Bahman Rahimi: An Node4 channel chief entrepreneur with his outlines strategy for mind on growth p32 mid-market push p46

VOL 22 ISSUE 5 OCTOBER 2017 www.comms-dealer.com

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Distributed by Bahman Rahimi: An Node4 channel chief entrepreneur with his outlines strategy for mind on growth p32 mid-market push p46

VOL 22 ISSUE 5 OCTOBER 2017 www.comms-dealer.com

Call recording for PCI, FCA and MiFID ll compliance. oak.co.uk Advertisement Advertisement THE HEARTBEAT OF THE UK COMMS INDUSTRY

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CM Communications Cloud for Comms VisionMY 34 CY We get your Case study Sir Charles Dunstone, one of the UK’s most successful ICT entrepreneurs, willCMY employees, outline his vision for the future of the industry at Gleneagles next month. Apprenticeships and K customers and why they matter apps talking EXCLUSIVE ing a culture to drive growth’, In June 2012 Dunstone rec- TalkTalk Executive Chairman eived a Knighthood for his ser- 48 Comms Vision Conference org- Sir Charles will take part in vices to the telecommunications aniser Comms Dealer has con- an exclusive conversation and industry and his charitable work. Interview firmed that the industry giant share his thoughts and experi- He is also currently Chairman Resellers on course will join a line-up of inspira- ences on challenging the status of Royal Museums Greenwich with e-learning tional speakers at this year’s quo and stepping outside the and BAR Racing. event (November 8th-10th), norm, while creating a business Sir Charles stated: “Having which will bring together over culture that fuels growth. worked in UK telecoms for over 50 200 of the UK’s leading resell- Sir Charles founded Car- 25 years, I love the industry and ers and suppliers servicing the phone Warehouse from his have always found these events Comms People private and public sectors. Marylebone flat in 1989 on a great way to meet people and This month’s In a conference session enti- £6,000 of personal savings. He explore how to do more busi- movers and shakers tled ‘From mobile retailer to launched a landline service, ness together.” major network operator – dis- TalkTalk, in 2003, and the com- See pages 38-45 for more news rupting a market and build- panies demerged in 2010. on Comms Vision 2017. Free licences. Free handsets. www.comms-dealer.com A BPL BUSINESS MEDIA PUBLICATION CD Strip_10.17.indd 1 20/09/2017 11:39 Shaping a BRIGHTER future

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EDITOR’S COMMENT New vision for UC Gigabit cities are 21st century, but too many regions are still stuck in the past. The big question is for how long? The Ignited by Nadella Government has committed to a full-fibre roll out and Microsoft CEO Satya Nad- the infrastructure revolution ella has revealed a new vision is well underway. How else for UC along with plans to develop mixed reality and AI as Stuart Gilroy can the Government bring to life its vision for Digital ‘infused’ global game changers. Britain? Inspiring figures are at the vanguard of the At Microsoft’s Ignite confer- altnet advance – true leaders and pioneers. While ence held in Orlando last month innovations to existing infrastructure also hold promise. Nadella also revealed a new pro- Times of market stimulus like this are most propitious for gramming language optimised the aspirational and ambitious among us to rise and make for exploiting scalable quan- a difference – and be recognised as emerging inspirational tum computers, and detailed business leaders who want to change the status quo. the expansion of Dynamics 365 Digital Britain is no experiment. It is a process with with AI solutions, as well as a known outcome, so why not grasp the inevitable additions to Microsoft 365 and now and truly make a difference to your company, extensions to Azure including your customers, and play a role in delivering the a hybrid cloud approach across Satya Nadella digital future? Such leadership will be data, apps and infrastructure. heard by conferees at this year’s Comms Vision “I’m inspired by the ingenu- a long-term vision for Microsoft transitioning, and most are run- Convention (Gleneagles 8th-10th November) where ity of customers, partners and and its customers based around ning hybrid environments. an acclaimed and inspiring line-up of industry speakers developers who are pushing the Office 365,” he said. “So there is no obligation will provide insights into key areas across the whole frontiers of what’s possible with “Teams will bring every- to adopt Teams immediately. spectrum of workplace digitalisation (see page 38). mixed reality and artificial intel- thing together in one place via Organisations already running As comms technology encompasses new fields ligence infused across Microsoft a single unified client, making for Business online may such as AI, and with talk of ‘mixed reality’ in the 365, Dynamics 365 and Azure, Office 365 more useful.” want to jump straight in, but mix – to name just two hotspots of promise laden to transform and have an impact Microsoft also confirmed many will still find that the innovation – now is indeed a time for the visionaries, in the world,” stated Nadella. its commitment to Skype for Server is the most imaginative and gumptious, to believe in Plans to bring Skype for Business Server with a new their best primary PBX replace- what’s possible and act accordingly to accelerate and Business Online capabilities version pipelined for next year ment, for now at least. experience the full whack of opportunities that Digital into along designed to provide improved “Also, Microsoft has reveal- Britain and 21st Century technology represents. with cognitive and data services support for on-premise and ed that Teams will have feature entrenches Teams as the hub for hybrid environments. parity across Windows and Mac Stuart Gilroy, Editor teamwork in Office 365. “Microsoft has recognised clients, something which has According to Scott Riley, that the majority of organisations not previously been the case Chief Strategy Officer at GCI, in the UK are in between the old with Skype for Business.” the move is ‘bold’ and has world of on-premise environ- • Business Matters: Insight into how Q3 in the comms sector was Got a news story? email: potentially significant implica- ments and the new world of the dominated by a fibre-fest and M&A (p24). [email protected] tions for the UC space. “It paints cloud,” added Riley. “They’re Everyone sells per seat, but we give you the choice! HOSTED VOIP SOLUTIONS NO PER SEAT LICENSE PER SEAT LICENSE

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COMMENT: MOBILE MELTDOWN? Vonage HQ opens in What more can the phone in your pocket actually do? Manufacturers such as Apple and Samsung continue to unveil new versions of their tech hub of Europe latest models, but has the technology inside them The opening of Vonage’s new reached a saturation point? European HQ in the heart of East Increasing handset prices London’s Silicon Roundabout and a slowdown in device underlines the capital city’s innovation could mean status as Europe’s tech hub, according to Rajesh Agrawal, Richard Carter that consumers are holding on to phones for longer. Deputy Mayor for Business. In a double whammy, the prices of handsets have been “With world class talent, a increased due to the weakness of the pound, which is also global financial services hub and seeing consumers hanging on to products for longer. a high concentration of global Alan Masarek I wouldn’t be without my iPhone. However, I really decision makers, it is no sur- have no desire to splash out £1,000 on the latest model prise to see that overseas busi- and community of tech-savvy for those who have made the just to be able to unlock the thing just by looking at it! nesses like Vonage are continu- businesses, is the best place for leap to the cloud. The other new features seem similarly underwhelming. ing to choose London as their us to do that. “Our expanding team and Higher resolution and wider screens, dual cameras, place to establish a European “By embracing technology presence in London positions water resistance and voice assistants are some of the headquarters,” he stated. and reshaping how companies Vonage well to support the con- latest innovations to tempt users to upgrade. But “Vonage’s latest expansion is communicate, we’re helping to tinued upward trend of this mar- there isn’t really a massive leap forward as emphasised further proof that London is the drive better business outcomes ket here.” by the new iPhone X and Galaxy Note 8 which only tech capital of Europe.” The global cloud commu- represent further small steps of progression. A BPL Business Has the mobile phone market reached stagnation nications provider has also Publication and what does this mean for sales revenue in the unwrapped plans to expand BPL Limited its UK team of 200 in a bid Highbridge House, 93-96 Oxford Road, channel? I think only 5G connectivity and some Uxbridge, Middlesex, UB8 1LU, United Kingdom more powerful applications can save the day. to accelerate its international T: 01895 454542 F: 01895 454413 Editor: Stuart Gilroy Subscriptions expansion campaign. [email protected] 07712 781 102 Richard Carter, Director of Channel Sales, Nimans Subscription rates for 12 issues: Vonage CEO Alan Masarek Publisher: Nigel Sergent UK, £65; Overseas:£80 (incl p&p) [email protected] 07712 781 106 Back issues can be obtained: said: “As an international busi- UK £6 (incl p&p), Overseas £10 each (incl p&p) Managing Director: Michael O’Brien For subscriptions please call 01635 588 869 ness technology company expe- [email protected] 01895 454 444 • Former England basketball player Richard Thompson jumped at riencing fast growth, we see Views expressed in this magazine are not Sales Director: Simon Turton necessarily those of the publishers. No part of [email protected] 01895 454 603 the opportunity to become TalkTalk Business Director of Partners in London as crucial to the contin- this publication may be reproduced without the what he says is a slam dunk of an opportunity (p30). Business Development express written permission of the publishers. ued success of our business. Manager: Joanna Scott • Green Telecom Managing Director Steve Hayden and the ITP have [email protected] 01895 454476 All trademarks acknowledged. Photographs and “We’ve witnessed accelerat- artwork submitted for publication accepted only called on the communications industry to prioritise the employment Production: Frank Voeten on the understanding that the Editor is not liable ed growth in this region and, as [email protected] of young apprentices as a matter of organisational policy (p34). for their safekeeping. we look to build on this momen- Circulation 01635 588 869 • Comms Dealer has announced an acclaimed line-up of keynote © 2017 BPL Business Media Limited. tum in the next few years, we ISSN 1366-5243 Printed by Pensord Limited speakers for this year’s Comms Vision Convention at the world are confident that London, with Member of the Audit Bureau of Circulations ABC total average circulation 16,020 famous Gleneagles Hotel, 8th-10th November (p38). (Jan-Dec 2016, 12,634 print, 3,386 digital) its rich heritage in technology

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Terra pursues NEWS ROUNDUP The addition of Lifesize to ScanSource’s line card sig- nificantly expands the dis- tributor’s video collaboration a new course portfolio. Lifesize is avail- able through ScanSource Communications in the US and Canada and ScanSource in e-learning Imago in Europe. “As the hosted video con- ferencing market continues to Fidelity unveiled its new grow our partners are looking e-learning platform to Terra for other ways to deliver video Computer partners at Twick- solutions,” commented Rich enham stadium last month. Long, President, ScanSource. Communications and Mark- “The Lifesize portfolio eting Manager Katie Sloan told will be a strong addition to the 100-strong audience that our video solutions offerings EaaS (Education as a Service) within our ProAV practice.” OUR represented an opportunity for resellers to earn extra recurring A survey by Node4 of 200 revenues quickly and enhance mid-market IT decision mak- NETWORK their ‘trusted adviser’ status. ers found that 63% of respon- “The opportunity to turn edu- dents rate security as a top cation into recurring revenues priority, but 25% don’t have PACKS A with minimal or no investment basic anti-virus protection is simple and the returns are and up to 67% don’t have potentially huge,” she said. intrusion detection in place. PUNCH “Customers will save time, Katie Sloan “Inadequate threat man- money and resources and you’ll agement and lack of visibility be helping them create informed, Fidelity has already had into the network could have educated and upskilled employ- enquiries for over 500 courses far reaching consequences,” ees which in turn will build from customers and channel stated Steve Nice, Security trust, respect and value.” partners in a variety of sub- Technologist, Node4. Terra Computer is the UK ject areas from cyber security, “As a crucial sector pow- sales arm for Wortmann AG, one Office 365 and Sage accounting ering the UK economy, the IT’S FULLY of the largest independent com- to e-safety and accident preven- mid-market should be inno- puter manufacturers in Europe tion courses for school groups. vating in security, not failing SOFTWARE DEFINED, with 700 reseller partners. Alan Shraga, MD, comment- to implement even the most PUTTING OUR PARTNERS When questioned, the major- ed: “Our eLearning offering is basic tools.” ity of partners who attended the the easiest way for channel IN CONTROL event said they would explore partners to start building digital KCOM has expanded its the EaaS opportunity. revenues in under a month from enterprise sales team with “We aim to empower our signing. With a fully supported the addition of 12 new staff resellers and partners with white label platform, marketing focused on delivering IT solu- quality e-learning which they support, customer service and tions to large organisations. can supply to their customers technical support teams includ- The enterprise segment of across a range of subjects,” said ed as part of the package, there KCOM’s business saw over- Terra Director, Gavin Rose. is the potential for high returns all revenue growth of 5% and “We believe that e-learning is on minimal investment. its top five customer contracts The UK’s leading the most innovative educational “Designing, building and growing by 16% over the pre- Digital Service Provider development in recent years and supporting a new website can vious financial year. will become a significant future cost businesses thousands, not Phil Offord, Sales Direc- stream in all education.” to mention the development tor, said: “Bolstering our sales Working exclusively for the Fidelity Group launched its time involved and licencing of team is key to realising the wholesale markets, we operate the eLearning service in August via courses and content. enterprise opportunity. This most advanced network in the UK. digital and social media plat- “Fidelity has done the heavy strengthened team will be Our world class infrastructure forms, after eight months of lifting in partnership with e- working with existing cus- development in partnership with Careers and removed all of this tomers and developing new connects the critical digital services EdTech company e-Careers. time, cost, risk and hassle for relationships with public and that makes UK business work. The fully white labelled plat- channel partners.” See p48 private sector organisations form was created for channel embarking on a digital trans- Got a news story? email: partners looking to add digital formation journey.” [email protected] revenues to their portfolio. To advertise in www.virtual1.com contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER OCTOBER 2017 5 INDUSTRY NEWS

COMMENT: INTERACTION MATTERS Maintel rises Virtual1’s As a conscientious full- time computer scientist northern and inventor in my spare time, I am perhaps more aware than others about in the cloud milestone the long-term impact of technology on humanity Maintel is to sharpen its The lighting up of Virtual1’s – and I have concerns. focus on cloud solutions as its north west network is a nota- When I was a young Avaya business continues to ble milestone, says Product computer scientist I naturally lacks lustre, noted CEO Eddie & Marketing Manager Neil assumed that computers Buxton when reflecting on the Wilson, coming just five months Group’s interim results for the after announcing plans to roll its Phil Reynolds were invented to help people do boring and six months to 30th June 2017. network out across the UK. repetitive tasks, especially the ones we dislike. Automation Maintel’s revenues rose 68% “Greater Manchester was also removes the dull jobs ascribed to human beings, to £63.8m (up from £38.1m) an obvious early target for the leaving us free to be creative and do more with the with recurring revenue at 73%, network expansion, with many time that we have. In all this, the biggest change has down 2% on last year’s H1. existing channel partners based clearly been the impact of technology on how people Group gross profit increased there and the business oppor- communicate in business, at home, and wherever else. 50% to £19.6m (H1 2016: tunities being created as part of We don’t use the phone and talk to people so much £13.1m), and the period ended the Northern Powerhouse initia- now. We tend to email, text, message, post a photo with with net debt of £24.2m. tives,” he said. commentary, we blog, chat and share online. We even read But the company stated that Eddie Buxton “These initiatives create a in digital. Our vocal chords are barely called on to make an its managed services and tech- clear need for competitive and utterance. Our facial expressions have been blanked out by nology performance were nega- “We expect to see contin- high performing Ethernet ser- digitalisation, while body language has no part to play in tively affected by delays to cus- ued rapid growth in our ICON vices to sustain and fuel future the one dimensional digital dialogues that dominate today. tomer installations for Avaya. cloud platforms and intend to business growth.” The writing is on the wall: When I took a flight “The performance in the increase investment across the On net services will be out of Heathrow recently there was a member of the first six months of the year cloud portfolio.” available throughout central airline’s staff directing us, so I thought. It soon become reflects mixed trading across The results include a full Manchester as well as Liverpool, clear that the figure wasn’t a person at all. It was a the Group,” stated Buxton. six month contribution from Warrington, Preston, Bolton and projection onto a human shaped glass silhouette. Is this He attributed much of Mai- Azzurri, which was acquired in Blackburn among others. the shape of things to come? And with virtual reality, ntel’s growth to an increased May 2016. These services will also ben- what about people? Where will all this end up? investment in its ICON cloud Another highlight this year efit from Virtual1’s software For my part, I want to expand human-to-human platform, with a 55% increase was the acquisition of Cisco defined network feature set. interaction, get people outside enjoying nature, sharing in the number of seats active on Gold Partner Intrinsic Technol- “It puts partners in direct body language, facial expressions and intonations of voice – the ICON Communicate. ogy in August, post period end, control of the solutions that and sharing the experience of just being with other people. “We saw strong growth on for £5.25m. they provide, with 35 different So I’ve created a new community walking app, WalkzApp, our ICON platform as well as “The second half of the year features configurable online in that will encourage users to enjoy live experiences. noticeable progress with our will benefit from five months real-time,” added Wilson. Hopefully, WalkzApp will see the light of day next year. mid-market and larger public contribution from Intrinsic and I The network operator also sector customers through our am optimistic about its contribu- confirmed that the bulk of its Phil Reynolds, CTO, Oak Innovation new business and public sector tion over time given its Cisco- expanding network will be live teams,” added Buxton. led skill set,” stated Buxton. this calendar year.

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COMMENT: STRATEGIC TALK Marketing service A recent report from the Cloud Industry Forum found that the overall cloud adoption rate for UK businesses now stands at gains in popularity 84 per cent. An increasing amount of services and Gamma’s self-serve market- data are being stored in the ing portal launched in January cloud, and most customers this year has notched up almost will now be asking about 500 users. The portal’s popular- ity has in large part been attrib- Richard Thompson how they can best integrate their cloud services into uted to its ongoing development their networks. To better leverage the multitude of cloud based on partner feedback. services and applications available, businesses need The portal, called Accelerate, more than a fast and reliable network, they need one enables partners to more eas- that is also dynamic and smart enough to meet their ily rebrand white label mar- needs. This is especially true if they need to connect keting material, carry out inte- multiple premises. With the rise of cloud connected grated campaigns to generate tools the sheer scale of applications that businesses are new leads, and more effectively looking to run over their networks is only increasing. engage with prospects and cus- Justin Coombes The question then is how to keep adding more complex tomers to drive sales. services without threatening the core infrastructure that Accelerate offers a range of content syndication to give part- subscribe to relevant product keeps businesses going. We believe that the best solution is campaigns for vertical markets ners more flexibility when per- content and website banners to make connectivity smarter. From our side, in September and end-to-end purposes such sonalising their campaigns. which can then be automatically we launched our new Cloud-ready connectivity products as its latest campaign-in-a-box “Listening to their feedback published onto their website. which make use of configurable, multi-service technology. which includes thought leader has helped to shape Accelerate “Partners can also use this With a smarter pipe, connectivity can be segregated style eGuides, infographics, into a marketing tool that seems feature to automatically feed and high priority applications can be given dedicated white papers, email templates to be hitting the mark.” posts to their social accounts.” bandwidth over less critical services. Take for example a and social media posts. Partners can run campaigns Gamma also introduced the retailer. Processing of payments can be kept as a priority “Campaign-in-a-box gives using their own systems or via option of a managed marketing through a secure private network, while customer partners all of the tools they the campaign feature within service where it sets up and runs WiFi can be delivered over the Internet. By addressing need to run lead generation Gamma Accelerate which pro- campaigns through Accelerate the increasingly complex needs of businesses channel campaigns to help them build vides email marketing capa- on behalf of partners. companies can ensure that they continue to elevate their pipeline and boost revenue bilities with landing pages to Another development enab- themselves as trusted and valued technology providers. growth,” stated Justin Coombes, capture leads, as well as market- les partners who sell through We’ll be sharing more of our plans for Cloud- Head of Marketing at Gamma. ing automation to help partners their own dealer base to co- ready connectivity at Comms Vision this November. “After launching Accelerate nurture leads until they’re ready brand Gamma’s white label we sought feedback from our to engage with sales. material, allowing them to sup- Richard Thompson, Director of Partners, TalkTalk Business partners on how we could make “Accelerate includes a built- port dealers when running their it work better for them. in social media tool and con- own campaigns. “As well as adding new tent syndication capabilities,” Got a news story? email: white label material we’ve enh- added Coombes. “The content • Adrian Thirkill and the rise of GCI People Cloud (p26). [email protected] anced the email templates and syndication feature lets partners

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8 COMMS DEALER OCTOBER 2017 www.comms-dealer.com Comms-Dealer-September17.indd 1 22/09/2017 10:22 INDUSTRY NEWS Connectivity fit for Solar swoops cloud deployments on Welsh firm

Network reliability and run- Connect. Customers can also Solar Communications has Commenting on the acqui- ning multiple services over a add IP Voice, SIP Trunks and advanced its buy and build strat- sition, Nicholson stated: “The single pipe with the option to hosted voice. egy and extended its regional TWL team has spent the last 14 segregate bandwidth and priori- “There are more demands reach with the acquisition of years building and developing tise critical data traffic are key on business networks than ever Cardiff-based TWL, adding to its a strong company and service features of TalkTalk Business’s before, with reliability crucial as existing offices in Chippenham, offering. With Solar’s portfolio new cloud-ready connectivity more and more services migrate Harlow and Manchester. and service-led culture I am products launched last month. to the cloud,” added Gooding. TWL founder and MD convinced the business will go “These products offer busi- “TalkTalk Business’ network Andrew Nicholson will remain from strength to strength.” nesses with single or multiple offers 99.995% core reliability with the business. Whitty said the addition of locations a smarter way to and a range of business conti- Solar CEO John Whitty said: TWL reinforces Solar’s posit- connect their premises to one nuity options through network “This latest addition to the Solar ion as a Mitel Gold Solutions another, and to the Internet,” resiliency, multiple supplier Group follows the purchase and and Gold Cloud Solutions part- commented Duncan Gooding, resiliency and mobile back-up.” integration of our two acquisi- ner, and is a sign of the com- Chief Operating Officer. The company claims 60% tions in 2016. The team has pany’s ambition as a growing “This is crucial as more busi- more local coverage than BT shown it can join together new provider of cloud, on-site and nesses host their critical services Duncan Gooding and boasts multi-terabit direct additions to the Group. hybrid UCaaS solutions. on the public or private cloud.” peering partnerships with over “Solar is determined to add- “TWL has already been suc- The service is available via vate and hybrid form. Optional 330 global cloud providers. ress the under-served mid-mar- cessful in migrating many of its a range of access options from ‘boosts’ include Business Wi-Fi, ket with value enhancing capa- on-premises customers to the Got a news story? email: broadband to 1Gb connectivity Enhanced Monitoring, Mobile bilities, both organically and via cloud, which is also a key focus [email protected] and will be offered in public, pri- Back-up and Private Cloud strategic acquisition.” area for Solar,” said Whitty. BT rolls out new digital platform A PARTNERSHIP between BT expertise in digital business their own ecosystem of consum- and technology consultancy transformation with BT’s skills ers, producers and innovators. Digital Ecosystem Management in digital platform management “By building on a proven has led to the launch of a to provide an end-to-end digital platform, businesses can bring new Business Platform-as-a- business service.” their digital services to market Service proposition known Neil Lock, VP Compute, within shorter timescales and as BT Personalised Compute Global Services, BT, comment- focus time and resources on Management System (PCMS). ed: “PCMS is a ready-made plat- innovation and development.” Digital Ecosystem Manag- form that allows new ways for The platform will be avail- ement CEO Angus Ward com- companies to digitalise, manage able globally during the final John Whitty mented: “PCMS combines our and build business models from quarter of 2017.

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Firstnet and NGC’s £5.2m NEWS ROUNDUP Onecom has signed a five- year deal with Vodafone to develop, launch and manage IoT services. Select merge performance Aaron Brown, COO at Onecom, said: “This partner- NGC Networks is riding a wave NGC Networks’ partnership ship enables us to make it of organic growth to the tune with CityFibre is also paying simple for our customers to of £5.2m turnover in its latest dividends via the roll out of deploy IoT technology across financial year, up 13.5%, while full-fibre Internet connectivity their organisations.” the Wakefield-based company’s to firms in Wakefield, Bradford, headcount now numbers 32. Leeds and Huddersfield. Nuvias has been appointed as Big customer wins include Cloud-based offerings are a pan-EMEA distributor for Moores Furniture, The Funding also proving popular, noted Juniper Networks’ full range Corporation and law firm Lup- Harrop. “Our cloud-based solu- of networking, security, data ton Fawcett, plus academies, tion provides customers with a centre and cloud solutions. Stephen Leahy (left) with Angie & David Cusworth schools and medical centres. range of communications facili- The distributor will sup- NGC, which is run by Dir- ties without the need to pur- port Juniper’s growth plans Leeds-based Firstnet and industry, including development ectors Nikki Guest and Dean chase an actual on-site telepho- for EMEA, particularly in the Manchester company Select projects on behalf of the NHS, Harrop, has also benefited from ny server, providing efficiency mid-to-high end enterprise Data Centres have merged to the Civil Aviation Authority, investments in business devel- gains, cost savings and business market, and focus on partner form a new business under the Siemens, Hyundai and BT. opment, CRM and marketing; continuity,” he said. recruitment, accreditation and name of Firstnet Group. Select’s Manchester base will and is seeing growth in its host- “Flexible finance enables sales enablement. The deal combines Select’s now be deployed as a Firstnet ed telephony proposition. capex and opex models where focus on data centre design and Group satellite office. Guest stated: “We have put customers can rent the service Huawei’s new partner pro- construction with Firstnet’s Leahy commented: “The deal time and effort into growing from us and still have the option gramme brings together all expertise in connectivity, net- represents a substantial invest- our customer base and that is to the title of the software and solution partners previously works, managed IT, cloud plat- ment in the city’s IT sector and reflected in our increased turn- any associated hardware upon working in separate pro- forms, system co-location and we will continue to invest in over figure.” completion of the term.” grammes run by its Enterprise disaster recovery. our Leeds estate, including our Business Group, Carrier Busi- The new firm is based at purpose-built data centre.” ness Group, and the Products Firstnet’s HQ in Leeds which David Cusworth comment- and Solutions unit. includes a data centre and work- ed: “This merger represents a Huawei said it is invest- place recovery facility designed positive development for our ing up to $250m in partner and built by Select. customers and an opportunity schemes this year, including The site is jointly owned by for our employees. It also posi- $70m in co-marketing. The Select’s CEO Stephen Leahy tions the company for its next new Huawei Solution Partner and Firstnet Directors David phase of growth in the UK data Programme goes live this Cusworth and Angie Cusworth. centre and IT sector. month and incorporates ISVs, Leahy is now Firstnet “We plan to double our sales independent hardware ven- Group’s CEO. He brings to the staff by the end of 2017 and cre- dors, systems integrators and role 30 years experience in the ate 100 new jobs over the next consulting partners. critical power and data centre 18 months.” Nikki Guest and Dean Harrop

12 COMMS DEALER OCTOBER 2017 www.comms-dealer.com When it comes to enabling Microsoft Skype for Business, we’re the technology partner that’s totally in the zone. INDUSTRY NEWS Giacom pronounces Ofcom draws Cloud Market open ITSPA dismay

Giacom’s 4,000-plus IT res- ITSPA has expressed dismay resolve the problems around eller network can more eas- over Ofcom’s stance on resolv- number porting.” ily sell and license cloud ser- ing fixed line switching issues, Ofcom wants the industry vices following the launch last particularly number portabil- to reach a consensus on how month of the company’s Cloud ity, which was not adequately improvements can be made, but Market, which replaces the addressed in a range of changes ITSPA says the regulator needs MessageStream brand. to various General Conditions to be more interventionist. In designing the platform announced last month, claims Katz added: “Industry has Giacom prioritised the key the industry body. tried and failed on a number requirements of resellers, such Mike Wardell Chair of ITSPA Eli Katz of occasions over the past ten as easing the customer journey, said: “This is hugely frustrat- years to resolve this problem. simplicity in its usage and avail- 365, Signature Hosted Exch- to use and flexible way to man- ing for industry. Ofcom indi- “Clear timescales around ability on any device. ange, Acronis Backup Cloud age and deploy services.” cated during its Review of Dig- providers establishing porting To bring cloud solutions to its and Bitdefender GravityZone in Giacom’s Cloud Market is ital Communications that the agreements are needed. partner network Giacom works minutes,” commented Giacom supported by a new website, a General Condition Review pro- “Guidance on this from with vendors such as Micro- MD Mike Wardell. new reseller facing blog, while vides an opportunity for signifi- Ofcom would help immensely soft, Acronis, Bitdefender and “The launch of the Cloud social media channels are being cant changes to be made. and make certain elements of TalkTalk Business. Giacom Market comes at a pivotal point leveraged to quickly establish “We were exasperated when the industry change behaviour. Cloud Market also offers a in Giacom’s journey. the new brand. it changed its mind on this “It is a decade since Ofcom hosted VoIP product. “With several exciting prod- decision last year, and we are launched an initiative to resolve Got a news story? email: “Resellers can provision uct launches planned, our cus- no clearer as to why Ofcom this problem. It is high time that [email protected] cloud services such as Office tomers needed a modern, easy appears so unwilling to act to it looked at this issue again.”

Congrats to ‘Team ProVu’ for completing the Gauntlet Games staged in Manchester, overcoming obstacles such as monkey bars suspended over ice cold water, space hopper races and foam-filled slides. The team tackled the 10km course dressed in superhero outfits badged with symbols that signify elements of the distributor’s reseller portal, called ProSys. ProVu MD Darren Garland commented: “It was great to see everyone come together to help each other complete the various challenges. There were some moments of sheer determination and hysterical laughter. It was certainly one to remember!”

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14 COMMS DEALER OCTOBER 2017 www.comms-dealer.com ADVERTORIAL SD-Wan security is new cash cow for ICT channel

Analyst Gartner predicts that up to 25% of users will manage their WAN through software within two years and a new SD-Wan enterprise has been formed to help resellers cash in on this new revenue stream.

he new company is costly private data networks are still using XP, and believe called OmBex Limited The alliance most companies rely on for it or not, our own Navy still and it’s a joint venture between Omega and network management.” has some NT systems in use. between two leading CybX has allowed us Tcompanies in the USA, CybX January 2018 launch “With CybX core Security, which specializes to package the CybX OmBex Ltd is launching its technologies, we can not only in attack and penetration suite of virtually hack- UK operation in January protect these systems with prevention and Omega proof Internet security 2018 and is now seeking Quantum Shield (IA), and TeleServe, one of the first technologies in one the help of the UK ICT Quantum Enforcer (SPP), but independent telco companies rack-mounted appliance reseller network as Anton we can support these legacy to embrace SD-WAN. Oliver, Head of Channel systems in a cost effective Todd WIlliams Development explained. and successful manner. And CybX Security was founded yes, this can be done today! in January 2016 and has What we will “What we will be offering become the world-wide be offering is not is not just revolutionary in “Because Quantum Shield leader in ‘Attack and the industry, but provides (IA) is an OS layer application, Penetration software’. just revolutionary a new revenue opportunity it is 100% effective in It has since acquired six in the industry, but for the channel which rendering instructions immune architecture provides a new revenue has never seen before. (executable etc.) useless. patents, developed opportunity for the Remember IA brings strategic partnerships channel which has “For resellers, SD-WAN as computer security to a black with several corporations never seen before a Service is viewed as a and white decision. Either specializing in disruptive new revenue opportunity it is authorized or it is not. security technologies and Anton Oliver because they can manage There are no grey areas. assembled a mission critical WAN services for enterprise development team. CybX $1.3 billion market by 2020! in security features in most businesses. Likewise, “Then with Quantum security offerings represent SD-WAN offerings. They SD-WAN as a Service can be Enforcer (SPP), the baselines a dramatic shift in the way The OmBex value proposition are not sufficient to block appealing to end-users and are configured and the networks are protected. to address this opportunity incidents like the SWIFT heist enterprises that don’t want to mission critical configurations in the SME and Enterprise in February, nor the Equifax manage the WAN network, are monitored 24x7x365 Omega TeleServe, which was sectors has the success of debacle in September, or applications and would and if there are any changes founded in 2012, became a potential resellers in mind. nor the ever-evolving prefer to outsource these they are instantly healed worldwide reseller for leading ransomware and malware services to a service provider.” back to the baseline.” SD-WAN manufacturers l The SME solution is a attacks,” said Todd Williams in 2015. Since then, the plug and play ‘All in CEO at Omega Teleserve. And there are no issues This is what we want company has installed One Box’ solution with selling software defined you to do NOW. and managed nearly 550 minimum configuration. “The alliance between WANs to companies If you want to be part of endpoints for clients in the Omega and CybX has with legacy networks this opportunity and increase healthcare, insurance, and l The Professional allowed us to package as CybX confirmed. your revenue substantially, hospitality industries. Platform is a Multi- the CybX suite of virtually simply click on the link Server Solution that is hack-proof Internet security “Many around the world www.ombex.co.uk and £1.3 billion market completely scalable to fit technologies in one rack- are still using XP and the register now to receive our Gartner estimates revenue customer requirements mounted appliance, like because of programs information and secure your from SD-WAN vendors is replacing four to six that have not been ported spot on the waiting list. growing at 59% annually “Omega has seen first-hand appliances currently used to the 64bit systems. Many You do not want to miss this and it’s expected to become a the limitations of the built- in most WANs and the Japanese government systems train! n

If you want to know more information go to: www.ombex.co.uk www.comms-dealer.com COMMS DEALER OCTOBER 2017 15 INDUSTRY NEWS

NFON shows UC catalysed NEWS ROUNDUP Computaccount UK Director Mandy Jobanputra enjoyed a relaxing day at The Grove Resort spa in Hertfordshire new resolve by Microsoft last month after winning Channel Resource Solutions’ Nuvias UC Business Dev- prize draw at Margin in Voice elopment Director EMEA, UC and Data ‘17 earlier in the Practice, Ciaran Bolger, has summer. “My daughter and spotted significant trends in the I had an amazing day at The distributor’s Microsoft business Grove and I’m grateful to that he believes will further Comms Solutions Resource establish the software giant’s for the prize and to Comms cloud and UC market presence. Dealer for organising Margin “Microsoft has strengthened in Voice & Data which I found its position as one of the global valuable in many ways.” leaders of cloud and UC tech- nology over the past year,” he A simplified network servic- Myles Leach commented. “Its transition from es portfolio for SMBs intro- a licensing and desktop com- duced by Nimans aims to give German cloud telephony pro- growth plan,” said NFON UK pany to a true cloud player has resellers a leg up to what they vider NFON is fast expanding MD Myles Leach. been remarkable.” Ciaran Bolger may consider to be a prohibi- across Europe having estab- “As part of this expansion Microsoft’s UC presence in tively complex environment. lished a foothold in Portugal we will add five new sales and the enterprise is trickling down observed Bolger. “So much so The ‘Get Simplified’ ser- this summer, along with a new support staff to our team of 30 to SME and mid-size organisa- that historically voice UC ven- vice spans mobile tariffs, office in Berlin and plans for employees by the end of 2017.” tions making them more recep- dors are playing catch up in broadband (including line another in Italy later this year. Hans Szymanski, CEO, tive to the benefits of UC which terms of feature and functional- rental), ISDN to SIP conver- Undaunted by Brexit, NFON NFON AG, stated: “The UK is driving the whole market, ity,” he added. sion and also connectivity has also ratcheted up its UK market has gone from strength to according to Bolger. “Microsoft is expanding the where full Ethernet expansion growth ambitions with a reloca- strength and our support hasn’t “Teams is an exciting pros- UC market with scale and dyna- is available. tion to larger offices in Uxbridge wavered in light of Brexit. pect in terms of further enhanc- mism. It has a viable voice plat- Mark Curtis-Wood, Head to accommodate additional staff “This is a big investment in ing the collaboration stack form as well as offering the full of Network Services, said: and provide a springboard to our UK division and forms part within the Microsoft portfolio,” UC experience. More is to come “Network services can some- gain greater market share. of our plan for the UK to main- added Bolger. “It will be inter- with Teams. times seem a complex conun- NFON opened its UK base in tain a key role in the overall esting to see how the transition “However, the devil is al- drum for some resellers, from April 2013 and in its third year company growth. It’s poignant from Skype for Business Online ways in the detail so the part- the technology itself to billing generated growth of over 300% that as we pass our tenth year to Teams will progress over the ner channel must ensure it is and recurring revenue. It’s a while channel partners num- milestone we enter a new phase next year. There will be a clear clear about end user needs and journey on which many resell- ber 100-plus including Chess, of internationalisation. distinction between on-premise choose the platform which is ers are at different stages, but Westcoast and ScanSource. “By 2018 we will have and cloud.” right for them.” we want them to engage with “The relocation signals the increased the number of Microsoft is also driving for- us so we can help them cap- Got a news story? email: company’s confidence in the employees across the NFON ward the adoption of cloud ser- ture additional revenue.” [email protected] UK and supports our long-term group by 34%.” vices such as Azure and O365,

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Leeds-based Firstnet Group A new company offering ICT can manage WAN services for has drafted in Glenn Ward as resellers revenue streams in enterprise businesses. Likewise, Sales & Marketing Director. He cyber security is gearing up for SD-WAN as a Service can be brings over 30 years of indus- a UK launch in January. appealing to end users and try experience and has achieved Ombex is poised to unveil its enterprises that don’t want to revenue growth for a range SME and enterprise Software manage the WAN network, nor of companies in the IT sector Defined WAN security solu- applications, and would prefer including manufacturers, dis- tions to help channel businesses to outsource these services to a tributors and MSPs. address what Gartner says will service provider.” Anton Oliver Ward joins Firstnet from be a $1.3bn business by 2020. Ombex confirmed that there aap3 where he was IT Sales The company says its SME “For resellers, SD-WAN as a are no issues in selling software Manager tasked with develop- offering is a plug-and-play ‘all Service is viewed as a new rev- defined WANs to companies Glenn Ward ing IT distribution and reseller in one box’ solution requiring enue opportunity because they with legacy networks. markets, instigating a new strat- Ward stated: “As well as inv- minimum configuration, while egy for the IT division which esting in resources, Firstnet is its multi-server professional increased pipeline by 600% investing in people and I will platform will scale to meet cus- through sales to SMBs, SMEs, be overseeing the expansion of tomer requirements. Voiceflex puts calls channel partners and managed our sales team which we plan Ombex is a joint venture service providers. to double in size by the end of between two consultancies in In his new role he will help the year.” the USA – CybX Security, a on click via WebRTC to drive Firstnet’s expansion MD David Cusworth said: specialist in attack and pen- with a target of £34m in sales “Glenn’s experience will be vital etration prevention, and Omega Voiceflex has launched over the next five years. in driving dramatic growth.” TeleServe, one of the first inde- Click-to-Call on its SIP trunks, pendent telco consultancies to enabling users to make a call Virtual1’s first charity quiz night embrace SD-WAN. directly from a website, email raised more than £13k in aid of Restless Anton Oliver, Ombex Head signature or hyperlink. Development. Over 100 people from 12 of Channel Development, said: “There’s no cost to make companies (including Comms Dealer) “The alliance enables us to or receive the call as it’s all on descended on The Gable in London package the CybX suite of vir- net,” stated Sales & Marketing Paul Taylor last month where comedian, actor and tually hack-proof Internet secu- Director Paul Taylor. presenter Rufus Hound (pictured) hosted rity technologies in one rack- “What’s more, the appli- WebRTC technology. “Click-to- the evening. Comms Dealer was crowned mounted appliance, replacing cation is free of charge when Call is a sales person’s dream, it quiz champions, walking away with a four to six appliances currently using Voiceflex SIP trunks for sells itself,” he commented. trophy and £150 bar tab. “I’m proud of used in most WANs, and the existing and new users.” “Seldom in life does such a the hard work the team put in to making the night a resounding costly private data networks Taylor noted that Click-to- powerful feature hit the mar- success,” said Virtual1 CEO Tom O’Hagan. “It’s a fantastic feeling most companies rely on for net- Call is the first in a range of ket, and it’s free of charge on knowing that we are making a real difference to peoples’ lives.” work management. pipelined applications based on Voiceflex SIP trunks.”

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18 COMMS DEALER OCTOBER 2017 www.comms-dealer.com INDUSTRY NEWS

Growing role NEWS ROUNDUP Smartphone financing com- pany Lease Telecom has joined Introducing the forces with Vodafone to offer exclusive hardware financing of MSPs laid solutions for partners migrat- Uboss Cloud ing to the network’s revenue share commission model. Through the agreement Phone from Htek partners will be armed with out at summit multiple finance options Prices start from £31.79 +vat including a facility to spread Managed Services Providers the cost of smartphone pur- are a growing market force and chases by taking on the finance Htek IP Handset Programmed from the primary driver of IT industry themselves. Thirty Vodafone the Uboss Cloud growth, according to speakers at partners have already joined this year’s Managed Services the programme. • Dial-by-name Corporate & & Hosting Summit in London Personal Directory (September 20th). Jola’s launch of fixed IP SIMs • Reseller On-Screen Logo Branding Hosted by Comms Dealer reflects the rise of IoT con- sister firm IT Europa, the con- nected devices and the chan- • Call Recording, Flexible Seating & ference provided a platform for nel opportunity in providing Call Centre Gartner Research Director Mark remote connectivity. • No “Orphaned” keys Paine to put a on the “The channel can benefit evolving attitudes of IT buyers Alan Norman from this rise in demand by who now prioritise outcomes providing 4G data to SMEs NEW – Full Key & Lamp Functionality versus single point solutions, ance, most notably around the in areas of poor fixed line with IT as a productivity asset upcoming GDPR regulations. connectivity and where there now supported with Htek on the also top of the end user agenda. Legal firm Fieldfisher’s part- are accessibility issues,” said VanillaIP Platform In facing the challenges of ner Renzo Marchini warned that Sales Director Lee Broxson. meeting these more demanding the impact on MSPs would be “Companies that need re- Please see requirements MSPs need not ‘profound’. “Service providers mote access to devices req- struggle as lone rangers, advised are to be regarded as data con- uire fixed IP SIMs and Jola www.vanillaip.com/htek Paine, who believes that the trollers under GDPR,” he said. has launched a range of pack- opportunity for MSPs to collab- “With that comes the potential ages and bolt-ons, on 30-day orate with suitable counterparts for huge fines in the event of terms, to meet this need.” is not one to be missed, provid- regulation breaches.” ing they choose their partners IT Europa’s MD Alan Nor- Internet of Things (IoT) with great care. man commented: “All the latest whizz Graham Doe has joined “MSPs must start with a research points to the continued Onecom to sharpen its focus vision,” stated Paine. “Look at growth of managed services as on smart connected services use cases and consider process- a supply mechanism in line with for businesses. es, along with challenges and customer demand. Doe, who takes the Head outcomes for customers.” “There is also evidence to of IoT role, brings over 10 The rise of MSPs is reflected show that the provision of man- years sales and management in the high levels of recurring aged services is beginning to experience in the IoT space revenue growth experienced by build more value in the channel, and has previously worked ICT organisations that are tak- helping MSPs, VARs and SIs for some of the UK’s largest ing a lead with cloud servic- to build higher value and lon- telcos including Telefonica es, such as Cobweb Solutions ger-term relationships – along O2 UK and Arqiva. Join our webinar: which sells cloud solutions with new and emerging revenue Aaron Brown, who is the from Microsoft, Mimecast and opportunities for distribution. Chief Operating Officer at www.vanillaip.com/webinars Acronis among others. “The growing adoption of Onecom, said: “Innovation in The firm’s MD, Michael cloud-based delivery mecha- IoT services is a major focus Frisby, said: “We started out as nisms and the increasing con- for Onecom and its impor- a cloud managed service pro- vergence of communications tance is reflected in the qual- vider by focusing on traditional and data technologies is likely ity of this appointment. solutions like Exchange. Now, to further accelerate this trend.” “Graham brings a wealth 95% of our revenues are recur- For more news and views on of experience in telecom- Delivered by ring. But you have to make sure this year’s Managed Services munications, particularly in Uboss you get the marketing right, & Hosting Summit please visit IoT, along with an instinctive along with making investments www.iteuropa.com. understanding of how con- in training and education.” nected hardware will trans- Got a news story? email: Another hot topic at this form businesses.” [email protected] year’s conference was compli- To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER OCTOBER 2017 19 INDUSTRY NEWS

NEWS ROUNDUP Drinks all AI development at Blue Chip, part of the GCI Group, has signed up top round for insurance company SunLife, said to be the UK’s largest distributor of life insurance Datasharp odds with its users products to the over 50s. Blue Chip will provide a It was beers all round at The activities and technology say that 85% of customer inter- cloud platform with a blend of Datasharp when it scooped a investment decisions of AI ser- actions will be with software solutions based on VMware, deal to overhaul St. Austell vice providers runs counter to robots in five years time. EMC, Citrix and Microsoft. Brewery’s comms systems. the needs of the market, accord- “Consumers have a good Blue Chip will also provide a The brewery is one of the ing to software firm Amdocs. sense of how bots can serve monitoring and reporting ser- largest employers in the south Research by Forrester Con- them, and their level of frustra- vice alongside supporting the west and its plans for growth, sulting undertaken on behalf tion with today’s bots is strik- infrastructure and users. which include a relocation, of Amdocs concludes that ing,” said Gary Miles, GM at could only be realised follow- AI developers are not giving Amdocs. “A third will take their Marston’s Telecoms has exp- ing an upgrade of its comms enough thought to the basic business elsewhere if the poor anded its hosted voice (HV1) infrastructure by existing sup- requirements of customers. service continues. handset offering following a plier partner Datasharp. The study found that over “But consumers believe that link-up with Cisco. “The brewery is a multi-site a third of consumers interact if anyone can get AI right it’s To mark the launch Mar- operation so needed a range of with virtual agents at least once Gary Miles the communications and media ston’s is offering a Silver sub- technologies to be incorporated a week as it’s more convenient industry. AI could be a win- scription which includes a into its comms and collaboration and quicker, but nearly half of Despite these customer pref- ning gambit for service provid- premium Cisco handset plus solution,” said Allan Williams, them had no other option. erences, service providers are ers as long as they sync up their 3,000 minutes. Marston’s has Tech’ Director at Datasharp. Given a choice, 83% would not focusing on the right areas investment priorities with what included an option to add, at St. Austell Brewery opted prefer to speak to a human agent in terms of their AI investments, customers actually want.” a nominal cost, a Gold bolt- for Unify’s OpenScape Business who can better understand their reckons the study. Miles believes that Amdocs on with call recording, auto solution which enables collabo- needs and address multiple que- Their priorities are informa- and Microsoft have taken big attendant and call queuing. ration and seamless engagement stions at once. tion security, privacy and speed steps to give users what they across multiple locations. Bots, on the other hand, can- of response; and 42% of ser- want with their just launched Pragma has lifted the lid on Williams added: “One of the not deal with complex requests, vice providers are also creat- Smartbot solution designed for UP Campaign, an upgrade to biggest challenges in a project deliver personalised offers nor ing avatar images for their bots mobile operators. the Ericsson-LG iPECS mar- of this scale is continuity. So we understand human emotions. while consumers prefer human- “It provides telecom-spe- keting toolkit. worked closely with the inter- Consumers also have prefer- like ones. Other mis-matches cific AI capabilities for offering “The UP Campaign strat- nal stakeholders at St. Austell ences on how bots should look include designing bots to be highly personalised and emo- egy delivers a fresh thinking throughout the project and and behave, with 46% want- posh or authoritative, and mak- tionally aware bot interactions, approach and covers market- chose a phased approach. ing them to look like a human, ing them sound too young. which is something consumers ing platforms from social me- “The switchover caused while 20% want to see an ava- More broadly, most service are clearly missing in today’s dia posts and videos to white minimal disruption and no lost tar. The rest don’t care either provider AI decision makers bots,” stated Miles. papers, infographics and web business. Training was carried way, but 36% prefer them to be banners,” stated Will Morey, out before and after the change, female rather than male (14%). who is the Head of Sales and ensuring that employees had a The best bots will be polite, Marketing at Pragma. solid foundation on the new caring, intelligent and funny, software and hardware.” with no airs and graces. Foehn unveils ‘visual’ system

A cloud phone system forms that are unintuitive and launched by Foehn has been convoluted for technical and designed to put power into business teams. the hands of those who use it, “With Voxivo our custom- claims the firm. ers can reclaim control of their Called Voxivo, the system cloud phone system without offers intuitive controls with needing technical help for adm- drag-and-drop dial plan func- inistrative changes. A party of 21 top Pragma resellers with stellar Ericsson-LG and James Passingham tionality and according to its “We also believe administra- So Wifi sales figures under their belts were rewarded with a trip maker gives managers and em- workflows and device configu- tors should empower staff to be to Ibiza. Pragma MD Tim Brooks said: “These trips provide the ployees control of phone system ration, and allows phone system able to control their communi- opportunity to reward and recognise our customers for their hard management tasks that were managers to make changes or cations. So we used open source work and commitment. As well as a thank you, they also allow us to build close personal relationships with our partners which is the previously beyond their reach. add new extensions,” said James and created a visual cloud phone foundation of our success over the last five years.” Berry co-owner “Voxivo enables companies Passingham, CTO at Foehn. system that removes the head- Paul Hallam enthused: “Great trip, great company and great laughs. to take administrative control “We have seen the industry ache for IT managers and gives A lovely welcome as a new reseller to a great group of partners.” of phone system performance, continue to offer telephony plat- agility to business teams.”

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20 COMMS DEALER OCTOBER 2017 www.comms-dealer.com INDUSTRY NEWS 4net enters growth phase supported by YFM Equity Partners

A new phase of growth beck- ons Manchester-based 4net Technologies after an invest- ment by YFM Equity Partners which has acquired a minority stake in the business. As part of the deal Iain McKenzie has been appointed Non-Executive Chairman of the Avaya Diamond partner. McKenzie has founded and built a number of businesses including Mettoni Group which he sold to Enghouse in 2010. He then ran the Enghouse EMEA/ Asia business for five years, growing revenues from circa $30m to over $100m while inte- grating multiple acquisitions. 4net Technologies was established in 2005 by Richard Pennington, Michael Jervis, Frank Jennings and Steve Richard Pennington Tyrrell. They retain a majority shareholding and continue to He added that 4net’s strategy Nigel Owens, Investment run the business with the same is unlikely to change signifi- Director at YFM, said: “4net management team. cantly following the YFM deal. has established a reputation in Contract wins to supply “We will remain focused on providing innovative solutions hosted cloud contact centre cloud and managed services, to its corporate and Government services to a number central UC and contact centre solutions customer base, which has fuelled Government departments have for enterprises and the public impressive growth. made 4net’s recent growth espe- sector,” said Pennington. “This is the fourth invest- cially notable. “Our immediate priority is ment from YFM’s 2016 Fund, Pennington, MD, said: “Our to manage the ongoing roll out which closed in April 2017 and revenues have broadly doubled of our major contracts, as well represents another good exam- in the last two years supported as land several other good sized ple of investing in well estab- by some significant customer opportunities in the pipeline. lished regional businesses from wins. I expect further strong “The investment from YFM the YFM network in the £2-7m growth in the next few years. allows us to accelerate the next investment market.” “These wins include a con- phase of growth and gives us the TMT company Knight Cor- tract for a major utility provid- opportunity to capitalise on the porate Finance advised 4net on ing hosted contact centre ser- significant success and progress its YFM investment. vices to approximately 3,000 we have made in serving cus- Paul Billingham, Director at seats, and a central Government tomers across enterprise, public Knight Corporate Finance, said: contract through the RM1045 and Government sectors. “Having seen lots of private public sector framework utilis- “It will also allow us to equity investment in the ICT ing our own 4net Agile Cloud accelerate the development of sector, and with a number of service called Antenna. intellectual property that adds new opportunities being devel- “We have around 12,000 value to our customers’ digital oped by the business, the team users under contract already transformation strategies, and at 4net were keen to understand and expect to win business will give us the opportunity to how private equity could help from several other Government enhance services and possibly accelerate their growth over the departments off the back of it.” pursue relevant acquisitions.” next few years.”

Maximise your call margins with Daisy Wholesale. www.comms-dealer.com COMMS DEALER OCTOBER 2017 21 INDUSTRY NEWS Firms foiled Splicecom Hirers IT not gets more by bad tech analytical up to the job The rise of machine learn- a 0.5 % decline in hourly out- Recruiters are falling down According to the research, ing, Artificial Intelligence and put, taking the productivity of on the job when it comes to consultants believe that analyt- robotics along with more mod- UK workers back to pre-finan- implementing the technology ics could help them maximise ern employment expectations cial crisis levels. they need to operate more effi- their time on the phone. And will cause a seismic shift in the Graeme Codrington, Futurist ciently, according to a survey of remote working technology nature and practice of work as to TalkTalk Business, stated: 500 recruitment consultants. would unshackle consultants we know it, according to the “When it comes to the typical The study was commissioned from their desks, freeing them World Economic Forum. experience of workplace tech- by 8x8 and its results point to a from their anxieties about miss- But research commissioned nology in the UK, we are seeing 10 hour waste of time each ing important calls. by TalkTalk Business (cond- a growing digital divide between week per average consultant. Respondents also identified ucted by YouGov) found that the services and tools we all use Robin Hayman The main drain on their time the potential productivity bene- workplace technology can have as consumers and the antiquated is manually updating CRM fits of video conferencing when the opposite effect, with 64% of technology we’re forced to use Splicecom’s new version of systems which is also a cause screening candidates. respondents blaming poor tech- in the workplace.” Vision (v1.7) comes with enh- for ongoing concern due to the “With the right communica- nology for lower productivity. According to YouGov rese- anced business analytics that scope for making errors. tions technology in place that The biggest bugbear is a arch, the top technology priority enable ongoing reviews and fut- Nor is that all, the timing of can integrate with existing sys- slow Internet connection (cited over the next 10 years is a good ure business planning. sales calls is all too often hit tems, recruiters can get the full by 40%), followed by a lack of Internet connection. “Vision blends the elements and miss, leading to an average picture of their interactions with computing power and old ver- Kristine Olson-Chapman, of call management, call record- of two hours per week wasted clients and candidates, all in sions of software and systems MD at TalkTalk Business, com- ing and real-time dashboards on calling candidates who don’t one place,” stated Kevin Scott- that are liable to crash. Almost mented: “Revolutions tend to and wallboards into an analytics pick up or are unable to speak. Cowell, UK MD, 8x8. 17% said that their time is wast- come with little warning, but solution, where the whole is “This means less time on ed when attempting to share and businesses have no excuse to be far greater than the sum of the transferring data between sys- download large documents. in the dark about the potentially parts,” said Robin Hayman, the tems and travelling between Productivity figures released transformative changes to the firm’s Director of Marketing & meetings, while tracking agent by the ONS for Q1 2017 showed nature of work on the horizon. Product Management. productivity with analytics. “How to prepare business for “The analysis is used by “With the advent of cloud- the impact of machine learning companies to increase sales, based technology, this doesn’t and automation, and attract and improve customer service and have to be a huge financial com- retain a workforce with rapidly identify opportunities for new mitment, but will undoubtedly shifting expectations of what services and products. help the recruitment sector to ‘work’ means, needs to be a top “Furthermore, the increased Kevin Scott-Cowell work more productively.” strategic priority. demand we’ve witnessed during “For business leaders, there the past 18 months means that is a critical need to align with we’ve also focused heavily on partners who will help them to expanding our call centre capa- Kristine Olson-Chapman innovate on their terms.” bilities in Vision v1.7.” Fitbit on track for businesses

Activity trackers are poised ISVs and API integration spe- to infiltrate businesses follow- cialists to target reseller partners ing a bounce back in the world- with ideas or specific opportuni- wide wearables market and a ties they want to develop.” distribution agreement between Olivier Claude, Senior Sales Hats off to Nimans Business Manager Scott Baron (pictured right) Tech Data and Fitbit. Director EMEA at Fitbit, added: who completed the National Three Peaks challenge, climbing The distributor will carry “This agreement enables us to the highest mountains in England, Scotland and Wales within 24 the full range of Fitbit activity address the potential we see for hours (Scafell Pike, Ben Nevis and Snowdon). The climb is one Paul Jacobs trackers and is targeting the cor- our products in the corporate part of 12 charity challenges Baron has set himself this year. His porate and healthcare sectors. ries, commented: “Businesses wellness, healthcare and wider ‘dirty dozen’ challenge kicked off in January with a 34 mile walk IDC calculated that second are now using wearables to sup- commercial sector.” from Liverpool FC to Manchester United which took 11 hours, quarter wearables shipments port and encourage employees According to market watcher and includes cycling around Anglesey and a 10km army obstacle grew 10.3% year-over-year, rea- to lead healthy lifestyles. The IDC the top five global wear- course. “I’ve always wanted to do something for charity and I’m ching 26.3 million units. potential is tremendous. ables brands in order by ship- not one to do things by half,” stated Baron. “So this year I decided to push myself and lots of friends to the limit. It’s been an amazing Paul Jacobs, Business Unit “We will be working closely ments are Xiaomi, Apple, Fitbit, experience and we’re almost there with just three more to go!” Director for CE and Accesso- with Fitbit in partnership with Garmin and Fossil.

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22 COMMS DEALER OCTOBER 2017 www.comms-dealer.com WE MAKE IT POSSIBLE More and more service providers are coming to us I did I’m in

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

his last quarter has and geographic expansion. been a vintage one In addition, there has been for corporate activity a mooted IPO (Verastar), in the Telecoms & a faltering potential IPO TNetworks peer group, with (Arqiva), private equity two strong themes: The first investments (Gradwell, is a fibre-fest, with almost 4net), and a spectrum £500m of fund raising for trade (Arqiva/Luminet). fibre network builds in the last four months for Contrasting trading CityFibre (£200m, including As usual, recent Telecoms for the Entanet acquisition), & Networks results reveal Hyperoptic (£100m), both relative hotspots and Truespeed (£75m) and notspots in terms of growth, Community Fibre (£11m) as well as widely differing Philip Carse among others (all following performances by companies Gigaclear’s May £111m raise). operating in similar share price performance accounting misstatements), Scorecard moves, most Meanwhile, the Government markets. In particular, there in the last one and three BT (-29% on its various notably Cellhire (doubling also announced a £400m have been decent results months, +1.3% and kerfuffles), CityFibre (- to 72), CableCom (+13 to fund to kickstart £1bn of from companies in mass 2.4% respectively, which 31%), Kcom (-17%), and 71), Focus Group (+5 to private investment; and BT accommodation broadband is marginally better than Maintel (-11%). In contrast, 67), Telecom Plus (-17 to Openreach has announced markets (CableCom and the FTSE All-Share but a LoopUp (+133%), Gamma 37), Timico (-10 to 29), Zen potential FTTP plans that Relish Networks/Keycom), good 5pp lower than the (+13%) and Adept Telecom (-8 to 38), and Arrow (-6 to could cost £400-500m. contact centres (IP broader Megabuyte universe. (+30%) have out-performed. 43). Charterhouse became Integration) and conferencing The standout performer Notably, this share price eligible (EBITDA above £1m) The second big theme is (Starleaf and LoopUp). has been conferencing underperformance has been with a score of 60, while significant M&A, including Other companies to report company LoopUp which reflected in declining current newly covered companies private equity backed decent numbers include is up 92% over the last year valuations at a time of that entered the Scorecard (GCI/Blue Chip Data, Sabio/ Gamma, Focus, Cellhire, three months; whereas rising software valuations, include Barclay Comms Datapoint Europe, Arrow/ Convergence, Charterhouse CityFibre is down 33%, with with the difference between (60), IP Integration (48) and Worksmart, Wavenet/Swains and Barclay Comms. In investors now apparently the two as large as it has Network Telecom (47). The and Verastar/Aimera); contrast, XConnect continues losing excitement over the probably ever been (16.1x table continues to be led by owner-managed (Elite/Nexus to struggle to find a viable £200m-plus fund raise for EBITDA for software versus multi-utility reseller Verastar Telecom, Solar/TWL); and business model, while there an extended fibre build and 10.4x EBITDA for ICT). and connectivity players public listed businesses were disappointing numbers the acquisition of Entanet. M24Seven and Ask4. n (CityFibre/Entanet, £29m, from Timico and Zen among Scorecard update Adept Telecom/Atomwide, others, and Maintel’s first The peer group has Megabuyte has developed IS Research publishes www. £12m, and Maintel/ half 2017 was impacted significantly under-performed the Scorecard which ranks megabuyte.com, a company Intrinsic, £5m). M&A by Avaya’s Chapter 11. on a one year view, at -9% company performance based analysis and intelligence reflects a combination of versus +7% for FTSE and on a mix of growth, margin, service covering over 400 buying customers, product Valuations in the doldrums +13% for the Megabuyte cash generation and FCF public and private UK capabilities, routes to The Telecoms & Networks universe, dragged down metrics. The last quarter technology companies. market, customer bases peer group has had a muted by Redcentric (-58% on its has seen some significant [email protected]

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24 COMMS DEALER OCTOBER 2017 www.comms-dealer.com Q3 dominated by fibre-fest and M&A We are energising COMPANY NEWS ROUND UP the UK ICT channel 4net Technologies contacts company One Point to form up to February 2017’s YFM for investment FluidOne, the immediate £50m/10x underlying EBITDA, Enterprise unified comms focus will be organic growth Lyceum-backed, MBO. but you don’t have to contact centre specialist at the now £25m-plus Revenues rose 5.6% to 4net has announced an annuity revenue business. £55.7m, but fell an estimated take our word for it… investment by private equity 6.6% in organic terms due to investor YFM Equity Partners Hyperoptic doubles changed mobile commercials “Fidelity have made the start-up process for a minority stake, in a revenues in 2016 ahead and expected churn at the very easy and the introduction of the deal valued at £9m. The of big debt funding ex-Coms business, while pricing portal has enabled us to turn £13m revenue company has George Soros-backed EBITDA fell a third to £3.7m proposals around in minutes. We are entered a rapid growth phase superfast broadband provider and the company also now addressing current and new off the back of some major Hyperoptic has released incurred restructuring costs. business with energy supply.” new contracts, including accounts for calendar year supplying hosted contact 2016, showing revenues Mixed H1 trading for DAVID HAYWARD – PURE TELECOM centre services for several UK more than doubling to Maintel following Avaya Government departments. £8.8m, gross margins customer issues “We now operate energy under the expanding 7.3pp to 57.9% Maintel’s half year results to Bluetone banner, as this is what our Arqiva reports further due to scale economies, June 2017, which includes customers know and trust. We had never progress, might be forced and EBITDA losses declining six months of trading from sold energy before and with Fidelity’s to reconsider IPO a third to £4.2m, while Azzurri, show revenues and support we got some quick wins over the 2017 results from broadcast capex increased 38% to EBITDA increasing 68% line.” and comms infrastructure £16.0m. The company has and 62% to £63.8m and ANDREW MARRIOT – BLUETONE provider Arqiva show a much since somewhat increased £7.1m. With Azzurri only improved year, with revenues its firepower, raising £100m contributing two months “We like our customers to be confident up 6.6% to £944m, EBITDA in debt to add to its existing in last year’s interims, they are getting a competitive package up 10% to £467m and a £75m of funding as it aims to numbers are not particularly with award winning service. Fidelity 26% jump in operating increase its network sixfold. representative, although the Energy have offered back up, support cash inflows to £438m. firm has said the performance knowledge and patience to enable us to Both terrestrial broadcast, LoopUp growing strong, was mixed, as Maintel roll this out to customers.” telecoms and M2M helped but at the expense of was impacted by delays in JAMES RYAN – CHANDLER COMMUNICATIONS drive top line growth, while capex and operating investment decisions by some profits continued to benefit cash conversion of its large Avaya customers. “The Fidelity Energy model complimented from tight cost controls, and AIM-listed conferencing However, annualised our objective to offer cost savings whilst cash generation was boosted provider LoopUp has released synergies from Azzurri are making procurement of core business by working capital inflows interim results to June 2017 ahead of those expected at services easier to manage. Fidelity have (specifically, payables). in line with the end-July the time of the completion of helped clients save between 15-40% per update, with EBITDA up the deal and there was strong annum which gives us great pleasure.” Daniell moves to 27% to £1.6m on revenues growth in its ICON platform. JOSH HANNING – BAU SYSTEMS Chairman at FluidOne, up 36% at £8.7m, while replaced by Jagusz underlying conferencing Gamma shows “Fidelity Energy offers full support on Rigby family/SCC-owned revenues grew 44% (37% strong first half every opportunity so all we do is get the connectivity specialist constant currency). The cost Gamma has reported a bills and they advise from there. We are FluidOne (formerly Fluidata) of this accelerating growth strong first half 2017, with now at the point where we can self-serve has announced that founder is a 50% hike in capitalised EBITDA up 21% to £18.5m through their portal, but Fidelity are and CEO Piers Daniel is R&D to £1.85m and, arguably on revenues up 10% at always on hand to help if needs be.” stepping up to the Chairman surprisingly for a subscription- £115.0m. Leading analysts RUSSELL DAVIS – 360 GROUP role to focus on strategic based business, a very poor are to upgrade full year issues, with current non-exec 33% conversion of EBITDA forecasts by 3-4%. While “Fidelity Energy provided some great and well known industry to operating cash flow. many of the usual trends white labelled collateral which helps us figure (previously CEO of were in evidence (strong SIP, to convince customers that this is a Azzurri and SSE Telecoms) Timico‘s year of change hosted voice, capex spend serious addition to our service portfolio Chris Jagusz assuming the 2016 accounts from etc), revenue growth rates which will genuinely save them money. CEO role. Jagusz noted managed cloud, IT and have started to diverge The Fidelity portal is brilliant.” that following the October comms service provider between the indirect and GUY HUNTER – RIVER BUSINESS SOLUTIONS 2016 merger of the then Timico mark a period of direct businesses, up 6% and Fluidata with fellow Rigby considerable change leading 24% respectively. n Join the trusted advisor channel community making new margins in energy supply. Maximise your call margins with Daisy Wholesale. Call Fidelity Energy now on 08000 48 4800

www.comms-dealer.com COMMS DEALER OCTOBER 2017 25 BUSINESS INTERVIEW Thirkill and the rise of GCI People Cloud

Adrian Thirkill’s GCI Vision conference performance last month was indicative of the motivated, energetic culture he has fostered since joining the company in December 2015 as CEO.

Creating and fostering a GCI People Cloud opened up a whole new talent market for our growth

Adrian Thirkill

ith characteristic of internal operations, a paranoid for not being seen would bring. “I saw the us. Too many companies frankness and task that underlined the in the office. It’s about results CEO role as a fantastic don’t practice what they enthusiasm ineffectiveness of siloed with a firm steer and a light opportunity to bring good preach. They’re happy to Thirkill working as he liberated staff touch. You can’t develop, people together and harness use or sell the technology Wdemonstrates the limitations from their desks and reunited deploy and use cloud and their talent to make GCI a that makes people mobile he sees at the heart of them in a People Cloud. mobility technology without company that delivers more and more agile but don’t many business organisations also applying the same for our customers,” he use it themselves. Instead – their adherence to a “This means supporting staff principles to your people. added. “My first job was to many still foster a culture of policy of ‘presenteeism’. to believe and trust in how Creating and fostering a bring everybody together presenteeism. This will end.” Down the ages, and good they could actually be, GCI People Cloud opened and break down the walls. unrelated to any strategic enabling them to find their up a whole new talent To some extent staff were Having declared himself in need, human potential own work/life integration market for our growth.” shackled by a siloed approach stark opposition to business has been compressed into balance with the freedom and by eliminating this it leaders who run their the confines of an office that other companies don’t Thirkill saw from day one would enable them to see operations under the rubric space, he believes. On offer,” explained Thirkill. how a GCI People Cloud the bigger picture, and of ‘Presenteeism’, averse coming to office at GCI, “Part of this is about would work in practice empower everyone to make to the latent potential of one of Thirkill’s priorities empowering people to and the improvements in change and deliver what our their staff, Thirkill spoke was to oversee the recasting work virtually and not feel customer relationships it customers really want from volumes about the big

26 COMMS DEALER OCTOBER 2017 www.comms-dealer.com Thirkill and the rise of GCI People Cloud

opportunities within GCI’s of Blue Chip in July filled reach having undergone a gap in our convergence Just a minute with a cultural revolution. capability, giving us a ‘fifth Adrian Thirkill... “The move towards service pillar’, namely full digital transformation and IT support,” he said. “This Role models: Lakh convergence has accelerated sits alongside our existing Jemmett, the MD at since I joined GCI, and is capabilities in UCaaS, Colt, who was a brilliant growing exponentially every cloud, security, compliance, visionary; as was David single month,” he said. network and infrastructure, Rowe who started “This is what’s driving UK and means that we can and created Easynet PLC and us as a business. provide a full range of Your biggest career Change is the only constant converged services that achievement: Keeping in our industry and technical underpins our customers as an open mind evolution is quickly rewriting they embark on their digital What do you fear the the last 100 years of social transformation journeys.” most? Boredom evolution. In the immediate Name three ideal dinner business environment the The Blue Chip acquisition guests (past or present): main growth will be UC, is GCI’s 18th since it Albert Einstein and cloud security, compliance was founded in 2000 by Stephen Hawking, they and IT services. Convergence Chairman Wayne Martin. would have a great is driving everything, During its 17 years the conversation about the world, the universe, enabling mobility and company has completed time and life; and over 30,000 technology digital transformation.” John F Kennedy who projects, has a turnover inspired people to even Outcomes only approaching £100 million, walk on the moon Resellers should have nothing 11 offices and employs 500 How would you like to be to do with single point staff across the UK – 350 remembered? As someone solutions, noted Thirkill, who of them descended on the who got stuff done went on to explain why they East Midlands Conference What possession have no conceivable interest Centre in Nottingham for could you not live for today’s businesses. last month’s GCI Vision without? My glasses “Customers are no longer event, the firm’s largest How do you relax when coming to us wanting a internal conference to date. not working? Fly fishing. network or firewall, instead There is no better way they are asking us for Thirkill joined GCI from to relax in my view resolutions to particular Easynet Global Services where Top tip for resellers: Keep You might want to business problems that need he was Managing Director. an open mind and don’t specific outcomes,” stated Previous roles also include listen to hype. Listen to look a little closer. Thirkill. “This maps perfectly Chief Operating Officer & UK your people and customers to what GCI is seeking to Managing Director at Easynet What would you do, which is to empower Group and Directorships at change in hindsight? We’ve got your digital transformation within COLT Telecom. His greatest Everything and nothing. our customers that allows career achievement is also If you had hindsight customers’ IT them to be more agile and his biggest opportunity – you’d be tempted to innovate faster. All channel keeping an open mind. change everything challenges partners should be able to “It’s been quite a journey,” One thing you could covered. plug into the new world added Thirkill. “We are in a not do without in your of convergence and deliver state of constant evolution job: My iPhone value. We are working with and reinvention. Anything Give one example of strategic partners that are that is disruptive to business something you have able to deliver business allows innovators to grow. overcome: Fear of failure outcomes for UK PLC.” This includes Brexit. In times What do you consider to of business uncertainty be your greatest strength? Meanwhile, fulfilling another open minded organisations Keeping an open mind is obligation of executive strive to get ahead and drive my biggest strength, but leadership, Thirkill is focused change. We want to work I constantly have to work on more potential acquisition with the innovators and on the ability to always targets as well as organic help them succeed in their keep an open mind growth. “Our acquisition business goals.” n To advertise in 0845 123 2222 [email protected] node4.co.uk contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER OCTOBER 2017 27 the Comms National Awards 2017 12th October Hilton Park Lane

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Paul Taylor Garry Growns Nick Goodenough Sales Director Sales Director Partner Service Manager Voiceflex Daisy Wholesale Spitfire “Voiceflex is delighted to once again sponsor the “Entering the prestigious Comms National Awards not “Spitfire is delighted to again sponsor the Vendor Distribution category at this year’s Comms National only brings together great individuals and companies, Software Application category for the 2017 Comms Awards. We’re 100% channel focused and value whilst showcasing businesses’ successes, it allows National Awards. We know from experience of our the relationships we have. We support our partners you to acknowledge the hard work, talent and own Comms National Award winning solutions, with continued investment, portfolio development determination of your teams. At Daisy Wholesale, we such as Spitfire SIP Communicator™, that the and enhancements plus sales and technical training. believe the SME sector has huge potential which is development of successful applications requires In less than eight years, every UK business will be why we are proud to support our fantastic partners significant investment of time and expertise. using some form of SIP or hosted applications to and the channel by sponsoring the SME Reseller of Consequently, it is important that the telecoms communicate and we’re dedicated to supporting our the Year category. This is your opportunity to reward industry recognises and rewards innovation and partners get on the SIP and WebRTC journey. We look the people that make your business a success, so excellence. We value the high esteem in which the forward to celebrating continued channel success at grab it with both hands and get your entry in now.” Comms National Awards are held and they have the CNAs and wish everyone the best of luck.” become the benchmark for excellence in the industry, providing well deserved acknowledgement of achievement.”

Cloud Communications Vertical Market Solution Video Suite Hospitality Solution Category Category Vincent Disneur Steve Mace Head of Sales Richard Thompson Senior Director - Channel & Marketing Partner Sales Director Interoute Union Street TalkTalk Business “Interoute firmly believes that through offering an “The CNAs is unquestionably the channel’s most “The channel community once again has a lot to exceptional product and partnering with skilled, highly anticipated awards ceremony. It’s a celebration celebrate this year; it has also been a time continued innovative and driven channel resellers everyone in of outstanding achievement, with each award change and growth for us at TalkTalk Business and so the market can benefit from the transition to cloud. representing hard work and determination on the part we’re delighted to be helping bring together friends Awards such as this offer recognition of star players, of the winner. We would strongly encourage anyone from across this amazing industry to recognise which is an important tool in motivating cloud undecided about whether to enter to get involved. shared success and to celebrate in style. As we communications resellers to find novel ways of using Achieving finalist status is a fantastic achievement, continue to innovate and challenge to make business Virtual Data Centre platforms to deliver services to but to win is indescribable. We’re very much looking telecoms better for everyone, we hope by helping end-users. We are proud to sponsor the Reseller forward to this year’s CNAs and, on behalf of myself shine a light on the brilliance of colleagues from Cloud Communications Category and we would and the Union Street Team, I would like to wish the across the industry we can inspire everyone to work encourage everyone who believes they are delivering best of luck to all this year’s entrants.” with us in making sure our industry just keeps getting digital transformation to their clients to enter.” better and better.”

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www.comms-dealer.com COMMS DEALER OCTOBER 2017 29 BUSINESS PROFILE Thompson nets top job

offer wholesale partners Former England basketball player all the same functions but Richard Thompson jumped at the integrated within their own portals and systems.” opportunity to become TalkTalk TalkTalk Business’s declared Business Director of Partners in intention is to lead the access evolution as new higher August in what he says is a slam bandwidth technologies come to the fore. “It is dunk of an opportunity to build important that we are up the channel operation. at the forefront of this curve, giving our partners and their end customers choice,” commented Thompson. “Our Cloud- ready connectivity technology offers configurable multi- hompson has been for success, where we service access options, part of the TalkTalk need to invest and how we available across public and Business team since strengthen and improve.” secure private networks, joining as a graduate supported by a range of T16 years ago in Partner Sales The channel is at the optional boots. The other as an Account Manager. forefront of TalkTalk side of the equation is voice “This was a great learning Business’s growth strategy. and the transition to next experience, right at the coal The company has over generation services. Through face,” he stated. “When the 800 partners and 180,000 Richard Thompson our SIP and expanding opportunity presented itself business end users, while hosted voice capability we to lead our partner business it four million ‘live’ customers 15 per cent year-on-year,” mapping functionality are well placed to support was one I absolutely jumped use its network. “I have noted Thompson. “The enables partners to see the our channel partners.” at. It is the largest and an obsession with being investment we have made Openreach infrastructure most important part of our easy to do business with in the network, training and and the complexity of an TalkTalk Business is an organisation and very much and providing our partners collaboration with partners order to better understand ambitious company with a the growth engine of TalkTalk with the right engagement has seen the business make the options available. DNA grounded in disrupting Business, which makes it an model,” stated Thompson. significant strides over the the market. “This will exciting place to work.” “Our partners are at the last 12 months. Partners can User control see us continue to invest heart of our strategy, so trust us with their customers’ “Visibility of status updates, in our network design Prior to heading up the it’s fundamental that we mission critical data and voice case management and and capability, product partner arm Thompson held a provide them with data services and commit to SLAs engineer notes all happens innovation and our service variety of senior management and voice services that can in the knowledge that these in one place, reducing experience,” confirmed positions ranging from be consumed in a simple will be met successfully. The complexity and enabling Thompson. “Importantly, we leading B2B strategy, sales and reliable manner. It’s reliability we offer is better partners to manage their will also look to strengthen operations, marketing and important to acknowledge than the industry average customers’ expectations,” our account management trading. For the last two years that we address the entire for Ethernet delivery and we added Thompson. “They and overlay teams to he worked as the Commercial spectrum of indirect channel have been leading the way can make changes quickly support our growth. Director for TalkTalk partners, whether a carrier with new ways of working and easily to their account, Business across all GTM or systems integrator with Openreach. This sets increase bandwidth and add “I am lucky to have been channels. “My priority now through to a start-up.” us apart and ensures we are resilience on their circuit given numerous opportunities is to connect with all of our constantly ahead of industry without having to call us. to grow and develop while partners, so I am spending TalkTalk Business has standards for Ethernet.” We will be adding advanced at TalkTalk. When I originally a lot of time meeting with over 20 years experience features and performance left Partner Sales I took on customers, understanding supporting businesses of all The company has also monitoring so that partners a strategy project to lead a their challenges and seeing sizes, from national retailers migrated its wholesale can see what we can see. five year plan for TalkTalk how we can help each to sole traders. And over partners to MyNet, an online By increasing transparency Business. It was a hugely other grow and win,” he the last few years it has portal that allows real-time and enabling greater challenging and rewarding added. “There is a wealth of invested significantly in management of circuits from control our network starts experience which taught me opportunity and the market is the core network. “In the order through to bill. Orders to become their network. a lot, but also gave me the buoyant. I am also reviewing first half of 2017 we have can be quoted and saved We also currently have confidence to broaden my how we set ourselves up seen wholesale growth of for 30 days while integrated MyNet APIs in trial that channel ambitions.” n

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0808 280 0000 | [email protected] | www.marstonstelecoms.com BUSINESS PROFILE Rahimi: A man with growth on his mind

To say that BDR Group CEO Bahman Rahimi is a quintessential entrepreneur would be to greatly understate the extent of his opportunism and craft for building profitable businesses.

I consider myself lucky to be part of this dynamic, revolutionary and life changing industry which has kept up with the pace of change

Bahman Rahimi

ahimi took control an agricultural opportunity “During this time the price to take calculated risks. His His original background was of his destiny almost that arose in his native Iran. of land rose significantly and biggest risk, however, was in computers and software 30 years ago and The venture speaks volumes I could not refuse an offer to starting BDR in John Major’s development, and like many his determination to and reflects the extent of sell up. The sale was timely recession years with his own entrepreneurs his entrance Rremain independent and self- Rahimi’s business acumen. “I because I’d seen enough limited funds. “No individual into the world of telecoms sustaining has not waned. acquired some land in Iran potatoes to last a lifetime.” or institution would back was more a case of chance Nor has his ability to identify and for eight years owned me,” Rahimi stated. “But I than design. “I’ve been in a commercial opportunity and managed, at arm’s Qualities that count did not let my confidence comms since the eighties, in the comms sector, and length while running BDR, a Rahimi’s agricultural venture be undermined by the from the early days of beyond, faded over time. farm that produced hundreds displays a rare combination naysayers when setting privatisation,” explained This is plainly evidenced by of tonnes of potatoes of opportunism, a willingness up BDR in a challenging Rahimi. “I jointly owned a his unequivocal response to annually,” he explained. to diversify and an ability economic climate.” telecoms company for six

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32 COMMS DEALER OCTOBER 2017 www.comms-dealer.com Rahimi: A man with growth on his mind

years but felt the time was Rahimi. “We are hoping to right to start out on my make further announcements Just a minute with own. I wanted to test my before the end of this year. Bahman Rahimi... skills and business abilities without external influences. “Consolidation in our Role model? David George, This led to the creation of industry tends to be based who was charming, BDR in November 1991. on private equity models. But smiling, successful, liked, I aim to make acquisitions didn’t cheat or lie in “I have always believed using our own funding, business, most in our industry listened to him in self-sufficiency when thereby avoiding banks or and he made a great deal providing products and private equity and their of money. What a man services to customers. This control. This is making an What talent do you wish philosophy over the last eye-watering change to my you had? To have excelled three decades led me to financial health and wallet, at one of my favourite Build your channel develop in house skills for key but I am persevering because sports at international level technological and legislative I value my independence.” What do you fear with Comms Dealer changes, limiting our reliance the most? Losing the on sub-contractors and Rahimi’s current priority and respect of my family, middle men when dealing big challenge is managing the peers and staff with customers. This is a big transition from TDM to cloud With Comms Dealer magazine, How would you like to of BDR’s success, and the shift from a capex be remembered? As an reaching & influencing more resulting in a stable customer to opex model. “We are all round good egg resellers in the UK than any other base and loyal staff.” making progress, redesigning Your greatest strength? I channel publication or website is and planning timely changes don’t pre-judge anyone as simple as ABC. Partnerships to cater for the move away on any grounds – their The main influence on BDR’s from traditional revenue looks, their wealth, their direction of travel is to streams to new models,” dress sense or their follow a policy of not being he commented. “BDR will background, only on their • Comms Dealer magazine influenced by brand names achieve significant growth ability and the content Comms Dealer’s ABC audited circulation provides or product status and only and expansion in line with of their arguments the largest audience of UK resellers. engaging with suppliers our planned direction. Name three ideal dinner (Average Monthly Circulation 16,020)* that meet market demands guests: My late father, • www.comms-dealer.com and place a high value “On the whole I am an for the heart to heart Our ABC audited website provides 24/7 access to that I never got the on their relationship with optimist, but I expect the channel news and is the only ICT channel magazine BDR. “Our proposition is to number of resellers to chance to have; Nelson to independently audit web traffic Mandela, to fathom out design, develop and deliver a diminish over the coming (Derived daily average unique browsers 840/day)** how one has that much complete and fully integrated years due to the ever forgiveness; Adolf Hitler, • Comms Dealer Weekly e-news IT infrastructure and voice encroaching digital world to ask how to avoid platforms to organisations of and the march of turnkey Comms Dealer’s weekly, ABC audited e-newsletter harbouring that much delivers the latest, breaking news to the UK ICT all sizes,” said Rahimi. “We products, mobility, home corrosive hate against channel. have a specialised approach workers, multi-nationals etc. a whole community (Average Weekly Distribution 20,392)*** to some vertical markets, There is a shrinking pool of and section of society but in my opinion there is a customer requirements and Industry bugbear: IT If you want to engage with the UK partner channel in commonality of requirements that means less dependence buyers not brave enough print, digital or direct to desktop, talk to us now and find out why Comms Dealer is the best choice for to consider moving shared by most industries.” on the specialist expertise reaching more UK resellers than any other channel offered by resellers. This will suppliers for the right magazine, website or newsletter. In recent years organic have an inevitable impact reasons without the fear of getting fired growth has proven more on them. But our industry Simon Turton challenging, so sticking to a is still lucrative and offers Lesson learnt? I have been E: [email protected] single growth strategy was many opportunities for those too trusting and should T: 07759 731134 have got promises and not a viable option. “We who plan correctly. I consider commitments in writing have blended in growth by myself lucky to be part of acquisition during the last this dynamic, revolutionary Your biggest career few years to complement and life changing industry, achievement? Steering BDR through several our organic expansion, and which has kept up with recessions, financial have enjoyed good success in the pace of change and downturns and credit this field, completing several up-skilled continuously to crunches and coming acquisitions of various sized create a lasting and exciting out better and stronger businesses and assets,” noted commercial environment.” n * Member of the Audit Bureau of Circulations ABC total average circulation 16,020 (Jan-Dec 16, 12,634 print, 3386 digital) ** www.comms-dealer.com Online property (1st January 2016 to 31st December 2016), Derived daily Average Unique browsers 840) To advertise in *** Distribution of weekly email newsletter (1st January 2016 to 31st contact The Sales Team on 01895 454411 December 2016, Average Distribution 20,392 www.comms-dealer.com COMMS DEALER OCTOBER 2017 33 CASE STUDY Apprenticeships matter

Green Telecom Managing Director Steve Hayden and the Institute of Telecommunications Professionals (ITP) have called on the communications industry to prioritise the employment of young apprentices as a matter of organisational policy. Here’s why...

ust talking about the Apprentices are more skills gap in telecoms likely to be loyal to a doesn’t get the job company that has given done. What we really them an opportunity to Jneed to do is take action and gain qualifications and inspire apprentices with the practical experience in wonders of our vibrant sector, the workplace. “I would and work hand in hand recommend all businesses with the ITP to champion to consider employing an bright young people and apprentice” commented help them lay the foundation Aneel. “It provides a fantastic of a successful career in IT opportunity to train a and telecoms, according to young, willing individual Hayden. He has called for the Steve Hayden and Aneel Ahmed and develop them into employment of apprentices the type of employee the to become compulsory, and our main engineer, Telecom and Coventry City was studying into practice company requires. The with a minimum ratio of Aneel Ahmed, came College where he studied. almost straight away.” apprentice can be trained in one apprentice per ten through the first cohort.” The ITP also provided a areas of the business where employees. “Apprenticeships mentor for Aneel to contact Aneel is now a Senior there is a lack of skilled are a great opportunity to Hayden himself started out should he need help with Engineer and has trained employees, leading to more take someone into your as an apprentice engineer the NVQ and its associated as a multi-skilled employee, productivity and the freeing business and train them in with BT when he left school assignments. His role as enabling him to help in the up of staff time to undertake your ways and systems,” in 1981. He believes that Apprentice Telecoms Engineer IT and customer service other responsibilities.” he commented. “And they the number of apprentices lasted 18 months, the time departments when required. help to fill the skills gap. employed by a business it took for him to complete “The apprenticeship scheme Aneel’s success during his Qualified engineers are hard is a sound indicator of a Level 3 Diploma. “Once I not only enabled me to apprenticeship was rewarded to come by in telecoms.” its practical approach to had achieved my qualification develop technical skills in with an Apprentice of The strengthening and growing I had a review meeting with IT and telecoms, it also Year award at the Annual Green Telecom was from within. Moreover, Steve Hayden to discuss helped me to develop ITP awards evening. “Aneel’s established in 1989 by apprentices like Aneel my future role and career key employability skills story is a fantastic example of Hayden as an installer of make their career decisions ambitions,” commented such as communication, the power of apprenticeships telephone systems for other according to what they Aneel. “Because I was presentation and time and highlights the benefits telcos. The company became find relevant to their future qualified my job role changed management,” he explained. apprentices bring to any a reseller in 1995 and lives, which means they to Telecoms Engineer. business, large or small,” currently employs 12 staff have a long-term vested Aneel is currently studying commented Crissi Williams, with a turnover of almost interest in their employer. Support network through The Open University CEO of the ITP. “It’s a win- £2 million. Green Telecom “My first apprentice role “My work colleagues to achieve a foundation win situation for both the is based in Chesham and at Green Telecom was as a were supportive with my degree in Networking. apprentice and employer, owns its offices, and has Junior Telecoms Engineer,” apprenticeship assignments “Once I have achieved this and is almost always a great come a long way from the said Aneel. “I started off and NVQ, and I was given I aim to sit the Cisco CCNA learning experience for double garage in Ruislip by learning the basics of all the help I needed. I was exam and in the future look both. Green Telecom has where Hayden started telecoms such as the use also assigned a mentor at completing other Cisco paved the way in terms of the business. “We believe of Cat 5 cable and how to within the workplace so I had certifications,” he said. “I employing and developing in honesty, value and a terminate these at a customer someone to discuss, plan and will keep my options open its apprentices, and we hope professional but happy work site, and then moved on complete my apprenticeship for future qualifications this will encourage other environment which includes to system installations NVQ. Although studying and certifications as I think businesses to get on board. apprentices,” added Hayden. and programming.” and working together was it’s important to carry on Even if they only employ one “We have been involved challenging, it helped to learning and developing apprentice per year, it can with the ITP apprenticeship The ITP’s role was to help develop my skills as I was skills to keep up with future have a huge impact on the scheme since the outset Aneel settle in at Green able to put the theory I technologies in this industry.” bottom line.” n

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he delivery of successful customers solutions is the synergy that exists between vendors and resellers. So, what is the magic formula to Relationships of all kinds thrive when they are Tpowerful win-win partnerships? The simple answer is: Communication. nurtured. The key to ensuring happy and healthy If you look at a vendor/supplier partnership like a marriage, the key is to partnerships is the dedication to continuously learn everything about each other including the good and bad traits that improve them. We record and track our partner incentives, training schedules, support systems every company has. and portfolio offerings, so that we can review The best vendor/reseller relationships require a mutual effort to and better them, regularly. This is also the same understand as much as possible about each other’s businesses including with our suppliers. Ensuring the health of our products, services and revenue models. And resellers that take the time to partnerships lets our partners know that they are valued, and naturally, that encourages good learn as much as possible about the technical side of a vendor’s business will business in return. Our regionally dedicated build mutual trust and respect - two of the most basic attributes of successful Account Managers provide constant support relationships whether professional or personal. with regular meetings to help us understand It is also vital for potential partners to understand shared goals and our partner’s needs, whilst updating them on all new products, pricing and exciting incentives. objectives at the beginning of a campaign or installation so that key Being committed to continuously improving accomplishments and milestones can be monitored and achieved. Well CLIFFORD NORTON CHANNEL TELECOM partner relationships to achieve ‘winning’ informed partners are more likely to provide mutual support enthusiastically partnerships. and not with ‘gritted teeth’. In conjunction with open and frank dialogue among top executives and People buy from people. It’s a huge cliche, but sales personnel on the front line, the most successful vendor/reseller treat your supplier as you’d want to be treated. relationships also engage end user customers. That includes their best, It’s fair to say the partners that we enjoy the longest standing customers as well as fledglings that need nurturing to grow. best relationship with are those who treat us fairly and are straight with us. It’s about Without end users - without growing demand for vendor product and reseller building trust and confidence with each other. services - neither channel partner can succeed. Just as vendors and resellers We provide professional account management shouldn’t independently set agendas without considering each other’s’ of the highest level and hopefully this will business models or concerns. Engaging with end users separately will lead to help us build a rewarding partnership for both parties. The most effective relationships bad feeling and will accomplish nothing. are based entirely on trust. We endeavour to Finally, developing and maintaining a healthy relationship requires vendors provide the best service we can and in return and resellers to continually ask questions of each other and revisit goals and we’d like our resellers to trust us and work with objectives and policies. Vendors must also ascertain the motivations and us to enable us to provide the best solutions for their clients. conditions behind their existing channel programmes. For example, are they still valid, or have market conditions, reseller or end user requirements PETER CROOKS INVOSYS changed to the extent that the programme itself must also evolve?

A strong relationship between vendors and Jabra like to work in a consultative way with partners is the cornerstone of business success our channel community and provide support for both parties. It is important to have shared whenever needed. Working in partnership key objectives and communicate them. At 8x8, with a reseller who includes us in conference this means working with partners who are as calls and meetings as ‘the audio device expert’ ambitious as we are and have the focus and allows us to provide next level support to aid momentum that help us both succeed. We the partner in successfully closing opportunities. aim to be as open as possible and find the We value channel commitment to becoming more transparent the relationship, the more an authorised Jabra partner and therefore successful it is. Also, you should always feel offer a variety of participation levels within our able to ask vendors for help and support when partner programme to suit all partners and their needed. A good vendor will have a strong business objectives around audio devices. training programme in place, as well as access At Jabra, we truly believe that working in to relevant marketing and technical resources, partnership with our channel to provide an end- to help improve the bottom line for both to-end service yields the best results. Therefore, parties. utilising our readily available personnel, CHARLES AYLWIN NIGEL DUNN 8x8 JABRA sales and marketing resources whenever required, is essential.

Take your business to the next level The network for the UK’s major ICT partners

36 COMMS DEALER OCTOBER 2017 www.comms-dealer.com VENDOR/RESELLER RELATIONS Kaleidoscope Vendors and resellers need to talk more honestly

The easiest way we can help resellers grow Running marketing for a wholesale only vendor, their business is for them to share their vision a huge priority for me is enabling our partners of what they are trying to achieve. We are here to drive and build business. Having come from for the long haul and develop seamless long- the channel and worked with the world’s term partnerships. Understanding their business biggest vendors, I have seen what can really is part of a continual process and journey. work well. Projects that get my attention have We’ve been in the industry for more than a partner investing into the activity with their three decades and have developed very strong own funds, this always sharpens the focus reseller relationships over that time based on and delivers better results for everyone. Next, I shared commitments and mutual respect. Trust look for a detailed and well thought out plan, is the biggest element. The best relationships with appropriate timescales, demonstrating are mixed with a social and a friendly element the approach to build-up, execution and too as well as professional. We all share the importantly, but often overlooked, follow same vision and objectives. If a reseller grows up. Furthermore, seeing definitive objectives then we grow too. and timescales, such as a number of deals or expected revenue. PAUL BURN NEIL WILSON NIMANS VIRTUAL1

Zest4 are 100% dedicated to the Channel Long-term success in the channel depends and 100% dedicated to supporting partners - on more than product alone. Rarely does the whether it’s over the phone, attending meetings move from one vendor to another generate in the office or out onsite with clients. All we success primarily based on ‘new’ features. To ask is that our partners offer the same level produce the big results, partners need a supplier of commitment to our partnership and that with the right balance of price, solutions they invest their time and resource into our and support. Without this the relationship training and onboarding initiatives. Our focus can be unproductive, stifled by a lack of has always been and firmly remains on building expertise and backing. At Gamma, we make a mutually beneficial relationship. We don’t it easy for partners, providing access to the set targets and we leave business ownership Gamma Academy for all their training needs, completely in our partners’ hands, but by ‘Accelerate’ for white-label marketing material building an open and honest close working / lead generation and the Gamma Portal to relationship, both ourselves and our partners provision and manage services online. With reap the rewards. Our dedication to support these tools partners can focus on what they do and our flexible approach are the key to best – providing excellent customer service and MANDY FAZELYNIA DARYL PILE ZEST4 Zest4’s partnership success. GAMMA offering clients the right solutions for their needs.

We look to partner with resellers that share Often business objectives at corporate level can the same customer-focused ethos as ourselves. be broad, but a customer who can translate That’s why we have many IT support companies these objectives into clear business plans is as partners, because they place a high emphasis always good to work with. Time and resource on personalised customer service. Our partners are the greatest commitment a customer can don’t need to sell huge volumes of services, but make to us. Often billing problems can’t be we do want an ongoing dialogue. Partners can solved instantly and by taking a longer, more get more out of the relationship if they attend strategic view, customers can drive real value the training events, round table lunches and from the information gathered over time. This the annual partner conference which we hold. data can then be analysed and turned into Like any relationship it works best if there is useful insights which actually drive better trust on both sides. With trust we can have a change. 100% communication is also vital. relationship with the reseller’s customers that Even when a project has launched there should allows us to provide a better service to both our be a clear handover plan and SLA monitoring to partner and their customers ensure that the customer is still driving the best value possible throughout the products/ NICK GOODENOUGH Derek Watson SPITFIRE AURORA service lifetime.

Take your business to the next level register to attend now The network for the UK’s major ICT partners www.commsvision.com

www.comms-dealer.com COMMS DEALER OCTOBER 2017 37 COMMS VISION SPECIAL REPORT MIT’s Andrew Lippman and Sir Charles Dunstone join inspirational line-up

Comms Dealer has announced an acclaimed line-up of keynote speakers for this year’s Comms Vision Convention at the world famous Gleneagles Hotel, 8th-10th November.

onference Chair is confirmed as Andrew Lippman, who spearheaded an 18 month PANEL SESSIONS Associate Director and co-founder of the globally technology transformation & debates... renowned Massachusetts Institute of Technology for the Department for Capitalising on digital (MIT) Media Lab and one of the world’s foremost Education. He will show innovation – the new C researchers on the evolution of how the project changed frontier in comms: digital technology. He is also the culture of mobility What next moves a Senior Research Scientist and ways of working should the channel and co-Director for Digital across the department; take to capitalise on Life. Andrew’s highly and discuss the challenges new sources of value, animated and engaging of realising opportunities ADRIAN TUCKER and what will the approach to discussing through new technologies winners in tomorrow’s the latest trends and and how the hurdles were overcome. Adrian will market look like? research will give Comms also explain why digital is more about exposing Vision conferees compelling value chains than making business processes faster; Automation and AI insights into the future of and why it’s important for technology suppliers to – The new realities of Andrew lippman communications technology. develop a collaborative partnership with customers customer engagement as a prerequisite to easing the transition to digital. and the workplace: In a rare conference appearance TalkTalk Executive How will automation Chairman Sir Charles Dunstone will take part in an David Dunbar, Director at and AI shape the future exclusive conversation and share his thoughts and Workmodes Consulting, is workforce? And how experiences on challenging the status quo and stepping well known for leading can the channel define outside the norm, while creating a business culture that the development of its destiny in this world? fuels growth and puts the customer first. “I’m looking BT’s flexible working forward to this year’s Comms Vision at Gleneagles in strategy, and as Head of Is culture change key November and in particular to having the opportunity Digital Workplace and to unlocking digital to get to know our partner community better,” he said. Transformation at Nationwide potential? Business “Having worked in UK telecoms he was responsible for transformation is for over 25 years, I love the planning and driving the DAVID DUNBAR not just a matter of industry and have always digital transformation for external technological found these events a great 20,000 people. In his keynote, David will illustrate forces, which raises way to meet people and why a strong digital workplace strategy is crucial to a key question that explore how to do more the success of transforming organisations towards must be addressed: business together.” more agile, more flexible workplaces through How can we build technology, the physical space and culture. cultural confidence into Also keynoting is Adrian our digital future? Tucker, Chief Technology Optimising the workforce through technology is also CHARLES DUNSTONE Officer, Public Sector/Retail, a big theme for Euan Davis, who leadsHENRY the HOWARD Centre for

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38 COMMS DEALER OCTOBER 2017 www.commsvision.com MIT’s Andrew Lippman and Sir Charles Dunstone

the Future of Work in Europe Gamma CEO Bob Falconer will at Cognizant Technology elaborate on why digital Comms Vision is Solutions. In his Comms transformation starts with the leading annual Vision keynote session the channel partner, and leadership forum for Euan will explore the discuss how the channel CEO, MD and CTO future direction of can more effectively workplace digitalisation, expand on its capacity delegates making how technology providers to foster customer ties up the major league can help to deliver the and derive greater margin, of the UK reseller community. Places Euan davis future of work, and show value and differentiation from Bob Falconer why all enterprises must rethink innovative real-world network- are limited and by their operations in terms of technology, process based solutions. Building on this strand, Steve Best, invitation: If you and skills to create value and survive. Managing Director for Product Management, Strategy would like to join and Regulatory Affairs at BT Wholesale, will explore how us this year, please Survival is ultimately a matter of leadership, therefore resellers can successfully become a register your interest 8x8 will introduce Mark Rhodes, author and international competing force in the new to attend at www. leadership speaker, whose keynote will emphasise why digital enterprise. He will commsvision.com the future success of digitalisation in the workplace is as discuss how the channel can much about effective leadership respond most effectively to development as it is the new ICT ecosystem and technological innovation. on-demand world, driven He will explain what by the rise of M2M, the transformational IoT, growth in bandwidth, leadership means in the and new technologies more complex digital Steve Best such as NFV and SDN. workplace, and why business and cultural change CityFibre, the disruptive infrastructure builder, and is imperative and can be Entanet, the channel-centric connectivity wholesaler, are Mark Rhodes achievable without having a united by their shared vision on the essential role of full- negative impact on customer fibre in serving the growing needs service. Mark will also outline new management skills of the digital workplace. In their and offer guidance on creating an organisational culture session, CityFibre Director of which together will unlock leadership success at a Strategy Mark Collins and time of unprecedented workplace transformation. Entanet CEO Elsa Chen will rally the channel to A key driver of this transformation is the rise of SD-WANs embrace the power they and their impact on the UK ICT market, which will be have to deliver full-fibre at disruptive and seminal, says Mark scale and ultimately help to Lewis, EVP of Products & make Digital Britain a reality. Development at Interoute. In his Comms Vision Comms Vision’s enlightening Elsa chen We will keynote, Mark will line-up of keynote speakers and highlight the power of panel sessions (see box opposite) embrace all of the explore SD-WANs to digitally key elements that make up the overriding theme at this transform businesses, year’s conference – ‘Workplace and customer experience the trends and shine a light on – Redefined for the digital age’. “We will explore the how giving CIO’s what trends that are currently shaping and redefining the digital shaping and Mark Lewis they want with a SD-WAN workplace, and examine the role of the partner channel redefining strategy will create new and service provider community in bringing workplace business opportunities for the partner channel. Mark and customer experiences fully into the digital age,” the digital will also outline where SD-WAN fits into the next commented Stuart Gilroy, Comms Vision Content Lead. n generation of IT infrastructure – the new Cloud Fabric. Comms Vision special report continues on page 40 workplace

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www.commsvision.com COMMS DEALER OCTOBER 2017 39 COMMS VISION SPECIAL REPORT Altnets set to play pivotal role as Government backs Digital Britain

Government support in favour of Digital Britain has in part been catalysed by consultations with Comms Vision Platinum sponsor CityFibre, creating the foundations for channel partners to step up and leverage their new-found power to help shape the nation’s digital future, explains CityFibre CEO Greg Mesch who outlines the significant opportunity at hand.

igital Britain without an all pervading pure But Digital Britain depends on more than Government Full-fibre funds fibre infrastructure is like a moon mission intervention, so CityFibre and Entanet are calling on the explained... without a rocket. It won’t get off the ground. partner channel to play their critical part in shaking up the Local Full Fibre But since Digital Britain is in CityFibre’s connectivity status quo underpinned by the incumbent. Networks (LFFN) Dsights, and also Government policy, the countdown Such a move has already been taken by CityFibre’s Programme: A £200 has begun with manifestoed launchpads already in Gigabit City launch partners who, hand in hand with million Government place. These include the Government’s Digital Strategy CityFibre, have made Digital Britain a reality in their local subsidy for local which supports the roll out of a UK-wide full-fibre regions. CityFibre and Entanet now offer, in effect, an authorities to spend infrastructure and is one aspect of the wider Industrial opportunity for the wider partner community to clear the on full-fibre between Strategy for the post-Brexit economy. “We’ve input national deck of copper and connectivity flat-Earthism. now and 2020/21. heavily on both because we believe that the Digital The LFFN programme Strategy should not be seen as a pillar in its own Staunch Government support will also incorporate right, but as an enabler for the delivery of the entire In breaking new ground, the Government has manifestoed a new Gigabit-ready Industrial Strategy,” commented Mesch. “Our lobbying its five year fibre roll out goal to have fibre spines in 100 voucher scheme for on behalf of the channel and the UK has not gone towns and cities and fibre to the premises in 10 million business connections unheard. Unlike a year ago, there’s now no ambiguity homes by 2022, with a clear pathway towards national targeted at SMEs. in the Government’s commitment to widespread full- coverage by the end of the decade. “These are not just fibre coverage, and it continues to value our input.” DCMS targets,” explained Mesch. “The commitment Digital Infrastructure to full-fibre is a Government-wide agenda supported Investment Fund (DIFF): You don’t need to be a rocket scientist to see that the right up to Downing Street and the Prime Minister.” A £400 million fund in Government is in favour of full-fibre to the tune of support of alternative millions through new programmes that support and The first sign of Government intent on these matters network builders. applaud the work of alternative fibre infrastructure emerged in the Chancellor’s 2016 Autumn Statement Government funds providers such as CityFibre – its mission being to disrupt where £1.14 billion was committed to support new full will be distributed the incumbent and bring world class connectivity to fibre and 5G network roll outs. “What we’ve seen since, via private sector those not embraced by the M25 ring. “Sharing a bold via the Digital Infrastructure Investment Fund (DIIF) and fund managers that vision and strategy is important, but not enough,” Local Full Fibre Networks (LFFN) programme (see panel), is have to match the added Mesch. “Setting clear goals, implementing a commitment to invest that money in real projects that funding, representing programmes to deliver those targets and stimulating make full-fibre network build and expansion happen,” a total £800 million. a competitive national infrastructure market is vital. added Mesch. “These programmes demonstrate that We are seeing great strides in all of these areas.” the Government is listening to alternativeHENRY network HOWARD

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40 COMMS DEALER OCTOBER 2017 www.commsvision.com Altnets set to play pivotal role as Government

providers like CityFibre and following through on a Openreach is consulting on how to deliver full fibre, publicly voiced commitment to ‘actively support the but its big challenge is how to identify enough Comms Vision is challenger’. The Government’s position on creating a incremental benefit to justify a wide scale network the leading annual competitive UK infrastructure environment is clear. From upgrade. “The more we build and the more our leadership forum for a competition perspective, a primary reason that the network is utilised, the greater the competitive pressure CEO, MD and CTO proposed merger of Three UK and O2 was rejected by on the incumbent to invest,” emphasised Mesch. the European Commission was the viewpoint that four “This will lead to a positive competitive dynamic that delegates making national providers were needed to ensure a healthy, will ultimately benefit the channel and UK Plc for up the major league competitive mobile market. In the fixed market we don’t many years to come, made possible by the partner of the UK reseller have anything close to four national players, emphasising channel making a simple, empowered choice. community. Places again why the Government has chosen to introduce are limited and by measures that support the challengers rather than “By owning the end user conversation the partner invitation: If you subsidise or incentivise the incumbent alone.” channel can identify and generate demand, would like to join helping companies like CityFibre to build us this year, please Fibre campaign advances fibre infrastructure where it’s needed. register your interest For CityFibre, Government backing Part of this process will leverage to attend at www. adds a dollop of grease to wheels the new Government voucher commsvision.com that are already spinning fast scheme designed to help realise as the full fibre infrastructure its infrastructure transformation provider advances its campaign objective. The scheme is in the convoy across new territory, latter stages of formation and bringing unprecedented has been greatly influenced opportunities to local authorities by industry feedback.” and the channel. “With or without Government support According to Mesch, the CityFibre would still build of scheme’s success will hinge course, and we have already on how far it drives a full-fibre raised significant amounts of network build, stimulates long-term money to do so,” added Mesch. competitive infrastructure choice and “Even where a local authority is the helps to deliver a superior product and initial anchor for a new network build, user experience. “Entanet and CityFibre will businesses will always reap the benefits embrace the scheme’s pilot stage in full, and thanks to our shared infrastructure model. What the we’ll be asking for and consolidating feedback from our programmes do add for us though is a huge potential partners,” added Mesch. “We’ll also gladly represent boost, allowing us to build into new towns and cities views from any other channel business that would like faster and significantly expand what we already have. to share with us what is working and what isn’t.” In parallel, and to the benefit of the channel, they also put pressure on the incumbent to up its game.” Having a say in the future roll out of full-fibre is the partner channel’s chance to influence Digital Britain The inevitable move from legacy to full fibre represents and draw a line under the limitations of legacy copper. a rare opportunity for the partner channel to influence Just as compelling, the Government has put the and shape the future infrastructure supply landscape. deployment of pure fibre at the top of its agenda and is “Resellers have the decisional power to ensure that, constructively engaging with altnets like CityFibre. “The The channel by the time we’ve completed the full-fibre evolution tide of Government support is in our favour, and with and transformation as a country, the power to drive it a national full-fibre transformational infrastructure is must now improvements does not sit with one major provider,” ours to create together,” enthused Mesch. “The channel said Mesch. “It’s a choice and responsibility that must leverage the tremendous power within its grasp. At leverage the needs to be taken seriously. The CityFibre model only Comms Vision next month, CityFibre and Entanet will rally tremendous needs the channel to redirect a requirement for legacy delegates and the wider partner community to join us solutions towards an alternative network choice. This on a mission to redefine the digital landscape and finally power within commitment alone can give us the power to build release businesses from the shackles of copper.” n a superior whole-city network from scratch.” Entanet rallies the channel to go full-fibre >>> its grasp

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www.commsvision.com COMMS DEALER OCTOBER 2017 41 COMMS VISION SPECIAL REPORT Why putting fibre at the heart of Digital Britain is the channel’s call

CityFibre and Entanet hold a single position: That full-fibre is the future, and that the partner channel has a golden opportunity to influence and accelerate the long-quested Holy Grail – Digital Britain.

ntanet and CityFibre epitomise the alchemy this exponentially and drive a whole host of positive of complementary partnerships. CityFibre, outcomes for end customers and the nation at large. the disruptive infrastructure builder, and Entanet, the channel-centric connectivity “By partnering with us and choosing modern full- Ewholesaler, are united by a shared vision about the fibre wherever it increasingly exists, and by helping vital importance of fibre to serve the growing needs to influence network expansion, the channel has an of the digital workplace. “We saw an opportunity to unmissable opportunity to be right at the heart of the join forces with CityFibre and accelerate the mission independent, full-fibre revolution. It’s the start of a CityFibre to make widespread full-fibre happen faster while also new legacy for Britain that is changing the competitive representing the all-important voice of the channel and landscape forever and bringing much needed choice. and Entanet end customer on that journey,” said Entanet CEO Elsa With choice comes power, giving partners a real voice, will put Chen. “We can help the channel unleash opportunities enabling greater differentiation and sparking the next for hundreds of legacy-shackled businesses across the wave of innovative business products and services out a call UK, while bringing down prices, driving up the quality that are already starting to need gigabit speeds.” of service and making Digital Britain a reality.” to arms to The empowered channel’s new role Entanet’s tight alignment with the needs of the channel Entanet’s proposition and mission to reverse a connectivity join us on is made tighter still by its capacity to mobilise resources status quo that has become ever more entrenched makes to solve the UK’s connectivity related challenges in a every kind of sense, firing up the channel’s influence over our mission completely new way, leveraging the complementary the development of Digital Britain, so long as partners to release expertise of CityFibre to empower the channel to make business decisions that count towards that end. shake-up the status quo and deliver full-fibre at scale, “A national full-fibre transformational infrastructure is as many ultimately bringing about more fertile conditions for ours to create together,” stated Chen. “Where there’s service and product improvements and greater autonomy proven demand for our connectivity we’ll expand our businesses for the channel. A far cry from how things have stood network to meet it. By migrating customers and/or until now, with the circumstances controlled by all- transferring spend to Entanet at no additional cost as possible powerful incumbents and opportunities scarce. resellers can also create more business opportunities.”

from the As well as a springboard for full-fibre based products and Chen said that the task for the channel now is to fasten shackles of fresh fibre solutions, Entanet has become an aggregator minds on what can be changed. Why? Because with of demand to fuel network build and expansion every full-fibre decision, Britain’s digital infrastructure copper by across the nation. “Full-fibre is not yet ubiquitous,” just gets stronger. “The big change to the channel is added Chen. “It will have to be one day, but CityFibre, about influence,” added Chen. “The direct consequence 2020 Entanet and our partners have the power to accelerate of Entanet and CityFibre joining forcesHENRY is that HOWARD the

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42 COMMS DEALER OCTOBER 2017 www.commsvision.com Why putting fibre at the heart of Digital Britain

channel can capitalise on their relationship with a new that aren’t currently on a full-fibre network – our breed of connectivity wholesaler that owns full-fibre infrastructure build programme is ambitious and we Comms Vision is infrastructure in the ground and has the power to offer it want the channel to play a key role in its acceleration.” the leading annual as a true alternative to the legacy options. Where there’s leadership forum for aggregate demand for anchoring network expansion Digitalisation is clearly transforming the workplace. CEO, MD and CTO in existing footprints, and even embarking on new city It is also showing what copper cannot do, and what projects, we’ll take action. Even where partners have full-fibre can achieve. “In the digital workplace there’s delegates making connectivity estates in areas that aren’t on-net, we’ll no place for anything that hinders staff and their up the major league build out to reach them if there’s a business case.” ability to focus on their core functionality, their role of the UK reseller and objectives,” added Chen. “They expect fast and community. Places These are not considerations for tomorrow, the full- reliable access to data and systems from anywhere are limited and by fibre solution is embedded in partner choices today, and and via any device. That expectation is driving demand invitation: If you Entanet’s vision is to empower partners to never for faster and more future-proof connectivity would like to join sell a copper service if a fibre alternative infrastructure including full-fibre fixed line us this year, please exists. “By diverting spend to a connectivity and mobile backhaul.” register your interest CityFibre-based Entanet service to attend at www. whenever it’s available, channel Entanet knows that bringing commsvision.com partners not only gain a full- about the full promise of fibre gigabit experience, Digital Britain comes often at a lower price, with challenges for the they can also directly partner channel. And it support the growth of a knows perfectly well competitive infrastructure what’s required to help environment that will partners abandon their spread better services acceptance of the status across the industry,” quo and examine the explained Chen. choices now available to them. “Market and The straightforward technology readiness but highly influential are key challenges,” decision to go for full- confirmed Chen. “This fibre will catalyse ripples means resellers must of change. Across the develop relationships with board in multiples, decisions suppliers that can give them like these will create a wave an edge. That’s why we have of digital transformation with created a full-fibre connectivity- the momentum to carry forward based proposition that meets both the Government’s vision that ‘the future technical and commercial needs.” of high-speed and high quality connectivity lies in deeper, more extensive full-fibre networks’. With CityFibre, Entanet brings fast wires-only 500Mbps “This is an approach Entanet and CityFibre echo as we and 1Gbps Internet access products and Ethernet With every invest heavily across the UK to deliver ever increasing connections that undermine the pricing available from numbers of Gigabit connected cities,” said Chen. the ‘usual’ carriers, claimed Chen. Without full-fibre full-fibre alternatives to counter the limitations of copper, Digital “That’s why, as a wholesaler, Entanet is making available Britain is impossible. But a small army of ‘disruptor’ decision, an alternative full-fibre network from which the channel partners will be required to establish new beachheads can build fast, secure and competitive connectivity and make the necessary advances. “At Comms Vision, Britain’s solutions for customers – with full visibility, control and CityFibre and Entanet will put out a call to arms to join us digital future influence over the underlying network’s development on our mission to release as many businesses as possible in a true partnership model. Our network is growing at from the shackles of copper by 2020,” stated Chen. just gets pace, and while we can’t be everywhere in the immediate “And to do this, in part, by embracing the commercial term – necessitating us to continue to provide services propositions that we’ll unveil at the event.” n stronger

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www.commsvision.com COMMS DEALER OCTOBER 2017 43 COMMS VISION SPECIAL REPORT Why the workplace will be defined by a new wave of collaboration tools

Without innovations in collaboration a fully optimised workforce is impossible, according to Andy Brocklehurst, Head of Collaboration for EMEAR at Cisco, who says digitalisation of the workplace is all about the teamwork tools that make transformations happen.

he time and opportunity has never been to technologies,” added Brocklehurst. “Platforms greater for collaboration in the workplace, and such as Cisco Spark are open to developers and we Cisco is setting the teamwork agenda, claims already have dozens of bots and integrations that can Brocklehurst. “We are witnessing phenomenal automate tasks or speed up and optimise workflows.” Tgrowth in the use of team collaboration tools,” he said. “Team apps, such as Cisco Spark, are fast becoming The Cisco Spark all-in-one collaboration platform was the default medium for group projects and team tasks. introduced in Europe and the UK at the beginning of this They transform the way people work and meet, enabling year. Cisco is also working with partners to introduce them to participate, create and share across any device, new solutions such as the Business Edition 4000 – a whether in the office, at home or on the road. Good calling platform for companies with up to 200 users, collaboration involves a continuous stream of messaging, and to expand the adoption of video collaboration. “We meeting, calling, content creation and sharing – before, have democratised video on the desktop, introduced during and post-meeting or interaction. This is why we better and cheaper calling solutions and, finally, with believe you need one platform that brings it all together a flexible subscription model any customer can now Knowledge simply, seamlessly and most importantly, securely.” consume as much collaboration as they need without large upfront capital expenditures,” added Brocklehurst. workers Demand for collaboration tools is beyond doubt, and the days of punching in and zoning out are over. But while Changing the work paradigm must be more people in more places are doing things together, Video still plays an important role. The launch of the empowered it is no longer enough to just meet and communicate, Cisco Spark Board 55 inch was the most successful in says Brocklehurst. “Knowledge workers must be Cisco’s collaboration portfolio’s history, bringing together by the tools empowered by the tools around them,” he added. “You wireless presentation, digital whiteboarding and video cannot schedule innovation, so you have to enable it conferencing all in one device. Cisco has expanded around them as an always-on element of the organisational culture. the offering with Cisco Spark Board 70 inch and Cisco Companies need to make their workstreams more fluid Spark Room Kits for more intelligent video and audio to create and allow for cross-functional cooperation anytime. communications in smaller room environments. Therefore, it is crucial that collaboration technology and share is aligned to workflows and business processes.” “We see a huge opportunity in changing the work instantly paradigm to a world where people come together With open APIs Cisco creates those connection points wherever they are, to do their best work simply and – anywhere, between technology and workflows at the points effectively,” added Brocklehurst. “Far too many meeting where people need it most. “We enable natural and rooms are unconnected or connected with outdated, anytime effective workflows rather than force people to adapt unfriendly technology. Too many virtualHENRY meetings, HOWARD when

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44 COMMS DEALER OCTOBER 2017 www.commsvision.com Why the workplace will be defined by a new wave

they happen, put people through misery and make more flat, believes Brocklehurst. “Against this backdrop teamwork harder. Working parents waste hours on leadership is key to driving usage of newly implemented Comms Vision is meaningless commutes. Smart brains are not fully involved collaboration technology, via the communication of the leading annual in innovation and agile working because of time or processes, user guidelines and empowering teams,” leadership forum for geographical boundaries. And too many customers are not he added. “Partners also need to redefine value here. CEO, MD and CTO happy because they can’t interact with companies from We can no longer trade on resolving infrastructure the place, device or at the time they need to. Our strategy or technology complexity. Now it’s about solving delegates making is simple: We want to bring all this to a much better place real customer issues rather than pushing out vendor up the major league using the capacity and power of collaboration technology, technologies that are looking for a problem to fix.” of the UK reseller whether it’s meeting solutions, calling platforms or community. Places customer experience and contact centre offers.” According to Brocklehurst, Cisco collaboration continues are limited and by to focus on reinventing the workplace with tools that invitation: If you Cisco works with partners closely to support them fade into the background and let people get work would like to join with this transition, especially in putting done faster. For example, a Cisco-sponsored us this year, please thought leadership and technology report by the Harvard Business Review register your interest innovation into the market. Cisco Analytic Services (‘The changing nature to attend at www. also provides perspective and of teams’) confirmed when it was commsvision.com educated options to offer published in September 2016 that simplicity, ease of use and one in three executives already integration of technology consolidate existing solutions tools as must-haves for to improve collaboration. this digitalisation process Things can only get to be successful. better, says Brocklehurst. “Virtual Reality (VR), “Redefining partner visual collaboration, bots, value is important in the Artificial Intelligence (AI) and context of a changing Machine Learning (ML) are working landscape,” emerging in the market, and noted Brocklehurst. “As Cisco is working on projects an ecosystem we need in this space,” he confirmed. to go beyond the sale and deployment, and extend value Analytics will be crucial, noted to the customer in how they Brocklehurst. “If companies are use and adopt new collaboration to make full use of the power technology. This should include of their data they should watch lifecycle and adoption services to ensure every line of code and understand how the ‘dream is delivered’ and users reap it impacts the user experience, application maximum benefit from the technology. We also need and infrastructure performance, while providing real- to create and sustain the skills to embed into workflows time insight into everything going on inside a digital and processes, either in-house or through partnering.” business,” he said. “Business and DevOps leaders rely on real-time insights and code level visibility to make The collaboration solutions that enable the Cisco mission critical and strategic improvements to their apps. connected workplace integrate three key components Teams across the enterprise can collaborate and drive to deliver a transformative working experience: The the business from a single source of truth. With our workspace design, policy and technology. But the key AppDynamics recent acquisition, Cisco enables just that. consideration for a collaboration agenda is people, the beating heart of any organisation that creates, “We are also quickly incorporating Mindmeld technology The days of innovates and gets work done. Key questions to be into our product portfolio after our recent acquisition punching in addressed are: How do they need to be supported? of the company. Additionally, Cisco is in tune with user How do they need to communicate and collaborate sentiment on AI and has a different perspective on the and zoning with each other? The answers lie in a paradigm shift technology. Watch this space for interesting developments where hierarchies fall apart and structures become coming in the near future.” n out are over

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www.commsvision.com COMMS DEALER OCTOBER 2017 45 BUSINESS INTERVIEW Mid-market player rises

optimisation through UC Node4’s appointment of Andrew and collaboration, and Wilson as Director of Channel Sales challenging convention on layered IT security to early this year was a clear sign help businesses focus on their risk profile rather of strategic intent. Here, Wilson than product and threat. discusses his channel strategy and “Enabling partners is key,” commented Wilson. “Our underlines Node4’s status as a business offers a complete growing force in the mid-market. end-to-end solution with a fast-growing services portfolio. We have more than 60 accreditations from Cisco alone, multiple accreditations from Microsoft, ilson was Fortinet, Netapp, Zerto and Just a minute with drafted in by most recently Veeam. So Andrew Wilson... one of the we are keen to ensure that UK’s first ISPs the channel gains access to Role model? Alex Wstraight out of university and this portfolio along with the Ferguson, the ultimate he counts himself fortunate support they need to grow role model for leadership to have worked alongside their own businesses.” What talent do you some of the industry’s early wish you had? To be a pioneers, an experience that Alongside its well established pro-mountain biker later helped him to spearhead products and services What do you fear the the launch of Virgin Media portfolio Node4 is keeping most? Stupid people Business’s ultrafast broadband abreast of IoT and AI which having too much power products to the channel for Wilson says will be ‘massive’. Tell us something about the first time when many “The industry moves quickly yourself we don’t know: thought it wouldn’t work. so resellers need to be I have a law degree Other subsequent roles educated on developments One example of something include positions at C&W such as IoT and AI, and you have overcome: I was and more recently Daisy maintain a constant view of badly injured in a sporting Group where he helped the security landscape,” he accident only a few years to deliver growth across a added. “As the landscape ago. It was potentially life variety of channel verticals evolves and data becomes threatening and resulted by introducing data and an even more important in a long period off VoIP solutions to the base. commodity, the approach to work and rehabilitation Andrew Wilson detection versus protection is How would you like to Wilson moved from Virgin is responsible for 40 per to address the needs of mid- sitting high on our agenda.” be remembered? As to Node4 in January this cent of the organisation’s market customers. We have someone who made a difference and put a real year and his immediate turnover. “It’s a significant a number of proof points in Also top of Node4’s to do list dent in the channel task was to educate the part for the business,” added terms of the value we add is maintaining the beating channel about the growth Wilson. “With a focus on to these size businesses, drum of its ‘hidden in plain Top tip for resellers: Take the time to understand of Node4, especially the mid-market community so we are taking that into sight’ message which the your market and focus through its new ‘hidden in the channel is one of the key the channel to help our company hopes will soon on key objectives, plain sight’ campaign that areas of our growth strategy. partners understand and be redundant. “The channel the audience and the promotes the company as Too many organisations fail address increasingly savvy will become well aware of approach you take. Do far more than just a data to look at their partners’ and demanding customers.” our position as an IT provider your due diligence and centre provider. “We’ve customers and their of cloud-based technologies don’t waste time with transformed to become an challenges. But we believe Three key pillars to the mid-market,” stated a scattergun approach IT provider of cloud-based that our heavy investment in Based on its research and Wilson. “We will get to How do you relax when technologies targeted at the mid-market research will be experience Node4 has this position through the not working? Throwing mid-market,” stated Wilson. key to our partners’ success. swung its attention onto evolution of our solution set, myself down mountains three primary business meeting end user challenges, either on a snowboard Node4’s channel business, “It’s about enabling partners, challenges – cloud/IT partner enablement and or a mountain bike called Partner Markets, no matter what size or shape, transformation, workplace customer loyalty.” n

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KCOM_CommsDealer_PartnerAd1_2017.indd 1 18/09/2017 15:03:30 BUSINESS INTERVIEW E-learning for success

had some enquiries for One of American revolutionary 500 training licences. Benjamin Franklin’s most quoted “With our data protection sayings was ‘An investment in and cyber security courses available and providing up knowledge pays the best interest’. to 20 per cent margin for the reseller, there are huge Two hundred years on, Fidelity revenue opportunities for the channel to help their Group’s Alan Shraga is issuing the customers to prepare for same dictum to UK ICT resellers, the GDPR and to further protect their businesses.” urging them to embrace e-learning Fidelity piloted its e-learning and ramp up digital revenues. initiative via a poll sent out to reseller customers in its monthly bill run and Shraga says he was astonished by hraga has relished investigating sending his the feedback. “It was the being a disruptor own managers on PRINCE 2 biggest response we have during his 25-year project management courses ever had,” he commented. career in telecoms. plus a Sage introductory “Within 90 seconds we SFidelity, the company he set course for a new account had the first enquiry for up with co-founder Simon team member. “The costs Alan Shraga e-learning course training.” Payne seven years ago were astronomical. For has already demonstrated PRINCE 2 it was £2-3,000 for universities have started to that educates employees on Shraga is convinced the the ability to pioneer new a residential five-day course offer e-learning to reduce features such as OneDrive simplicity of the Fidelity revenue streams for channel with a set of exams at the costs. It’s a combination and Sharepoint for maximum portal and the breadth partners through endeavours end,” recalled Shraga. “We course where you have benefit from that licence.” of courses available will into M2M and energy. were looking at a £50,000 tutor time and e-learning help resellers to drive new Now, Shraga has turned his investment in training to modules within the university When you look at channel revenues into their business sharp eye on the e-learning upskill our people and I or college framework.” partners with enterprise and improve customer market, which he believes is thought there had to be a customers wanting to train stickiness. “For channel an untapped cash resource better and more cost-effective Channel’s on course hundreds of staff, the 20 per partners, the opportunity for resellers keen to develop way to get our people Fidelity’s e-Learning cent margins resellers can to become a customer their trusted advisor status. qualified and have less impact platform now gives channel earn from e-learning gets champion is available through on our business and their partners access to over 500 exciting, especially when our e-learning portal now,” Fidelity has built a reputation family life. We found out that business courses to sell to corporates can get money said Shraga. “They can for forging channel portals e-learning was 10 per cent customers including project back from the Government be educated on achieving to simplify resellers’ business of the cost and our people management, Microsoft 365, on the levies now imposed sales on the phone, closing processes. Anvil was one could do the courses in cyber security, accounting, on them to train staff, techniques, data protection of the first telecoms billing their own time at their own human resources and health as Shraga explained. and cyber security, on platforms and Ambolt pace. It was a no brainer. and safety. “Microsoft PRINCE 2 or AGILE, or health enables partners to simplify themselves have admitted “The Government has levied and safety to comply with and manage moves into “We then came across there are not enough training a new tax on corporate Government regulation energy provision. Now, e-Careers in Slough. PRINCE companies to deliver the companies, so if your PAYE – the list is endless. Fidelity’s new education 2 project management number of courses they are bill is over £3 million per portal, developed with courses were a big seller selling,” commented Shraga. annum you now pay an “It’s instant access to e-learning giant e-Careers, for them and they had also apprenticeship levy. It is learning. Small businesses is helping comms and IT sold thousands of other “Selling a 365 licence taken when corporates pay need to invest in training resellers offer customers courses by partnering with carries a minimal margin their National Insurance and their people to keep abreast valuable online courses across educational providers in and installing it is all fine, you can claim that back of fast paced changes in the business spectrum and the UK namely colleges, but when you are deploying if you invest in training. If technology. That’s why boost revenues as margins in universities and adult it across a SME are they you don’t do it you lose it. I am so convinced that traditional services decline. education groups. Because likely to invest £4,000 in Corporate reseller customers online e-learning will be of the Government cuts and training? No. But they will are paying that tax now so of significant interest to Shraga’s lightbulb moment the new fees that students invest £150 for access to an there is a huge demand for the channel and their came when he was are facing, colleges and online course for one year training. We have already customers.” n

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48 COMMS DEALER OCTOBER 2017 www.comms-dealer.com The Network for ICT Channel Leaders

The Gleneagles Hotel www.commsvision.com 8th, 9th & 10th November 2017 COMMS PEOPLE Day hired in UK push Proops pops

Experienced channel builder Steve Day is to lead West Unified Communications Services’ new up at distie UK partner recruitment campaign. He joined the cloud contact centre specialist from hosted Mark Proops has telephony provider Sipsynergy and has also held joined Pragma as channel roles at Avaya, BroadSoft and Mitel. His Head of Technical new remit is to recruit channel partners for West’s Operations, Cloud Contact Pro platform which offers multi- moving from media capabilities to contact centres of all sizes. Civica Cloud and Enda Kenneally, VP Sales & Business Managed Services Development, commented: “We see the channel where he worked as a key route to market for West Cloud Contact for nine years. Pro. Steve’s role is newly created, but one that we His experience see as absolutely critical to our future success.” includes heading According to research by West, poor up a mix of Mark Proops customer experiences have resulted in technical support Steve Day circa £234 billion of lost value to UK teams including network operations, data centre companies in a typical year. It’s a trend that Day hopes to reverse by introducing Cloud Contact management and infrastructure support. Pro to UK businesses via channel partners. “A user friendly interface creates the kind of customer Proops will build on the reseller support experiences that today’s consumers are demanding,” he claimed. “Cloud Contact Pro also structure for Pragma’s Ericsson-LG iPECS cloud allows our channel partners to create deeper relationships with their own customers.” and UC proposition. With new Ericsson-LG iPECS on-premise, cloud and UC application products in the pipeline, Proops will also focus Also on the move... on training reseller technical engineers. MoD vet set Will Morey, Sales and Marketing Director at Audio visual and Pragma, said: “Mark’s wealth of experience and document solutions capabilities will help us to continue moving our distributor Midwich technical support offering in the right direction and has promoted Jenny for NG Bailey strengthen Ericsson-LG’s position in the market.” Hicks to the role of Head of Technology. Ministry of Defence She has been with veteran Tim Briggs- the firm since 2012, Mould has joined NG joining the technical Hicks and Brunt division as an IP Bailey’s IT Services division as Defence Jenny Hicks Video Specialist. Hicks then progressed Operations Director. join Liquid Voice to the role of Technology Manager, and following Briggs-Mould the launch of the Technical Division she managed served in the the firm’s Technology Specialists and Technical Royal Navy for 37 Tim Briggs-Mould Support teams. Tom Sumner, European Director, years and joins stated: “Jenny’s strong technical knowledge, NG Bailey from the MoD where he has spent coupled with a sound commercial awareness will the last five years working as Head of the be of great benefit to the wider international British Forces Cyprus CIS branch and Head of Group, in addition to our UK operations.” Information Systems and Services in Cyprus. Lee Henderson is to head up the telesales team “NG Bailey’s IT Services division has over a Matthew Hicks (left) and Andrew Brunt at Preston-based Halo Connect, moving from decade’s worth of experience delivering structured Fibrecloud where in a similar role he saw the cabling contracts to the defence industry and Liquid Voice has appointed Matthew Hicks department grow continues to play a critical role in the sector’s digital and Andrew Brunt as Channel Development from three to 38 transformation,” commented Briggs-Mould. Managers responsible for building the company’s employees during The defence sector is a key growth area EMEA reseller channels. Brunt has over 12 his tenure. He said: for NG Bailey’s IT Services division, which years experience of the contact centre market “I’m excited about specialises in the design, supply, installation, and previously worked at Adtech Global where how hosted products management and maintenance of voice, data he was Regional Sales Director. Hicks brings can help small and structured cabling solutions to contracting, more than 11 years experience of working businesses operate enterprise and public-sector clients. with channel partners in the UK and Latin more efficiently. I Briggs-Mould will report directly to Kelly America. He joins from Service Source. Lee Henderson can’t wait to pass on my experiences Tedesco, Business Development Director, IT Services. Chris Berry, co-founder of Liquid Voice and to our staff and ensure they are confident when Tedesco added: “Digital transformation in the Managing Director of the company’s UK operation, talking to potential customers about them.” defence sector remains a key growth area for said: “Andrew and Matthew will play a leading Director Jonathan Walker added: “Lee has extensive us. Providing effective IT services to this sector role in building and supporting Liquid Voice’s experience, in particular Virgin Media Business requires a depth of knowledge and awareness channel network as we continue to develop new broadband which is a key part of our business.” that only a defence specialist can deliver.” contact centre and control room solutions.”

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