Greg Mesch: The Harris on why cloud architect of a pure UC could come to fibre future P24 dominate P26

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VOL 20 ISSUE 9 FEBRUARY 2016 www.comms-dealer.com

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3-23 Industry News Catch up with “making partners events in comms SUCCESSFUL” 30 Market Analysis Why M&A’s a big deal in 2016 www.channeltelecom.com 32 Business Matters BT-EE uber merger How the top players are performing WORKING TOGETHER ‘changes the game’ WITH PARTNERS 36 Business Profile ‘The game is about to change for good’ claims Gamma’s CEO Bob Falconer Rebrand signals big following the CMA’s go-ahead for BT’s £12.5bn takeover of EE. growth ambitions SPECIAL REPORT converged fixed-mobile servic- BT’s CEO Gavin Patterson 8x8.com/uk es,” stated Falconer (pictured). commented: “The combined BT 44 The deal brings together the “From the channel’s point of and EE will be a digital cham- UK’s biggest fixed line provid- view it is hard to see how this pion for the UK. Consumers,April_15.indd 1 20/03/2015 11:00 Company Profile er and largest mobile telecoms is anything other than both a businesses and communities How TWL got business and the Competition reduction in the choice of sup- will benefit as we combine the fit for business and Markets Authority (CMA) pliers and a strengthened com- power of fibre broadband with gave clearance for the acquisi- petitor in the retail market. the convenience of leading edge tion based on the belief that “The channel can therefore mobile services.” 61 there will be limited overlap in expect to compete against con- Following completion of retail markets and no significant verged offerings from BT in the deal Deutsche Telekom will Comms People lessening of competition arising the business market and to have gain 12% of BT’s shares and This month’s from the acquisition. ‘incentives’ to buy both fixed Orange 4%. A representative movers and shakers “BT has clearly stated its and mobiles services from BT at of Deutsche Telekom will be ambition to leverage the acqui- a wholesale level. The game is appointed to the BT Board. CD Strip_02.16.pdf 1 20/01/2016 11:41 sition to accelerate the sale of about to change for good.” More industry reaction – p28

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EDITOR’S COMMENT Annodata spurred Spring is in the air so the subject of routes to growth is an apt one this month. In this issue we highlight and explore some of the strategies by 20% profit leap that a diverse group of comms companies, large and Annodata’s hopes of realis- small, are pursuing to achieve ing its £100m revenue target by business expansion this year. 2017 have been spurred by a Acquisitions are the flavour 20% jump in profits. The MSP’s annual financial Stuart Gilroy of the month, with BT-EE not surprisingly grabbing results for the year ending 30th the headlines (see page 28). Also in acquisition mode June 2015 also show revenues is CityFibre which has, at a stroke, greatly advanced its of £68.9m, up from £57.4m a plan to become an alternative pure fibre infrastructure year ago. provider following its purchase of KCOM’s national Annodata has been boost- fibre assets (excluding Hull and East Yorkshire) for £90 ed by the acquisitions of IT million. We got the inside story from the company’s infrastructure provider Keltec tenaciously ambitious CEO Greg Mesch (see page 24). in November 2014 and wide- While acquisitions dominate the news, other growth format print specialist STS in factors, such as going back to business basics, are also January 2015, strengthening explored this month. For example, Cardiff-based TWL its service portfolio to include has undergone a two year business fitness programme cloud hosting and ICT capabili- and is now pushing forward with an expansion plan ties, and creating opportunities Martin St Quinton based on organic and inorganic growth (see page 44). to cross-sell between the respec- Meanwhile, fast growing SIPHON Networks is advancing tive customer bases. ment team last year. Group Sales agement team – all things that a reseller engagement strategy that aims to catalyse the Joe Kelly, Annodata’s Group Director Rod Tonna-Barthet have helped to contribute to our cloud UC market, bringing new growth to partners (see Finance Director, said: “This became CEO. The company continued success. page 26). And Oxfordshire-based VoIP.co.uk’s rebrand has been a particularly good also appointed a new Finance “Businesses across the board to Firstcom this month is the latest strategic move year for Annodata and now that Director, Group Sales Director are trying to streamline the num- by Managing Director Adam Crisp who also pins his Keltec has been fully integrated and Commercial Director. ber of suppliers they work with growth prospects on nurturing long-term meaningful into the business we are in a Martin St Quinton, Non- down to a trusted few, and our strategic relationships with partners (see page 36). strong position to replicate that Executive Chairman, stated: customers increasingly want us Sticking to a policy of giving customers exactly what success in the year ahead. “The past financial year has to take on ever greater portions they want and need both pre and post-sales based on “Annodata continues to been one of the most signifi- of their IT estates. consultancy is Comms Supply’s primary route to sustained maintain a strong balance sheet cant in Annodata’s 28 year his- “This is where we see the growth, as well as a ‘get it right first time’ approach (see with no bank debt, which gives tory, marked by solid growth, greatest growth potential. Our page 48). Aside from these company profiles, Comms us the room for manoeuvre acquisitions that have expanded focus will very much be on Dealer’s news pages are also brimming with growth we need to remain agile and Annodata’s portfolio of servic- growing the cloud, managed stories that will hopefully inspire more of the same. independent in the face of fast- es, a spate of large new business services and ICT parts of the changing market conditions.” wins, and a number of strate- business, and I have every con- Stuart Gilroy, Editor Annodata made a number of gically important appointments fidence that we will maintain changes to its senior manage- to strengthen our senior man- our healthy growth rates.”

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COMMENT: MONEY TALKS Exclusive becomes Did you know a new £1 coin is being planned, hailed as the most secure in the world? The Bi Metallic 12 sided coin is due to become 1bn euro business legal tender early next year and its impact will be Exclusive Group’s acquisi- significant for payphones, tion of Singapore-based VAD vending machines as well as Transition Systems has cata- general daily life. The Royal lysed Group revenues beyond Mint estimates that around 1bn euros and strengthened its 45 million existing coins are foothold in the APAC region. now forgeries, prompting Transition Systems, a cyber the new version. But with security and infrastructure VAD, growing developments is the largest acquisition made around contactless payments by Exclusive and takes the com- Olivier Breittmayer pany to 1,200 employees while Richard Carter surely the days of having cash in our pockets are adding 18 offices in eight coun- support their deals into more the global Exclusive family. We numbered? In the future there will be even less reliance tries including India, Indonesia, than 100 countries worldwide.” are looking at starting BigTec, on physical cash as our mobile phones become virtual Malaysia, the Philippines, Thai- Jonathan Juay, Group MD of Exclusive’s hyperconvergence wallets, paying for goods and services directly in shops land and Vietnam. Transition Systems, added: “This business unit, into several coun- and restaurants and also online, as many of us do now. Exclusive Group already has marks a significant opportunity tries here, and exploring syner- Times are undoubtedly changing and I think M2M will offices in Australia and New for our partners, customers and gies with Exclusive vendors and lead to putting coins in vending machines becoming a Zealand and 25% of total rev- people as we become part of global SIs.” thing of the past. Also, electronic transactions are a much enues will now come from the APAC operations. more efficient form of payment for consumers and also A BPL Business vending operators who won’t have the chore of counting Olivier Breittmayer, CEO, Publication hundreds of coins each week and tallying balances. stated: “Transition Systems is a BPL Limited 3rd Floor, Armstrong House, 38 Market Square large, influential regional play- Editor The arrival of a new £1 coin will also affect tens Uxbridge, Middlesex, UB8 1LH, UK. er with similar business DNA Stuart Gilroy T: 01895 454542 F: 01895 454413 of thousands of payphones across the country, but [email protected] 07712 781102 Subscriptions this is another area with increasingly limited use. I to our own, as well as having Publisher Subscription rates for 12 issues: can’t remember the last time I used a payphone to important vendors, technologies Nigel Sergent UK, £65; Overseas:£80 (incl p&p) [email protected] 07712 781106 Back issues can be obtained: and a strong value adding cul- UK £6 (incl p&p), Overseas £10 each (incl p&p) make a call. It must be at least 15 years ago. Managing Director For subscriptions please call 01635 588 869 With the explosion in mobile phone technology ture in common. Michael O’Brien [email protected] 01895 454 444 Views expressed in this magazine are not the days of traditional payphones seem numbered, “This acquisition adds sig- necessarily those of the publishers. No part of nificant capabilities to our over- Business Development Manager this publication may be reproduced without the although they will always have a place in some locations Simon Turton express written permission of the publishers. all proposition. Our partners [email protected] 01895 454 603 such as hospitals, prisons and holiday homes. All trademarks acknowledged. Photographs and Looking ahead, we will undoubtedly need less cash around the world now have Production artwork submitted for publication accepted only greater in-country presence to Frank Voeten on the understanding that the Editor is not liable in our pockets, whatever the design of the £1 coin. [email protected] for their safekeeping. support global projects across Circulation 01635 588 869 © 2015 BPL Business Media Limited. Richard Carter, Group Sales and Business Asia, while our Asian reseller ISSN 1366-5243 Printed by Pensord Limited Development Director, Nimans partners have the full spectrum Member of the Audit Bureau of Circulations ABC total average circulation 16,429 (Jan-Dec 14, 12,785 print, 3,644 digital). of Exclusive Group services to

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COMMENT: STRATEGIC TALK Lifesize goes GCI gears As we enter an era of digitalisation, businesses up for UC have greater potential to explore, connect and grow GCI has sharpened its focus than ever. But all too often independent on managed UC provision organisations are unsure of and under the leadership of the vast opportunities for incoming CEO Adrian Thirkill growth the adoption of digital the company will develop a technologies can bring, or Centre of Excellence for UC how to go about improving that builds on its Skype for their systems and processes. Business pedigree, its standing If businesses are to as a Microsoft Gold Partner for Communications and Hosting, Alex Tempest embrace digitalisation, it is more crucial than ever Vodafone Platinum Partner sta- to have a digital strategy, and the implementation of tus and Broadsoft expertise. this strategy comes hand-in-hand with the requirement Thirkill stated: “Customer for digitally skilled employers, and a resilient network. demand for affordable per user, However, according to digital inclusion charity Go per month managed UC ser- ON UK, more than 1.2 million SMEs don’t have the Craig Malloy vices is growing exponentially basic digital skills that will enable business growth. and now is the time for GCI to The role of the partner channel here is key. As trusted Lifesize has split away from Craig Malloy, CEO and step up to the plate. business advisors, partners can help ensure businesses Logitech and is operating as founder of Lifesize, said: “As “Many organisations are in have an effective digital strategy and provide the advice a fully independent company an independent company we a pre-UC world, or one where and support necessary as they prepare for a digital backed by $17.5m in funding can invest more meaningfully selected disparate UC functions overhaul, including pointers on how to train staff. from three Silicon Valley ven- in our product roadmap and be are employed to a limited capac- The inevitable rise in traffic from digital services ture firms, Redpoint Ventures, more responsive to the market ity but not integrated. Our inten- means customers will require greater bandwidth, Sutter Hill Ventures and Meri- and our customers.” tion is to set the benchmark in as well as the flexibility to continue to evolve and tech Capital Partners. Logitech will retain a mean- managed UC services in a mar- adapt to the increasingly competitive market. The firm is now positioned ingful interest in Lifesize. ket worth £14.7bn globally.” It is therefore vital that the benefits are fully as a high growth cloud-based Guerrino De Luca, Logitech’s explained and the best approach encouraged. video collaboration and meet- Chairman, added: “Together It’s also key that society as a whole embraces the ing platform operation with the with our three co-investors SHORT CALL digital revolution that will drive growth in the wider $7bn global conferencing mar- we determined that the capi- economy. Passionate about this approach, TalkTalk ket squarely in its sights. tal, SaaS industry expertise and Venus has introduced is a founding member of Go ON UK. Ultimately, by Lifesize has undergone a growth focused approach would white label marketing to adopting a digital strategy, investing in skills and a business transformation to be key ingredients to realising its Partner Programme, reliable network, businesses and Government alike can address the video collaboration long-term value.” allowing resellers to add foster the creativity and forward thinking workforce and meeting platform market Lifesize plans to use its infu- their own branding. “White that the UK prides itself on and ensure that Britain with the launch of Lifesize sion of capital to drive demand label marketing is one of remains at the forefront of the digital evolution. Cloud (its cloud-based video generation and customer acqui- the best ways to support collaboration service) and an sition, invest in engineering our partners,” stated Alex Tempest, Director of Partners, TalkTalk Business integrated approach to connect- headcount and strengthen the Director Brian Iddon. ed cameras and HD phones. alignment of its brand.

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COMMENT: DIVERSIFICATION Pinnacle’s in SHORT CALLS I love this time of year: Roy Voip.co.uk has rebranded Charles Amara was one of as Firstcom in a move that the first people who could reflects its evolution since have been called a tech it was founded in 2004. futurologist. Born in 1925 rebuild form Adam Crisp, MD, said: he worked as a researcher “The 2014 acquisition at Stanford and then as Pinnacle Technology Gro- of Firstcom in Denmark Scientist and President of up’s plans to snap up Ancar and subsequent expansion the Institute for the Future. B and The Weston Group for into Europe has allowed He also coined Amara’s law £5m were revealed alongside us to broaden our product which says, ‘we tend to the posting of its results for the portfolio and strengthen our year to 30th September 2015. in-house engineering team. Pete Tomlinson overestimate the effect of a technology in the short The figures suggest prog- Our new brand identity is run and underestimate the effect in the long run’. ress on Pinnacle’s acquisition the next logical step for One of the reasons I love this time of year so much strategy, the reduction of opera- us.” Full story on page 36 is that it’s budgets time. It’s not that I’m addicted to tional costs and they reflect the Gavin Lyons spreadsheets, but it’s a great chance to step back, look at Group’s efforts to address leg- RDC has bagged ShoreTel’s the progress you’ve made and the five-year plan ahead. acy issues. Revenues of £7.9m Chairman of Pinnacle and is 2015 Circle of Excellence Growth is the inevitable result of having a great were reported for the period a partner at MXC Capital. Award in the Global set of propositions, targeted in high growth markets, with recurring revenues remain- He was previously the CEO Theatres category for marketing and selling them well, then backing them up ing at 85%. of Accumuli. Pinnacle also the second year running. with exceptional service. The two biggest mistakes I see Overall losses were £1.3m, announced the appointment Adrian Hipkiss, VP made at this time of year are thinking you can keep doing marking an improvement on the of Ian Winn, formerly COO at of EMEA, ShoreTel, more of the same forever, or getting too excited about the £1.8m loss reported in 2014. Accumuli, as Chief Operating commented: “Each year impact a new service line will have on next year’s numbers. Operational costs were also Officer & Finance Director. less than one-half of one Four years ago Eclipse was pretty much an ISP and was reduced, but legacy issues con- The duo led a buy-and-build percent of all partners 80 per cent broadband. Today, we still offer ISP services, tinue to act as a drag on the journey through to the sale of earn this distinction.” but 70 per cent of our sales revenue is from some form business and contributed to an Accumuli to the NCC Group in of managed service. We were never going to see this EBITDA loss for the year. A 2015 for £55m. Nimans Network Services kind of growth by staying in one mature market. positive cash balance at year Pinnacle CEO Nicholas has launched a new audio However, I also don’t mind admitting the first year of end of £641k was realised. Scallan is leaving at the begin- conferencing solution that offering any new service takes some time for it to get In March 2015 Pinnacle was ning of April after two years, offers resellers good revenue traction, and we didn’t hit all of our targets for shifting the boosted by a strategic invest- and will not seek re-election at potential, says Mark Curtis- product mix. However, as our own diversification shows, ment made by AIM quoted mer- the next AGM. Wood, Head of Network in four years you can completely transform a business. chant bank MXC, which was Former Chairman James Services. “Resellers can also appointed M&A advisor to Dodd commented: “With the provide secure conference Pete Tomlinson, Director of Product, the company. MXC is now tak- acquisitions of Ancar B and services based on Marketing and Sales, Eclipse ing a significant stake of 25% The Weston Group the busi- straightforward adoption, in the business, alongside major ness is in a much better position with immediate set-up investments in Pinnacle from to push on and take advantage and access to provision, • 24 Seven Communications’ Managing Director David Samuel is other institutions. of the market opportunity that amend and manage services a dynamic comms entrepreneur ready to stamp his mark on the In December 2015 Gavin exists, namely providing IT-as- through our portal,” he said. reseller channel. Here’s how... (p34) Lyons was appointed Executive a-Service to SMEs.”

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COMMENT: MARKETING MATTERS CityFibre launches Are you sticking to your New Year’s resolutions? Even if you have lost interest in your lifestyle resolutions, there is still time to set a few simple Bristol Gigabit City action points to steer your 2016 marketing activity in the Less than a month after right direction. If we all had acquiring KCOM’s national a few marketing resolutions, fibre networks (excluding Hull 2016 would be a calmer and East Yorkshire) for £90m and more fruitful year for CityFibre has begun to com- us all. Resolutions should be mercialise them with the launch easy to understand, easy to of a Bristol Gigabit City project remember and easy to relay in partnership with local ISP to your team. Here are a few Triangle Networks. that will keep your marketing “This is the first of many activity focused for 2016. new Gigabit City launches to come on our expanded footprint Elvire Gosnold Identify your USPs: It is imperative of 36 cities across the UK,” that you know what makes your business better confirmed Greg Mesch, who is Greg Mesch Paul Anslow than the rest. Marketing activity is so much more the CEO of CityFibre. effective if you know what your strengths are. Triangle Networks is com- Mesch added: “Bristol is possible on FTTC networks that Promote your USPs: You may know what your unique mitting a minimum of 100 new already a UK leader in digi- are still restricted by the limita- selling points are but does everyone else? Make sure customers on the network by tal innovation but its business tions of copper wires. your team is actively promoting your USPs and ensure the year-end and will collaborate community has not yet had the “This enables businesses to business as a whole is focusing on the same strengths. with CityFibre to urge business- opportunity to take full advan- stop concerning themselves with Be social: Ensure your social media pages are up- es across the city to connect to tage. This project provides bandwidth restrictions and start to-date and on-brand. Set yourself and your team a the pure fibre network and take that opportunity and there is to make the most of new ways goal to post on social media once a week. However, advantage of Gigabit-speed-as- nowhere more exciting to begin of working that will improve the content must be informative and professional. standard services. our latest project. their experience and drive the Don’t forget your customers: It is easy to get carried The network will comple- Paul Anslow, MD at Triangle bottom line.” away with new client meetings so remember your loyal ment Bristol’s Smart City strat- Networks, commented: “We Bristol Gigabit City launch- base. Regular and informative communication with your egy which has already made the have been watching demand for es this month with a city-wide existing customers effectively increases cross-sell and up- city a test bed for innovative ultra-fast services grow expo- marketing campaign to raise sell opportunities and can dramatically reduce churn. digital projects. nentially in recent years and awareness of the benefits to Update your website regularly: Your website says so These projects include Bris- this project has the potential businesses from the Gigabit much about your business. Even if visitors are on there tol university’s city-sensor net- to unlock a tide of demand for speed services on offer, enabling for just a few seconds they will form an opinion on work called Bristol is Open, a faster, more resilient and more CityFibre to map demand for your company. Out of date offers, broken links, cheesy laboratory exploring big data affordable services. local network expansion proj- photos and old logos all give a poor impression. solutions to problems such as “As this is a pure fibre net- ects. See page 24 traffic congestion and air pollu- work, Triangle will be launching Got a news story? email: Elvire Gosnold, Director, Blabbermouth Marketing tion, as well as trialling driver- services that are Gigabit-speed- [email protected] less car technology. as-standard, far faster than those ICUK celebrates with upgrades and giveaways ICUK marked its 15th year in The company has also ICUK has achieved year-on- business with the launch of ver- expanded its network infrastruc- year organic growth based on sion 15 of its Control Panel por- ture and upgraded its MPLS a wholly technical bias and no tal, a celebratory cash reward core to 20Gbps. sales team, and currently has for staff, the expansion of its Tim O’Donovan, Technical circa 100,000 end users. network and a promo for chan- Director, stated: “We’ve added Founding Director Paul nel partners. more POPs in central London Barnett explained: “ICUK is The latest version of ICUK’s giving us access to more carri- made up of highly skilled techni- platform offers partners free ers and greater capacity. cal people, developers and sup- PSTN and ADSL activations “This year we plan to con- port staff, all dedicated to driv- plus a number of new features The ICUK team celebrate 15 years in business tinue driving this expansion, ing the constant development of and enhancements. allowing our partners and their our wholesale platform. Neil Barnett, Head of Bus- costs with telephone services “Our free line rental installa- end user customers to tap into “We have always believed iness Development, comment- and broadband, especially when tion and broadband offer eradi- the best possible resources for that if we can make something ed: “A common barrier for part- attracting new customers who cates this problem and gives our their broadband, hosting and better the sales will naturally ners are the upfront installation might be on a tight budget. partners an edge.” Ethernet connectivity.” come, and they have.”

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COMMENT: TRAINING MATTERS Eison snared Daisy aids It is essential that businesses invest in Yorkshire developing the leadership potential within their own talent pool. Such an in ANS move flood firm investment not only helps to retain key people, but Daisy Group’s Business Con- also helps them to grow tinuity division threw a con- and further benefit the nectivity lifeline to customer organisation. Only by SuperBreak Mini Holidays developing and growing when the River Foss burst its banks over Christmas. Julie Mills an existing talent pool will the outstanding The flood disconnected the business leaders of tomorrow be created. Investing in York-based holiday firm, but talent through executive coaching is a proven method after being notified of the out- of helping businesses to get ahead, and stay ahead, age just before midnight on 27th in the marketplace. But what makes a great coach December Daisy’s Wakefield and how can they develop your stars of tomorrow? Scott Fletcher Business Continuity Centre was A great coach should provide a platform that helps prepared for the arrival of 25 people understand the purpose of their role, why they ANS has swooped on acquisi- platforms increases, it’s ever SuperBreak employees at 9am are employed and what they can bring to your business. tion target Eison, snapping up more important to understand the following day. A professional coach should put a spotlight on what the £7.5m Manchester-based IT the journey that data takes from SuperBreak Mini Holidays motivates and drives individuals, and help them to service provider that boasts a the cloud all the way to the end CTO, Tim Wadhams, said: “An understand how to get the best from themselves. recurring revenue base of circa user device. extreme set of circumstances It’s also important to equip tomorrow’s leaders £5.3m. The deal creates a £60m “This acquisition gives us the forced us to vacate our office with the skills to help them get the best out of other business with 250-plus staff. additional expertise to ensure but the Daisy guys made it a people in their teams. Some of these skills are not Eison, which was established that our networking solutions relatively pain-free process.” even on the radar screen of many businesses. in 2006, designs, implements are innovative and robust.” Staff returned to their office Notably, how to listen and communicate effectively, and supports network, data cen- Paul Shannon COO, added: after four days at Daisy’s Bus- and how to pick up and use ‘silent language’ are skills tre and mobility solutions for “The operational synergies and iness Continuity Centre. often overlooked. Similarly, operating at board level is organisations worldwide, and opportunities for cross sell- Daisy’s MD for Business not a natural skill, so providing tomorrow’s leaders with was ranked 75th in The Sunday ing into both customer bases Continuity, Mike Osborne, these skills and tools is essential if they are to succeed. Times Tech Track 100 in 2014. are exciting. This partnership commented on the rescue effort: Coaching can be the key to nurturing and developing Scott Fletcher MBE, Chair- allows us to continue to reinvent “This is just one example of how the leaders of tomorrow, and if you can’t spend the time to man and founder of ANS, com- ourselves and bring business important it is for businesses to do it yourself, then you should look for someone who can. mented: “This acquisition will value IT to our customers.” plan for the unexpected. underpin our hybrid cloud and Founders and Directors at “The few days after Christ- Julie Mills, Director, Train to Win.tv data centre strategy, allowing us Eison, Jamie Coan and Richard mas can be a busy time for the to embrace the opportunities for Peck, will remain with the travel and hospitality industry. intelligent WANs and Software organisation post-acquisition. “Without a business continu- • Comms sector M&A activity reached standout levels last year, Defined Networking. ity plan in place SuperBreak observes Marcus Allchurch, Partner at Acuity Advisors, who explores Got a news story? email: “As user mobility and adop- would have suffered, both in the driving forces and their implications for 2016. (p30) [email protected] tion of public and private cloud bookings and reputation.”

As a leading supplier of innovative communications solutions our continued growth depends on bringing I SOLD MY COMPANY together the best people in the industry. With this in mind we are actively looking for businesses to acquire who will complement and augment Ignite’s existing TO IGNITE. services in managed services or telecommuncations. If you are interested in merging or selling your business please contact NOW I SPEND our Managing Director, Warren Davies on 07730 668444 or email [email protected] for a EVEN MORE TIME confi dential chat.

BUSINESS COMMUNICATIONS ON THE ROAD. CONNECT. COMMUNICATE. COLLABORATE. CREATE. www.ignite.co.uk

12 COMMS DEALER FEBRUARY 2016 www.comms-dealer.com Ignite_Comms Dealer (Aquisitions) BIKE.indd 1 19/01/2016 12:19 INDUSTRY NEWS GCI switches leader ahead of expansion

£50mAcquisition Fund

Adrian Thirkill Wayne Martin

A boardroom reshuf- InTechnology and SAS Global fle involving significant new Communications, joins GCI as appointments has positioned Marketing Director. managed service provider GCI According to Hambly the for an ambitious period of mar- ‘transformational impact of the ket expansion based on a three- millennial generation’s appetite year growth agenda. for new ways of communicat- Former Easynet Global ing’ will catalyse the cloud and Services MD Adrian Thirkill the managed services market. joins GCI as CEO – the post “Our objective is to grasp the previously held by company moment by focusing our organi- founder Wayne Martin who sation without losing the agil- becomes Chairman. Thirkill ity for which GCI has become was instrumental in Easynet’s known,” stated Hambly. £402m sale to Interoute. GCI’s growth strategy Martin commented: “There is supported by the Business comes a point in every business Growth Fund (BGF), GCI’s where we need to make a leap to equity partner. BGF investor the next level. Gurinder Sunner commented: Is now the time to sell your “Since GCI was established “Our engagement with GCI has in 2000 we have grown rapidly been about providing the finan- business and hit the beach? through a mix of organic growth cial muscle and broader support and strategic acquisitions. necessary to ready GCI for its “The injection of fresh blood next growth phase. To find out how much it’s worth and raw energy is exactly what’s “Industry analysts cite huge needed. I am placing the busi- potential in the cloud and man- contact Richard Btesh in confidence ness in the best possible hands aged services sector. We believe for the next stage of GCI’s jour- that GCI is in the right place at ney upwards.” the right time to benefit from 0808 301 8334 Thirkill added: “I see a huge the growing demand as organi- untapped opportunity in GCI sations transition from legacy [email protected] and its sales channels. It has a infrastructure to cloud-based proven, well-invested and scal- technology stacks.” able platform.” Got a news story? email: In another telling move, [email protected] Phil Hambly, previously with AWARD WINNING The UK’s No.1 magazine BUSINESS for voice and data solution providers www.comms-dealer.com COMMS DEALER FEBRUARY 2016 13 INDUSTRY NEWS Adoption of Emerging Satellite firm voice tech cloud UC set on the up boosts Wales

The emergence of Voice over ISP Satellite Internet is playing WiFi (VoWiFi) and Voice a lead role in bringing super- over LTE (VoLTE) will be a fast connectivity to broadband to skyrocket prominent feature this year, deprived areas in Wales. claim punters at Deloitte’s TMT The firm, a registered sup- Cloud UC market penetra- practice in their 2016 telecoms plier for the updated Access tion is set to triple in the large trend analysis document. Broadband Cymru (ABC) vou- enterprise segment, grow 7-fold By the end of the year, about cher initiative, has underscored in the mid-market and almost 100 carriers worldwide will be the key role played by satellite quintuple in the small business offering at least one packet- broadband in the scheme. segment by 2020, according to based voice service, believes Satellite Internet MD Mike a sample of influential delegates Deloitte, double the amount Locke said: “Even in today’s who attended BroadSoft’s 2015 year-on-year and six times access dependent age, numer- Mike Locke Connections conference. higher than at the start of 2015. ous properties across Wales They expressed views on the According to Deloitte, the and the rest of the UK still “The beauty of a satellite- adoption of cloud and mobile number of Gigabit per second don’t have reliable high speed based Internet solution is that it UC solutions, the competitive (Gbit/s) Internet connections Internet, leaving both residents can be provisioned at any loca- landscape and how far OTT Taher Behbehani will rise to 10 million, a tenfold and workers unable to access tion where there is a clear line team messaging and collabora- increase on 2015. vital online services. of sight to the southern sky,” tion applications are disrupting “Enterprise UCaaS is prov- Ed Marsden, Partner and “We are illustrating the via- added Locke. established business productiv- ing disruptive and this oppor- Telecommunications lead at bility of satellite Internet con- “This allows it to offer a fast ity tools such as email. tunity is not lost on service Deloitte, commented: “Evolving nectivity for the final 5% of and robust connection to reach The survey deduces that providers and industry leaders usage patterns and increasing properties in the entire UK.” those areas where it is unfeasi- UCaaS and hosted PBX mar- as 92% of survey respondents demand for greater bandwidth To be eligible for the vouch- ble to deploy any other Internet ket penetration for new lines rate UCaaS/hosted PBX as may accelerate the supply of er scheme a premises must cur- delivery technology.” shipped could increase nearly their preferred technology solu- Gigabit Internet. rently receive broadband speeds Satellite Internet also sup- six times to 41% over the next tion strategy, while only 8% “Video streaming in 4K of less than 24 Megabits per ports ISPs and resellers in Wales five years, with the shift from are leading sales efforts with a resolution will be a key driver second. It is estimated that over who, if registered on the ABC premise to cloud UC underway premise-based PBX.” for improved data connectivity 100,000 premises now meet the scheme, can offer its services to in all market segments. BroadSoft has over 700 cus- speeds in the coming years.” new qualification criteria. qualifying properties. UC will become increasingly tomers in 75-plus countries. Looking further ahead, mobile, according to respon- According to industry analyst Deloitte’s punters estimate that dents who believe that 42% of firm Frost & Sullivan, in 2015 there will be approximately 600 UC interactions for businesses BroadSoft held 41% of the million Gigabit tariff subscri- of all sizes will occur via mobile global UCaaS market share. bers by 2020.” devices by 2020, while 33% of small businesses will opt for mobile-only UCaaS/hosted PBX solutions, potentially mak- Growing demand for ing desk phones redundant in such circumstances. data recovery options OTT integrated messaging and collaboration applications Kroll Ontrack has witnessed will disrupt the business email a 54% spike in demand for its market, reckons 83% of respon- data recovery and ediscovery dents, with just 16% expecting services in six months and email to remain the primary resellers are also capitalising on The role played by Avnet in driving Cisco’s growth in the data business messaging tool. cross-selling opportunities. centre market earned the distributor Cisco’s EMEA Data Centre “BroadSoft believes that Phil Bridge, MD for Western Distributor of the Year 2015 award. The accolade also marked the these new OTT solutions, when Europe, commented: “Our res- fifth anniversary of their partnership. Miriam Murphy, Senior VP, Avnet Technology Solutions, North Region, EMEA, said: “We have deeply integrated with UC and ellers tell us that demand for Phil Bridge business applications, will offer third party data recovery ser- evolved into a specialist data centre solutions distributor, offering an integrated set of converged solutions that have helped our channel service providers a differentiat- vices continues to grow, and “As well as driving extra and vendor partners grow profitably.” ed value proposition and access 90% of our partners say that revenues, more than three quar- Joint Avnet and Cisco partners also benefit from Avnet’s to a large and growing mar- their clients purchase additional ters of our resellers believe that SolutionsPath methodology that includes business intelligence tools, ket opportunity with attractive products and services as a result offering data recovery services education and lead generation resources designed to help partners margins,” said BroadSoft CMO of working with them on data builds customer loyalty and grow their businesses and enter new markets. Taher Behbehani. recovery projects. reduces churn.”

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helping your business grow. To fi nd out more about partnering with us and to learn how we can help your business grow call us now on 0808 178 4555 www.daisywholesale.com INDUSTRY NEWS Openreach’s Solutions Deal tied up in minutes CEO steps in not hours by CityFibre SpliceCom’s just-launched CityFibre has completed the “Moreover, the £180m fund- solution builder web portal will £90m acquisition of national ing package we have closed slash the time it takes partners network infrastructure assets of equips CityFibre to push hard to put solutions together from KCOM Group, excluding the on commercialising the acquired hours to minutes, says the firm. Hull and East Yorkshire areas. assets, which we’ve already SpliceCom offers soft and The deal was first announced on begun to do with our first new hard voice platforms for deploy- 14th of December last year. service provider relationship on ment in the cloud, on-premise CEO Greg Mesch comment- the acquired Bristol network. and hybrid applications, and ed: “By combining the high- “It also funds our contin- the broad range of configura- ly attractive KCOM network ued organic growth trajectory tion and deployment options assets with our own we are well towards our medium term goal meant that resellers were spend- positioned to tap into future of dense network presence in Clive Selley ing more time analysing and growth in the rapidly evolving 50 towns and cities, with an then designing the best solution UK fibre market. estimated addressable footprint BT’s Clive Selley – currently He is also responsible for based on the most competitive “With a significant presence of 35,000 public sector sites, CEO of BT Technology, Service 12,000 staff, 8,000 contractors price, often amounting to sev- in 36 cities, 21 of which are 10,000 cell sites, 350,000 busi- and Operations (BT TSO) and a multi-billion pound bud- eral hours. completely new markets for nesses, and five million homes. – is poised to take over the get, and chairs BT’s cyber secu- “SpliceCom Design Serv- us, we are now established as “This is an audacious acqui- Openreach reins as CEO follow- rity council and has deep knowl- ices was developed to simplify a credible alternative and the sition which elevates us to a ing the departure of Joe Garner edge of regulatory affairs. these tasks by streamlining and largest independent provider of much more significant place in who is leaving to become CEO Commenting on his appoint- unifying system configuration, wholesale fibre infrastructure the UK network infrastructure of Nationwide Building Society. ment Selley said: “Customer pricing and comparison,” com- on a national basis. arena.” See page 24 The handover will take place service is a top priority of mine mented Stuart Bell, Business this quarter. and I am committed to deliv- Development Manager. Selley, who is also Group ering further improvements by “The portal allows channel CIO, has held a number of working closely with all indus- sales personnel to configure senior positions at BT in the UK try partners who rely on our net- SpliceCom solutions from five and overseas, and specialises work to serve their customers.” users to thousands in under two in networks, software develop- Gavin Patterson, BT Group minutes, providing comparisons ment, IT and engineering. Chief Executive, commented: between more traditional hard- As CEO of BT TSO Selley “Clive is a hugely talented indi- ware-based systems and native is responsible for the firm’s core vidual who supports our vision or virtual soft voice solutions networks and IT systems across for the UK’s digital future and through a simple one touch the globe including TV, mobile will play a key role in ensuring slider key.” and conferencing, and BT’s that businesses, consumers and Got a news story? email: research and development arm communities receive the ser- [email protected] at Adastral Park in Suffolk. vices they need.”

Wade makes G-Cloud splash February 1st marked the launch of Eclipse’s third annual Fastest 4 reseller incentive promotion and again features Ex-Stig Ben Collins Exponential-e’s presence public sector contracts, we look who ‘can’t wait to get cracking’ with the winners on race day. within the Government sector forward to standing up against The challenge to sell Eclipse’s fastest four connectivity products has been significantly bolstered the competition to grow our (with the addition of Managed WANs this year) runs until 30th April by its appointment to the G- presence in this sector.” and is open to the whole reseller channel. Cloud 7 framework. David Lozdan, who is the Resellers with 40 points or more will join Eclipse at Palmer Sport According to Lee Wade, Head of Public Sector at Exp- to race some of the fastest cars in the world including the BMW CEO of Exponential-e, the onential-e, commented. “The M4, Ariel Atom and Caterham 7 Superlight. public sector is a key part of G-Cloud 7 award is another Former Stig Ben Collins will oversee the contenders and offer tips the firm’s plan for double digit important area of Exponential- from his days as James Bond’s stunt driver. Collins stated: “Fastest 4 growth this year. e’s public sector package. is always a blast and I can’t wait to get cracking again. I’ll be doing another SuperRide in the Palmer Jaguar JP-LM for those who want “Since its inception, G-Cloud “Paired with our recent net- the full Le Mans experience.” has aimed to offer a broader work services award we can Henry West, Head of Channel at Eclipse, commented: “Fastest range of cloud computing make it simpler for customers to Lee Wade 4 is a great experience for all involved. We have serious ambitions services to the public sector and select connectivity services that in this market and welcome the opportunity to reward our partners greater flexibility in procure- “As the framework continues complement the cloud services whenever possible.” ment contracts,” he said. to open up new opportunities for offered via G-Cloud.”

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16 COMMS DEALER FEBRUARY 2016 www.comms-dealer.com INDUSTRY NEWS Maintel to Tuffs set for push new INNOVATE ENABLE SUPPORT UK service Unify VP job The skills and capabilities Are you looking to offer acquired by Maintel via its acquisitions of Proximity and Skype for Business Enterprise Voice Datapoint have enabled the to your customers? systems integrator and MSP to launch a new nationwide Partner Services division. Maintel CEO Eddie Buxton commented: “The acquisitions brought together a strong port- folio of skillsets, meaning we can now offer a one-stop-shop Barry Tuffs of support to partners.” He pointed out that Maintel’s The new man at the centre of Avaya into the mid-market. channel business was the stron- Unify’s channel growth cam- Prior roles include stints at gest performing sales division paign, Barry Tuffs, the incom- C&W, Telewest and Nortel. in 2015, representing circa half ing Vice President for UK and He also spent three and a half of the firm’s overall revenue. Ireland Channels, is tasked with years running his own business, “In launching Partner Ser- delivering significant channel called Wire Solutions which vices we are building on this growth while developing exist- traded as a BT Local Business. success through an experienced ing relationships with partners Tuffs will report to Thomas team focusing on our channel and distributors such as Nimans Veit, Senior Vice President of partners,” added Buxton. and ScanSource. Channel for EMEAR at Unify. “Partner Services brings He will also focus on the roll Veit stated: “Barry will be an together skills and resources to out of new cloud-based partner instrumental part of our channel help the channel win service, programmes designed to target acceleration strategy in the UK support and managed busi- the small and mid-market cus- & Ireland as we aim to expand ness across UC, contact centre, tomer segment. our presence dramatically in the workforce optimisation and net- Tuffs brings 25-plus years coming years.” working technologies. comms experience in direct and Tuffs said: “This is a tremen- “We’ve already seen a great indirect sales and management, dous opportunity to help drive response to the creation of the and joins Unify from Avaya the growth of the company.” division, including a 10% part- where he held a variety of roles His appointment is the first ner increase.” including Director of the UK & key channel move since Unify Maintel Partner Services Ireland Channel Team. was acquired by digital services offers two main types of ser- He helped to introduce the company Atos from Gores and Partner with SIPHON for solution design, vice across the UK and Ireland iConnect Program and take Siemens late last year. – professional services (includ- engineering & pre-deployment health ing engineering, installation checks. and consultancy) and managed services (including maintenance Comms Supply basks On-prem. Cloud. Hybrid. and support). in glow of record sales Cost effective Polycom* VVX SfB Edition Glowing Q4 2015 sales of who is Norwich-based Comms £350,000 were eclipsed by posi- Supply’s founder and MD. provisioning & deployment services. tive customer feedback, accord- “But it’s only when there’s ing to Comms Supply which a problem that we show our notched up record sales in the true colours. We send out a Contact SIPHON today period, along with sparkling service questionnaire whenever endorsements from customers. anything goes wrong, whether [email protected] “Our fourth quarter results there’s a fault, billing issue or 01635 225000 for 2015 were 27% higher any other glitch. than any other period since we “That enables us to find out launched almost four years ago, what customers really think, and and more than double the sales we achieved top marks across of the same period in 2014,” all of the service categories sur- Eddie Buxton commented Karl Alderton, veyed.” See page 48

*SIPHON was recently recognised by Polycom as We’re in a great position to help your business grow. Circle of Excellence Partner of the Year, EMEA - West www.comms-dealer.com COMMS DEALER FEBRUARY 2016 17 INDUSTRY NEWS Jola portal hastens Pollock’s top multi-product deals performance

A new reseller portal intro- Chess’ annual financial results duced by Jola Cloud Solutions indicate how far the company has simplified the ordering pro- has evolved with acquisitions cess, enabling resellers to build and product portfolio expansion multi-product offerings without driving a 33% increase in turn- the need to re-enter data or dip over to £74m and an EBITDA into other parts of the system to increase of 13% to over £14m. complete the order. The business has also taken its Adrian Sunderland, CTO, headcount to 450-plus people. commented: “When a single David Pollock, Chief Exec- order involves many products utive, said: “2015 saw us con- the journey may not be easy tinue to reduce our reliance on for resellers to create and build Adrian Sunderland fixed line call revenues with a David Pollock multi-product offerings. real focus on growth in cloud “We want to encourage our orders to existing sites and view “Our partners are ordering and ICT product sales. note include Parachute IT and resellers to order all their cus- orders in progress.” hundreds of Broadsoft seats, “We have invested in busi- Compwise, both strengthening tomers’ requirements from us Jola provides connectivity leased lines and mobile SIMs ness systems and infrastructure Chess’ ICT offering. so once they have entered the and Broadsoft packages, and every month, and making this and made some significant 2015 also saw Chess collect delivery details Jola partners with 100-plus partners a self- process easy and low-touch appointments to strengthen the a number of business awards can build the entire solution. service portal has not come a saves on administration costs senior management team across and industry accreditations. “Resellers can save and moment too soon, according to and cut-out translation errors,” the Group. Pollock commented: “We are return to part-built orders, add Sales Director Lee Broxson. he stated. “We are excited by our future proud to have built a long-term plans having secured a £50m and sustainable business that bank facility to support our continues to grow organically Ombudsman Services is to provide a complaints acquisition strategy in 2016.” and by acquisition, building on handling scheme for members of the Internet Services Key acquisitions include a solid infrastructure based on Providers’ Association and the Internet Telephony Services Avenir Mobile (UK) in June people, processes and product.” Providers’ Association (and their customers), replacing the 2014, adding more than 78,000 Got a news story? email: Communications and Internet Services Adjudication Scheme mobile connections and 200 (CISAS) which becomes obsolete once currently logged [email protected] resellers. Other acquisitions of complaints are resolved. Chief Ombudsman Lewis Shand Smith (pictured left) commented: “Ombudsman Services’ roots began with resolving telecommunication complaints. We will help ITSPA and ISPA to improve their customer service models, as well as offer customers our free and Funding boost to impartial resolution service should they encounter a problem with Internet telephony products or services.” strengthen Olive

Olive Communications is to plans to grow its 150 strong SHORT CALL significantly scale up its opera- team with appointments across Silver for Voyager tions following a £15.25m fund- its three sites in High Wycombe, Zayo Group Holdings ing boost. Hatfield and Towcester. has closed its 98.8m euro Voyager Networks is target- Business Growth Fund Martin Flick, CEO, stated: acquisition of Viatel’s ing the mid-market contact cen- (BGF) has invested £10m “Our results have been impres- infrastructure and non- tre space having joined forces growth capital while Barclays sive on a self invested basis but Irish carrier and high with Enghouse Interactive as has provided £5.25m in new we have ambitions to develop bandwidth business from a Silver Partner in its EMEA debt facilities. our product offering for custom- the Digiweb Group based channel programme. High Wycombe-based Olive ers and partners even further. in Dublin, Ireland. The Voyager Networks will has seen revenues climb from “BGF’s minority, long-term acquisition adds an 8,400 offer the Enghouse Interactive £11m in 2012 to almost £30m funding model gives us the flex- Peter Howells km fibre network across Communications Centre (EICC) at the end of this financial year, ibility to do this.” eight countries to Zayo’s and the Quality Management laborative application layer and has featured in the Sunday Mark Nunny, an Investor at European footprint, Suite (QMS). coupled with a vertical footprint Times Tech Track for the past BGF who will also take a seat including 12 new metro Peter Howells, Director, in the housing, academies and three consecutive years. on the board of Olive, added: networks, seven data Voyager Networks, commented: construction sectors. The funding package will be “Our flexible equity will give centres and connectivity “We have a strong horizontal “Partnering with Enghouse used to expand Olive’s custom- Olive the headroom to invest to 81 on-net buildings. capability in networks, network strengthens our presence and er base and develop its range organically for growth and con- security and the overlying col- capability in these markets.” of services. The business also sider acquisitions.”

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Global Mesh SHORT CALLS Nimans is holding a series of two day engineering courses on Samsung WLAN offering training No two clouds project goes for site surveys, protocols, system trouble shooting and software. Nimans says are the same. the UK WLAN market grew by circa 30% last in overdrive year and is worth £250m.

The roll out of a new Global Adept Telecom’s strong Mesh project by the automotive performance last year industry could see the delivery drove the fastest rising of 100 million wireless access telecom share price on the points per annum in new cars London Stock Exchange across the planet. at +101.75%, followed Nathan Stewart from IT and by Gamma with +84.47% cloud solutions provider Total and KCom at +35.83% Group, who is technical lead (source: Bloomberg 1st for the initiative set for launch January 2016). Manx in 2021, told Comms Dealer: Telecom was ranked fourth “Within two years of launch the with +26.56%, followed automotive industry will have by BT at +20.23% and more coverage and bandwidth Maintel with +16.67%. than the existing copper, fibre Nathan Stewart and mobile networks combined. Node4’s new London office They will overnight become a “A free fast global wireless enables the company to super carrier.” network could be disruptive for cosy up to customers and It’s expected that by 2022 personal, residential and SME channel partners in the south the automotive Global Mesh line rental and connectivity but east. The new office will will provide 10Gb wireless we think enterprise connectivity consolidate assets following bandwidth across the globe any- will be slow adopters,” com- the acquisition of Premier where within a few kilometres mented Stewart. IT Networks. Paul Bryce, Recruiting of a modern car. “Existing carriers will very Business Development new Stewart says the network will likely leverage the network and Director, said: “We are Partners be self-building, self-upgrading, data products will be available positioned to offer localised self-powering and, as an infra- to resellers and distributors. customer support.” structure investment model, he “I suspect that for the resell- claims that existing carriers will er community revenue will shift Hot on the heels of its not be able to compete. from providing lines and con- Platinum Partner award “Every new car will have an nectivity to providing solutions, from Avaya, Alternative access point,” added Stewart. security, data, IT services and Networks has retained Become an NFON Partner. “The mesh will have complete marketing products. Platinum Partner status It’s the little things that make a big difference. global wireless coverage and “If the network is freely pro- with Mitel, recognising its NFON Partners are the driving force behind our success. We success across six verticals visibility of over 10 billion vided the data rights and ability are a major European player in the cloud telephony market, devices and approximately six to leverage big data and market- including education, and in Germany and Austria NFON are proud to be the market billion people. ing influence increases. professional services, leaders. Here in the UK we are growing exponentially and are “By 2021 we expect that the “By 2022 a further three bil- retail and healthcare. seeking new Partners to help drive the NFON business further. access points will be ratified lion people and 10 billion devic- So, what are the benefits of becoming an NFON Partner? With at 802.11ax standard or bet- es are expected to start using Interoute has opened a our own standards-based technology, more than 150 built-in ter, providing multiple Gigabit the Internet. A great opportunity new 16,000sq ft office in functions as well as a range of Value Added Services and over bandwidth over many kilome- awaits resellers that adopt new Nottingham city centre, a 10,000 enterprise customers across 13 European countries, NFON is one of Europe’s leading cloud telephone providers. We move that brings together tres by 2023. solutions and prepare to lever- believe in recruiting the best and as a Partner you will receive: If the project comes to frui- age the user and IoT explosion. employees from its existing tion it could have a huge impact “The ability to leverage and offices on the outskirts of Full technical training on the NFON Cloud Telephone System on the existing telecommunica- profit from free wireless is well Nottingham and staff from Sales training to give you the tools for success Qualified leads to follow up and win business the Derby office of recently tions industry. Facebook and proven in the retail and hospital- NFON Account Management Team on hand to support Google have similar plans ity space, and resellers will need acquired Easynet. The new you throughout for global wireless coverage. to plan for how similar models office is expected to attract And commissions for life! Stewart believes it will change can work on a global basis.” more right-fit staff due to network provision paradigms the improved transport links Got a news story? email: and push ICT resellers into com- and city centre location. To find out more about becoming a Partner with NFON call our UK [email protected] pletely new business models. Team on 0203 740 6740, or email us at [email protected]. We’d be delighted to talk to you. To advertise in The next-generation telephone system. contact The Sales Team on 01895 454411 nfon.com www.comms-dealer.com COMMS DEALER FEBRUARY 2016 19 INDUSTRY NEWS Advanced signs up DrayTek adds former Fujitsu CTO 4G/LTE router

Former Fujitsu tech chief Jon DrayTek has added the new Wrennall has joined Advanced Vigor 2860Ln LTE (3G/4G) Computer Software Group as router to its Vigor 2860 family. new CTO. “4G/LTE is now a realistic He brings 20 years experi- practical option for many net- ence and spent the last five work requirements as an alter- years as CTO of Fujitsu UK native to, or augmenting, fixed- and Ireland, overseeing 1,200 line applications,” said Julian architects and implementing Hubble, Sales and Marketing change strategies that saw the Manager at DrayTek. Julian Hubble £1.7bn business grow from a The router can utilise 3G/4G largely public sector client base Jon Wrennall as a ‘pop up’ broadband facility line connection and 3G/4G for to almost 50% private sector. where fixed lines are not avail- optimum speed using DrayTek’s Before joining Fujitsu Wren- Wrennall stated: “Advanced leadership skills and a passion able and 3G/4G provides the load balancing features. nall was CIO and Transformation is going through an exciting for technology.” main connection. Applications “As well as LTE connectiv- Director at the Valuation Office period of growth and is invest- Wrennall is a Chartered include construction sites or vis- ity for data, the Vigor 2860Ln Agency. Prior to that he served ing heavily in software develop- Engineer, Fellow of the British iting teams, or permanent usage makes good use of SMS text as Her Majesty’s Revenue and ment. This as a massive oppor- Computer Society, founding where fixed lines are slow, not messaging,” said Hubble. “Texts Customs’ first CTO, leading the tunity to build on the broad set Fujitsu Fellow and member of available or less effective. can be sent to the router to check integration of the former Inland of products and services.” the Advisory Board for appli- The router also functions as its status or even reboot it with Revenue and Customs & Excise Gordon Wilson, CEO, said: cation intelligence company, a secondary failover connection an appropriate command.” organisations. “Jon brings experience, proven AppDynamics. in the event of the fixed (pri- The Vigor 2860Ln also sup- mary) line failing. It can also ports Wi-Fi and the features of Hoque offers smaller firms agility balance traffic across a main the Vigor 2860 series routers. Nimans has staged its second annual Datacentreplus has laun- cooling requirements for their “The barriers of trust and X Factor-style talent contest for staff ched a pay-as-you-grow host- servers and data backup. price are beginning to be who performed a variety of acts ing solution designed to match Mashukul Hoque, founder of overcome at a rate of knots. including singers, poets, actors, a the flexibility requirements of Datacentreplus, said: “As more However, agility still remains Greek-style dancer, rap duo, guitarist smaller firms. SMEs begin their journey into an issue for smaller companies. and a rock band. Investors In People The company provides colo- the cloud it is only right that the “Pay-as-you-grow essen- Manager, Sue Goldfine (pictured), and cation for businesses’ IT equip- data centre community facili- tially provides a client with the Dealer Sales Account Manager, Carl ment at its Media City premises tates this progression and pro- ability to grow their services, Foster, were voted the overall winners for their rendition of The Lion in Manchester, working with vides an environment that sup- allowing them to reserve dedi- and Albert poem. Event organiser Mat Weall said: “Some of the organisations that want to out- ports growth and is sympathetic cated space and only pay for acts are better suited to their day jobs, but the contest proved that Nimans is awash with talent in areas other than comms supply.” source their power, storage and to cash flow. that when they grow into it.” SHORT CALL ShoreTel completes Corvisa deal FCS has appointed Ombudsman Services ShoreTel has completed its “Corvisa’s APIs, SIP trunk- as an alternative dispute $8.5m acquisition of Corvisa, a ing and contact centre expands resolution scheme for provider of cloud-based commu- our cloud-based offering while its members, replacing nications solutions. The acquisi- providing new sources of host- the Communications tion is expected to accelerate ed revenue,” stated Don Joos, and Internet Services ShoreTel’s fiscal 2017 hosted President and CEO, ShoreTel. Adjudication Scheme. revenue growth to circa 30%. “We are focused on acceler- Ombudsman Services deals Corvisa’s APIs and SDKs ating technology time to mar- with complaints made will facilitate third party applica- ket, growing hosted revenue directly to a company but tion integration; while the addi- and expanding our cloud offer- have reached a deadlock tion of Corvisa’s SIP trunking to Don Joos ing globally.” stage, or have been the ShoreTel solution portfolio Matt Lautz, CEO of Corvisa, ongoing for eight weeks- will position the vendor as a SIP Tel’s presence in the contact ShoreTel will also expand its added: “Corvisa’s cloud contact plus. More Ombudsman trunking provider. centre market, enabling integra- cloud services in Europe having centre, coupled with ShoreTel’s Services news on p18 Corvisa’s standalone cloud tion with non-ShoreTel commu- acquired Corvisa’s Amsterdam go-to-market expertise, creates contact centre expands Shore- nication solutions. and UK data centres. a compelling combination.”

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20 COMMS DEALER FEBRUARY 2016 www.comms-dealer.com INDUSTRY NEWS MXC invests Mills eyes up further in Selection expansion

Six Degrees Group’s (6DG) growth ambitions have been boosted by a £12m organic investment programme. The additional capital invest- ment comes six months after funds managed by Charlesbank Capital Partners acquired 6DG with the goal of building the UK’s largest mid-market man- aged services provider. With plans underway to Peter Rigg recruit 50 people 6DG will be building and developing its Channel investment com- have £16.5m of available cash sales, marketing and customer pany MXC Capital has agreed resources and terms agreed on service teams, among others, to cornerstone a placing of new a debt facility of £7m to support to service its growing customer ordinary shares in Castle Street its strategy. and partner base. Investments (CSI), an AIM Peter Rigg, Chairman of Alastair Mills, CEO of 6DG, quoted cash shell, in conjunc- MXC, stated: “The transaction said: “We want to own the mid- tion with CSI’s proposed acqui- demonstrates the MXC model market. We now employ 400 sition of Selection Services at work – identifying the oppor- people, have over 2,000 custom- Investments, a provider of IT tunity, advising on the transac- ers and own a comprehensive solutions and cloud services. tion, securing the funding (in technology infrastructure. Now The deal represents a plat- this case twice over subscribed) we are making a recruitment form acquisition to start a buy and then adding the operational investment as we look to bring and build in the IT solutions management experience to drive the best talent in our industry to and cloud services sector, with a the buy and build opportunity.” fuel our future growth.” focus on the fragmented smaller Selection reported EBITDA end of the market. of £3.3m in the year ended 30th Selection is an established June 2015 and as result of its business with £35m revenues, capital structure a loss before 65% of which are recurring. tax of £1m. MXC is investing £12.9m As at 30th June 2015, it had out of a total placing of £30m, net liabilities of £24.9m which amounting to 24.9% of the included net debt of £20.4m. enlarged share capital of CSI. Alastair Mills Got a news story? email: CSI will acquire Selection [email protected] on a debt free basis and will SHORT CALL

SIPHON Networks has been credited with the Microsoft Partner Gold Communications Competency just months after achieving Silver Communications Competency. Ciaran Bolger, Sales Director at A stand-out performance from Imago ScanSource secured the SIPHON, said: “We’ve distributor Polycom’s EMEA Distributor of the Year award as well invested in the skills, as the North America Distributor of the Year accolade. The awards documentation and systems were presented during Polycom’s annual partner conference. Ian Vickerage, President, ScanSource Communications Europe, to reinforce our technology commented: “Our global partnership allows us to combine enablement offering for Polycom’s solutions with ScanSource’s tailored services and tools, Microsoft Enterprise enabling us to help customers grow their businesses.” Voice.” See page 26

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CommsDealer_Fastest4_stripads_2016.indd 1 11/01/2016 13:36:22 INDUSTRY NEWS

ICON targets Avnet names SHORT CALLS Business Systems UK, a call recording and workforce optimisation specialist, has added key markets leader for IoT O2’s Mobile Recording technology to its portfolio, Eric Williams is to develop strengthening its play and deploy Avnet’s global IoT in the financial services strategy having been appointed call recording market. to the newly created worldwide role of Vice President of Internet Overline Network of Things (IoT). Consultants is to supply “The pace of change in a hosted telephone today’s global business envi- system to service almost ronment demands agility and 700 employees at Adur imagination,” commented Rick & Worthing Councils. Hamada, CEO, Avnet. The contract builds on Mark Shane “Our customers and suppli- Overline’s experience of ers are asking us to develop new providing bespoke solutions St Albans-based distributor “We have also extended our solutions combining multiple Eric Williams to large local organisations ICON has reacted fast to the bur- capability to support partners elements of technology from such as Shoreham Port geoning WLAN, IoT and criti- delivering critical messaging the edge to the enterprise. From 1987 to 1994 Williams Authority, The Queen cal messaging markets, build- and IoT solutions by adding “In Eric we have found an held numerous leadership posi- Alexandra Hospital and ing on its long-term Spectralink Multitone to our Fusion and executive with global experi- tions in sales and operations at The Amex stadium. relationship with a revamped BlueSky messaging portfolio.” ence and a proven ability to Bell Industries. product line and expanding its To help realise its 2016 design, develop and implement portfolio following the addition growth ambitions ICON has innovative programmes with of products from global wire- invested in a year-long cam- positive results.” less network infrastructure pro- paign to develop the wireless Williams has served in a vider 4ipnet, including wireless solutions market targeting end number of executive leader- LAN controllers, access points, users in the hospitality, health- ship positions within the tech- hotspot gateways and switches care, retail and food manufac- nology industry and was most “With the Allied Telesis turing sectors. recently a strategic advisor for Extricom Wi-Fi solution, these “We are seeking channel CABA Technologies and Moon, additions will enable us to sup- partners to work with us to focused especially on the intel- port channel partners who need develop these opportunities,” ligent LED market. to deliver traditional or real- confirmed Shane. From 1994 to 2014 he served time WLAN infrastructure solu- “During Q1 we will also in a number of advanced posi- tions in sectors such as hospital- announce a partner support pro- tions with Arrow Electronics. ity, healthcare, and the more gramme for our UC solution He also has experience in demanding education and logis- Wave IP, designed to strengthen leading large sales organisations tics markets,” said Mark Shane, partner margin and generate and identifying and advising on Sales Director, ICON. new sales.” mergers and acquisitions. Gamma’s annual UK roadshow gets under way on March 2nd at Hopetoun House in Edinburgh, the first in a run of four ‘Gamma SHORT CALL does Downton’ stately home themed events. Previous roadshow themes include museums, universities and castles. Richard Bligh, Global SIP launch Chief Operating Officer, commented: “We’re always looking at The latest leg in Channel ways we can improve what we do and our annual roadshow plays a A white labelled global SIP “Global SIP deployment can Telecom’s nationwide vital part in making this happen. trunking solution, called Global be time consuming and complex partner workshop tour saw “Feedback from our partners is fundamental to shaping our Tim Nelson, Head of IP SIP Connect and launched by due to interoperability and regu- roadmap, helping us to come up with innovative ideas and staying Voice, join forces with BT Tata Communications, enables latory challenges, but our offer- ahead of the curve. Last year we welcomed over 600 channel Wholesale and Broadsoft resellers to extend the reach ing enables service providers to partners to our roadshow and this year we’re expecting even more.” at the Gotham Hotel in of their voice services while overcome these challenges on a During the roadshow delegates will hear about Gamma’s latest Manchester for a session to removing the complexity of global scale while eliminating product developments such as the launch of its MPLS-based help partners upskill their worldwide SIP deployments. the cost of building new solu- solution, Converged Private Networks, and Gamma’s new mobile sales staff and win more Anthony Bartolo, President tions from scratch.” service, as well as a first look at SIP Trunk Call Manager. hosted VoIP orders. Nelson of Collaboration and Mobility Mike Sapien, who is a Chris Daffin, Network Services Director at Maintel, added: “It’s a great opportunity to get together and catch up with the Gamma said: “Given the increasing at Tata Communications, stated: Principal Analyst at industry team and other channel partners, all under one roof.” demand for hosted solutions, “As demand for cloud-based watcher Ovum Research, said: UC continues to soar, SIP trunk- “Global SIP services are now The roadshow also stops at Crewe Hall (March 3rd), Ragley Hall training events like this are (March 8th) and London’s 8 Northumberland Avenue (March 9th). ing is becoming a critical tool a critical ingredient in creating essential in keeping on top Pictured above l-r: Graham Kedzlie, Head of Sales – SI; Richard for businesses looking for best an IP platform to enable many of a growing market.” Bligh, COO; and Bob Falconer, CEO in class voice services. enterprise applications.”

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22 COMMS DEALER FEBRUARY 2016 www.comms-dealer.com INDUSTRY NEWS Clariti video Eclipse to push colo powered for free offer Eclipse has rolled out a colo promotion that offers resellers who sign up to a three year con- cloudbursts tract a free rack for one year and free installation. Polycom’s newly launched Eclipse’s colo solution pro- cloud-ready collaboration infr- vides rack space, power, cooling astructure software, called and connectivity with multiple Polycom RealPresence Clariti, levels of redundancy built-in. offers a simplified per-user “The offer is available to licensing model with a lower all Eclipse partners looking for entry point, and enables the multiple data centres including mass deployment of video col- our Docklands-based Tier 3+ laboration across businesses of environments,” stated Henry all sizes, claimed the firm. West, Head of Channel Sales Clariti also offers a hybrid “Colo offers a way to sig- cloud capability allowing users nificantly reduce the cost of to ‘burst’ into a cloud service customer infrastructure with no Ashan Willy for planned and unplanned upfront costs and no ongoing spikes in capacity demand. resource designed to facilitate utility and maintenance bills.” Customers have multiple the open exchange of informa- West also noted that the pro- options for deploying the solu- tion in the pursuit of innovative motion aims to give resellers tion, including on-premises, application development and a hosting entry point for their hybrid or hosted IaaS offer- workflow integration. customers and the opportunity ings from partners, or directly in “The RealAccess service to consolidate in-house hosted their own cloud networks. delivery platform is being services into one place, includ- Clariti includes Polycom expanded across the entire Real- ing hosted PBX, email and web RealConnect capabilities which Presence Cloud platform, offer- hosting etc. allow Skype for Business users ing organisations diagnostic “Our partners have the and those who use other plat- insights and data to help them opportunity to realise 100% forms to seamlessly connect. better manage their whole col- margin on colocation sales for Ashan Willy, Senior VP, laboration solution,” said Willy. the first year with this deal,” Product Management & World- added West. Got a news story? email: wide Systems Engineering, The offer is available until [email protected] commented: “As visual col- 31st March 2016. laboration enters the hyper con- nected phase employees have high expectations of being able to connect from anywhere, and Nine gets Investors in from any device at any time. “The RealPresence Clariti People Gold standard solution offers cloud econom- ics, cloud deployment options Nine Group has achieved and cloud hybrid capabilities to Gold standard for Investors in Polycom’s infrastructure suite.” People, joining the top 7% of The company has also exp- UK accredited organisations anded support for developers dedicated to realising the poten- to extend their capabilities with tial of their staff. Nine secured the new Polycom Sandbox. the Silver standard in 2013. This virtual lab provides HR Director, Helen Cham- access to Polycom’s APIs and berlain, said: “we are a custom- SDKs so that partners, ISVs, er-centric business and heartily Helen Chamberlain and customers can build appli- endorse the maxim that happy cations and integrate visual col- staff is the first step towards and endorses our commitment laboration into their workflows. happy customers. to staff excellence.” Polycom has also made “The Investors in People Chamberlain also noted that available a set of support tools, Gold standard is an important Nine Group has its eye on the including a community-based accolade and a key milestone, Platinum standard. To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER FEBRUARY 2016 23

CommsDealer_Fastest4_stripads_2016.indd 2 11/01/2016 13:36:24 NEWS INTERVIEW Mesch: Architect of a pure fibre future

Greg Mesch, the tenacious founder and CEO of CityFibre, is a relative newcomer to the UK channel but he is already the instigator of a pure fibre infrastructure revolution and has chosen the UK’s primary cities for his battleground.

credible alternative Mesch started out as a by 2020, reaching 20 per infrastructure telecoms engineer and cent of the UK market. presence that entrepreneur and has a provides choice and strong background in the “We are a builder of Gigabit Astimulates the disengagement building of high growth fibre Cities, constructing modern of service providers from the optic telecoms companies. pure fibre infrastructure in UK’s monolithic incumbents He became Chief Operating cities to serve CPs, SIs, local is an industry imperative, Officer for ESAT Telecom authorities, data centres and claims Mesch, the architect in Ireland (which IPO’d mobile operators,” explained of CityFibre’s project to on NASDAQ and was Mesch. “Our networks provide such a stimulus. His subsequently purchased by enable partners to use strategic mission to create a BT for over 1 billion euro). them in any way they wish, true alternative has already Mesch was also founder whether that’s providing justified CityFibre’s headline and Chief Operating Officer entry level active products or investments and acquisitions, of Versatel Telecom which taking them on a journey to and Mesch is now expressing built one of the largest consume dark fibre and build his priorities for high growth fibre-based infrastructures their own on-net networks.” in partnership with resellers. in the Dutch and German markets. Versatel also listed CityFibre’s Gigabit City “For too long the UK on NASDAQ and the Dutch campaign kicked off with telecoms landscape has AEX exchange and was York and Peterborough, been dominated by a single purchased by Tele2 and followed by Coventry, national infrastructure Apax for over $1.5 billion. Kirklees, Aberdeen, provider,” said Mesch. “To Edinburgh, Glasgow and compete with the rest of the In 2009 Mesch became now Bristol. “These projects world we need to ensure Non-Executive Director proved our model of that there is choice and of EU Networks before city-wide wholesale fibre competition in the market. founding CityFibre in infrastructure and gave our That’s what we’re doing. We 2011 with Mark Collins investors the confidence are not just about providing through the acquisition of to support us further in like-for-like products over several established fibre the acquisition of KCOM’s our independent network, optic businesses. Despite Greg Mesch national networks, helping but Gigabit as standard.” his glittering backstory, us to reach scale and create Mesch counts his biggest a meaningful, national So who is Greg Mesch? He achievement as taking With the growth in data alternative infrastructure for seems a man determined to CityFibre from a fledgling rising exponentially, pure the UK,” stated Mesch. redefine Britain’s connected IPO to its new position future and is busy mapping as the largest wholesale fibre is the only truly future- Other developments of a route to reach the summit infrastructure provider significance that underscore of his ambition. It could be after BT Openreach, proof infrastructure that can the strength of CityFibre’s argued that to become a in just two years. business model include the real challenger to the likes support it formation of a joint venture of BT would be too high CityFibre listed on the AIM company in 2014 with Sky a mountain to climb, but market of the LSE in January an over-subscribed private and East Yorkshire) for £90 and TalkTalk to deploy a the evidence of Mesch’s 2014 raising £16.5 million placing, taking the total million and secured financing new Fibre-to-the-Home progress and strategic and gained access to long- equity raised to £46.5 million. of £180 million, increasing network in the City of York. advances so far, and his term funding opportunities. In December 2015 CityFibre its footprint to 36 cities Soon afterwards CityFibre previous career achievements, The company then raised a acquired KCOM’s national and enabling CityFibre to signed the UK’s first dark suggest otherwise. further £30 million following fibre assets (excluding Hull target a total of 50 cities fibre-to-the-tower deal, a Enter emerging markets with GCI Channel Solutions 0845 0030 655 | gcichannelsolutions.com | [email protected]

COMMS DEALER FEBRUARY 2016 24Final Footer advert.indd 1 www.comms-dealer.com12/03/2015 10:44:46 Mesch: Architect of a pure fibre future

national framework with building network, it’s about fibre network footprint and EE, Three and MBNL. And our partners making use of it. increasing the addressable in October 2015 CityFibre market for partners. “We sealed a Master Services “For a long time UK CPs, are targeting major metro Agreement with Vodafone. data centres and MNOs footprints and will open up have been calling for a true, our infrastructure to a broad The KCOM acquisition national alternative to BT. It’s range of CPs to maximise its gave CityFibre an additional this demand that underpins use,” added Mesch. “With 1,100 km of metro network our business model. Every the growth in data rising and 1,100km of long major announcement we exponentially, pure fibre is distance network, allowing make and every press the only truly future-proof it to connect to peering headline we get triggers a infrastructure that can points in London and data fresh wave of interest from support it. We need to plan centres across the UK. potential new partners. for tomorrow. We’re also This masterstroke of an Our job now is to convert investing heavily in state-of- acquisition and subsequent this heightened interest, the-art platforms to make funding shines as a signal onboard new partners and sure our partners can do victory for Mesch’s rolling give all of them a voice business with us easily and campaign convoy across the over what comes next. We access all of the information UK’s infrastructure territory. believe that working in true they need. Building on these partnership with no hidden developments and evolving “We found it hard to offer agenda is what will keep our our systems to be truly world partners the scale they need partners with us and make class is next on our list. We’re to transact at volume,” the UK communications agile, independent and here he commented. “But with industry great.” to stay.” n the acquisition of KCOM’s national network assets we Fast growth Just a minute with overcame that barrier and are CityFibre now employs 105 Greg Mesch... much more relevant to our staff and generates revenue partners. By 2019 we aim to growth of 115 per cent year- be the network infrastructure over-year. The company’s Tell us something about of choice in all of our local turnover of £2 million at yourself we don’t I’m a heli-skier markets and have hundreds IPO now stands at over £36 know: of CP partners transacting million and rising. “We’re What do you fear the across our growing network, rapidly expanding and have most? Poor health delivering state-of-the- some of the best brains in Name three ideal dinner art services to end users the industry,” added Mesch. guests: Steve Jobs, James across the country.” “That said, we are still a Dyson, Neil Armstrong small, close-knit group and Role model: Jack Welch, That the reseller community our culture reflects that former Chairman and will respond positively to dynamic. None of us are here CEO of General Electric Mesch’s mission is already to be just like everyone else. One example of something clear, evident in the high ‘Alternative’ to us isn’t just you have overcome: interest shown by existing about our network, it’s about Being the youngest and potential partners. “We everyone having the personal of five brothers are building awareness of freedom to be fresh, creative, Your greatest strength CityFibre as an alternative for and even disruptive when and what could you CPs,” noted Mesch. “We’re we need to be. Because of improve on? I never already working with tier 1 that, absolutely no voice give up: That can be a providers, local authorities, goes unheard. Everyone strength and a weakness emergency services, mobile who works at CityFibre What possession could you network operators and is passionate, energetic, not live without? My skis multiple business CPs, but driven and very busy.” How do you relax the more CPs who come when not working? on board as partners the Their joint priority is to Cycling and skiing faster we can grow for the exert a telling influence Name one thing you benefit of all. Building a very over the future of Britain’s couldn’t do without different connected future connected future by in your job: Coffee for Britain isn’t just about us expanding CityFibre’s pure

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CommsDealer_Fastest4_stripads_2016.indd 3 11/01/2016 13:36:25 BUSINESS PROFILE SIPHON pumps up cloud UC for partners

Fast growing SIPHON Networks’ cloud UC mission could come to dominate, according to Steve Harris, co-founder and Managing Director, who says the company’s reseller engagement strategy strikes a harmonious chord with an expanding posse of channel partners.

here is no doubt that a growing number of IT with other suppliers including Harris’s biggest career resellers who recognise that Oracle (Acme Packet), achievement is co- they need additional support Polycom and AudioCodes. founding SIPHON in to maximise their success Ultimately, we sit between T2009, but how he managed when offering voice and UC our vendor suppliers and this remarkable feat is still a services such as Skype for channel partners, so these head-scratching question. “I Business Enterprise Voice.” relationships shape the type look back on how we did it of products and services with a £50,000 investment SIPHON has no dependency that we can provide.” in the middle of a global on legacy revenues or financial crisis,” recalled vendors therefore its Another important Harris. “Initially, we were focus is on two primary development got under lucky to partner with smaller and disruptive cloud UC way around 18 months companies such as BNS market offerings, BroadSoft ago when SIPHON set Telecom that were acquired and Microsoft Skype for about evolving its internal and grew into larger entities. Business (SfB). “We use structure and systems to As a consequence our an indirect channel model scale and support its growth revenue increased alongside and will continue to work ambitions. “We completed theirs and we could offer through our channel our ISO27001 certification the same value but with partners, enabling them and have invested in the additional scale. We then to bring these disruptive automation of our internal used our growth to fund technologies to their end systems, whereby we now the acquisition of VCOMM. users,” stated Harris. expect to process, provision The timing coincided with and fulfil over 70 per cent of a strong upturn in cloud Having established its orders automatically,” added adoption and we could Microsoft Technology Harris. “This investment offer our cloud UC service Practice over a year ago, in systems and processes providers a true end-to-end SIPHON has been eyeing is key as the volume of solution and technology the SfB domain for some orders we processed last enablement proposition.” time now. In a significant year increased 125 per cent development SIPHON against 2014 figures.” Much time and effort recently achieved formal was spent on integrating status as a Microsoft Gold The revenue at SIPHON has Steve Harris VCOMM and establishing Partner and is also leveraging grown by 644 per cent over the distribution side of Gold Communication the last four years, earning the business, which is a Competency capabilities in the company 23rd place in fundamentally different its work with partners. We will continue to work the Deloitte UK Technology operation compared to through our channel partners, Fast 50 awards 2015. This SIPHON’s initial modus Last year SIPHON extended year SIPHON will increase operandi. “The value that its BroadSoft partnership to enabling them to bring its headcount to 50 full- the acquisition created for include BroadCloud. This time staff and is targeting our customers was clear, so enables partners to consume disruptive technologies to in excess of £20 million we needed to significantly and offer the BroadWorks turnover by 2017. “Our main change the way we operated solution on an opex basis their end users priority is to execute on the in terms of our internal rather than buying their own business plan we set out systems and processes,” platform with the associated proposition, so the channel “We are committed to these when we took our strategic added Harris. “Our customers capital investment. “We are should expect the launch BroadSoft and Microsoft investment last year from are mainly cloud UC providers also looking at other cloud of new services in this area SfB solutions and also have Finance Wales (Private Equity but we are working with offerings to complement this during 2016,” said Harris. strong vendor partnerships investor),” said Harris.

26 COMMS DEALER FEBRUARY 2016 www.comms-dealer.com SIPHON pumps up cloud UC for partners

“We were above our of who they are or the grounding in the industry forecasted plan last year services they are trying to and business in general,” he and expect to do the same provide. “It’s a strategy that said. “I have my Nortel stock again in 2016, although works for us and is consistent and options certificate on the we think our growth in across our cloud, distribution wall in my home office. It’s percentage terms will be and Microsoft practices,” a stark reminder that things The more modest. We will explained Harris. “Ultimately, can change very quickly. achieve our business goals by the partner will have some The demise of Nortel is well continuing to ensure that our skills and ideas on what documented, but it was a Millennials offering is genuinely relevant they’d like to offer, so they great place to start a career to our partner customers come to us with various in telecoms.” n as well as our continued requests. Our job is to plug are Revolting! investment in innovation.” the gaps in their skills and Just a minute with knowledge and add further Steve Harris... The statistic that most value to their offering. Our interests Harris is the value to them will increase Tell us something about percentage of companies yet if there are more gaps to fill yourself we don’t know: to adopt a cloud UC solution. or more sophisticated ways As a youngster I played “The SME and mid-market that they want to utilise baseball for Great Britain segments have seen massive our portfolio of products growth in this area during and services, whether What talent do you wish you had? To be a 2015, but fewer than 10 this is to differentiate professional football player per cent of UK SMEs have themselves from rivals or a cloud UC service,” he simply to provide a more Industry bugbear: Developing the next noted. “That speaks volumes comprehensive offering.“ technology before making about the opportunity that the last one work properly exists. It’s not surprising Driving force What do you fear that there’s considerable Cloud UC and its adoption the most? Failure investment and alignment will continue to be the happening in this space.” primary driving force behind How would you like to SIPHON’s growth, and Harris be remembered? Always did what I said and made Harris has a knack for putting plans to take his approach New ways of things as enjoyable as his finger on an opportunity, to new geographical possible along the way communicating and his magic touch played markets, tailoring solutions Name three ideal dinner a big hand in the formation to each partner depending are taking hold guests: Martin Johnson, of SIPHON which he founded on their requirements. The Arsene Wenger and with Technical Director most effective partnerships Winston Churchill Rob Smith. “We saw the involve investments in What technologies could emergence of cloud UC, and joint sales and marketing you not live without? also saw that it would be the initiatives that ultimately drive Mobile phone, email smaller and more dynamic success for both parties. and GPS navigation service providers that would We have 60,000 Top tip for resellers: quickly find success in this Harris has the astute ability Identify what you’re good Lync / SfB deployed seats space,” explained Harris. to ensure that SIPHON at and why, then continue “But the ambitions of these remains ahead of the curve. to invest and differentiate companies were hampered This strategic foresight and in that specialism. Look by a lack of technical skills clear vision could be strongly at building partnerships We are Microsoft Gold for and integration experience, attributed to his previous to drive innovation and Communications & Hosting so we recognised that work experience in comms. growth in other areas the circumstances were He joined Nortel as a work Your greatest strength and favourable to build a placement student while at what could you improve company that would help university and took a full- on? I’m a hard worker them to be disruptive with us time role after finishing his who always makes time working as their technology degree. “I spent eight years for staff, customers and We are suppliers, but need to and integration partner.” at Nortel across various work on my patience roles in logistics, project GCI Channel Solutions and accept that some SIPHON does this by adopting management, marketing, things can take longer the same approach to all business development and than I would like channel partners, regardless sales, which gave me a good Call us Now E: [email protected] T: 0845 003 0655 | W: gcichannelsolutions.com We’re in a great position to help your business grow.

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GCI_CommsD_VertAD_Jan16.indd 1 19/01/2016 16:32:08 SPECIAL REPORT CMA clears BT-EE deal

be extended to mobile The Competition and Markets networks. Vodafone, Sky, Authority’s go-ahead for BT’s Virgin, TalkTalk and Gamma (to name but five) also made acquisition of EE has stirred up a spirited representations which ended up being hornet’s nest of industry reaction. ignored by the CMA.

“Our one consolation is that BT has always been a he deal combines wholesale mobile access willing wholesaler in the the UK’s two largest market,” he explained. fixed line market. And BT telecoms players has consistently held to with EE’s £6.4 billion ITSPA says the wholesale the line throughout these Tof annualised revenues market is ‘highly restrictive’ proceedings that it will be a and £1.6 billion of EBITDA and hampers the ability of willing wholesaler for mobile representing a 36 per cent new entrants to compete, access too. An early move in and 25 per cent addition and that MVNO access to this direction would do much to BT’s £18 billion and £6.3 mobile operators’ networks is to calm channel nerves.” billion, noted Philip Carse, reducing, therefore restricting Analyst at Megabuyte. their ability to compete. FCS has called for Ofcom to com. “The CMA has given “The CMA panel was split take a more agile, tactical a completely unconditional in its provisional findings approach to regulation that green light to BT’s acquisition report as to whether the BT- reflects today’s fast moving of EE on the basis of limited EE transaction would lead markets. “But whether or not overlap in retail markets,” to a significant lessening of Eli Katz that happens any time soon, he stated. “The CMA has competition in the market tight vigilance by the reseller apparently not heard of for wholesale mobile wholesale mobile access arising from the strategic community is the name of fixed-mobile convergence or access,” claimed Katz. market would encourage direction of BT, and Ofcom is the game now, along with the move to triple and quad innovation and competition, choosing to ignore them.” the early gathering and play. Regarding the wholesale “ITSPA members have and result in improved submission of evidence to impact, the CMA notes differing opinions on the outcomes for UK consumers. Chris Pateman, CEO of Ofcom of any unforeseen Ofcom’s ongoing strategic BT-EE merger but it must be The UK’s mobile market could the FCS, believes that the market distortions,” added review, thus effectively taken into context with the become as competitive and merger allows BT-EE to Pateman. “If the channel leaving any major decisions wider market consolidation innovative as it is currently supply identical products over wants to get the best result on Openreach to Ofcom.” currently taking place, for fixed telephony.” different delivery platforms from this merger, the channel particularly the proposed which are regulated in has to react and report. If According to ITSPA, industry tie up with O2 and Three. Another view fundamentally different we wait until the market is hopes for greater competition This would be extremely ITSPA member Simwood ways. “This is not a recipe broken before we ask Ofcom in the UK mobile market damaging. There is already disagrees with the position for greater competition or to act, we will have nobody have been quashed by the substantial evidence in taken by the industry body enhanced user functionality,” but ourselves to blame.” CMA’s approval of BT’s other European markets and Simwood’s Managing he stated. “Many CPs told takeover of EE. Despite the to suggest that prices rise Director Simon Woodhead us they see this merger as The BT-EE deal is actually a CMA concluding that the when the number of mobile has called for more evidence a major threat. We took boon for business, believes deal will not significantly operators in a national to be presented that support a delegation to Ofcom to Teleware’s CEO Steve impact competition, Eli Katz, network decreases from its claims. “We opposed the make sure the regulator Haworth, who noted that the Chair of ITSPA, believes four to three operators.” BT-EE merger but disagree understood our position. We the European market is that the acquisition is a deep with ITSPA’s proposed remedy partnered with iMVNOx, the going through a period of concern for the industry Katz called for a review regarding MNOs,” he said. MVNO trade association, big change and BT is at the and he questioned why the of the wholesale mobile “We can provide other ITSPA so we could feed some forefront of this with the CMA’s final report did not access market and effective members with an MVNO international experiences acquisition of Britain’s largest consider potential wholesale remedies agreed before any service through Simwood into the consultation. When mobile group. “BT and EE mobile remedies when merger between O2 and Mobile, and have no issues those disappointing initial are fantastic brands and by approving the proposed BT-EE Three can be considered. with MNOs. In our experience results were published, we joining forces there will be merger. “Particularly, given “We would urge the EU the single biggest counter encouraged members to rally benefits to both consumer the panel had expressed Commission to consider to competition in mobile round and write to policy and business customers,” he differing opinions in its these recommendations is Ofcom, not the MNOs. makers suggesting that as said. “We are excited about provisional report around in its current inquiry,” he We consider there are far a minimum equivalence of the potential opportunities the merger’s effect on the stated. “A fully functional bigger threats to competition wholesale access should this acquisition creates.” n

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Comms sector M&A activity reached standout levels last year, observes Marcus Allchurch, Partner at Acuity Advisors, who explores the driving forces and their implications for 2016.

t’s been a standout interesting opportunities for seen attracting particular year for comms sector resellers to access EE’s mobile attention include UCaaS, mega-deals in the UK, network and some new connectivity, security and IoT, the biggest being BT’s services. There is probably all of which interest investors. Iacquisition of EE which was more uncertainty around given the green light last the future for O2’s channel A key question for comms month. BT has to be one of partners as Three’s focus to suppliers will therefore be, the great success stories of date has been entirely on what is the right strategy 2015/16 with a share price consumer mobile. This may to attract private equity up by around 20 per cent present a huge opportunity investment? While I think against this time last year, a for some channel players, it’s fair to say that there is firm grip on its nationwide although the potential for no right answer, there are fibre strategy, a growing TV disruption will need to themes that investors are base and an infrastructure be managed carefully. keen to see: Recurring and to sell into households and booked revenue is key; capex businesses across the UK. Looking forward, we have to should be kept as low as Furthermore, with Deutsche expect more consolidation. possible; and a differentiated Telekom soon to own 12 Could Liberty Global re-look capability is also attractive. per cent of BT’s shares, at merging with Vodafone? we would anticipate more How will Zayo and Interoute Not only should these opportunities for deeper continue their expansion characteristics reduce the integration across the plans? And what will TalkTalk Marcus Allchurch risk during the investment combined global footprints do to future-proof itself in period, but they should also and, dare I say, further M&A. a market where converged be OK’ when they exit via a economics which will always make an exit to trade far businesses of scale are listing on the stock market. be of interest to investors. easier. We led and completed Next up is the much emerging all around it? And thirdly, with the old five comms deals in 2015 anticipated merger of Three Positive market guard including Microsoft and saw a clear preference and O2. Three is raising Turning to the IPO market Acuity’s view is that these and BT finally managing to for trade buyers to focus £10.3 billion to acquire – is there a bubble, and if so, situations, where unicorns re-invent themselves with a on filling strategic gaps O2 from Telefonica with should we expect it to pop? are forced to float at lower convincing strategy for the in their portfolios rather the objective of creating a There is much speculation valuations than they’ve had future, the place for channel than buying purely to top- £15 billion business post- about another tech bubble, in the past, are actually partners will become clearer up revenue growth and integration with the largest with some good justification. positive overall for businesses again and create significant extract opex synergies. pure-play mobile operation Square, the mobile payments operating in the comms opportunities for investment in the UK. Interestingly, it business founded by Twitter market. Why? Firstly, most and value creation. Trends and activities in has been rumoured that CEO Jack Dorsey, shocked unicorns are based on the the M&A market are, on Three will look to IPO the the market in November by West Coast where there UK and European private the whole, positive for the business after the integration announcing its intention to are many more precedents equity investors have enjoyed comms sector. We see a has taken place in order to IPO with a valuation of $4.2 for high valuations of early a great relationship with continuing ‘wall of money’ return capital to its investors. billion. This is around 30 stage companies operating telecoms companies over providing capital for mid- per cent below its valuation in markets which they the last ten years or so, with market companies to grow, Both of these deals present a year earlier when it last themselves are creating. many generating considerable improving fixed and wireless opportunities and threats raised private money at a returns on the investments infrastructure, and some to players in the comms valuation of $6 billion. Secondly, there is no they’ve made (such as XLN, exciting innovation from new channel. We expect BT and shortage of capital out Pulsant, Wireless Logic, VARs who are able to deliver EE to spend some time The reasons underlying there, and should investors Onyx, Six Degrees and many cutting edge solutions into integrating and working out this are complex, but the shy away from unicorns more). As such, we are businesses and deliver a clear combined fixed and mobile single biggest cause has to they are likely to want to aware of many private equity improvement in service while propositions to be sold be venture capitalists over- invest in lower risk sectors. houses looking for new reducing cost. These trends through existing channels. pricing early stage companies Telecoms businesses tend to investments in the sector. should continue to fuel M&A This could open up some in the hope that it will ‘all have attractive underlying Specific sub-sectors we have across the sector in 2016. n

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Ventures and Technology Cros- Rory Stirling of BGF Ven- “Hosted 3CX removes the sover Ventures. tures commented: “We believe barriers that have been blocking NewVoiceMedia operates in NewVoiceMedia will be one of the hosted PBX market with the cloud contact centre market the most successful software superior architecture and flex- which is forecast to be approxi- companies to emerge from ible delivery options,” com- mately 20 million seats world- Europe this decade.” mented Tom Fellowes, Spitfire’s Sales Director. “3CX in the Cloud is a fully SHORT CALLS virtualised instance with its own ShoreTel in set of dedicated PBX services, as well as completely separate Sean Dixon and Joe Papa Q2 revenue Simwood’s 2016 VoIP data stores. Fraud Analysis paper “With 3CX in the Cloud, Fidelity and Qubic have “The fixed IP on the SIM cloud push released last month customers will have a dedicated collaborated to offer partners a will be the same as the Ethernet underscore’s the company’s PBX separated from and unaf- seamless fixed-to-mobile SIM service when delivered, thus ShoreTel’s financial results leading role in combating fected by other tenants. Disaster Recovery solution plus reducing the IT and configura- for Q2 fiscal year 2016 show the issue. Regulators and “Customers also have access pre-Ethernet install connectivity tion cost for the customer once total revenues of $90.4m industry experts snapped to all the features of the on- aimed at SMEs. the wired connection is live.” ($90.6m Q2 2015) and strong up copies while still hot premise version such as web The solution is based on a Fidelity is one of four com- growth in recurring revenues off the press and Simwood conferencing, instant chat, pres- single device on site with all panies on Telefonica’s Global driven by partners. received requests from ence etc. And they can choose of the complexity held within Partner Programme and has been Don Joos, President and three of the world’s top their preferred telecom vendor Qubic’s network. pioneering the channel launch CEO, commented: “Following 10 global carriers with while retaining the ability to Sean Dixon, Sales Manager, of IoT and M2M services with the ShoreTel Connect launch combined revenues of move from hosted to on-prem- Fidelity, commented: “This the roll out of vM2M, which we gained momentum with 180bn euros. “Take up ise whenever they wish.” innovation offers true mobile reduces three devices – track- customers as our pipeline of from customers has been Nick Galea, CEO, 3CX, failover for wired office con- ing, PDA and mobile – to one. cloud opportunities expanded. strong,” stated Simwood added: “3CX in the Cloud is nectivity, creating a private net- Joe Papa, owner and Director “Our channel partners con- MD Simon Woodhead. not a multi-account system, it’s work whether connected wired of Qubic, stated, “Direct con- tributed a historically high a virtualised instance of 3CX or wirelessly. nection to our data centres of portion of cloud bookings.” BT Wholesale’s CEO Phone System with dedicated “This solution allows our mobile data, without crossing Recurring revenues, which Nigel Stagg has stepped PBX services for each customer partners to deliver and bill cus- the public Internet, is a signifi- consist of all hosted and related down following a 36 and complete data separation tomers quicker. Working along- cant addition to Qubic’s man- services revenue plus support year career with the which sets it apart from old side our long-term partner Qubic aged hosted service offering. revenues, represented 52% of company. His successor style hosted PBX.” we are launching an exclusive “Qubic’s fixed line services total revenue and reached an is yet to be named. offering to the channel.” already connect directly to the annualised value of $189m, up The SIM fits into a broad- data centre without crossing the 15% on Q2 2015. Unify, now known as the band router and in the event of a public Internet, extending the Hosted revenues of $30.5m Atos brand for comms fixed line break the service will LAN to remote workers. were up 20% year-over-year software and services, seamlessly flip over to a single “The mobile interconnect and 4% sequentially. has unveiled OpenScape network or multi-network SIM. means that mobile workers or During the period ShoreTel Contact Centre v9 which The SIM works via a private locations that don’t have broad- completed its acquisition of offers a 360 degree APN set up between Telefonica band can connect securely to Corvisa, a provider of cloud- customer view, providing and Qubic’s network, and the the LAN in the same way and based solutions, expanding a contextual history of all product is said to be a first for within the same IP range. The its cloud services in Europe. details and contact with the channel. “The channel can technology also allows us to ShoreTel also boosted its cloud a customer, regardless earn revenue and margin quic- provide secure mobile failover presence in Australia with the of media channel. Also kly as a customer can be live for fixed line circuits.” acquisition of M5 Australia. featured is a new user within 24 hours rather than wait- “While executing these strat- interface modeled on Got a news story? email: ing 90-plus days for Ethernet egic objectives we generated Unify’s Circuit platform. [email protected] Nick Galea services,” added Dixon. solid profitability,” added Joos.

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announced the proposed Philip Carse, industry analyst at acquisition of COLT Group’s Megabuyte.com, reports on the managed cloud business for an undisclosed sum, after recent trading performances of COLT threw in the towel on its IT services business last leading companies operating June, baulking at the costs needed to get to profitability. in the comms space. This was highlighted with first half 2015 EBITDA losses of 7.7m euros on revenues down 14% at 33.3m euros.

In results news, comms K quoted Telecoms play?). Regarding the and IT provider Alternative & Networks wholesale impact, the CMA Networks announced 13% companies have notes Ofcom’s ongoing EBITDA growth to £22.1m not proved immune strategic review, thus on revenues up 9% to Uto general stock market effectively leaving any major £146.8m for the year to concerns and volatility, decisions on Openreach to September 2015 (10% and with one and three month Ofcom. As a reminder, the 4% organic), with the usual declines of 7% and 16% deal combines the UK’s two exemplary cash conversion. outpacing the FTSE All largest telecoms players, with The year was a significant Share’s 3% and 6% falls EE’s £6.4bn of annualised one in the development of over the same period. This revenues and £1.6bn of Alternative Networks in terms is also a worse performance EBITDA representing a 36% Philip Carse of management, product, than the general Megabuyte and 25% addition to BT’s systems and operations, universe of tech companies, £18bn and £6.3bn. It would, with the company’s positive down 3% and up 5% over however, almost double The CMA justifies its go- outlook reflecting the the same period. This appears BT’s Consumer and Business fact that it now generates to have put a stop to the bull retail revenues of £7.4bn. ahead on the basis of very as much revenue from run of Telecoms & Networks limited overlap between managed services, hosted companies in recent months, Another area of interest desktop and IT professional with a flat performance over recently has been in fibre BT’s fixed and EE’s mobile services as from its once the last year versus -7% for networks, with both tier core fixed voice services. the FTSE All Share and +25% 2 town and city fibre activities at the retail level for the Megabuyte index. network provider CityFibre Private companies reporting and rural broadband £90m funding this year, loss on Macquarie’s £1.9bn results recently include One key driver of the poor Gigaclear advancing their which will help fund 2016’s 2007 acquisition. Shortly contact centre specialist performance in recent causes. CityFibre acquired planned 40,000-premises afterwards, Motorola was Sabio (revenues up 21% months has been TalkTalk, KCOM’s national network rollout. This comes on top announced as the provider to £41.7m, combined with down about 35-36% over for £90m, funded through of 15,000 live premises and of end user services for rising margins and very the last three and 12 months, an £80m equity raise and 10,000 under construction the 4G-based public safety strong cash conversion); following its well publicised new debt. The network, as at the end of 2015. network, with EE gaining Wavenet (flat EBITDA on security breach and the which CityFibre said would the network contract. revenues up 19% to £12m, resulting £30-35m impact cost £200m to build today, In other corporate activity, due to growth investments); on FY15/16 profitability, or significantly enhances its Motorola Solutions is to There have also been deals and SSE Telecoms (EBITDA an approximate 10% hit. metropolitan footprint and acquire Macquarie-backed involving Intercity and halved on revenues down gives it a new long distance UK public safety network COLT, though in opposite 5% to £35m, but orders up The major sector news in the network, advancing its provider Airwave for £764m strategic directions. Intercity strongly subsequently due last month or so has been business plan by five to seven net of cash acquired. The Telecom acquired Imerja, to network and product the CMA’s approval of the BT years. Meanwhile, KCOM price represents barely bringing IT managed services, enhancements). n acquisition of EE. The CMA benefits from a substantial 3.1x EBITDA to June 2014, hosting and security, adding IS Research publishes www. justifies its unconditional reduction in net debt. reflecting the wind-down of approximately £10m revenues megabuyte.com, a company go-ahead on the basis of Airwave’s TETRA network as growing at 40% a year, and analysis and intelligence very limited overlap between Gigaclear received 25m the UK Government looks taking Intercity to about service covering over 350 BT’s fixed and EE’s mobile euro in debt funding from to 4G mobile networks for £35m revenues. In contrast, public and private UK activities at the retail level the European Investment a lower cost alternative, Aurelius Group-backed technology companies. (has it not heard of quad Bank, as part of a planned and represents a thumping ICT provider Getronics [email protected]

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WE MAKE IT POSSIBLE BUSINESS INTERVIEW Samuel ramps up partnership strategy

24 Seven Communications’ Managing Director David Samuel is a dynamic comms entrepreneur ready to stamp his mark on the reseller channel. Here’s how...

amuel’s controversial problem that entrepreneurship, affects a huge number of vision and strategic people across the country.” planning could Sbe the spur for something Samuel leverages a wide big. He set up Leeds-based portfolio of services designed 24 Seven Communications to make businesses more in 2002 following a stint efficient. These range from working for his father in M2M SIMs, national roaming, the telecoms industry. “I call conferencing and recognised the need to recording, VoIP, SIP trunking, demystify telecoms for international termination, business, particularly for a number ranges and mobile SME customer base, and solutions. “Our bread and saw an opportunity to do butter is in the SME market my own thing,” he said. and this is very much where we see our future,” stated 24 Seven’s turnover, currently Samuel. “We’re able to offer £6 million, is certain to an attentive service and multiply. The firm employs our no-jargon commitment 20 people and Samuel is crucial to this.” has plans to double the headcount over the coming Direct sales remain important two years. “During the but Samuel has witnessed past year we have made strong demand from resellers significant advances in the in the past year for 24 mobile market and launched Seven’s suite of products and a national roaming SIM associated data and billing card, Jump SIM,” he said. platforms, giving customers “Its success has been a complete control. “Since huge accolade for 24 Seven, the recent appointment of a along with the overall Reseller Channel Manager, growth of the team and Vinny Sohanpaul, we’ve expansion of our services.” quickly increased our profile among resellers,” noted 24 Seven’s Jump SIM was Samuel. “If you have the developed in response to right range of products at a the growing demand for good price and can match a solution to the national that to customer needs it problem of poor mobile becomes a no-brainer for coverage. “This has been partners. It’s also important a topical issue for several that all of our partners are years and I am proud to the right fit for our business. feel established as a leading It’s an area that we monitor voice on the subject,” closely because this helps stated Samuel. “Jump has to build strong and lasting David Samuel tackled an emotive and customer relationships.”

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34 COMMS DEALER FEBRUARY 2016 www.comms-dealer.com BUSINESS INTERVIEW Samuel ramps up partnership strategy Tomorrow’s

24 Seven offers bespoke The comms sector has always companies of all shapes and office today packages to reseller partners, been highly reactive and sizes. I’d also like to see the including M2M solutions confusion over technology Government take a stronger orking patterns across three networks and and regulation continues to stance with the multi-national have changed its roaming solution for both be a barrier, believes Samuel. players, in particular the enormously M2M and voice. “Demand “Therefore, as we look to MNOs. They are vital for our over the last for a national roaming service increasingly professionalise business, and because of W10 years, but there are even in the B2B sector looks set to our offer we’re finding new that they have a stranglehold bigger changes coming, continue and we are working ways to develop products which is itself a barrier to writes David Hatley, Head of with resellers to further and services that won’t innovation and competition Indirect Sales, BT Wholesale. develop the strong market for be constrained by these in our industry.” n Tomorrow’s office will be Jump SIM,” added Samuel. factors,” he added. dominated by new comms “M2M services are on the Just a minute with technology, and in many rise and we’re now perfectly “Due to the highly regulated cases there won’t be an David Samuel... David Hatley placed to help businesses nature of the telecoms office at all. The way we stay connected thanks to sector the success of our work is already undergoing The agile, mobility friendly Steve Jobs: our recent agreement with business is constantly Role model: a fundamental change. and collaboration-focused His drive, ambition, EE. This means that we join affected by outside factors Commuting to open plan work of the future is imagination and success a select group of businesses – including Government as an entrepreneur and offices and a meetings-based underpinned by cloud-based offering a 4G, 3G and 2G and policy regulation – and inventor is inspiring work model present serious communications technology. M2M capability via EE, it’s a constant struggle for obstacles to productivity Resellers should talk to What talent do you wish which will be promoted businesses like ours to jump for many people; while customers about these new you had? The ability to fit through resellers.” through the often silly hoops more hours into the day an increasingly dispersed working patterns and explain they construct. That’s why workforce and project- that future trends will see What do you fear the Becoming an MVNO with it’s important to stay ahead based working are driving some legacy communications most? Networking. complete control over its of the curve and transition more collaboration and solutions become redundant. I find the whole network and billing platforms the business in line with process frustrating interaction than ever before. was an important milestone the changing market.” The products that will How would you like to and gave 24 Seven a much Email, Skype for Business, facilitate the future include be remembered? As an deserved confidence boost. With that in mind 24 Seven entrepreneur willing to audio conferences, screen hosted services that enable underwent a rebrand take risks to offer the best sharing, webinars, live any organisation to access Let’s improve last year, developed possible service and advice chat, IM and social media previously large business- new products, increased Name three ideal dinner are all daily tools, arguably grade solutions, including customer telecommunications market guests: Chris Evans so I overtaking face-to-face cloud voice technology. Data share and moved towards could talk to him about meetings. The ability to connectivity services will be a service a more sustainable business his plans for Top Gear; Ian collaborate with people key proposition as the most model. “It’s vital that Flemming, a fascinating instantly online, wherever significant working tools will throughout regulation doesn’t get in the character; and Michael in the world they’re rely on faster speeds from way of progress as customer Schumacher, a hero to me located, will be a major bigger pipes. The potential our industry solutions always have to What could you not part of future working. solutions for customers range be at the forefront of our live without? My car. from VPNs that enable cloud- “In terms of the mobile priorities,” stated Samuel. I’m a petrol head Whether for reasons of based platforms and BYOD market, the recent Top tip for resellers: Find productivity or practicality, compatibility, to 330Mbps mergers have impacted on “In hindsight I would have a true partnership. It’s all more people are working G.fast ultrafast broadband competition,” added Samuel. been bolder in taking very well when things are from home, on the move or that BT will be rolling out “Although it’s good to see Ofcom to task over industry going right, but the value in ‘third-place’ locations like over the coming years. agreements forming between regulation. On the one of a true partnership is coffee shops, making secure, how you work together diverse service providers hand it’s calling for more reliable cloud-based email Overall, what matters most to overcome problems there is a fine balance to be competition. On the other its a necessity for almost any to end users will be increased struck between competition capitulating to the demands Biggest career organisation. To enable this speed, cost-effectiveness, achievement: Setting up and consolidation if the of big business. We have a increasingly flexible approach flexibility, connectivity and my own business and market is to thrive. As foremost responsibility to more workers will need to robustness. Resellers must seeing it thrive, along Managing Director of a our customers and nobody with the success of our carry the office with them in therefore offer a wide telecoms company I am should get in the way of this Jump SIM innovation the cloud. Smartphone, tablet portfolio of data connectivity monitoring and commenting imperative. Let’s improve and laptop use will overtake options that can support Greatest strength: on this trend regularly in customer service throughout Spotting the next big desktop PCs as mobility the working models of the order to keep our offering our industry and provide thing and launching becomes business critical. future. Those options include competitive and maintain telecoms for better business. ahead of the industry These trends are a big Ethernet, fibre, broadband, working relationships.” It is, after all, an enabler for opportunity for resellers. G5 and optical. n

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Oxfordshire-based VoIP.co.uk’s rebrand to Firstcom this month is the latest in a string of strategy moves from co-founder and Managing Director Adam Crisp who discusses how the traditional reseller model is being superseded by more meaningful strategic partnerships with trusted cloud service providers.

risp is a man with reach into Europe with the the vision to start acquisition of Denmark-based a company from UC firm Firstcom, acquiring scratch and build it 85 per cent ownership of Cinto a pan-European business, the company and a group- so you’d be doing yourself a wide rebranding opportunity big favour by lending an ear which this month saw VoIP. to his story and observations. co.uk become Firstcom. Soon Firstcom was established after the acquisition Crisp under the name VoIP.co.uk in relaunched Firstcom’s flagship 2004 by Crisp and Chairman mobile enabled UC platform, Jean-Pierre Vandromme to called Universe, creating new address the growing demand opportunities for partners. for next generation IP-based He said: “Scandinavia is well communications systems. ahead of the UK in terms The company provides cloud of UC and this acquisition services and was best known gave our UK partners access for its SIP Encrypt product to superior UC products.” which prevents phone hacking and is compliant Just six months after with Payment Card Industry snapping up Firstcom, Adam Crisp Data Security standards. “We Crisp reached deeper into built our network from the European territory with the ground up and through our purchase of Germany-based IT companies have great technical know-how channel partners we now telecoms company Teleforte, supply a comprehensive which also has offices in but they often lack telecoms expertise portfolio of products to any Poland and Spain. Teleforte size and type of business operates in the traditional space and ensured its UC Crisp. “These transactions the biggest factor influencing customer,” said Crisp. telecoms space selling product had a route to a helped us close our first growth in the company’s international number services wider market. “We now have round of external funding early days, noted Crisp. Acquisitions have also to customers including offices in the UK, Denmark, to accelerate the growth of But the more recent been instrumental in the German airline Lufthansa. Germany, Poland and Spain, our pan-European group.” European activity has company’s development and The acquisition completed providing a platform to brought a much wider growth in Europe. In July Firstcom’s service offering strengthen our presence Introducing SIP to the product portfolio combined 2014, Crisp extended his in the traditional telecoms throughout Europe,” said marketplace was probably with stronger product

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36 COMMS DEALER FEBRUARY 2016 www.comms-dealer.com BUSINESS PROFILE Rebrand signals big growth ambitions Short notice VAT changes management, resulting in IT and information security to understand new things well propositioned solutions. managers need to ensure quickly can be traced back telecoms is included as part to his school days. “I have According to Crisp, Firstcom’s of their overall strategy always been inquisitive biggest opportunity is and not treated as a by nature and want to now in force subscription-based cloud stand alone service.” understand how things work, communications complete so science at school naturally with IP telephones, cellular Crisp welcomes telecoms led to an engineering MRC gave the UK mobile, mobile apps etc, resellers to the partner degree,” he commented. telecoms industry all targeted at the SME programme, but he is also just 16 days notice sector, along with secure attracting IT partners with “Building a business and to implement SIP trunking and cloud great technical know-how watching it grow organically Hchanges to the way VAT is enhancements, cloud call but no telecoms expertise. is easy if that growth is built billed and accounted for in recording and cloud menu “By adding our cloud on engineering excellence legislation issued on the 16th systems. “We have invested telephony to their offering and hard work. I’ve always January, writes Guy Miller, in our own software they can benefit from new insisted that our products are Council Member, ITSPA. From development and network revenue streams in terms of as good as they can be from 1st February, all invoices sent dev-ops team to make sure monthly commissions without an engineering perspective. from a telecommunications we deliver our partners and having to re-train or support But turning that business wholesaler to another their customers ongoing a new product,” said Crisp. into one that achieves stellar wholesaler or to a reseller upgrades and cloud-based growth meant drawing on for call charges should Guy Miller features,” added Crisp. Growth enablement the experiences of others, have the VAT element Channel partners may not and having a strong financial removed. This should be This sudden change in In May last year Firstcom have the resources to identify team is critical.” n accounted for instead by law stems from a number embarked on a partner and target growth segments the receiving party. This is of cases that HMRC has recruitment campaign on their own. With this in Just a minute known in the tax world as a been investigating following the launch of a mind, Firstcom’s main focus with Adam Crisp... Domestic Reverse Charge. new partner programme. will be enabling new and payer of VAT for goods The company wasted no existing channel partners Role model: Elon Musk: This sudden change in they have purchased. time to on-board traditional to identify where they can He’s innovative, pioneering law stems from a number telecoms, IT and security grow their business and and inspirational of cases that HMRC has The VAT change is principally partners in a move that to help them formulate a been investigating where aimed at call charges and What talent do you wish coincided with the launch so-called Missing Trader SMS messages and where sales execution strategy. you had? To play the piano of its new UC suite and a “Partners are no longer just Intra-Community (MTIC) has possible other services, for Lessons learnt: You are drive to boost sales of its looking for technical support resulted in millions of pounds example line rentals, should only as strong as your SIP Encrypt solution. “Our and residual commissions, team. If you try to do worth of tax revenue being still be subject to the current revamped programme saw they are also seeking value everything yourself lost through complex webs 20 per cent VAT charge. This us offering support with added services like sales you will never grow of high value, low audit trail is likely to lead to confusion sales collateral including and marketing assistance,” What do you fear the transactions which switch as many suppliers will need social media as well as commented Crisp. most? Failure, and I’m VAT obligations several to create two invoices where support with technical sales not a big fan of wasps times in a short period, there was once one and and proposals,” explained “Our growth is due to next frequently across multiple some may decide to have Name three ideal dinner Crisp. “We are also strong European Union countries. different VAT rated lines generation services that guests: The author on channel partner training are fully integrated with Peter May, Jessica Companies in the chain on the same bill. If it is and offer technical, sales and wider communications and Ennis and Einstein then ‘go missing’, keeping difficult to split these items marketing skills development (for example, call bundles completely secure. Although What possession could the VAT element of the within partner organisations. we have an aggressive you not live without? transaction with no intention associated with a line rental) expansion plan across My passport to pay it to the authorities. then the HMRC guidance “Our partner programme Europe, the UK is still very is clear – if in doubt, zero Name one thing you extends our reach through much a key focus. There is Resellers should see invoices rate the whole service. couldn’t do without the creation of regional hubs so much potential for us and in your job: Energy from their wholesale across the UK in addition our channel partners in the suppliers VAT-free from HMRC said in its guidance How do you relax when to continuing to work with UK and we intend to build the 1st February, but that it will ‘apply a light not working? Running our existing partners. We on our strengths and develop there are technicalities touch in dealing with errors are aiming to bring the UK existing and new alliances.” If you weren’t in comms, attached to this and ITSPA that occur in the first six up to the same standard what would you be doing? recommends they contact months of introduction’, but Working on renewable as other countries, such as Crisp counts his technical a tax advisor to understand it is expecting the changes to energy sources for Denmark, where ISDN is acumen as his greatest the motor industry their responsibilities in the happen now so the industry dead. For that to happen, strength, and an ability new scheme as the direct needs to react quickly. n

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www.comms-dealer.com COMMS DEALER FEBRUARY 2016 37 After two and a half years of thorough

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Give your top teams the recognition they deserve Celebrate with the best teams in the UK ICT channel and this year, celebrate in style as we move to the glamorous Park Lane Hotel.

Don’t delay, now is the Eclipse, part of the awards process because time to give the brilliant KCOM Group, said: it gives us all the chance sales and marketing teams “These awards celebrate the to recognise and reward in your channel business enormous contribution our our teams who spend some quality recognition for sales and marketing teams their time making life the energy and creativity make in creating value, easier and better for our they have shown in helping both in our own business customers. Their collective your business grow. and for our customers. hard work, positivity and Pete Tomlinson, Director of Sales, Marketing and Product at Eclipse. At a time when we are pride are what make the Now in its fifth year, the seeing the most successful channel such a privilege Awards will once again give channel players reshaping to be a part of.” celebrate in style. channel player should take ICT Channel businesses their organisations from the opportunity to put their a unique opportunity being product centric into Perfect platform So why should you enter sales and marketing teams in to acknowledge the putting relationships at the your teams? Nigel Sergent, the limelight and this is it!” skill, determination and very heart of what they do, Taking place on May Editorial Director at Comms success of their sales it’s time for our sales and 5th 2016, the Awards Dealer, summarised the The 2015 awards were and marketing staff. marketing teams to come finalist ceremony returns benefits of participation: staged at the lavish Café De to the fore. We are now to the stunning ballroom “As a magazine we always Paris in London, hosted by Specifically aimed at teams not just evangelists, but at the refurbished Park applaud the success of popular TV presenter Chris rather than individuals, the also educators for a whole Lane Hotel in London’s resellers, vendors and Hollins. One of the stand out Comms Dealer Sales and new way of working. West End, which provides distributors operating in winners was Berry Telecom Marketing awards will once the perfect platform to the ICT channel and these who secured a Best Reseller again be fully supported by “I am a passionate awards gives companies Sales Team Award and Eclipse – who take up their supporter of this a unique opportunity to the coveted Overall Sales position as lead sponsor achieve industry wide Team of the Year Award. for the third year running. recognition and widen their status with customers Managing Director Simon Pete Tomlinson, Director and partners alike. Any Langford was thrilled with of Sales, Marketing company that wants to be his team’s success: “The and Product at recognised as a serious awards have given Berry confirmation that its sales strategy and service levels are recognised as leading by our own high performing industry. We’re now able to more easily quantify and communicate to our customers, and prospective customers, the level of performance and service Berry provides. Here’s to the awards in 2016!”

Deadline for entries 1st April

40 COMMS DEALER FEBRUARY 2016 www.comms-dealer.com CATEGORY sponsorS HOSPITALITY sponsor

Reseller - Best Reseller – Sales Team Reseller – Sales Team Marketing Campaign of the Year £7.5m + of the Year £2.5-7.5m Give your top teams the SPONSORS & WINNERS OUTLINE THE BENEFITS… TOM METCALFE CHRIS GOODMAN CHANNEL TELECOM FOCUS THE CATEGORIES “Having been recognised “Winning the Comms With a full range of supplier and as Service Provider Dealer Sales & Marketing recognition they deserve Marketing Team of Awards in 2015 was a reseller awards up for grabs, the Year 2015 was a great accomplishment. competition for places in the final terrific accomplishment The award is a fantastic and something we are way to demonstrate shortlist will be as stiff as ever. Here incredibly proud of. We to both aspirational are the categories: always try to be as innovative and creative salespeople and established performers, that as possible with our marketing and for those Focus Group is a business offering a platform efforts to be acknowledge is enormously to achieve great things both individually and as Reseller Categories gratifying. The CDSA’s are a fantastic event with part of a successful team. It makes people want the award taking pride of place in our office.” to work for you, and that is priceless!” • Reseller Sales Team of the Year (businesses up to £2.5m turnover)

• Reseller Sales Team of the Year PAUL TAYLOR Charles Aylwin (businesses £2.5m- £7.5m turnover) VOICEFLEX 8x8 • Reseller Sales Team of the Year “The Comms Dealer Sales “The Comms Dealer (businesses over £7.5m turnover) & Marketing Awards Sales Awards are a great • Best Marketing Campaign is one of the highlight opportunity for the industry events of the channel to take stock of the and we are very proud to fantastic work across the be a winner of the 2015 year. The awards recognise Distributor Category awards. It is important the best in our industry • Channel Account Team of the Year that we continue to recognise the hard work and how the Channel has continued to grow and and achievements of staff and celebrate their adapt to the changing business environment over • Channel Marketing Team of the Year accomplishments. It is always a pleasure to the last year. We always look forward to this great • Channel Marketing Campaign of the Year share success and network with colleagues at event and to celebrating another brilliant year an enjoyable and entertaining event. “ in 2016 with the best people in the channel.” Vendor Category

Andy Grant SIMON LONGFORD • Channel Account Team of the Year Bowan Arrow BERRY TELECOM “These awards enable us all The Berry Telecom team • Channel Marketing Team of the Year to stop take a breath and were thrilled to receive the • Channel Marketing Campaign of the Year celebrate both the team ‘Sales Team of the Year and individual sales and marketing successes from Awards’ for its revenue the past 12 months. The category and as overall Service Provider Category awards cover a variety of winners. The awards have categories that allow us to given Berry confirmation • Channel Account Team of the Year recognize many outstanding that its sales strategy and • Channel Marketing Team of the Year sales and marketing achievements. Every year the service levels are recognised as leading by our dynamics of our industry change, our customers’ own high performing industry. We can now • Channel Marketing Campaign of the Year requirements change and our approach to sales and marketing change but our sole focus remains more easily quantify and communicate to our constant: helping our customers to assess the customers, and prospective customers, the level best technology options for their business.” of performance and service Berry provides.” Best Channel Marketing/PR agency

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www.comms-dealer.com COMMS DEALER FEBRUARY 2016 41 BUSINESS PROFILE Partners gain control

old handsets and send the Since unveiling its channel complete quotation to the ambitions almost a year ago during customer for approval,” he commented. “Once a landmark event at Manchester’s tweaked or embellished based on feedback, the Media City, plan.com has fine- reseller can then add in their branding, a strap line, tuned its partner portal into a mission statement, company details etc, and email it to powerful acquisition and business the customer. This is all in management engine that is real-time with no waiting for network approval.” revolutionising the way resellers plan.com’s main network address convergence opportunities. partners are O2 and BT and appropriate margins have been set for partners within the portal, but they are not carved in stone, as Curran eith Curran and sector it was no surprise clarified. “The partner can Dan Craddock set that plan.com’s early growth decide what they want their up plan.com just was mostly through mobile mark-up to be. They may over two years ago partners. But as Chris set a chosen percent mark- Kwith a strategy focused on Smith, Head of Business up on a UK landline that giving partners the means Development was keen to Keith Curran suits a particular purpose, to control their customer’s point out, the multi-million but choose to set the communications needs simply pound portal is helping create personal dashboards effective customer service, mobile rate to something and effectively online, and resellers make bigger margins and change them accordingly. noted Curran: “Say a completely different. give them total flexibility in by addressing a much You can simply and easily customer contacts a partner the quotation, supply and broader comms portfolio. personalise them with your on a Sunday afternoon, “Likewise, with international ongoing management of own logos, move the tiles panicking that the boss is on rates you can set a flat rate UC solutions. “When we He said: “Our partner round, resize them and tailor his way to Spain and needs of whatever percentage you first met it was clear we relationships are changing exactly how you want your the international bar lifting want across everything. Or, were both on the same page rapidly based on the dashboards to look and feel. before he gets there. With you can sell a custom rate. So about the opportunity but, to customer-centric portal we the portal it’s no problem. let’s say the customer phones a degree, we were like chalk have developed. It simply Total flexibility You type in the boss’s China a lot, they can select and cheese,” recalled Curran. gives resellers complete “For instance, you could number into the plan.com China, add the rate, and then control over all client decide to have a repair app on your smartphone, can adjust the price either up “Dan understands technology communications including option on or off, you could go to the services menu or down to the requirements like I never could, whereas broadband, VoIP, M2M, set up how you want your and simply swipe the bar of the customer.” my background over the data etc. In fact, our VoIP mobile broadband deal to to turn it off, it really is past 30 years has been very offering is growing faster look or your fixed line or that simple and this can Even more attractive to much around relationship in like-for-like terms than IoT packages. It’s all down be done on a PC, laptop, resellers is that they can see development. We both when we first launched our to how you want to play it tablet or a smartphone from how much money they will recognised that combining mobile channel, and by far and what people you want anywhere in the world.” make on commission as they the world of technology the biggest driver of that to give permissions to. You build the quote. “Partners with long-term partner growth is the traditional might not want sales people But Smith believes the portal tell us they want to decide relationships was potentially mobile partners themselves.” to see certain customer really comes into its own what they are doing,” said a perfect match, and information so you can tailor when it comes to preparing Curran. “So if one finds they within 20 months of that Central to the portal’s theirs accordingly. Once quotes for customers. are up against a specific conversation we had more appeal is the fact that the dashboards are set up, “Resellers can now go into competitive network offering partners and connections resellers can construct partners and their customers their dashboard and, via for example, they can change on board than had been their own ‘dashboards’ don’t really need an IT slider controls, devise their their margins in real-time to achieved in five years in my based on individual status department. Everything can own tariffs and contracts determine at what level they previous mobile business.” or responsibility, as Curran be done with one click.” according to the exact wish to work. This flexibility explained. “Whether you customer requirements, in real-time can really be the With so many long-standing are on your own, have 10 Another core feature of the add in hardware and difference between winning relationships in the mobile employees or 50, you can portal is more efficient and extras such as recycling or losing a deal.” n

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42 COMMS DEALER FEBRUARY 2016 www.comms-dealer.com

COMPANY PROFILE TWL’s fit for business

back on customers who Cardiff-based TWL Voice and Data came knocking on his door has spent the past two years for support and was straight back on the case with five getting into tip top operational clients on the books at launch. “The experience of condition. Here, Managing Director being laid off and putting together TWL in such a short Andrew Nicholson discusses the space of time made a lasting impression on me,” he said. fitness programme and how it “Anything that has been has become a key component thrown at me since I have been able to manage with a of his growth strategy. calm head under pressure.”

Other key developments since TWL’s foundation include the implementation of a ticketing system and CRM function. “This allows us to keep on ith strategic people working for each top of any issues current foresight other is what drives a team, clients may be experiencing, Nicholson not laziness and a lack of as well as helping us brought in accountability. In hindsight, to manage installations Wexternal help to get TWL’s I would have implemented and upgrades far more business basics right and structure sooner.” Andrew Nicholson effectively, minimising any he continues to build on disruption the business may the foundations that have Nicholson explained that and pushed turnover up by new, but data cabling has experience,” said Nicholson. been put in place over TWL’s proposition has been £450k; and the purchase of been part of our offering for “Our excellence in managing the past two years. He built around providing JVH Communications in 2015 a couple of years. The latter installations, training and credits business advisory customer experience which boosted turnover by is worth £400k per annum customer support leads firm Mustard for helping excellence in communications 22 per cent to £2.2 million. to us and we grew it over to increased productivity to get TWL disciplined and systems and maintenance. “These acquisitions were three years from £50k in for our customers, fit for growth by installing The company supplies Mitel, huge for us in terms of leaps its first year. This has been increased sales, lower structure, processes, Unify, Toshiba and Oak in growth,” added Nicholson. a great area of growth.” costs, improved reliability, systems and frameworks equipment with hosted VoIP, happier staff and improves that put Nicholson in Wi-Fi, mobile, cabling and Growth ambition Needless to say Nicholson the customer’s brand.” command of his destiny. security also in the kit bag. The company now has has a firm grasp on the “This gave us something Nicholson’s current priorities 500 clients, 18 staff and market’s dynamics and he But recruiting quality sales we never had before, and are to recruit the right talent revenues of £2.2 million with is observing with interest staff who are willing to go it created a solid platform with the right attitude and a forecast to hit £2.4 million how telecoms is converging the extra mile for customers for us to grow,” he said. to complete the acquisitions in 2016 via organic growth with security. “In its basic and put teamwork first is a he is targeting. “As well alone. TWL’s clients include form you’re seeing mobile pressing issue of significance These processes gave TWL as organic growth we are professional rugby team phones having the ability for TWL. “We offer no a clear picture of where planning for acquisitions, Cardiff Blues, Cardiff and to control home appliances hiding places, it’s bred into the company was and how acquisitions and more Vale College, Port of Milford and utilities, and how home our culture,” commented certain elements of the acquisitions,” he said. “In the Haven, Cardiff Metropolitan automation is impacting Nicholson. “We need people operation were performing. short-term we’re interested University and Welsh retailer on telecoms is something who can work for the team, “Having accurate data in speaking to any small JoJo Maman Bebe. that has great implications not themselves. We’re in about the performance of to medium telecoms firm for security in general,” he the process of bringing on the business was key to us in south Wales and the “We will be at £5 million stated. “We are targeting graduates who are eager making tough, but beneficial, south west of England.” turnover with 30 staff by the security division as a real to learn. They have no bad decisions,” added Nicholson. 2018,” said Nicholson. opportunity for growth.” habits and we can help them “From sales figures to Two important acquisitions “That’s not taking develop a customer-minded response times, there was already in the bag are acquisitions into account. TWL was founded in 2000 approach to all manner of no hiding place. It cleared up Danwood Telecoms which Growth will also be driven by after the south Wales telecoms. We don’t want any weaknesses and helped was snapped up in 2012 two divisions in our business company Nicholson worked negative people, we want us to develop a culture of in a deal that increased – data cabling and security. for as an engineer went people who are positive and hard work and honesty. Good the customer base by 200 The security division is fairly bust. He couldn’t turn his solve issues.” n

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6768 US FP 245x340 Ad AW.indd 1 23/10/2015 11:55 COMPANY PROFILE Stakes raised in comms

CDI is based on a customer CDI Comms has quickly become comes first, friendly and a name on the lips of many in professional service.” the industry and according to Every client has a different set of requirements so CDI Sales Director Andrew Forster the Comms tailors solutions to meet the various business company’s reputation for giving needs of its customers. “We offer a range of solutions customers what they want will from traditional analogue soon be the talk of the town. and digital services to VoIP- based products such as SIP phones to businesses of all sizes,” noted Forster. “We also offer scalable pay-as- you-grow solutions including unified communications that integrate email, IM, applications, wired DI Comms, the The milestone launch of and wireless telephony, telecoms arm of CDI CDI’s telecoms division was voice messaging, along Group, has offices not just about expanding with audio, video and in Birmingham, into an adjacent market, web conferencing.” CLondon and Newcastle and it also demonstrates that its team of engineers install anything is possible with Andrew Forster Forster’s strong connection and maintain systems UK- ambition and focused to CDI Comms is reflected wide, including equipment dedication, both of which for the relatively quieter while at Aastra. We became in a wider bond of staff from Panasonic, Mitel are Forster’s trademarks atmosphere of an academic firm friends and I joined unity that gels the business (Aastra) and Wi-Fi solutions and qualities that were role learning establishment. CDI in March 2015. It’s an together. “At CDI there is a from Samsung. The company modelled indelibly by his The move to higher exciting energetic company close family atmosphere with is targeting a 20 per cent father who embarked on a education was inspired by and I am enjoying the strong interpersonal ties that uplift in revenues this successful journey of personal his father’s ambition to get challenges and opportunities stand the test of time,” he year following the launch growth and development. up and go the full distance. associated with this role.” explained. “Many employees of a new-look website, “In the 1990s I studied have been with the company its first telemarketing “My dad’s background in business and marketing at Current areas of particular for 20-plus years and have operation and an expanded the north east of England university,” commented interest are SIP and hosted, seen it grow from strength engineering workforce. was not privileged,” stated Forster. “This led to a job along with a notable increase to strength. If you pick up Forster. “But he put himself at Evesham Micro selling in white label installations. the phone to us you’ll find Midlands HQ’d CDI Group through night school, PCs and servers in the call “We work for various dealers you’re always talking to was founded in 1987 as a commuted 240 miles to centre. I moved through the and have a number of key someone who cares and data network infrastructure Tewkesbury during the departments and eventually partnerships,” said Forster. takes their job personally.” specialist serving many 1980s and became the became Channel Manager, “We cover the UK but our market sectors, not only Operations Director for a setting up and running the focus has been more on Forster’s affinity with the in the UK but across successful software house. channel sales division.” the midlands, so we intend values upheld by CDI Group Europe, Asia and America. Sadly, my father passed to expand geographically is such that he ranks his Recognising the convergence away before he could enjoy Convergence and open offices in other biggest career achievement of voice and data the firm his retirement. Everything Channel building and areas where required. as becoming Sales Director at set up its comms division in he ever did was for his telecoms collided when Our biggest opportunity the company. “I’m working in 2014. “Business is brisk and family, and not once did I Forster met an Aastra reseller is picking up from other an environment that I enjoy exceeding all expectations,” ever hear him complain.” in south Wales, prompting suppliers and installers who and with customers who are stated Forster. “We employ him to join the vendor’s have let customers down. exciting,” he enthused. “I’m over 60 technical staff at our Picking up the baton for ranks. “I worked for eight playing a major part in a Birmingham and Newcastle personal growth Forster, who years as an account manager “We get a lot of comments company that is growing fast, offices which gives us the began his working life as at Aastra, and later Mitel,” from customers who say that with values and ethics that I flexibility and control essential a bricklayer, cemented the added Forster. “My career we have succeeded where fully embrace. In hindsight, I to make sure we provide building blocks of a career path led directly to CDI’s others have failed. We pride would have made the move the best possible service to in comms when he decided door because I serviced CDI’s ourselves on getting a job into telecoms much faster, a demanding market.” to swap constructions sites account for seven years right first time every time. rather than into IT.” n

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1 For every 30 new Users that are added to the WHC platform during the promotional period a reseller is entitled to receive a 100% rebate on the monthly rental of any one WHC broadband line purchased from the WHC system. 2 BT Wholesale does not charge for calls to 01 and 02 numbers from WHC services. We also do not charge for calls to mobile networks – FM1, FM3, FM4, FM5 and FM6. The offering will be subject to a fair usage policy measured across the reseller and based on 3 times the Ofcom average business call profile. COMPANY PROFILE Get it right first time

to constantly chase us which Caring about bespoke solution improves the customer delivery is a subset of caring for service they can deliver and reduces administration customers post-sales and should time for both parties.” be a primary goal for all comms Alderton is also aware that Comms Supply needs to providers, according to Karl Alderton, increase the capacity of its voice network, and plans Managing Director, Comms Supply. to do just that by over 1,000 per cent next month. “Some UK providers have run out of capacity in the past 24 months and we are determined to prevent this happening to us,” he lderton’s calling turnover. “The business has added. “As with any major to help SMEs fully been growing steadily over upgrade, we need to fund understand their the past four years but it the project without increasing options when was three years ago that we the cost to our partners.” Amaking buying decisions started to see the market about their business change dramatically,” he Alderton’s other primary goal communications came during said. “One of our first big this year is to finalise Comms a stint working at BT. He step changes was to become Supply’s partner portal joined the company at the an ISP in our own right, Karl Alderton which will offer a single age of 18 and developed a rather than being a reseller. hub for partner interactions. successful sales career over By taking control of data we channel model,” explained Alderton believes that “We want this portal to be a six year period in which he knew we’d have a significant Alderton. “In September last Comms Supply’s channel intuitive and helpful for all witnessed the issues faced advantage as more and more year we publicly launched offering is its biggest of our partners, so we’re by SMEs when dealing with businesses migrated to SIP all of our products to the opportunity. “Our strategy investing heavily to get this providers, including some trunks and hosted solutions.” channel, including our is to have a reasonably spot on. Our hope is that ‘horror stories’ that spurred hosted solution, YourUCP, small number of key active we can get to 90 per cent him to set up on his own and Comms Supply’s natural and our SIP solution. Since partners across the UK, under of all interaction available establish Comms Consulting. next step was to develop its then we have recruited a 500,” he added. “Another from a single interface own SIP trunk and hosted number of partners who fundamental element of our by the end of 2016.” “We would act as the SME’s solutions. “The ability to are now enthusiastically approach is that our partners telecoms director, helping provide connectivity and recommending our products always have access to an A trend noted by Alderton them to make informed the voice product gave us to their customers.” engineer. After carrying out is the growing demand for decisions about the most the opportunity to offer some customer research we bundled services, whether appropriate telecoms bespoke solutions based on Revenue growth decided that the customer that’s free SIP trunks as solutions for their business,” the needs of our customers, Over the past two years experience was far more part of a data solution or Alderton explained. as opposed to what we Comms Supply has witnessed efficient and satisfactory free minutes with a hosted “However, I struggled to find could purchase from another its turnover increase by when every query was solution. “We have already suppliers who shared my provider,” stated Alderton. more than 100 per cent and handled by an experienced started providing bundled attitude to customer care and its workforce double. “We engineer, rather than a services,” he said. “For grew increasingly frustrated. Despite these successes the are currently recruiting for customer service executive.” example, all Ethernet Internet The only way to ensure the most significant milestone three new team members connections including EoFTTC solutions I recommended in Comms Supply’s timeline to support our growth and Poor communication is a and EFM are provided with would come to fruition in a to date came in January we anticipate needing a big stumbling block when free SIP trunks, which has cost-effective, professional 2015 when the company further three people by building effective business supported a large increase in and timely manner was moved from selling to end April 2016,” commented relationships, noted Alderton. EoFTTC connections across to deliver them myself.” users directly and became Alderton. “We believe we “That’s why our partners our partner base. We are a channel supplier. “We will achieve turnover of more receive a regular stream of now discussing with our Alderton launched Comms originally had a soft launch than £2 million by the end updates about their order partners what other bundled Supply in February 2012 to working with a small of this financial year and or service issue,” he said. solutions would allow them deliver such solutions. By number of channel partners forecast this to increase by “They have the information to sell more services while June 2013 the company to ensure our processes a further 100 per cent over they need to update their ensuring they are still able to had achieved £1 million were fit for purpose in a the following two years.” customers without needing retain a good margin.” n

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CommsDealer_PartnerAd_Wes.indd 1 12/01/2016 10:58:15 BUSINESS PROFILES Luck charmed by SITS Group growth outlook stands out

T solutions provider ramlington-based Camworth kicked cloud computing off an acquisition specialist SITS Group campaign last December collected a brace Iwith the purchase of Cof awards in Q3 last year. Bristol-based cabling firm The firm was named the Cabletec Communications. fastest growing medium sized The acquisition enables business of 2015 among Camworth to deliver a full companies with an annual range of services including turnover of between £5 Cisco solutions and support. million and £15 million at Camworth Director James the Ward Hadaway Fastest Luck is no stranger to wiring 50 Awards, and was listed having started his career in The Sunday Times Hiscox installing structured cabling Tech Track 100. Not bad for before moving into design a business that began as a and mobile telephony. light bulb moment during a “I have worked as both heavy night out. “I started customer and supplier which SITS Group in 2008 with Phil Cambers allows me to see both sides three co-founders who are of the coin,” he said. experienced IT practitioners,” stick to what we do best said Phil Cambers, and resist the temptation Luck established Camworth Commercial Director. “We to diversify into areas that in 2009 with a mission were friends and came up aren’t core to our business. to create a business that with the idea on a stag do.” genuinely puts the customer James Luck Tech savvy first. “That’s what all of SITS is now a fully “Clients are a lot more tech our staff try to do every We always strive to deliver service excellence and long- functioning consultancy savvy so they have a different day,” he stated. “I love it the best technological fit and term relationships. This has practice generating circa £6 set of requirements compared when a client calls me just work with vendors such as allowed us to broaden what million turnover and employs to 20 years ago. IT is no to let me know we have Cisco, Riverbed, Palo Alto, we do with our customers 30 staff. Its first important longer a ‘nice to have’, but a exceeded their expectations F5 along with others.” while gaining new ones deal win was a major project ‘must have’. Also, while the or just to say thank you.” along the way. Based on our at the Port of Tyne. It then consumption of IT has got Right track track record, we are seen as scooped the VMware SMB easier, the back-end where Luck attributes much of In the SME space, a lot of a trusted pair of hands by Partner of the Year award the processing takes place Camworth’s growth to the technology is moving to some of our vendors which two years running and also has become incredibly pivotal support given by Cisco and the cloud, allowing the is also driving growth.” set up Pivotal Networks. to organisations. Managing Comstor. “We have steadily SME to focus on their own “No longer does the the sprawl and growth of grown from a start-up to business rather than the Due to growth in Camworth’s marketplace want to work data is key, as is security.” turning over £6 million in technology. “VARs advising customer base Luck’s current with broadline resellers,” 2015, and have a great plan customers on the right priority is the recruitment of noted Cambers. “Clients Cloud is clearly disruptive. in place for 2016. We’re solution, while saving them technical staff. “Great people want to work with two or However, when you start looking forward to telling our time and money are on the are always in high demand three specialists who can looking at public cloud customers about it,” added right track,” added Luck. but the main challenge is co-operate with each other, offerings there are often Luck. “We have aligned ensuring they fit with the get the job done and know gotchas that can catch clients the management team He has witnessed a big team we have here,” he their company inside out.” out, according to Cambers. to where we want to go, change from customers commented. “By focusing on He said: “We need to launched a new website and looking for the best price to hiring the right people with A main strand in SITS Group’s constantly educate people on restructured the business. customers seeking best value. the correct skills and personal growth strategy has been the pros and cons of public “Our aim is to establish values I am confident that to hire slow and fire fast. and private cloud and help “We aim to be a trusted trusted relationships with in three-five years time we “Luckily we haven’t had to clients decide what’s right for technology partner for our customers that last for will be a company renowned resort to the latter too often them. Our view is that cloud our customers, and cover years rather than focus on within the IT industry as as our staff are hand-picked,” will end up being deployed everything from the design of one-off transactions based having a brilliant team who added Cambers. “They make in a hybrid fashion over the the structured cabling to the on price,” he added. “Our provide excellent service to a our business and are pivotal coming years and we have monitoring of the network. strategy is founded on great client base.” n to our growth plans. We also solutions to address both.” n

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more accessible to many of Not only are resellers looking to our resellers,” he added. purchase hardware from distributor To help resellers keep ahead ProVu, they are also turning to of the curve ProVu carefully selects its vendors to ensure the company for its menu of value they have a pure channel model. “This helps resellers added services, explains Managing to maintain higher margins and ensure a traditional Director Darren Garland. supply chain is maintained,” said Garland. “Our resellers will not find our primary vendors’ products for sale at lower prices on e-tailer sites. We are also open to suggestions from our channel arland has close relationships with our partners as to what products witnessed a vendors which allows us to they would like us to sell.” growing number learn and work with them of resellers wanting on technical issues, helping Darren Garland ProVu offers a range of Gto use ProVu’s systems and us to continuously develop VoIP products that help to infrastructure to resolve our product knowledge.” ease resellers’ installs by their technical issues. This Consultancy-based services providing them with the requirement is emblematic ProVu also offers training complete package. “By not of a wider trend in which to staff and resellers to should allow us to open up limiting ourselves to just one forward thinking distributors help equip them with the product line we empower are starting to deliver value skills and knowledge to the market our vendors to continually added services as well as sell its products. “To give develop new items,” kit. “Our reseller portal, all of our resellers access them from their desks, “This not only helps to noted Garland. “When ProSys, gives resellers access to technical training we saving time and money by open up some products to launching a new product to a range of tools designed have made some of our minimising the need for a wider audience, it also we ensure that we market to ease the fulfilment and training courses available site visits. Our APIs also enables resellers to add such items according to brand management of customer online, meaning resellers enable resellers’ customers products to their portfolio guidelines and offer resellers premise equipment,” he can undertake training at an to place their own orders with the added peace of training and webinars to commented. “With the appropriate time for them directly onto our system.” mind that we can assist increase and develop their added assistance of a and from the convenience them with the install and own familiarity with the technical support team, of their own office,” Some products aren’t as ship items ready to plug in products. Through our resellers also know that if explained Garland. “We can easily accessible as others so and work out-of-the-box. technical training, resellers they face more technically also provide training at a ProVu provides consultancy Prior to an install, resellers can become fully equipped to complex issues the team are resellers’ preferred location.” services to widen product can arrange a specific time sell our vendor’s products.” on hand to assist. By enabling accessibility and attraction. with our technical support our resellers to remotely Automated processes “For example, we have team to be on hand, over In order to evolve, Garland manage deployed phones In addition to reseller support been supplying Sangoma the phone. Upon agreement, believes that resellers should and assisting them with structures, automated order kits for four years and from our technical team’s services be looking to adopt a more more complex issues they processing is also part of our experience we have become sub-contracted to flexible approach in their are able to cut their costs as everyday life at ProVu. seen that while there is a the reseller, meaning they purchasing. “Not only do any technical issues become Resellers are adopting this demand for these products, are dedicated to remotely they want to be looking for outsourced, allowing them to process as well as adapting there is a shortage of people support the specified install cost-effective solutions, they focus on their core business.” their own systems to and services to support for the agreed duration.” should also focus on reliability feed directly into ProVu’s. the install,” commented and assistance in the To better support resellers “Through our portal resellers Garland. “With high training Garland is currently assessing maintenance of end devices with services ProVu runs are able to place their costs many resellers simply additional opportunities for from their distributors,” he tests on all of its products orders outside of regular do not have the means ProVu to offer more value commented. “Ultimately, it before making them available office hours with the config to install such products added services. “Our strategy is through the distributors’ to order. “This allows us to settings they require,” themselves. As a result, we to provide consultancy- value added services that gain in-depth knowledge added Garland. “Resellers offer wrap-around services based services should allow resellers will be able to of our products,” added can also access deployed for higher scale installs that us to open up the market grow and succeed in today’s Garland. “We also maintain phones and remotely manage require technical expertise. and make high scale installs challenging market.” n

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services, training and cloud Trends in services-orientated offerings. There’s also distribution are gathering pace. newer services in finance leasing and marketing.” Here, we provide a snapshot The channel will experience of how some distributors are irreversible change thanks to the adoption of cloud aligning their channel propositions with more vendors moving to a service-licensing model, and partner engagement believes Jones. “There will be models to the bigger picture. less VARs in the marketplace and distributors will need to work in partnership with them to succeed,” he added. “In turn, VARs will also need to become he influence of and field-based support. even more in tune with changing market Investments have also their customers’ needs as dynamics is been made in its Network consultants, while developing felt strongly by Operations Centre and the their own identities and not Tdistributors who are at the development of various Richard Carter being seen as just another vanguard of a services- portals. “Additional resources supplier. Disties need to grasp driven revolution. “The have also beefed-up our resellers. “Our goal is to the reseller’s skills and all of this, be ready to move industry is moving towards IP and data skills in tech enable resellers to act as help them to provide a quickly and stay agile. There services as well as kit, support, as well as increasing trusted advisors to their total solution to the end will always be a role for a and we expect this trend the number of engineers,” end user customers,” said customer. “In ScanSource’s true value added distributor, to gain momentum this added Carter. “Identifying Ian Vickerage, President, case, we can also provide and vendors and VARs year,” noted Richard Carter, high growth markets is ScanSource Communications, the global reach and scale need to understand this.” Group Sales & Business also key. WLAN will be a Europe. “We do that by that can help resellers in Development Director, significant growth area this providing the solutions, tools fulfilling larger, international plan.com’s partners often Nimans. “We have embraced year and extra manpower and support they need to deal opportunities,” come from a background areas such as mobile, cloud, has already been put in place enhance their specialist skills. added Vickerage. “We are where they have for many connectivity, leasing and to help resellers capitalise We continue to add new currently in the midst of years, or even decades, on-site services. These are in this burgeoning sector.” technologies to our product integrating the ScanSource sold a single product. “Our becoming more important offering. For example, Communications and Imago mission is to turn these in terms of what we do The role of resellers needs we have recently added ScanSource businesses partners into businesses that and build on our traditional to evolve, observed Carter, presentation and telepresence following the acquisition are comfortable selling a full strengths such as training who noted that collaboration solutions from Ashton Bentley of Imago by ScanSource range of services so that they and technical support.” is a key driver. “The more and Array, products that in 2014. It’s an exciting can deliver each customer’s collaborative partnerships a are complementary to our time, enabling ScanSource complete communications It’s the distributor’s role to reseller has the better,” he Polycom solutions offering. to provide more solutions, needs,” stated Keith Curran, help resellers stay ahead of stated. “Teaming up with a services and support co-founder of plan.com. the curve and Nimans has services-orientated distributor Market making to resellers throughout invested in doing just that. is an important part of this “Our role is also to help Europe and beyond.” “It’s a hugely exciting time, “One relatively new area process. In the last few years our manufacturer partners, and witnessing some partners for example is collaborative Nimans has evolved and large and small, to grow How to build and sustain do their first VoIP deal and telemarketing,” added Carter. moved away from traditional their business and create a a services model without make more money than they “We have an in-house team tin and a reputation of being niche in the marketplace. competing with customers have made on mobile in that is now conducting work a catalogue-based company. We do this by offering has always been a bugbear 10 years is satisfying. In the on behalf of resellers. We are We are a much more dynamic marketing support, events for distributors, noted past, partners have tended telemarketing into their bases voice and data services to share their solutions, and Graham Jones, Country to stick to selling the product and performing a consultative and solutions provider.” demo opportunities for our Manager, Exclusive Networks they are most comfortable sell around UC or the cloud.” reseller customers, along UK. “The model has to with, but our portal, with it’s As a distribution partner with sales and technical complement the business simple and familiar interface, Education is also important ScanSource Communications support for resellers.” while protecting channel is breaking down the barriers and Nimans delivers this also provides solutions loyalty,” he said. “Distribution that prevented partners via regular training, high combined with value added The distributor should offer services broadly come under becoming true multiple level account management services and support to services that complement three areas – professional product providers.” n

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www.comms-dealer.com16-01 Relationships.indd 1 comms dealer FEBRUAR20/01/2016Y 2016 09:53 55 MARKETING KALEIDOSCOPE Are the right people getting your key messages?

We all need to ensure that investment Integrated marketing is the key in marketing delivers what a business to marketing success in 2016. needs, revenue. My advice is to tie marketing The overall objective for investing in spend to revenue in a way that is easy for marketing activities is to increase awareness, your executive team to relate to. Agree the consideration and create action. The budget target sales revenue to be achieved and divide allocated to marketing should provide it by your average order value to identify the an acceptable and achievable return on number of orders required. Then apply your investment. Therefore, marketing in isolation lead to sales order conversion rate to come up is a waste of money and effort. A truly with your lead target. Not only does this help integrated campaign can take many forms, you decide how much to invest in cost per but today I would advocate including these lead, but it also helps you to know when you five communication channels: Social, digital, have driven enough leads – very helpful for a mobile, print and telemarketing. Every element conversation with the sales and finance teams! plays a part in delivering on a successful marketing strategy. A couple of well planned Deborah Robertson Andy Grant and executed campaigns will deliver a greater UK Marketing Director Managing Director RoI than many small activities over a 8X8 Bowan Arrow given period. Planning a marketing strategy can be a risky business. Get it right and you’ll enjoy warm praise from everyone in the company as leads Firstly, set realistic, measurable goals Understand your customer. Without and sales flood in. Get it wrong and aligned to what the business wants that, a business can spend an to achieve. Secondly, you need to know your inordinate amount of time, and ultimately you’ll be out in the cold until you target audience, understand your competition money, on activities that will deliver nothing. can win back respect – and that and identify gaps in the market via rigorous Understanding your customers’ behaviour will could take some time! research. This can ensure that your efforts provide you with an insight into how they return maximum value. KPIs are essential. would like to be engaged with, and allow you They will benchmark your performance and to tailor your approach accordingly. Digital The problem is marketers today set milestones for the team to achieve. marketing is becoming more relevant. It gives have more choices than ever Creating checkpoints can help you to the customer the ability to establish their own regarding how and where to understand the progression of your strategy preferences. The organisations that will win promote or advertise products and more clearly and adapt to any changes to are those that adhere to those preferences. reduce risk. Most importantly, now that you Finally, understand your objective. Without services. In addition to traditional know what success looks like, analyse your it you can never measure whether you have methods, such as print advertising, performance to constantly improve been successful or not. It allows you to reflect radio and direct marketing, there’s John Pett what you do. Julien Parven and review, as well as adapt and email marketing, web-based Managing Director Marketing Director evolve. Chess Partner Services Daisy Distribution advertising and multiple social media sites, such as Facebook, Twitter and YouTube, not to mention mobile marketing. Understand and deliver against your Ensure your marketing strategy, and customers’ needs. Be ready to deliver especially the activities that result, what they want, where and when they want clearly supports the business’ objectives for Many channel businesses have it. When building brand recognition think the year, whatever they may be. It’s so easy to learned the hard way, that what about advertising and event sponsorship, fall into the trap of ‘lets just do what we did works in, say, traditional print but make sure the placement is right for the last time’, or ‘lets just make some noise and audience. Then actively prospect by sharing hope for the best’ without having any clear marketing, does not work as well high value content through email, direct mail goals. Instead, carefully consider what key (or at all) on the web or on social and networking events. All are a great way objectives the business has and formulate a media and vice versa. to pique interest and get the conversation strategy that will support their achievement. started. Two top tips for successful marketing: Where possible, ensure these goals are Keep hold of the leads and nurture them quantifiable so that you can more accurately Andy Grant, Managing Director, at through marketing until they’re sales-ready assess your performance and calculate Channel Marketing firm Bowan or your conversion rates will plummet. your RoI, helping you to formulate further Arrow, firmly believes a joined up, And never be tempted to measure RoI strategies in the future. integrated and planned approach to Helena Belcher on individual tactics. Focus on Darren Farnden Head of Marketing the entire customer journey and Head of Marketing marketing campaigns will deliver Eclipse measure success at the end. Entanet better results. If you (like us) are looking to grow... watch this space connectgrow.co.uk

56 Banner COMMS ad 40x470 DEALER D.indd 1 FEBRUARY 2016 www.comms-dealer.com 25/01/2016 11:03 MARKETING KALEIDOSCOPE Are the right people getting your key messages?

It’s not how and what you plan, Marketing plans should be about but who you plan it with: Sales, customers not about you. I always product and marketing go hand in glove, so insist that the outcomes of our marketing all three need to work together. The ‘why’ plans are written in the customer’s voice: comes from sales, the ‘what’ from product, What positive developments would they say and the ‘how’ from marketing. Data also about us in one year’s time that they don’t forms the backbone, but not just target say now? Traditional or social? Both is the contact details. Management Information predictable, but correct answer, because your and BI are integral to unlocking next year’s customers want to decide how to engage nuggets. A deep dive into your spend analysis with you, not fall in line with your decisions. will reveal patterns, trends and potential. Not Finally, if it can’t be reliably and ideally, just customer growth potential but how that objectively measured, then it shouldn’t be in can be mapped and modelled to prospects or the plan. RoI is still super relevant, which is lookalikes. This, backed up by robust market why we won’t be attending any traditional and competitor analyses and a firm eye on trade shows in 2016. Rob Townsend future trends, usually puts one in a Mark Saunders Group Chief Marketing good position. Group Marketing “You must firstly identify the need, Officer, Nimans Director, Nine in other words, the problem you are trying to solve for your target market,” he says. “Then you’ll need to articulate a solution to the Be clear about your message. A strategy is about objectives, problem you have identified. If you What is it that you want to tell and making a plan highlights how your audience? What message do you want you’re going to execute your strategy. Trade can, provide evidence of to get across to them? What action do you shows, advertising, training, direct marketing, differentiation and show how your want them to take when they’ve seen your and of course social media are in the mix. solution should be considered above message and shown some interest? A.I.D.A But whatever methods you put in place you your competitors. is as valid today as it’s ever been, but of must know and understand your customers, course it is the Action point that determines what they need (not what you think they that your money is not wasted. It’s the Action need), and how you can get them to buy “A truly integrated campaign can point that determines RoI, so this is where from you. See what’s working and what’s not take many forms, but today I would you need to measure and track. Whether you and make adjustments. Every conversation advocate including five measure click throughs, calls to a specific is an opportunity to promote your business, DDI, visits to a specific web page, number of understand and support your customers’ communication channels: social, emails opened or the number of web chats needs and increase sales. It’s now about digital, mobile, print and had, you should aim to measure and track selling yourself, selling the company, selling telemarketing. It may sound like a Phillip Reynolds responses from initial interest to Paul Taylor the benefits of your telephony application, long list but every element plays a joint CEO closed sale wherever possible. Sales & Marketing selling the data company and selling Oak Director, Voiceflex the SIP provider. part in creating a successful campaign.”

A marketing strategy must be linked Ensure there’s alignment between There are many easy steps you can to the company’s business goals your marketing strategy and the take to connect up your marketing. and not be an isolated activity run agreed business plan. Will success be defined by growth in revenue, margin, For example, simply including a by sales or marketing. When developing a campaign you must know what is preventing market share or some other key performance client’s Twitter handle on printed indicator? Once you’ve carefully researched you from achieving your goals. Is it a lack of and segmented your target market, focus your materials can help influencers awareness, false perceptions of the product, marketing effort and budget on that chosen connect more easily with your brand or something else? The key to delivering niche to establish credibility and leadership. campaign RoI is regularly monitoring and Build your brand reputation to drive awareness and spread the word on their managing spend against achievement, at among potential customers. Showcase key networks. least monthly or weekly for short campaigns. success stories to demonstrate how your However, you need to know what should unique offering has addressed customers’ have been achieved at any point in the specific needs and encourage others to There are many more of course, so campaign. Deviation from target needs to be consider doing business with you. Lists of features, products or services can take the read on and see what other channel explained and corrected. Campaign RoI does spotlight later. Increase the effectiveness of professionals recommend to get the not have to be measured in money terms. integrated campaigns by measuring, reviewing Ray Pitchforth A higher rate of lead generation might also and refining both marketing tactics most bang from those marketing Marketing Manager mark a successful campaign. Paula Simcoe and content, ahead of any grand scale bucks… ICON Marketing Consultant launch. If you (like us) are looking to grow... watch this space connectgrow.co.uk

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Thank you very much for yet another superb event. The speakers were excellent and it was THE date has been set and The long established MIVaD Industrial automation, great to make old and new connections. registrations are now open for model is already proven in en- We’ve come away with new energies and ideas, so thank you to you and your team. the UK’s leading channel net- abling vendors and resellers to n Logistics, Smart Grid, Smart CLAIRE MADDOX – EUROLINK working and thought leadership establish new business partner- cities, Health, Defence etc. event for resellers addressing ships or re-invigorate those SME business markets. with old friends. Route 2: Thanks for a very useful and enjoyable event I have followed up with some Merchant Services Margin in Voice & Data will This year Margin in Voice & contacts and will be developing the work with them in due course. return to the Forest of Arden Data’s conference programme n Card payment services in the West Midlands on June will take reseller delegates along TERRY LOCKWOOD – PARAVAIL 9th 2016 giving resellers a ‘once new income avenues helping n On-line payment services a year’ opportunity to engage them to benefit from joined We have avoided this sort of event in the past as we thought it would be a with their peers, meet potential up managed service provision, n Intelligent Terminals (M2M) waste of time, MiVaD was informative, Cloud Communications and the new partners and truly under- and entertaining and very efficiently run. stand the transformational tech- Internet of Things. n Fraud prevention We have already chosen a partner to nological trends affecting ICT work with that will increase our profits Topics to be debated and dis- service provision in the UK. significantly. cussed will include: Route 3: Recurring revenues DON MOORE – TELECOM RESOURCE Unlike a traditional exhibi- tion based format, MIVaD Route 1: n M2M – making money while Many thanks for an excellent event yes- is limited to pre-registered, Utilities/Eco-system management you sleep terday. I found the content very thought qualified attendees so no time stimulating and it was good to meet is wasted talking to people you n Energy Services – Billing, n Web RTc – monetising the contacts and friends old and new. don’t want to and vice versa! Green Energy, ICT energy ef- power of the Internet with STEVE HAYDN – GREEN TELECOM The event is based around a ficiency, cloud computing Business apps and VideoCloud managed programme of pre- communications – the Licence A big thank you to you and your team for scheduled 1-2-1 meetings and n Energy Management – Smart to make money! another successful Margin in Voice and is supported by an educational meters, Smartphone energy Data event. Without doubt the best show seminar programme, workshops control n Mobile Data – security, back in town. and an evening dinner including up, MDM (Mobile Service IAN BENGEFIELD complimentary overnight stay n Machine-to-Machine (M2M) Management), productivity B&I COMMUNICATIONS for delegates. – Monitoring and control, suites, custom apps.

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Margin in Voice & Data is a FREE to attend event for registered, qualified delegates and includes all event hospitality and overnight accommodation at the Forest of Arden Hotel. Places fill up fast so don’t delay, register now atwww.margin-in-voice-data.com

58 COMMS DEALER FEBRUARY 2016 www.comms-dealer.com COMMS PEOPLE Fujitsu signs McLean Watson gets

Paul McLean has joined Fujitsu as Enterprise Manager for Indirect Channels. He brings 20-plus top tech job years industry experience and while at Hewlett Packard he managed a £1 billion Enterprise Group Howard Watson channel business with over 500 resellers, developing has stepped in a team of over 30 field and inside sales partner as CEO of BT business managers. He was responsible for strategy, Technology, coverage model creation and adoption, and driving Service and growth across the Enterprise Group business. Operations (BT For the past two years Mclean has been the owner TSO) and Group of Channel Optimiser, an IT consultancy organisation Chief Information focused on channel transformation, optimisation and Officer following maximising the efficiencies, relationships and business Clive Selley’s growth between channel partners and vendors. appointment Kevin Matthews, Head of Channel and Direct as Openreach Services at Fujitsu UK & Ireland, commented: CEO. Watson “Paul brings years of industry expertise and is currently BT Howard Watson insight that will prove invaluable as we embark Chief Architect onto the next phase of our strategy.” and Managing Director for Global IT Platforms. McLean added: “I understand the challenge, He joined BT in 2011 from Cartesian, a Paul McLean I’ve been there before, and I am up to the task.” telecoms software and consultancy company where he was Managing Director. Prior to that he was Chief Technology and Information Also on the move... Officer at Telewest and Chief of Transformation Adae moves and Technology at Virgin Media. Mike Rogerson Watson commented: “The next few years has joined Akixi as promise to be transformational in terms Business Development of how people communicate and I look Manager. He brings into VP role forward to making my contribution.” over 20 years industry experience Marcus Adae having held network, has been posted distributor and to Avnet’s newly reseller posts with Routledge rises created position of Mike Rogerson companies such as BT, Telefonica and O2 VP for Core Suppliers UK. Rogerson said: “With an increasing number of and Technology to Country boss businesses realising the potential of hosted voice Groups, EMEA. Adae I am keen to start working with our UK partners has worked in the D-Link has promoted to help drive more sales and increase recurring IT industry for 25 Paul Routledge to revenues.” Bart Delgado, Managing Director, added: years with a strong the role of Country “Our new innovations and the increasing demand sales emphasis Manager UK&I five from our customers led us to look for an addition on value-add and years after he joined to our team. We are fortunate to have found solutions distribution the company. He someone of Mike’s calibre to fulfil this role.” Marcus Adae in Germany, first worked in the Jodie Piper aims to double reseller numbers at Austria and Switzerland. He is based in Munich European Business DMSL’s Cloud Telephones business from 60 to and reports to Graeme Watt, President, Avnet Development 120 and recruit more referral partners for DMSL’s Technology Solutions, EMEA. Watt said: “Marcus’s team prior to Paul Routledge business and appointment enables us to further focus on becoming Sales consumer broadband customers, particularly in high growth segments, and Marketing Manager UK&I in 2014. portfolio. Piper, who and deliver a clear value proposition around Routledge’s extended responsibilities include has been appointed our solutions and services for next generation post-sales and service delivery and developing Reseller Development technologies.” Adae was previously Managing new channels to market for D-Link’s cloud- Manager following Director for Germany at Tech Data and most enabled smart solutions, while gaining market a decade working recently Ingram Micro’s VP for the Central Region. share for business wireless and switching and at the company, driving D-Link’s IP surveillance solutions. commented: “The Patrick Joggerst has been appointed Executive Routledge said: “The UK channel is constantly Jodie Piper growth we are seeing in hosted Vice President of Global Sales and Marketing for evolving and it is up to us to meet and exceed voice is phenomenal. We are also seeing solid GENBAND. He was previously the firm’s CMO and the changing needs of our channel partners. demand and growth in broadband services. boasts more than 30 years experience in leading Looking at the wider business strategy from a DMSL fully expects a further acceleration in sales sales and marketing for global brands in the D-Link perspective, what we have to do is drive this year and we need more reseller partners telecoms and technology industry. Prior to GENBAND growth of technologies with real potential and to reach the full potential that’s out there.” he was head of worldwide sales at BroadSoft. focus on cloud-enabled products and solutions.”

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