARY 2019 31 MARKET REVIEW Centres of innovation

journeys. “We’ll continue Given the nature of today’s to build out our digital and insight capabilities, communications environment, the particularly around intelligent only plausible option for contact voice of the customer initiatives that we can apply centres is to strike the right to inform CX re-engineering and digital transformation balance of new technologies such projects,” explained Dorman.

as cross-company omnichannel “We’re also seeing interest around the conversational analytics and reporting. user interface, not just for the voice channel but also across web channels and messaging. It’s essential that organisations adopt a single t is increasingly clear multiple websites, social and conversational AI platform in the contact centre messaging networks. As a to support all engagement space that all roads lead result, more than 50 per channels. By adding the full to innovations in new cent of organisations are stack FlexAnswer cloud-based Itechnologies, the challenge is now forecasting a reduction virtual assistant solution Stuart Dorman to strike a workable balance, in their overall contact to our portfolio we’re able noted Sabio Chief Innovation centre voice traffic. “We’ve to provide our customers Officer Stuart Dorman. Sabio passed ‘peak voice’ and how We’ve passed ‘peak voice’, with a conversational AI has long supported CX brands respond to this shift platform that can understand and contact centre teams, in customer engagement and how brands respond customer requests helping organisations to is critical,” added Dorman. and generate channel- deliver an optimum balance “It’s important they get to this shift in customer appropriate responses.” of self-service and assisted their timing right and service based on technology avoid jeopardising their engagement is now critical Such capabilities are essential such as conversational AI. CX performance by as customer-engaging “We’re seeing an emphasis debuting next generation Its strategy included the transforming the contact employees now face a on digital transformation, technologies before acquisitions of SaaS solutions centre landscape, but its number of disjointed inbound and from a contact centre they’re ready to support provider Rapport in March success will pivot around information (via voice, video, perspective that means customer interactions.” 2017, DatapointEurope in how interactions are chat or email) in addition to steering more and more July 2017 and customer seamlessly blended with their own internal channels people towards digital and As organisations seek insight and contact centre more complex human- such as Slack or Skype, self-service channels,” he to maximise customer benchmarking firm Bright UK assisted service capabilities. meaning that one system of stated. “However, while interactions across all in March last year, as well as This next generation of engagement is important to this is proving increasingly web, voice and messaging the addition of FlexAnswer integrated digital and capture all interactions across successful at deflecting lower channels, conversational Solutions, a Singapore-based human-assisted CX offering any site or channel, believes value interactions away from AI-enabled virtual assistant provider of Virtual Assistant presents a fantastic Lisa Clark, VP of Contact the contact centre, there’s a technology and Natural solutions in December 2018. opportunity for resellers. Centre Product Management danger that CX teams might Language Processing That’s why Sabio invested at 8x8. She said that 8x8’s unwittingly lose a potential platforms, supported by Virtual assistants in FlexAnswer’s virtual acquisitions in the UC space sales conversion or pass off Knowledge Management “We’re convinced that assistant, NLP and machine validate the business value of more complex interactions. systems, will come to within the next few years learning technologies.” tightly integrated UC and CC Hence the need to strike dominate how customer almost every customer solutions, which is reflected the right balance between requests are understood interaction will be fronted While 2019 will see in its X Series product suite. automated self-service and channel-appropriate by conversational AI-enabled an increased focus on and the contact centre.” responses are generated. virtual assistant technology, technologies such as AI and “They belong together on Against this backdrop, and and that these solutions augmented interactions, one platform, not only so The key challenge facing since Horizon Capital’s will quickly evolve to handle it’s equally important that that every interaction and today’s Customer Experience investment in Sabio in 2016, interactions better and deliver organisations should focus conversation anywhere in teams is how to engage the contact centre specialist improved CX outcomes for on smarter analytics and the enterprise is captured successfully in a world where has focused on broadening customers,” commented insight in order to track and globally for analytics and customers are communicating its solutions portfolio and Dorman. “This technology inform the user experience business improvement, more than ever across geographic coverage. will be instrumental in across end-to-end customer Continued on page 34

Join the league of Comms Heroes at the 2019 Comms Dealer Sales & Marketing Awards Entrer now at: www.cdsalesawards.com

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Continued from page 32 important but focusing on centre to de-risk the process but also because a single We are seeing this area alone carries the of adopting new solutions by platform drives simplicity ease of use risk of missing hundreds of paying only for services they and ease-of-use for both valuable yet unmonitored use, with the ability to scale the business administrator resonate customer interactions up and down,” he added. and the end user,” stated elsewhere in the company.” “Cloud contact centres Clark. “We are seeing ease equally work well in business sectors of use resonate equally with In the SME and mid-market where communications having actionable insights with having space it is particularly traffic peaks and troughs and analytics, especially with important to take into throughout the year, such mid-market customers.” actionable consideration customer as universities, travel agents insights and interactions within every and retailers, since capacity Clark noted that machine customer-facing team, can be increased much more learning and AI are having analytics, according to Whatley. “Since easily than with on-premise. a big impact on the UC over 60 per cent of the and contact centre industry, especially workforce in the UK works “Cloud technology is the and that 8x8 is using this within SMEs, funnelling every facilitator, opening up a technology to derive context with mid- customer interaction via a significant opportunity for from the data that flows formal call or contact centre the channel in terms of through its global cloud market may not be an option,” accessibility to new markets services. “By providing insight Lisa Clark customers he stated. “If you can’t and ease of deployment on possible anticipated measure it, you can’t manage and management. The needs and recommending unanswered calls, unreturned cloud is enabling contact intelligent actions and centre applications. It’s an reporting and analytics emails, unmonitored web centre solutions to become next steps in the customer area of particular interest into the omnichannel chat and unread social accessible to the mid-market journey we are enhancing for 8x8 given its acquisition environment. “Omnichannel media, which could paint a – the more ‘informal’ contact the end-to-end customer of video conferencing solutions have provided very different picture of the centre space - that has experience,” she added. provider Jitsi which has an many large enterprises with overall customer experience. until now had little access open source community. a differentiator,” stated Where such communications to powerful analytics tools. “We’re witnessing a whole “By incorporating Jitsi’s Delgado. “However, as tools are used they need to This is an area of growth for class of data analytics open source technology into these solutions become be monitored as part of the Tollring’s channel partners. technologies coming to our video communications more widespread and overall customer engagement fruition. These will provide a platform, contact centre mainstream the focus will strategy to fully understand “Analytics that unlock hidden contact centre manager or agents will have another once again come around the customer experience.” data that exists within all agent with greater insight channel to engage with to who can differentiate channels, both verbal and into who is on the other customers and subject matter their service and gain that Customer expectations must written, and across the whole end of the interaction, their experts, driving improved first competitive advantage.” therefore be understood and of the business will provide relative value, why they call resolution,” said Clark. serve as the foundations for a holistic insight, enabled might be interacting with Rise of omnichannel KPIs, SLAs and other metrics, by speech intelligence and the contact centre, and then Akixi Managing Director Also trumpeting the rise and this year will see the omnichannel integration, optimally route or escalate Bart Delgado has also of omnichannel is Simon rise of omnichannel analytics and will change the rules the interaction accordingly. witnessed companies of all Whatley, Director of Sales where all relevant customer for customer experience. These capabilities will move sizes display an appetite for Operations at Tollring. interaction data is evaluated, Businesses will ultimately be from the lab to the real adopting new and popular He agrees that the need predicts Whatley. He also much better equipped to world and create a solid communication channels. to manage and analyse expects demand for cloud- manage their customer facing business case for a contact Until now contact centre customer interactions based solutions to continue teams and use intelligent centre to move to cloud- or omnichannel solutions across the whole business rising. “The cloud provides analytics leading to more based platforms. It will be have mainly been adopted is critical to delivering high an opportunity for a contact informed decision making.” n contact centre malpractice to by larger organisations with level customer experiences. stay with legacy systems.” deep pockets, but Akixi “While a contact centre may has taken into account the be the best way to handle Clark also observed that open requirements of all companies and process high volumes source technology will play a no matter their size with a of customer interactions, big role in developing contact strategy to deliver enterprise this often means that data and insight relating to The focus will traffic and performance is limited to one small area of Simon Whatley come around the business,” he stated.

to who can “A significant amount If you can’t measure it, you of customer interaction differentiate happens outside of the can’t manage unanswered and gain that contact centre, in stores and accounts departments calls, unreturned emails, competitive for example. Achieving unmonitored web chat and targeted service levels and Bart Delgado advantage SLAs in the contact centre is unread social media

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Channel heroes assemble: It’s time to get rewarded! Does your sales team walk through walls Award Categories to make sure your company meets its revenue targets? Has your marketing team put together hard-hitting campaigns to supercharge your brand and generate red hot leads? Reseller Awards Sales Team of the Year – businesses up to £2.5m turnover Marketing Team of the Year – businesses up to £2.5m turnover on’t let your Marketing Campaign of the Year – businesses up to £2.5m turnover company’s Sales Team of the Year – businesses £2.5m to £7.5m turnover superheroes go Marketing Team of the Year – businesses £2.5m to £7.5m turnover unrewarded! Marketing Campaign of the Year – businesses £2.5m to £7.5m t/o D Sales Team of the Year – businesses over £7.5m turnover Acknowledging the success Marketing Team of the Year – businesses over £7.5m turnover Marketing Campaign of the Year – businesses over £7.5m turnover of your sales and marketing teams should never be Service Provider Awards underestimated and the Channel Sales Team of the Year opportunity to give them the Channel Marketing Team of the Year recognition they deserve Channel Marketing Campaign of the Year has come around again. Distributor Awards Channel Sales Team of the Year Now in its 8th year, the Channel Marketing Team of the Year Comms Dealer Sales & Channel Marketing Campaign of the Year Marketing Awards will once again give ICT channel Vendor Awards businesses a unique Channel Sales Team of the Year Channel Marketing Team of the Year opportunity to acknowledge Channel Marketing Campaign of the Year the skill, determination Iain Shearman, Managing Director of National Network Services, Kcom and success of their sales Special Awards and marketing teams. the fourth year running. their roles every day. It’s Best Partner/Customer Event important we recognise the Best Sales Support Team NEW Bigger and better than ever Iain Shearman, Managing great work that they do, and Charity & Fundraising award NEW Best Social Media campaign with new categories added, Director of National Network the passion they bring to Best PR campaign the 2019 Awards will once Services commented: “The the partner channel, making Best Company to Work For again ensure that effort and value sales and marketing it a real joy to be part of. Best Apprenticeship Scheme quality throughout channel brings to businesses is “We’re so proud to be Overall Channel Team of the year engagement processes incredible, not only are they part of this event, and for are recognised (see the voices and faces of our me, these awards are truly Event Details award categories). organisations, they’re the invaluable and a unique Thursday May 2nd 2019: 12:30pm - 6:00pm ones who help drive success. opportunity to show our Specifically aimed at teams “The Comms Dealer Sales gratitude to the teams Table Booking The Comms Dealer Sales & Marketing Awards provides rather than individuals, the and Marketing awards that translate our vision a fantastic opportunity to celebrate the success of provides the perfect setting into tangible results that Comms Dealer Sales and your ‘superheroes’ in style at the glamorous Grosvenor Marketing awards will once to celebrate our colleagues’ make the channel such Square Marriott Hotel in London’s Mayfair. For table again be fully supported by success and reward them an important part of the booking details please contact Simon Turton on KCOM – who take up their for the hard work and communication services 01895 454603; email [email protected] position as lead sponsor for commitment they bring to market in the UK.” Enter now at www.cdsalesawards.com

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espite economic and political uncertainty across the globe, analyst Gartner ARE YOU CONFIDENT ABOUT THE YEAR AHEAD? is predicting that ITC spending is projected to total $3.8 trillion in 2019 Extremely confident – demand is stronger than ever for and spending on communications services will increase by 1.2%. Indeed, advice, support and capability when it comes to IT and D Comms services we as a business and as a community offer. at Comms Vision in November, channel leaders outlined how the roll-out of fixed WHAT NEW TECHNOLOGIES EXCITE YOU? line fibre and 5G mobile services here in the UK will accelerate digital The ever-increasing march towards Digital Britain means transformation across the country, creating new and exciting opportunities for business and consumers continue to need higher bandwidth, better quality data services in order to run their daily lives the channel. and business. WHAT WILL GIVE YOU AN EDGE IN 2019? Whatever Brexit (if it ever happens!), may bring to the economic fortunes of the A genuinely different offering previously unavailable to our UK, the ICT channel is poised for continual growth in the year ahead and even if target audience. We ask the question, “how did you survive before we got here? Now let’s give you the capability to there is a downturn – and many predict a global stock market correction is really transform the way you do business”. inevitable - our industry is better positioned than many to ride out stormy WHAT’S YOUR BIG IDEA FOR THE YEAR AHEAD? conditions. Work much closer with the channel to ensure maximum benefit and possibilities are open to our target end user customer. As well as using this medium to spread the word The Government is fixed on its digital connectivity path and FTTP and 5G promise that full fibre and faster speeds will transform the way you exciting opportunities for fleet-footed resellers prepared to be disruptive and take JAMES WARNER can do business. customers on new technology journeys. GLIDE

More than ever during 2019, as the No 1 magazine and events business serving WHAT NEW TECHNOLOGIES EXCITE YOU? Our education programme kicks off in February with our new ICT Investment On-premise system sales remain strong however we Forum event at London’s BAFTA on February 21st. This is a ‘must attend’ event recognise this will not be sustained longer term. But this is off-set by the continued growth of cloud-based technologies for reseller owners and directors seeking to grow their business in the year where end points play a critical role. They are becoming ever ahead. See: www.ictinvestmentforum.com more feature-rich which aids adoption. WHAT WILL GIVE YOU AN EDGE IN 2019? This will be closely followed by Margin in Mobile at the Northampton Marriott Compendium, our IP end point provisioning and management service helps set us apart from our rivals Hotel on March 21st, another new event designed to help resellers introduce or alongside continued investment in our staff to ensure they upgrade mobile and IOT offerings. See: www.margin-in-mobile.com always deliver the highest levels of service – combined with an ever-evolving product portfolio. With the Comms Dealer Sales Awards, Margin in Voice & Data, The Comms WHAT’S YOUR BIG IDEA FOR THE YEAR AHEAD? For the last 40 years Nimans has been at the forefront of National Awards and Comms Vision to follow, you can be assured channel the distribution industry in 2019 our people will build on education, networking and business development remains at the core of our TOM MAXWELL our trusted reputation and deliver strong and sustainable strategy in 2019. We look forward to sharing success with you in the year ahead. NIMANS growth.

ARE YOU CONFIDENT ABOUT THE YEAR AHEAD? ARE YOU CONFIDENT ABOUT THE YEAR AHEAD? We’re excited about the future of eve, our hosted telephony NTA are very confident going into 2019. With the ISDN turn solution. We have achieved quarter on quarter growth for off becoming a reality, resellers will continue to educate ten consecutive quarters. We’re looking forward to more of end users that they need to migrate to either SIP or Hosted the same in 2019. Telephony, therefore we see no slowdown in the market. WHAT NEW TECHNOLOGIES EXCITE YOU? WHAT NEW TECHNOLOGIES EXCITE YOU? The integration of voice and IT services will continue to NTA has a whole raft of new products and features planned evolve, and this link will become more apparent in the in 2019 which we truly believe will even further differentiate buying process for the customer. Partners will have to NTA from our competition and in turn give our partners continue to react to a more educated buyer, to maintain a some unique USP’s. consultative relationship. WHAT WILL GIVE YOU AN EDGE IN 2019? WHAT WILL GIVE YOU AN EDGE IN 2019? Our models always set us above our competition. We Our agility. Throughout 2018 we have bolstered our IT will continue to be disruptive and you will see some real knowledge and expertise. With over 220 people in our advantageous initiatives coming from the NTA team very business we have the experience and flexibility to be agile quickly in the new year. with partners while they transition with the changes in the WHAT’S YOUR BIG IDEA FOR THE YEAR AHEAD? market. NTA will continue to offer a more comprehensive marketing WHAT’S YOUR BIG IDEA FOR THE YEAR AHEAD? support programme for our partners and a series of Maintaining our partner focus led approach. We aim to conferences to reiterate why NTA offers the best margin ADAM CATHCART help our partners be Free to Perform by giving them the JUSTIN BLAINE opportunity for all reseller partners. 9 GROUP confidence to be truly consultative. NTA

The power to differentiate Stay ahead of the curve: Wavenet Wholesale have unified the leading providers under one roof so our Partners don’t have to. We are continually strengthening our 0333 234 9911 relationships to offer the latest portfolio of products and services. Data Cloud Mobile Security Voice wavenetwholesale.com

38 COMMS DEALER JANUARY 2019 www.comms-dealer.com 2019 PREDICTIONS KALEIDOSCOPE It’s all systems grow in the new digitised landscape

ARE YOU CONFIDENT ABOUT THE YEAR AHEAD? ARE YOU CONFIDENT ABOUT THE YEAR AHEAD? SOS Communications will be celebrating its 25th anniversary. We’re confident that 2019 will be a success for Daisy This has helped us to re-focus, despite what is happening on Wholesale. With our One and Only Convergence Solution, we the political scene, and we envisage significant growth both have a unique offering that has been specifically designed to in revenue and staffing levels. maximise the convergence opportunity. WHAT NEW TECHNOLOGIES EXCITE YOU? WHAT NEW TECHNOLOGIES EXCITE YOU? SOS has introduced a new on premise VOIP PBX from The rise of the mobile workforce will encourage our sales FONtevo which offers proprietary SIP phones. The systems teams to optimise the hosted voice and mobile potential. also work with Polycom, Snom, Yealink and other major SIP Unified communications is becoming increasingly important phone providers. so we will be pushing our flexible solutions to capitalise on WHAT WILL GIVE YOU AN EDGE IN 2019? this. SOS Communications is renowned for supplying upcycled WHAT WILL GIVE YOU AN EDGE IN 2019? equipment, repairs and for its training academy. We are not In addition to the high levels of support that we offer our so well known for the new equipment we distribute. We are Partners, we expect the launch of our Partner Sales Academy already ahead of competitors …we just need to tell more to propel us ahead of competitors. VAR’s where we are! WHAT’S YOUR BIG IDEA FOR THE YEAR AHEAD? WHAT’S YOUR BIG IDEA FOR THE YEAR AHEAD? We plan to take advantage of the opportunities presented Re-branding to clarify that resellers are aware of our by unified communications to encourage our resellers to experience and flexibility. Above all, we will offer free cross-sell with the One and Only Convergence Solution. Each COLIN HEPHER technical training and also generate end user leads for our LAUREN MCMANUS product complements the others, working together to create SOS partners. DAISY WHOLESALE a market-leading integrated solution for business.

have a lot planned, including the launch of a new product £2.5bn infrastructure investment plan to provide full fibre and some exciting new developments to our aBILLity billing services to five million premises, a third of the Government’s platform. target, by 2025. WHAT NEW TECHNOLOGIES EXCITE YOU? WHAT NEW TECHNOLOGIES EXCITE YOU? Integration continues to provide many exciting opportunities Our Gigabit Passive Optical Network (GPON) technology and for the development of our solutions. Our recently released Ethernet products offer blisteringly fast high capacity access Quote2Cash solution, which allows CPs to compare prices at a price that gives resellers the best margin opportunity in for connectivity services by integrating with suppliers’ the market. ordering systems, continues to be a strong seller. WHAT WILL GIVE YOU AN EDGE IN 2019? WHAT WILL GIVE YOU AN EDGE IN 2019? CityFibre’s full fibre network is designed and built for our Combining feature-rich billing and provisioning software digital future, providing the channel with innovative and with unbeatable technical support, consultancy services and highly differentiated connectivity products at the most training, continues to differentiate us in the market. competitive prices in the market. WHAT’S YOUR BIG IDEA FOR THE YEAR AHEAD? WHAT’S YOUR BIG IDEA FOR THE YEAR AHEAD? Look after your customers and they’ll look after you. We’re encouraging forward thinking partners to adopt a new Continuing to provide a first-class service for our 600 business model and target their sales where fibre already VINCENT DISNEUR customers is, as ever, our top priority. We also have a PAUL NORTH exists in our Gigabit Cities across the UK. UNION STREET disruptive new product coming that CPs are going to love. ENTANET

ARE YOU CONFIDENT ABOUT THE YEAR AHEAD? ARE YOU CONFIDENT ABOUT THE YEAR AHEAD? 2019 is set to be an exciting year for Content Guru. New We are confident about the year ahead despite challenges developments will transform the way that organisations such as Brexit, primarily based on our international connect and build lasting relationships with their customers, focus. We are already sell into in 37 countries and expect using intelligent automation and self-service options to keep to continue to grow in 2019 both domestically and up with rising millennial demands. internationally. WHAT NEW TECHNOLOGIES EXCITE YOU? WHAT NEW TECHNOLOGIES EXCITE YOU? AI and NLP solutions are set to shake up the market, with New technologies around collaboration with our ‘UC-One our AI toolset ‘brain’ becoming a key focus for the team in Complete’ solution, contact centre solutions and our 2019. Intelligent IVR will enable TVF’s partners to win more WHAT WILL GIVE YOU AN EDGE IN 2019? new opportunities and increase ARPU from their existing We are ahead of the pack in contact centre AI, developing customers. and implementing solutions at scale to enhance customer WHAT WILL GIVE YOU AN EDGE IN 2019? contact. For instance, our recent 47,000 web chat agent Our carrier grade 5x9s platform, 100% indirect sales deployment in Japanese e-commerce shows a big leap in our strategy, international capabilities, open APIs, vertical focus chatbot capabilities. and market leading state-of the-art solution capabilities set WHAT’S YOUR BIG IDEA FOR THE YEAR AHEAD? us apart from the competition. Engaging with more resellers is a key part of our strategy, WHAT’S YOUR BIG IDEA FOR THE YEAR AHEAD? and Content Guru will continue to make rapid developments To ensure continued success with our 100% indirect model, ED WINFIELD in contact centre AI and Intelligent automation. PAUL HARRISON a focus on new verticals, integration of some key EvolveIP CONTENT GURU THE VOICE FACTORY owned solutions and to carry on doing what we do well.

The power to differentiate Stay ahead of the curve: Wavenet Wholesale have unified the leading providers under one roof so our Partners don’t have to. We are continually strengthening our 0333 234 9911 relationships to offer the latest portfolio of products and services. Data Cloud Mobile Security Voice wavenetwholesale.com

www.comms-dealer.com COMMS DEALER JANAURY 2019 39 BUSINESS CLINIC What’s your number?

other income and bingo – we A business plan without a personal have your number! When you know this number you’ll strategy is as pointless as not have a goal that leads you to knowing your numbers, according achieving financial freedom. That’s the only figure you to Xentum Managing Director really need to worry about – the one that will enable you Adam Carolan, a next generation to live your desired lifestyle financial planning expert whose for your life going forward. Obviously, the calculation is Grab Life ethos brings a fresh a lot more complex in reality. perspective to a staid sector. As well as state pensions it will also need to take into account any other income, inflation, investment returns, future capital expenditure f you’re in business, your any of the others – your and changes in lifestyle – but day will undoubtedly number – the number that you get the idea. Knowing be full of numbers. will allow you to plan your what you’re working towards Numbers relating to your exit from your business means that if you’re getting Iprofit and loss, your sales and get on with enjoying Adam Carolan tired of the daily grind figures, your headcount, your your financial freedom. and there are other, more cash flow, your net income, The irony is that very few when you can exit your council tax, broadband, exciting things you want your price point, your gross people think about taking business. Now, selling your phone etc); holidays (skiing to do, you no longer have margin, your total inventory. the time to work it out. business may seem a long and summer – maybe to feel tied. All sorts of They’re what you focus on way off but it’s never too including some lifelong travel opportunities could open up. day in, day out. After all, What does knowing your early to start planning; and ambition); leisure expenses they’ll be what will determine number mean? Being clear as with anything in life, if you (clothes shopping, eating It also makes sure that the health of your business. about your number means know what you’re aiming out, entertainment, gym you don’t have to carry The problem is that you can working out the figure for you’ve got a much better membership etc); and helping on working crazy hours, be so focused on all the that will allow you to do chance of getting there. other family members. completely wedded to your numbers there’s sometimes everything that would make business for longer than you little time to step back up your ideal lifestyle. That Time to focus There’ll be many more things need to be, without realising and think about your own figure will give you the So how do you work out to consider but in this simple you could have exited years personal future. But when it assurance you won’t run what your all-important example let’s take a figure of earlier. Once you’ve reached comes to your own financial out of money, whatever number is? Think about £40,000 per year. Assuming your magic number you can planning there’s one number happens. It will also enable when you would like to step you live until 90 that’s 30 stop! So maybe it’s worth that’s more important than you to set a clear date for away. It’s a tough one. This years of life after running taking a step back and asking is the business you’ll have your own business – 30 x the question, ‘If you could put your heart and soul into £40,000 makes £1.2 million. sell your business today and Fresh perspectives on life matters building up but there’ll come Without over complicating know that the proceeds ADAM Carolan will share more insights on financial a time when you’ll want to things in this short article, would allow you to live your planning and wealth management based on his Life. move on and do something we can take off what you’ll desired lifestyle for the rest of Grab it. Live it. Love it. approach at next month’s ICT else. After all, the reason you receive in state pensions, your life – would you? n Investment Forum (see opposite box). He is championing decided to start your own a new approach within the financial advisory space and business in the first place was Maximise the value of your business no doubt to give you and has worked with many organisations and business owners ICT Investment Forum, February 28th 2019, in the creative media and tech sectors to help them your family financial freedom BAFTA, 195 Piccadilly, London achieve personal financial success. He has supplanted and live your ideal lifestyle. Insight sessions include: the traditional standardised, rudimentary service with a • Navigating the comms sector growth landscape focus on innovation and inspiration as the cornerstones If you want to stop work at • How to identify the optimal financing solution of financial advice and wealth management. Carolan also 60, and assuming you have • Investing in the future: You have the funds, what next? founded NextGen Planners, a primarily digital training and paid off your mortgage, now • M&A strategies: First steps and how to get it right community platform that trains the next generation of think about all the money • High calibre interviews with business growth experts you will still need to spend financial planners with over 300 members. And he hosts This event is free to attend based on approval. To register on outgoings each year: the NextGen Planners podcast which has over 60 episodes. your interest please go to: ICTInvestmentForum.com Basic bills (food, utilities,

Join the league of Comms Heroes at the 2019 Comms Dealer Sales & Marketing Awards Entrer now at: www.cdsalesawards.com

40 COMMS DEALER JANUARY 2019 www.comms-dealer.com Telecoms and IP Engineering Solutions for Business since 1988

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www.spitfire.co.uk COMMS PEOPLE Simwood gears up BT Security

A TOP level executive reshuffle at Simwood sees Group Chairman Grahame Davies become COO of the UK boss named operation. The move follows the appointment of Thomas Hadden to the same role at the US business. BT SECURITY Davies’ immediate remit is to build operational scale chief Mark as Simwood seeks to advance work towards ISO9001 Hughes has and ISO27001. Over the longer term and in line with stepped down business growth Davies will redefine and delineate the and departed the future MD role according to the company’s developing business making strategic objectives. “Grahame brings a lifetime of way for incoming relevant experience having been co-founder of Demon Managing Internet and Group CEO of Easynet, along with being Director Kevin the Chairman of LINX,” stated MD Simon Woodhead. Brown who With an eye on amplifying Simwood’s key joined BT in messages to the market the company has also 2012 following Kevin Brown Alister Ross pulled in Alister Ross as part-time CMO. “Alister a 20-year brings a wealth of experience across many sectors career in law enforcement. Brown has including telecoms,” added Woodhead. “He’ll turn up the volume on our current work to ensure specialised in security throughout his time that customers fully understand our approach, our objectives and our evolving proposition.” at BT and in previous roles has led its global Simwood’s current recruitment activity includes the appointment of former FreeSWITCH- investigation and intelligence teams and driven er Kathleen King who joins Simwood’s Bristol office this month as a Level 2 SIP Engineer. the modernisation of BT’s protection systems. In his previous position Brown led BT Security’s engagement with international governments and Also on the move... managed its relationships with international law Exertis hires enforcement agencies such as Interpol and Europol. DMSL has pulled in Brown said: “Our global network gives us former BT-er Ruth a ringside view of the latest threats so we can Hickman as Channel anticipate and mitigate emerging attacks before Account Manager transformer they impact our business or our customers.” for the northern region with a remit RESPONSIBILITY to get hands on for the business with existing local transformation under partners and recruit Directors step in additional MSPs. way at Exertis has been grasped by Ruth Hickman Hickman joins the distributor following incoming Howard as Baker retires a 20 year stint at BT where for the last eight years Ingleby who steps she operated as Channel Manager for BT Business. into the newly created Hickman said: “The demand for data on fixed line role of Programme Howard Ingleby and mobile services is growing at a phenomenal Director for UK&I pace and that potential is not confined to the reporting to COO Richard Hinds. “Managing south of Britain. The north is a vibrant and dynamic change is a key process for all organisations and region and the potential in cities like Manchester requires detailed planning, a methodical approach Leeds, Liverpool and Newcastle is enormous.” and engagement with different functions,” said Hinds. “Howard has Programme Director and THE appointment of Phil Donigan as a Director of Lee Harris, Lee Baker and Ross Floyd White Horse Telecom is reflective of a new phase of Programme Management Office experience growth planned by the Hungerford-based comms gained in a variety of industry sectors.” THE retirement of long serving Midwich and data provider. Ingleby’s previous business transformation Commercial Director Lee Baker has prompted a Donigan moved from experience includes periods in insurance, management restructure and the appointment of Witney-based STL engineering, plant hire, construction and Lee Harris and Ross Floyd to Divisional Director where he became management. He also spent six years as a roles. Mark Lowe, MD, said: “Lee will leave a Sales Director during Programme Director at Speedy Hire and seven years lasting impression but at the same time we are a near 20 year stint with Deloitte and Price Waterhouse Coopers. excited about the succession plan and these well at the firm. White “Given the high volume of projects on the go deserved promotions.” The AV and document Horse Telecom began it can be a challenge to manage, control, deliver solutions distributor provides technology from its commercial life change and realise the benefits without a co- over 300 vendors including Samsung, LG, Epson Phil Donigan in January 2006 and according to MD ordinated and structured change management and NEC. Harris will focus on AV while Floyd’s Paddy Coppinger the hire of Donigan will enable process and governance regime,” said Ingleby. remit encompasses AV, document solutions and the business to shift up a gear. “Phil brings many “With the existing Exertis teams working on associated technologies. Baker, who joined Midwich years of experience, a successful track record and delivering change we can collectively build an in 2002, added: “I’m proud of how Midwich together we’ll shape the next chapter for White approach that will be rapid, flexible and capable has grown from a small Diss-based business to Horse Telecom and push the business forward.” of delivering sustainable change to the business.” a global player. It’s been an amazing journey.”

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42 COMMS DEALER JANUARY 2019 www.comms-dealer.com THE COMMS PRODUCTS AND COMMSPAGES SERVICES PAGES To reserve your place and to be a part of the comms directory contact the call Simon now on 01895 454603 or email [email protected] for details

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