Talktalk Business Goes All Channel

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3-21 Comms Dealer Industry News Catch up with events in comms June 2018 24 Interview Wavenet CEO eyes bigger acquisitions Click to open channeltelecom.com 26 Business Profile TalkTalk Business Xelion’s UK cloud adventure flourishes 34 goes all channel Interview TALKTALK is to sell its direct business customers to strategic partner Daisy for Distributor Nimans £175m as it seeks to capitalise on growth in wholesale and partner markets. THE COMMS NATIONAL AWARDS 2018 sticks to Plan A CNAWARDS.COM SPECIAL REPORT and wholesale business, offer- TalkTalk Business was pre- ing services through 800-plus viously 80% channel, growing 48 The 80,000 SoHo, SME and channel relationships. at 11% CAGR over the past enterprise clients represent less “The sale speaks volumes two years. Key growth areas are Awards than 20% of TalkTalk’s B2B about our channel market focus, IP connectivity, Ethernet and Channel’s sales revenues and continue to be ser- longevity and confidence,” he FTTP services with IP voice heroes hailed ved by the operator’s network, commented. “It is a common sales also on the up. providing ongoing revenue. sense move that was endorsed “This momentum will con- According to TalkTalk Bus- by a 10% share price rise on the tinue to build,” said Tomlinson. 50 iness Commercial Director Pete news breaking. “We have prioritised our part- Tomlinson (pictured) the dives- “We are crystal clear about ner strategy with no potential Comms People ture is a statement of certitude our proposition and using our for channel conflict in the B2B This month’s movers and intent against a backdrop scale to support partners. All market. This is a huge commit- and shakers of market change and enables resources including personnel ment and we are determined to the company to focus on grow- are now 100% focused on the be successful.” ing its core strategic partner partner and wholesale market.” Continued on page 12

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3-21 Industry News Catch up with events in comms 24 Interview Wavenet CEO eyes bigger acquisitions channeltelecom.com 26 Business Profile TalkTalk Business Xelion’s UK cloud adventure flourishes 34 goes all channel Interview TALKTALK is to sell its direct business customers to strategic partner Daisy for Distributor Nimans £175m as it seeks to capitalise on growth in wholesale and partner markets. THE COMMS NATIONAL AWARDS 2018 sticks to Plan A CNAWARDS.COM SPECIAL REPORT and wholesale business, offer- TalkTalk Business was pre- ing services through 800-plus viously 80% channel, growing 48 The 80,000 SoHo, SME and channel relationships. at 11% CAGR over the past enterprise clients represent less “The sale speaks volumes two years. Key growth areas are Awards than 20% of TalkTalk’s B2B about our channel market focus, IP connectivity, Ethernet and Channel’s sales revenues and continue to be ser- longevity and confidence,” he FTTP services with IP voice heroes hailed ved by the operator’s network, commented. “It is a common sales also on the up. providing ongoing revenue. sense move that was endorsed “This momentum will con- According to TalkTalk Bus- by a 10% share price rise on the tinue to build,” said Tomlinson. 50 iness Commercial Director Pete news breaking. “We have prioritised our part- Tomlinson (pictured) the dives- “We are crystal clear about ner strategy with no potential Comms People ture is a statement of certitude our proposition and using our for channel conflict in the B2B This month’s movers and intent against a backdrop scale to support partners. All market. This is a huge commit- and shakers of market change and enables resources including personnel ment and we are determined to the company to focus on grow- are now 100% focused on the be successful.” ing its core strategic partner partner and wholesale market.” Continued on page 12

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EDITOR’S COMMENT Martin opts FluidOne JUST when you think the comms industry is settling into ramps up a gentle evolution towards Digital Britain, with the drivers of change such as the for PE move in channel shift to VoIP and the cloud well past their disruptive GCI Chairman Wayne Martin INCOMING FluidOne CEO period and edging towards has sold his majority stake to Russell Horton has outlined his mainstream – up jumps Mayfair Equity Partners and five-year business plan with stepped down in a deal that channel growth at its core. Stuart Gilroy another ground shaking catalyst – the race to full fibre. also delivers a £60m acquisition The former Elite Group COO We all know that whoever owns the pipe owns fund and sees the appointment joined FluidOne in April and the customer, and the connectivity marketplace of Patrick De Smedt as Non- immediately identified an under could be up for grabs as pure fibre providers arrive at Executive Chairman. Martin representation in the channel millions of doorsteps, both household and business, remains on the GCI board. and that FluidOne’s own inte- with a tempting new connection. No wonder there is The minority stake held by grated Platform One could be significant investment in the deployment of fibre, with BGF which backed the busi- a springboard to recruit at least new joint ventures forming as the race gathers pace. ness since 2012 has also been five new partners per month. The term ‘full fibre’ is now in common usage in the acquired by Mayfair. In revealing his channel comms lexicon. It suggests an ‘end’ rather than a process, GCI’s beefed up acquisition strategy Horton also launched therefore the rise of fibre-rich Digital Britain is written on strategy builds on a two year the first phase of the software shopping spree including the pur- defined connectivity platform, the wall, a realisation that may have suddenly hit home. Wayne Martin Big news last month was BT’s restructure to focus on chases of Packet Media, Fusion targeting integrators, managed ultrafast networks. The move was drastic and decisive, Media Networks, Outsourcery, increasingly attractive as busi- service and UC providers. designed to make the company more agile and responsive Freedom Communications and nesses continue to outsource He expects FluidOne to out- to competition, and sees the addition of thousands of Blue Chip Data Systems, taking systems and IT infrastructure. perform the sector in the medi- people tasked with network deployment. Perhaps BT, due the firm’s revenues to £100m. “With our support and capital um term with plans to triple to its legacy, had been caught standing in a cloud of dust The business has also wit- we see GCI quickly becoming annuity revenues over the next as the more nimble fibre racers burst out of the blocks. nessed organic growth across its one of the largest ICT suppliers five years. We also hear the language of full fibre from Openreach. 4,000 customer base. in the UK,” said Ahmad. “My priority is to utilise the It was a term that, not so long ago, was synonymous GCI CEO Adrian Thirkill Philip Carse, Principal Ana- service automation technologies with the pure fibre front runners only, such as CityFibre said: “Our immediate objective lyst at Megabuyte, stated: “The we have developed to increase and Gigaclear. But its rapid rise into common usage is a is to continue to fully integrate fact that GCI has ended up with our presence in the channel and signpost to the future. And as full fibre gains dominance, what we have. In the coming a new private equity backer achieve growth targets through a another industry term, ‘legacy’, will soon disappear. If ever months we will see all GCI rather than a trade buyer comes combination of organic growth, competition between rivals was the catalyst to an industry- group companies operating as no surprise given the wall of strategic alliances and acquisi- wide revolution – will anything beat the race to full fibre? under one brand with common PE money chasing assets. We tion,” stated Horton. systems and processes. The estimate a valuation of around FluidOne’s Head of Partners Stuart Gilroy, Editor £60m-plus fund will enable us 10x run rate EBITDA, suggest- Mike Ridley commented: “We to make strategic acquisitions.” ing £180-190m.” are already seeing real traction According to Mayfair Part- for the proposition. My goal is • Alive with innovation the billing sector remains in perpetual step Got a news story? email: ner Waqqas Ahmad the UK IT to recruit another 50-70 resell- with the march of the market. Here’s how... (p42). [email protected] services sector is becoming ers in the next 18 months.”

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COMMENT: PARTNERSHIP MATTERS Boucher leads MBO COLLABORATION and consolidation remain two of the biggest factors in the evolution of the comms industry; and choosing as Excalibur grows the right partner in an increasingly consolidated SWINDON-based Excalibur world isn’t always easy with Communications is under new shrinking choice matched ownership following a MBO by a desire to team-up with led by CEO Peter Boucher and the suppliers best equipped supported with funding from Santander Corporate & Com- Richard Carter to propel your business. These conundrums apply to mercial. Former owner and distributors as well as resellers and can often make a real CEO James Phipps retains a difference to the bottom line of company performance. minority shareholding in the I’ve been out on the road recently with our Network firm as Executive Chairman. Services team to engage face-to-face with resellers and The management team forge more productive working relationships – kicking off aims take full ownership of Peter Boucher with EE at the top of BT Tower. On the back of this we the business within five years have just announced a partnership with Union Street as and is seeking to increase “We have been impressed by IT Support Services in April two big industry names join forces to offer resellers ‘next investments and acquisitions in the management team and their last year, which strengthened generation’ billing services. Teaming up with Union Street new technology. growth ambitions.” its technical support team and is a natural progression as we continue to evolve our Excalibur provides managed The MBO builds on Excal- added customers in the education network services proposition in an increasingly complex IT and telecoms services to more ibur’s acquisition of Ntegra and charitable sectors. and sophisticated communications arena, where event than 4,000 SMEs in the south and south west and is one of type billing for SIP, hosted and connectivity requires A BPL Business different software platforms and billing solutions. Vodafone’s top five distribution Publication With the switch-off of analogue connections getting channel partners in the UK. BPL Limited Boucher commented: “This Highbridge House, 93-96 Oxford Road, ever closer it’s imperative that resellers are equipped Uxbridge, Middlesex, UB8 1LU, United Kingdom backing by Santander is an T: 01895 454542 F: 01895 454413 to compete in a fully digital world. Last month Editor: Stuart Gilroy endorsement of our ambition to Subscriptions Openreach launched a consultation about the move [email protected] 07712 781 102 Subscription rates for 12 issues: scale up the business. We have UK, £65; Overseas:£80 (incl p&p) from analogue telephony to digital voice services. This Publisher: Nigel Sergent Back issues can be obtained: will help to prepare the industry for the upgrade to VoIP achieved our targets for the first [email protected] 07712 781 106 UK £6 (incl p&p), Overseas £10 each (incl p&p) For subscriptions please call 01635 588 869 technology and the withdrawal of wholesale products year through sustainable growth Managing Director: Michael O’Brien Views expressed in this magazine are not and services that run over the traditional analogue and productivity gains. [email protected] 01895 454 444 necessarily those of the publishers. No part of this publication may be reproduced without the “The funding, alongside a Sales Director: Simon Turton telephone network – which is due to close in 2025. express written permission of the publishers. The clock is ticking as times continue to change. team of motivated employees [email protected] 01895 454 603 All trademarks acknowledged. Photographs and and strong senior management, Production: Frank Voeten artwork submitted for publication accepted only Richard Carter, Director of Channel Sales, Nimans [email protected] on the understanding that the Editor is not liable places us in a strong position to for their safekeeping. build and grow Excalibur in the Circulation 01635 588 869 © 2018 BPL Business Media Limited. long-term.” ISSN 1366-5243 Printed by Pensord Limited • Resurgent KCOM has pledged to give partners the flexibility and Chris Mears, Relationship Member of the Audit Bureau of Circulations ABC total average circulation 15,525 agility theyElevate need toAd underpin - Speed their- Landscape.pdf value added services 1 16/04/2018 (p22). 11:32 (Jan-Dec 2017, 12,587 print, 2,938 digital) Director at Santander, added:

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Commsworld NEWS ROUNDUP GAMMA’S Connect fixed- mobile solution first introduced to channel partners last November has snaps up ECS been joined by companion the sdn series app MyConnect which is available to iOS and part 1 - the current climate Android users. “MyConnect gives mobile workers you know that our network is software additional features such as defiined!f but what does that mean for your visual voicemail, number business? our 5 part series will help you presentation options and make the most of this opportunity. company directory,” said Domenico Idone, Product Manager. “By integrating our uk network today the customers’ mobile phone with their Horizon service, Connect solves many of their mobile working issues.” we co nnec t 20,000 Ricky Nicol and Willie Fairhurst NEW 100G routes between street cabinets the UK and Europe have been COMMSWORLD has acquired from clients for fully integrated brought to life by Interoute, Edinburgh Computer Services digital solutions and enhances enabling service providers (ECS) and renamed the busi- our partner channel offering by and large enterprises to 280 PoPs ness Essential Cloud Solutions, expanding the range of services transport traffic from the retaining the ECS brand. Com- we provide.” UK midlands to Europe msworld confirmed that all 19 ECS MD Willie Fairhurst without going through staff will be retained. stated: “The deal means our the London area. “This 6.8 million premises The deal increases Comms- accreditations are transferred addresses key demands of world’s headcount to more than across to Commsworld, and our network operators such as 100 and is expected to boost existing customers will be intro- improved cyber resilience, revenues to over £20m this year duced to the services it offers.” increased efficiency, lower as the company leads with an ECS started out in 1991 and costs and greater speed augmented set of cloud and its clients include household of deployment through 75% of uk business connectivity solutions including names particularly in the recruit- improved diversity and route co vered cyber security, Wi-Fi and IT. ment and hospitality sectors. resilience,” said Jonathan Commsworld CEO Ricky Wright, VP of Commercial Got a news story? email: Nicol commented: “The acqui- Operations at Interoute. [email protected] sition follows constant demand BT IS poised to axe 13,000 jobs in a three year cost cutting exercise that includes our Salesforce plug-in the vacation of its central London headquarters. The STRATEGIC Imperatives has job losses will be mainly launched an off-the-shelf Sales- back office and middle solution force plug-in for its Elevate management roles. BT also cloud billing service. announced plans to hire According to Head of Bus- 6,000 new employees to iness Development Tim Sayer support network deployment indus tr y cha l l enges this is the first of several inte- and customer service. Tim Sayer grations with third party soft- The company is aiming to ware systems that all promise “Businesses of all types are simplify its operating model bandwidth val ue down to speed up project delivery and looking to streamline and auto- including fewer, bigger, bring an enterprise software mate, but not all have the time more accountable leadership peopl e expect more stack to CSPs of all sizes and or in-house capability to take roles while de-layering its technical capabilities. advantage of a more joined up management structures. The “In providing a seamless link approach to software. firm also outlined plans to manual changes with the Salesforce CRM plat- “The creation of plug-ins and accelerate the restructuring of form CSPs gain full process the opportunity to work with its Global Services operation inf lexible automation and a unified multi- Imperatives API development by introducing new digital channel customer view,” com- partners levels the playing field products with a greater focus s pecia l is t mented Sayer. for our customers.” See p38 on its top global customers. To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JUNE 2018 5 Step into Cloud...

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COMMENT: STRATEGIC TALK Nimans gets NEWS ROUNDUP HISTORICALLY, when DEVELOPING bespoke sales companies use the word and marketing plans per ‘restructure’ or ‘reset’ it vendor and ensuring staff generally tends to throw are fully educated about people into a mad frenzy. But billing boost products has again paid off it doesn’t have to mean the for Purdicom which bagged worst. Sometimes, resetting the Ruckus Distributor of or restructuring is down the Year gong for northern to finding a better way of Europe. Director of Sales and giving your customers a Marketing Steve Kent said: quality service. Customer “Continuous training ensures satisfaction and collaboration the sales team know their products inside out and can Richard Thompson should be at the heart of every decision your advise with authority.” business makes. Being completely focused on which types of customers you are supporting enables you KASPERSKY signed its 1,000th and your team to truly understand the needs of MSP last month in less your audience and offer them the greatest value. Mark Curtis-Wood Vincent Disneur than a year since launching For your teams to deliver closer communication, better its partner programme. service and quicker responsiveness, businesses need to A PARTNERSHIP between Resellers need to self-serve and Europe accounted for 95% invest in finding fresh talent (as well as nurturing existing Nimans and billing solution pro- have access to key information of the additions. The firm’s talent). This may sound like I’m telling you to loosen vider Union Street Technologies at their fingertips, so we need- research says 51% of MSPs your purse strings (and give your CFO a coronary in the has enabled the Manchester- ed to adapt and move forward believe cybersecurity for process!), but by creating hyper-enthused teams that are based distributor to elevate its with a new billing system that IT operations will be the focused on customer needs in addition to having access network services proposition to can seamlessly link-up with our primary trend over the to the best voice and data products, you will ensure the next level as reseller require- portal, which we’ve now estab- coming three to five years. that you are setting your business up for success. ments for automation and on-tap lished with Union Street.” In order to utilise your new hyper-enthused team data intensify. Union Street Head of Sales CONGRATS to Spitfire well you should encourage them to interact daily with Nimans Head of Network and Marketing Vincent Disneur for reaching 30 years in your customers. This ensures you are better in tune Services Mark Curtis-Wood commented: “Nimans required business. The company with your customers’ business needs so that you can be explained: “Over the last four a billing platform that could currently employs circa proactive in helping them grow and be more successful. years we’ve grown significant- scale while maintaining the 100 staff, has turnover of Sometimes it is the little things that sound like ly, and while mobile is a big part high levels of speed, accuracy £26m and supports 500 they are the biggest challenges. People will doubt you of our business as we transition and detailed revenue analysis channel partners. Joint MD along the way, but as long as you remain focused on from traditional lines and min- that its partners rely on. Justin Orde, who started the the customer and investing in your business this reset utes into event type billing for “Using our aBILLity billing firm in 1988, commented: will pay dividends in numerous ways. Our own reset SIP, hosted and connectivity, platform as a foundation, we’re “Spitfire began life as a one- enables our teams to entirely focus on building more we require different software working with Nimans to devel- man enterprise supplying meaningful relationships with our network of resellers, platforms and billing solutions op more solutions and benefits fax machines and mobile managed service provider and system integrators. in an increasingly automation- for its channel partners.” > p40 phones. Today, we are one based world. of the largest independent Got a news story? email: Richard Thompson, Director of Partners, TalkTalk Business “What our customers require voice and data solution [email protected] in terms of billing has evolved. suppliers in the country.” Welcome to your new target audience

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COMMENT: NEW WORLD ORDER Verticalisation key LAST month, Openreach on behalf of BT Group started the process of industry meetings and consultation to move ahead with plans to reseller survival to shut the traditional telephone network in Britain RESELLERS too slow to adopt and transfer all customers verticalisation as their primary over to IP telephony route to market could become a services by 2025. At one of thing of the past, claims Ingram Micro Cloud’s Apay Obang- Itret Latif the industry consultation meetings it was clear from Oway, Director Northern Eur- the participants present that there are several precursors ope, Cloud & Software. before the move to IP can take place, such as the delivery “You can’t be all things to all of a fit for purpose Number Porting mechanism. people any more, it’s important Ofcom has also set up industry IP working groups to specialise,” he stated. and interestingly has started a consultation on General “The horizontal approach is Condition GCA3.2(b) ‘Proposed guidance on protecting not realistic when you consider access to emergency organisations when there is a how much deeper you have to power cut at a customer’s premises’. As a side note, go into the customer organisa- if industry players are not careful it could put unfair tion, in understanding the real- obligations and costs onto CPs that have no direct ity of what they are dealing input in securing ‘uninterrupted access to Emergency with, the competitive business Organisations’ in the new IP voice fibre world. they are in, even down to legal This is a far more complicated multifaceted project issues. That is why verticalisa- than the industry undertook to migrate broadband tion is key.” to gaining provider led services, which challenged Speaking at the Ingram the best of operators. In this transitional environment Micro Cloud Summit last month there will be existing WLR as well as new IP product Obang-Oway cited Gartner’s sets on a copper and fibre connectivity environment projection that just a third of the which needs to be carefully coordinated and channel ‘will make it’. managed for competition to exist, and to protect “That’s not too far off the Apay Obang-Oway end users whether they be business or consumer. mark,” he said. “We are already Therefore, these workshops (and others that need seeing new entrants, and the fact need. So we take our capa- Obang-Oway also noted that to be set-up by Openreach and Ofcom to create the that we are changing the con- bilities out with partners to help Ingram Micro’s cloud business necessary building blocks for a transition to the new versation is attracting partners amplify their message. is witnessing strong growth world) need to be coordinated through an overarching – 40% of the Summit attendees “When we use content about in Infrastructure as a Service, industry project and managed centrally through the are new to Ingram Micro. All the fourth industrial revolution and that a current priority is to regulatory entity, with proper project disciplines and business models will change so we are looking at what it means recruit data analysts and auto- participation from all interested industry stake holders. everything is up for grabs. for the end user customer, what mation experts. “Those that don’t understand it means in retail, healthcare and Got a news story? email: Itret Latif, FCS Interim CEO and Deputy Chairman the marketing won’t be able to so on. It’s a different way to go [email protected] get the depth and breadth they to market.”

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10 COMMS DEALER JUNE 2018 www.comms-dealer.com INDUSTRY NEWS 8x8 partners up with Zest4 £50m Acquisition Fund

Mandy Fazelynia

ZEST4’S link up with cloud areas that will bring our partners comms provider 8x8 positions long-term revenue growth, and the business as a service provid- allows us to scale the business er distributor targeting mid-mar- through recruiting new channel ket and enterprise firms with its partners, and from our existing UC&C portfolio expanded by channel partner base, by offer- 8x8’s X-Series Virtual Office ing bundled solutions.” and Virtual Contact Center. 8x8’s UK Channel Director “8x8’s cloud solutions ena- Charles Aylwin added: “Zest4’s ble Zest4 to better meet the position as a cloud solutions requirements of multi-loca- provider enables us both to tion, distributed organisations scale to new heights as we drive requiring integrated, enterprise and deliver on the expectations grade business communications of Zest4’s channel partners. and collaboration solutions,” “Whether or not a partner commented Mandy Fazelynia, has sold cloud, linking up with Operations and Business Devel- Zest4 will enable them to access opment Director at Zest4. a high growth market and build “The new alliance shows revenue opportunities at mini- how we invest in technology mal risk.” Chess buys twice Is Now the Time to Sell Your CHESS has added £7.2m rev- range of technology disciplines Business and Hit the Beach? enues and over 2,200 customers to our customers and partners.” with the acquisitions of Frontier According to StoneHouse Voice & Data and IT systems, MD Mark Hope the business services and software provider and cultural synergies between To find out how much it’s worth StoneHouse Logic, a Microsoft StoneHouse and Chess became contact Richard Btesh in confidence Gold Certified Partner and Sage apparent early in the sale pro- Strategic Business Partner. cess. “With a strong pedigree Chess Chief Exec’ David and a broader portfolio of prod- 0808 301 8334 Pollock commented: “Technic- ucts and solutions, Chess is the ally and culturally we see these right home for our customers [email protected] two acquisitions as a great fit.” and employees,” he said. Frontier MD Peter Southgate Chess has now made 100 added: “Being part of a much strategic acquisitions. larger business brings new Got a news story? email: opportunities, supplier choice, [email protected] expertise and skills in a wide AWARD 100 BEST WINNING COMPANIES TO WORK FOR The UK’s No.1 magazine 2018 1st BUSINESS FS32851 for voice and data solution providers www.comms-dealer.com COMMS DEALER JUNE 2018 11 INDUSTRY NEWS

Robert adds Martino eyes NEWS ROUNDUP SCC has acquired Hobs On- Site, the business processing outsourcing division of the Hobs Group. The acquired Azure clout growth areas business will be renamed M2 Managed Document Services REFLECTING on a strong year all platforms and 93% activa- and will sit alongside M2, in which Tollring’s customer tions are now from cloud ser- SCC’s existing managed base grew by 75% CEO Tony vices,” said Martino. print services business. Martino has set the stage for the “Fraud and credit manage- Hobs On-Site provides firm’s next growth phase which ment is a growth area. Fraud services such as document will include a strong focus on protection is all about intelli- digitisation, document analytics products. gent machine learning, embrac- process re-engineering and The company’s analytics, ing shared responsibility and digital mail management. fraud management and call timely reactions. recording solutions are now “We will see a shift in the KASEYA and Unitrends used by over 14,500 business channel as it takes a more agg- are set to merge but will customers globally via a chan- ressive and proactive approach continue to operate under Michel Robert nel network of more than 800 to tackling fraud issues across their existing brands. Both service providers, distributors the industry.” companies are backed by CLARANET’S hosting portfo- “Union has a depth of expe- and resellers. Tollring’s headcount has Insight Venture Partners. The lio displays greater capabilities rience and capability in the “Growth in new customers grown 12% this year to 68 deal followed a successful in Azure-based solutions fol- design and implementation of has generated a 218% expan- employees. Martino expects collaboration between the lowing its acquisition of infra- mission critical infrastructure, sion of licenses and endpoints 25% growth in staff numbers in two businesses on the launch structure and cloud company with an emphasis on data stor- across the product portfolio on the next financial year. of Kaseya Unified Backup Union Solutions. age and security.” and roll out of Unitrends Union generates revenues of Union has a strong presence products to Kaseya’s £10m, has office locations in in the legal, financial services enterprise customer base. Surrey and Kent and employs and retail verticals. circa 30 staff. Its founders are Jason Rabbetts, founder and VIRTUAL1 has collected staying with the business. Director at Union Solutions, the Virgin Media Business The company supports large added: “Union’s data manage- Strategic Partner of the Year on-premise and Microsoft Azure ment services, hyper converged 2017 gong. The company’s Cloud managed solutions. platform skills and Azure spe- CEO and founder Tom Claranet UK MD Michel cialism – now coupled with O’Hagan commented: “This Robert explained the reasons Claranet’s public cloud and pri- award is a testament to the for the acquisition: “Claranet vate cloud capabilities – brings strength of our partnership, acquired Union Solutions to a hybrid transformation propo- as well as the dedication enhance its hosting design, transition to our customers and the and commitment of the sition and migration capabilities general market.” team at Virtual1. We have for large scale on-premise solu- created an exciting platform Got a news story? email: tions as well as additional strong for continued rapid growth [email protected] Azure skills and offerings. Tony Martino throughout 2018.”

Continued from page 1 age the end user lifecycle using high speed Internet connectivity investment in a new full fibre Infracapital and TalkTalk for the Tomlinson noted that product our MI data.” and IP services across the top at network in partnership with roll out of full fibre to more than development is now shaped by Tomlinson hopes that Talk- scale as the value provider. This Infracapital. Tomlinson con- three million homes and busi- the channel focus, with work Talk Business’s channel-only is our DNA.” firmed that the channel is the nesses in mid-sized towns and behind the scenes already under operation will provide a perma- TalkTalk’s Chief Executive route to market for fibre along- cities. Paul Reynolds has been way on new access technologies nent foundation for partners as Tristia Harrison stated: “Last side the consumer business. appointed Chairman. and developments around the the market evolves and becomes year we set out a strategy to Charles Bligh is to step Philip Carse, Principal Ana- portal and online experience. more complex. simplify the business, focusing down from the Board as Chief lyst at Megabuyte, observed: The sale also enables Talk- “There is some uncertainty in on fewer priorities that offer the Operating Officer on 30th “The sale of the direct B2B busi- Talk Business to intensify the the channel,” he added. “Major best growth potential. June when he becomes CEO ness helps fund the FTTP JV. nature of partner relationships. players are repositioning, there “TalkTalk has strength in the of the new company set-up by TalkTalk is adding a decent war “Our attention is on how are moves to full fibre and all- partner and wholesale markets. chest while also keeping some we partner with customers and IP while new technologies like It represents the vast majority of revenues through its wholesale help them to win in the market SoGEA must be embraced. our revenue and profit and we agreement with Daisy. and build technical solutions,” “We’re bringing together the see an opportunity to continue “For Daisy Group, the pro- added Tomlinson. patchwork quilt of underlying growing at pace.” posed deal is significant and “We’re getting more involved supply technology into a single The sale would negative- well timed given the much in their business, leveraging all service. Taking a complex land- ly impact TalkTalk’s FY19 rumoured current sale process.” of our skills and resources while scape and making it far more EBITDA by £15m and strength- The transaction is expected enabling partners to better man- simple, providing high quality, en its balance sheet, enabling Tristia Harrison to complete in late July 2018.

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ZEN Wholesale head honcho EDINBURGH Council’s CIO Dave Hudson has joined ITS and Head of ICT Bruce Strang Technology Group (ITS) as has joined Commsworld as Exe- Business Development Director cutive Director of Operations. with a remit to spearhead the Commsworld’s agility and sales and marketing operation speed of delivery attracted and develop a new channel and Strang to the role, having wit- wholesale programme. nessed first hand its modus He reports to CEO Daren operandi during the roll out of Baythorpe and brings 25-plus a 150km WAN and telephony years public sector, telecoms solution as part of the Edinburgh and connectivity experience. Council ICT contract. Shahram Bagerzadeh and Dave Corgat Baythorpe said: “We have “The stars seem to be align- ambitious growth plans which ing for Commsworld,” com- RAINBOW Telecoms founder sometimes worked together on include building new full fibre mented Strang. “Success with Dave Corgat has secured shares various projects. gigabit networks around the large scale public sector con- in Colchester reseller Loop Corgat added: “The mar- UK, and Dave will play a major tracts has transformed the busi- Voice & Data, joining the com- ket has gone from being in an role in delivering these goals.” ness. My role will be multifac- pany as Operations Director evolutionary to a revolutionary eted as a result.” Bruce Strang almost a year since he sold his phase, with everything moving Strang’s previous experi- Sevenoaks-based business to to the cloud. We will help to ence also includes a high flying ered in challenging roles at pri- Focus Group. change the business model from stint at Capita and a spell as vate and public sector organisa- His remit is to drive a 300% one based on capital expendi- MD of Updata responsible for a tions. That experience will be a growth rate over three years and ture to a recurring revenue one. team of over 500 and account- huge boon for us.” oversee operational functions “I’m reviewing processes, able for profits and losses. He Strang’s immediate priority such as the customer journey, procedures and compliance, also oversaw Capita’s Scottish is to oversee the delivery of a systems and processes. getting everything ready and Wide Area Network framework, £30m Glasgow City Council “To take our business to the positioned for growth.” resulting in a deal worth circa ICT contract. Dave Hudson next level of growth I wanted to Loop Voice & Data is now £325m to deliver public sector His appointment follows have someone working along- targeting £3m revenues and will Hudson added: “The UK is comms across the country. Commsworld’s acquisition of side me,” stated Loop Voice & pursue an acquisition strategy on the cusp of a full fibre revo- Commsworld CEO Ricky ECS, a deal that boosted rev- Data MD Shahram Bagerzadeh. once this goal has been met. lution. My main priority is to Nicol stated: “Bruce has deliv- enues to over £20m. “Having known Dave for 12 The business also plans to open develop solutions and product years he was a natural fit.” a London office. offers for customers and part- Corgat and Bagerzadeh were ners, and develop a strong chan- Got a news story? email: members of the Concert Group, nel to harness the potential of [email protected] a collection of resellers who our networks.” Firstcom makes a Difference

CLOUD comms provider First- Crisp commented: “This acqui- com Europe has bagged con- sition gives our sales partners tact centre specialist Difference access to a new set of com- Corporation as it eyes ambitious munications services backed growth targets over the coming by a team that complements two years. Firstcom’s skill sets.” The deal boosts Firstcom’s Jean-Pierre Vandromme, Fir- CAMBERLEY-based comms provider Windsor Telecom has reaffirmed revenues to 5.6m euros and adds stcom Europe’s CEO, added: its commitment to Social Corporate Responsibility with membership dialler technology, inbound call “Difference is the seventh acqui- of the self-funded Community Matters Partnership Project (CMPP), handling, automation services, sition for the Firstcom Europe a gathering of like-minded organisations that work together to collaboration, social media, Group in four years. We expect support important social issues in their communities, such as Adam Crisp email and SMS management to close another three acquisi- encouraging the progression of young people in the local population who need help. Windsor Telecom MD Sue Kempton (pictured tools to its portfolio. builds on previous buyouts by tions in 2018 which would bring above) said: “We are now rolling out a programme of fundraising Difference Corporation has Firstcom in the UK, Denmark, our expected revenue to over and volunteering days to assist with projects that will make a offices in Newport (Wales) and Sweden, Poland and Germany. 50m euros. Our goal is 100m difference to disadvantaged young people in the local area.” Edinburgh and its acquisition Firstcom Europe CTO Adam euros by 2020.”

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NEWS ROUNDUP Revenue Routes to UK advances LEASE Telecom has appointed James Phillips as MD bonanza simplicity following a 25 year stint at mobile and telecoms provider Access Communications. lifts CMS roadshow spur Huawei He is tasked with forming new vendor relationships HOW to capitalise on mobile, and extending Lease connectivity, hosted PBX and Telecom’s distribution and broadband were key focus areas network programmes. The during a run of three nation- firm currently has a 350- al Network Services road- strong partner channel. shows staged by Nimans last month, that offered a simplified AVAST’S IPO on the LSE last approach to selling these prod- month valued the security uct areas. business at £2.4bn, raising “Network services can some- $816.6m in primary and times seem complex for some Robert Yang secondary proceeds after resellers, from the technology floating around 25% of the itself to billing and recurring OVER 150 Huawei partners is making progress in the UK firm’s stock, making this Frank Salmon revenue,” commented Mark converged on London last market across a range of vertical the largest tech IPO across Curtis-Wood, Head of Network month for the vendor’s seventh sectors including public sector, Europe in 2018 and one of STORIT, the holding company Services. “It’s a journey where UK channel conference where finance and commercial. the five largest tech IPOs of CMS Distribution, reported a many resellers are at different the Chinese giant outlined sig- “We’re continuing to invest of all time on the London 38% hike in turnover in it latest stages. If we don’t make it sim- nificant gains made in key verti- in all areas of our business. The Stock Exchange. The company financial year to £447m with ple it’s difficult to sell solutions cals and reaffirmed its commit- goal is to always enable partners acquired AVG in 2016 and EBITDA up 40% to £17.3m. to customers.” ment to compute, storage and to develop their service capabil- supports more than 435 Storit founder and CEO Nimans has also launched an networking as the technology ity and become self-sufficient.” million users worldwide. Frank Salmon commented: “In upgraded self-serve web portal. pillars of its end-to-end digital Huawei opened its first February 2017 we welcomed transformation strategy. UK office in 2001 and now VOIP Unlimited has deployed TNS Connect into the Group, The company also show- employs more than 1,500 staff the DDoS Mitigation service allowing CMS to expand into cased its Intent-Driven Cloud in the region. The company VU Guard across its core the Asia Pacific region.” Campus Solution designed to has pledged to procure £3bn by network. MD Mark Pillow Other investments last year manage an increasing number 2022, building on a total UK said: “DDoS mitigation is include new offices in Paris, of devices and connections, and investment and procurement of now as much a commodity Madrid and Amsterdam and provide predictive and automat- £2bn between 2013 and 2017. as a business’s buildings the expansion of its Centre of ed user management. Got a news story? email: and contents insurance, Excellence in Kiltimagh. Robert Yang, Huawei UK [email protected] so that is the model we Salmon added: “2018 marks Enterprise MD, stated: “Huawei have based this on.” another significant milestone in CMS’s history as we celebrate SYMANTEC has plunged our 30th anniversary with more BUSINESSES into controversy following projects and investments set to wanting to Mark Curtis-Wood ramp up and an internal probe into its roll out throughout the year.” accounting. After concerns formalise their charity and CSR raised by a whistleblower it activities should is reported that the company follow Entanet’s may need to restate its BridgeOne bagged lead, according financial results and Q1/FY to CEO Elsa guidance. Symantec’s stock LONDON-based mobile comms developing bespoke services Chen who says the formation of a new 13-strong inter-company plummeted by a third on firm BridgeOne Telecom has and introduces skills in mobile CSR committee structures and catalyses the process of developing the news, wiping circa $6bn been snapped up by DoubleEdge estate management, which is an and coordinating fund raising initiatives. Entanet’s CSR manifesto off the its market value. in a deal that concludes a ten area that is becoming increas- is founded on four pillars – charitable giving and fundraising, year working relationship. ingly complex and time con- volunteering, environmental impact, diversity and inclusion. “The ACRONIS has credited service DoubleEdge CEO Steve suming for the IT manager.” CSR committee provides structure, direction and a stronger focus providers for significantly Burges said: “Much of our cus- BridgeOne CEO Patrick on making a positive difference in the community,” stated Chen. boosting its cloud-based data tomer base operates in the retail Crockford added: “For some Following a company-wide vote Entanet has pledged its support for Meningitis Now and the Midlands Air Ambulance back-up and security business and financial services sectors. years we’ve been flirting with Charity. CSR Committee Chair Steven Wood added: “We’re far over the last year, driving Both are fast moving environ- the idea of joining forces and more focused on working with colleagues on a range of activities 200% year-on-year growth ments where demand for busi- now both parties are agreed the to support these causes alongside other CSR initiatives.” in sales of protected devices ness communications is always time is right.” Last year the company raised over £7k for a number of and 151% growth in client pushing the boundaries, not least The enlarged business will charities including Birmingham Children’s Hospital, Severn numbers. The company has in the area of mobile working. operate from DoubleEdge’s City Hospice and Sands. Pictured above: A baking competition added more than 2,000 new “BridgeOne’s expertise gives of London office located close and sale kicked off Entanet’s support for Meningitis Now. service providers this year. DoubleEdge greater scope for to BridgeOne’s former base.

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NEWS ROUNDUP 8x8 acquires Pennine seals INVOSYS has added SIP trunking to its Number Manager product, enabling inbound service management through the customer’s AI knowhow analytics deal existing platform. Users can order SIP trunks, manage PENNINE’S link up with Euro- inbound services and view pean AI voice analytics soft- traffic reports while reducing ware developer Xdroid enables call costs. “Invosys SIP offers the Bury-based comms provider the same functionality as to offer an automated speech hosted IP telephony that and emotion analytics solution a customer can use on via cloud or on-premise deploy- their own kit without the ment models. need to replace existing Pennine Sales Director Steve Steve Watts infrastructure,” stated Sales Watts said: “The solution auto- Director Steve Glaister. “By matically processes customer addition to our European partner adding SIP Integration we Dejan Deklich interactions and detects differ- network. This partnership will apply the features customers ing emotional responses – such provide Pennine with a stron- currently use on their inbound THE acquisition of Silicon customer history and a 360- as displeasure, happiness and ger proposition for the contact services to SIP numbers.” Valley-based MarianaIQ by 8x8 degree context before they start uncertainty – speech patterns, centre market and enhance its confirms the primary role of a conversation.” hold music and void periods. clients’ customer communica- INCLARITY’S relationship with AI and Machine Learning in Deklich also noted that 8x8’s This data can then inform pro- tions capabilities.” Polycom has strengthened the future look of 8x8’s new X AI capabilities will bring intel- cess enhancements to increase According to Watts Xdroid following its elevation to Series platform. MarianaIQ has ligent call routing to call centres productivity, customer satisfac- deployments in the finance, ins- Gold level status in the specialised in applying AI and along with speech analytics. tion and retention.” urance and utility sectors have Polycom Choice Partner deep learning to practical busi- 8x8 CTO Bryan Martin con- Xdroid MD Gerry de Graaf delivered a return on investment Programme – Hosted Voice. ness problems since 2013. firmed that acquisitions remain added: “Pennine is an important within 12-24 months. Inclarity MD Enzo Viscito “With this acquisition we are a key component of the compa- (pictured) transforming how customers and ny’s strategy. says an employees interact through one “We acquired Sameroom last increase in system of engagement, and how year to enhance our team collab- Polycom companies optimise valuable oration capabilities,” he stated. handset moments of customer engage- “The acquisition of MarianaIQ sales is due ment with one set of data in one is the right investment for X in large system of intelligence,” com- Series, a single system of eng- part to Inclarity’s popular mented Dejan Deklich, Chief agement and intelligence that bundled telephony packages. Product Officer, 8x8. combines communications, col- “Our partnership with “By infusing MIQ’s deep laboration and contact centre best of breed vendors like learning capabilities into 8x8’s into one platform.” Polycom will only strengthen X Series, contact centre agents Got a news story? email: our continued growth in gain detailed information on [email protected] the industry,” he stated. previous interactions, complete

CORE pipped all rivals to the post to win the One Identity UK Redwood salutes 25 years Partner of the Year award, handed out in recognition of Core’s success with its Cloud Identity as a Service platform Aurora which BRACKNELL headquartered joined Redwood Technologies incorporates One Identity software. Last month the company was Redwood Technologies Group under the parent organisation on target to manage circa 45,000 identities through Aurora which is marked its 25th year in busi- Redwood Technologies Group. used by large organisations including Government bodies. ness with a silver anniversary CEO Sean Taylor comment- CEO Conor Callanan said: “This award recognises the innovative plaque unveiled by Borough of ed: “It has been great not just to ways we are taking One Identity solutions to market, helping Bracknell Forest Mayor Tina survive as an IT company for 25 customers to manage identity and security.” McKenzie-Boyle. years, but to have thrived. I will Andrew Clarke, Director of EMEA Strategic Alliances and Brothers Sean and Martin have handed over the baton by Channel Partnerships at One Identity, added: “Core demonstrates Taylor founded Redwood Tech- the time the next quarter century great ideas, deep knowledge and continual innovation. As an early nologies on 14th May 1993 Redwood Technologies now milestone has arrived. It will be adopter of One Identity’s Starling platform Core has embraced the technology and shared ideas and feedback with our product as a maker of components for provides comms solutions to fascinating to see what can be management team.” vendors such as Panasonic and hundreds of organisations in achieved in that timeframe.” Pictured above (l-r): Andrew Clarke, Director of EMEA Strategic Ericsson, and operated the mass over 60 countries. Pictured (l-r): Martin Taylor, Alliances and Channel Partnerships, One Identity; Tim Eichmann, calling platform used for TV The brothers went on to Bruce McKenzie-Boyle (May- Head of Infrastructure and Cloud Technologies, Core; and Ian shows Pop Idol and Who Wants establish cloud provider Content or’s Consort), Mayor Tina Mc- Sutherland, VP and GM, EMEA, One Identity. to be a Millionaire?. Guru in 2005, which later Kenzie-Boyle and Sean Taylor.

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NEWS ROUNDUP Mercer eyes Eyrco got NEWS ROUNDUP REDSTONECONNECT is to sell NUVIAS is urging resellers its Systems Integration and by Welltel to take advantage of the Managed Services divisions to EU’s WiFi4EU grant initiative, Excel IT Services for £21.6m. worth 120m euros. According The firm sees more growth firms to buy for £3.5m to Rob Clark, Director of potential in the remaining Technologies & Solutions software business which has WELLTEL has created a new Development at Nuvias, been a key focus area since force in the Irish enterprise mar- many councils are missing the acquisition of Connect IB ket following its acquisition of out on the grant fund (set in March 2016. Its software Eyrco for circa £3.5m. up to help install Wi-Fi in capabilities are targeted at Eyrco is known as a provider towns and cities) because the agile working and the of contact centre, call recording, of uncertainties over Brexit. connected office environment, voice assisted Artificial Intelli- “Resellers could also be leveraging the Group’s gence and telephony services missing out on a great occupancy management and the business will underpin opportunity to get into the software solution called the launch of Welltel Enterprise urban Wi-Fi market,” he said. OneSpace. CEO Mark Braund Division headed up by Eyrco “While the UK remains in said: “Employee mobility MD Mark Evans. the EU there is still time for and agile working is driving Tim Mercer The acquisition adds 300 local authorities to apply demand as commercial real enterprise clients to Welltel, for a 15,000 euro grant, but estate becomes more of a VAPOUR Cloud CEO Tim started out as lifestyle business- which claims to be Ireland’s they need to do it as soon user experience business.” Mercer has set a target of £12m es but many are not cloud-first. largest Irish owned enterprise as possible. We are looking revenue by 2020 with multiple “By acquiring two or more communications provider. The for a group of existing and A CUSTOMISABLE intelligent acquisitions the primary engine such companies we can build deal builds on Welltel’s acquisi- new resellers to work with reporting tool developed by of growth. on the legacy the current owners tion of the ATS Group. us to take advantage of IPCortex comes free of charge Mercer plans to acquire a will leave behind, while sup- Welltel CEO Ross Murray this initiative and deliver with the firm’s Hosted Suite minimum of two businesses and plying their customers with the commented: “The acquisition Wi-Fi to UK councils.” comms platform, enabling the immediate priority is to bag next generation products and allows Welltel to offer a new users to analyse data and a northern-based IT support firm services they’re looking for. portfolio of services including BARRACUDA Networks’ gain insights about their with Microsoft partner status. “We’re passionate about flex- enterprise grade communica- revamped EMEA partner communication trends and The Yorkshire-based busi- ible working too, so the more tions, compliance recording, programme aims to ease patterns. CEO Rob Pickering ness hopes to ramp up 80% engineers, technical experts and speech analytics and workforce the quoting process and said: “With increasing growth this year and with a service advisors we have in the management across five key take admin burdens away demand to create better £10m acquisition war chest north, the easier it will be to vendors – Avaya, Liquid Voice, from resellers, noted SVP customer communication Mercer aims to buy-in public develop a larger, more diverse Mitel, Nice and Verint.” for International Sales Chris experiences based on insights cloud capabilities in Azure and and engaged workforce.” Eyrco is the only Irish busi- Ross. “Cyber security and and data, resellers are AWS to complement Vapour’s Vapour Cloud has so far att- ness to hold the Avaya Partner data protection remains under pressure to provide private cloud proposition. racted £4m of private equity. in Customer Excellence Award. a key area of growth for solutions that can deliver A substantial customer base the EMEA channel,” he the required intelligence.” with potential to migrate from commented. “The new on-premise to cloud is also on programme simplifies doing A SECURITY skills shortage in Mercer’s wish list. business with Barracuda and the fast moving mid-market “We mark our fifth year in helps channel partners to sector has been addressed business in July, and a buy-and- invest in training, technical by a new Cyber Security build strategy is a natural pro- and sales competence.” Operations Centre opened by gression for the organisation,” Exponential-e, which aims to said Mercer. SHORTLISTED for three equip companies with a real- “We’ve established a 96% regional accolades swcomms time view of their compliance net recurring revenue rate to bagged a brace of winners status. The centre is capable date, so our business develop- at the Express & Echo and of monitoring for compliance ment model is easy to maintain. DevonLive Business Awards to multiple standards, from We had a 64% seed of growth 2018, scooping the Employer best practice through to PCI- in 2017 and hope to realise 65- A CHARITY favoured by former Nimans Chairman Julian Niman, of the Year and Apprentice DSS and ISO 27001. “This 80% by the end of this year.” who died in January, has received a £4k boost following a Herculean Employer of the Year gongs type of monitoring lifts a Mercer did not rule out effort by 20 Nimans staff who ran the Manchester half marathon and rated ‘highly commended’ heavy burden when adhering acquisitions in other regions, on May 20th to raise much needed funds. Manchester’s Brain And in the Excellence in Customer to regulations such as GDPR,” but said he favoured the north’s Spinal Injury Centre (BASIC) offers services such as virtual reality Service category. swcomms said Jeff Finch, Cyber Security ‘vibrancy’ and believes that an rehabilitation for those recovering from brain and spinal injuries. MD Brian Lodge said: “After Product Manager, Exponential- acquisition target in this area BASIC also supports epilepsy sufferers, a condition that affected Julian. 35 years in business we are e. “It’s this segment of the would also reinforce Vapour’s “This was an unprecedented team effort involving work colleagues, always looking at ways to be market where the cyber local presence and reputation. the wider company and also suppliers such as Gamma,” said Head innovative, which is critical of Solutions John McKindland who was one of the runners. “BASIC skills crisis bites hardest, “There are a number of well in the IT and communications provides vital support and we all went through the pain barrier so they need a partner that established operators in this industry while being forward- to help this worthy cause. We ran in memory of Julian too.” they can work with.” sector,” added Mercer. “Dozens thinking in house.”

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20 COMMS DEALER JUNE 2018 www.comms-dealer.com INDUSTRY NEWS

Start-up flies NEWS ROUNDUP PRIVATE equity investor PAI Partners has acquired M Group Services, the £1bn Be in the provider of infrastructure off the mark services to regulated sectors in the UK and Ireland. M Group Services CEO Jim Arnold said: “Following First Reserve’s investment in our group we have broadened the markets in which we operate and diversified our service offering. As part of WITH this process an opportunity arose for First Reserve to realise the benefits of its investment to date and for us to introduce PAI as a You can’t LEAD if you new long-term investor.” have the wrong solution

EUROPEAN expansion has become a priority for a growing number of MSPs and partnering up with Ian MacIntosh like-minded businesses to serve multinational clients Listen to the customers in order to understand NORTH east Scotland start- proactive companies that can is a strengthening trend their business, their staff, their customers and their up CFN Solutions – founded demonstrate a greater under- that was explored at this call flows? and led by ambitious MD Ian standing of clients’ operations year’s European Managed MacIntosh – has reported early and, through working closely Services and Hosting Summit success in its mobile, cloud, together, can help to fulfil their in Amsterdam on 29th May. fixed line telephony and Inter- actual requirements. John Garratt, Content Director net connectivity markets. “As much of our activ- and IT Europa Editor, said: “It The Aberdeen-based busi- ity centres around cloud-based was clear that many of those ness secured quick wins within software we are well placed to attending this year had their Educate the customer on options, new weeks of kicking off operations scale up clients’ operations as sights set on forming some developments and different methods, across multiple industry sectors they grow without the need for sort of profitable relationship demonstrating them so the customer including oil and gas, construc- significant capital expenditure. with other partners.” truly understands? tion and recruitment. “We also add value by help- “We have been overwhelmed ing customers make better use NUVIAS has signed a UK&I by the response,” commented of their existing technology and distribution agreement MacIntosh. “There are opportu- changing the way they have tra- with Sennheiser to supply nities in the current market for ditionally done business.” products from the vendor’s Enterprise Solutions portfolio including personal Advise customers by calling on their communications, meeting knowledge and experience with other Smart 4G back-up and online conferencing customers with similar challenges? solutions. Steve Harris, EVP A BACK-UP 4G service for every few seconds before auto- Unified Communications SMEs launched by BT Enterp- matically switching back to the at Nuvias, said: “While rise and available to resellers fixed broadband connection headsets will form a major works across all broadband when the line becomes stable. part of sales, Sennheiser including copper, fibre, ultrafast If a broadband fault is detect- also has interesting options for conferencing and video and also supports static IP. ed BT will proactively fix the Design extension level solutions that deliver Called 4G Assure, the prod- fault without the customer hav- such as ceiling integrated the best result for each member of the uct is the first launch from BT ing to contact the company to audio conferencing customers team? Enterprise’s new portfolio of request a fix. 4G Assure will be solutions.” Jane Craven, converged connectivity services included at no extra charge for Sales Director for Sennheiser to business customers. customers taking an Ultrafast, UK&I, added: “Nuvias has The hub automatically swit- Infinity Premium or Broadband a large established reseller ches to 4G should an organisa- Premium business package. base across EMEA which tion lose its fixed broadband we can now access. Its Got a news story? email: connection, and also monitors drive for growth in the UC Be a #DealWinner, [email protected] for the return of the service market mirrors our own.” call 020 8288 1233 To advertise in or visit vanillaip.com contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JUNE 2018 21 BUSINESS INTERVIEW KCOM’s new era: An age of rejuvenation

Following strategic investment in a refreshed channel proposition resurgent KCOM is giving partners the flexibility and agility they need to underpin and support their value added services.

COM has emerged on these products and plan from a period of to strengthen our portal strategic adjustment and pricing tools. This will far stronger in its reduce operational impact Kambition and capacity to and speed to consume, deliver on all fronts – and while offering a wider choice in relation to the comms of access technologies channel, with an approach with an improved level of carefully calculated to meet operational support.” the needs of partners under its new unified National As well as joined up Network Services (NNS) team. operations and a clear market “We’ve brought together vision KCOM says its wealth our national connectivity and of experience is sure to wholesale call management support its resurgence in the solutions within a single channel space. “We’re seeing team, giving customers a renewed focus and interest access to our full product set, in high speed, low cost one point of contact and a access services,” added West. single customer experience,” “This is where our strength commented Iain Shearman, and heritage lies, so partners Director of KCOM’s national can take advantage of this network services and partner knowledge and expertise as channel operations. well as make the most of our decades-long commitment One of the benefits of to voice services. Just as bringing together a siloed Henry West important, the connectivity organisation has been a market is moving fast and better offering to the comms with technologies like channel, according to Henry To stay relevant we needed to adapt and G.Fast, FTTP and SoGEA we West, Head of Channel. need to operate differently “With a single, joined-up incorporate partners into the business. Our and provide a new level strategy from product and of service that underpins propositions through to new strategy supports this imperative partner requirements.” sales and in-life support, we are much better able should adapt to what is with partners. “We have we enable partners to KCOM’s project to streamline to work collaboratively already happening in the created two business incorporate the value operations and rejuvenate to bring new products to market. “Our role is to models,” commented they see in our solutions its strategy was driven by market than in the past,” help partners work out Shearman. “One that into an existing service, the need to collaborate he explained. “Today, no how to differentiate in serves our large service or do something different far more closely with matter what your route markets that are increasingly provider partners and offers that we haven’t thought business partners. The into KCOM you get access commoditised and where education and support on about like approaching result is a big investment in to one, complete offering. value is harder than ever to our product set, and also a new target market or developing knowledge and That’s great for our channel come by,” said Shearman. brings an opportunity for creating unique bundles. expanding the capabilities partners because it means these partners to develop of teams across all services. we can pull on the best Channel focus bespoke propositions “The second model is “We’re building a bigger resources and skill sets to The response to this question by using our APIs. focused on our resellers and stronger Account help ensure we’re delivering is a two pronged plan that who want to grow sales Management team that’s market-relevant solutions.” shows KCOM is again a “Through working of more traditional volume geographically aligned to serious channel player, collaboratively with their services like Ethernet and partners so we can fully KCOM’s vision is clear increasingly focused on marketing department to fibre. We have ensured integrate our account on how channel partners working in close collaboration create tailored campaigns we’re market competitive team into partner sales

22 COMMS DEALER JUNE 2018 www.comms-dealer.com ENERGY UPDATE in association with Energy is a gem of KCOM’s new era: An age of rejuvenation a deal for Dunstan

Ian Dunstan set up Cobalt the support from Fidelity has organisations,” added West. This will also open up and support teams. Meanwhile, Communications in 2001 as an been top notch and maximising “Why? Because it’s not change the way our partners KCOM’s investment in full IT service business but has on ongoing customer never been averse to change relationships is key to the just a sales conversation can deliver applications fibre broadband in the and his company now has success achieved to date. any more, it’s about smart to their customers using Hull region is in the final many products in its supply marketing, operational our service capability.” phase of deployment. Hull portfolio ranging from the “The team at Fidelity Energy improvements and product is already the most fibre latest technologies to ‘old visited us and gave our sales integration. To stay relevant, A powerful network has been rich city in the UK and by school’ PBXs. team the training they needed. They also have a desk based we needed to adapt and developed behind the scenes March 2019 KCOM’s entire Adding energy provision to the sales support team so all I need incorporate partners into with 23 next generation Hull and East Yorkshire services it offers to a range of to do is pick the bills up from the business, and our nodes enabling KCOM to network will have access customers was therefore a my customers and I am then new strategy supports migrate existing services to ultrafast speeds. “Since simple matter of agreeing a provided with a white labelled this critical imperative.” to the new platform. “Our refreshing our wholesale deal with Fidelity Energy comparison along with a managing director John Haw. customer contract. Selling network footprint brings proposition partners can Within weeks, Cobalt had energy is very straight forward Integrated marketing us closer to our customers now consume these services delighted a current customer compared to other products. Creating the conditions for and creates proximity when and gain full reach across with a massive seven figure close collaboration between deploying the network the UK to deliver access saving on power, as Dunstan “Customers fall into one of two account managers and and public cloud to exploit circuits,” commented West. explained: categories; they have either switched before and know partners also helps KCOM hybrid cloud environments,” “Energy is not our core exactly how the market works to formulate and support said Shearman. “We have KCOM also has a business, but we added it into or they have never switched integrated marketing also improved scalability next generation voice our proposition and had before and may be a little more campaigns for API-based and agility and can address transformation plan under converted a few small cautious, but as we have an on- solutions targeted at specific changes in business needs way, noted Shearman. “This customers along with our own going relationship and we energy. One of our larger supply other services this is vertical markets. “To deliver quickly for partners. That sees our System X estate customers asked me to review usually short lived.” this transformation we’ve will manifest itself through a being retired by the end of the energy contract that an invested in our core network more attractive commercial 2019,” he added. “We have employee had signed a few Dunstan believes an ICT reseller services capability and model, moving away from more than 140,000 consumer weeks before she left the which hasn’t looked at the company. She had agreed a energy supply business as a made sure we are relevant, fixed contracts and capacity.” and business subscribers in much higher rate on a five-year new revenue stream is missing flexible and agile enough Hull and East Yorkshire but contract! out and any fears of losing to support our partners’ Other areas of investment this is part of our investment focus on core services are growth today and in the include Myriad, KCOM’s and transformation “I spoke to the team at Fidelity unfounded. future,” added West. “We inbound call management programme that delivers who worked with their suppliers and put a solution in “Selling energy to your existing now have a refreshed core platform, and its multimillion services to a converged place. We were then able to base is another great way to network that in the future investment in a new centre IP world while supporting move the contract and saved earn a bit more from good will allow our customers for Customer Service service integration.” my customer in excess of relationships. It helps the to move to the world of Operations which centralises £1,750,000 over the term. customer and enhances your software defined networking. the technical services and The developments discussed reputation. I think that people Exeter based Cobalt has in the industry see it as in this article represent a decided to operate its energy devaluing the brand. In truth, I new dawn not only for operations under the company did at first but now can really KCOM but for partners who banner as it strengthens the see the benefit as do my sales will benefit from its new core brand and customer team with their new extra approach and investment. loyalty. According to Dunstan commissions!” “Everything we’re doing is to provide our partners with flexibility, longevity and agility Selling to support and underpin energy to your their value added services,” affirmed West. “It’s not just existing base is about our sales relationship, another great it’s about supporting partners’ marketing, technical way to earn a bit and operational teams. We’re more from good in it for the long run and want to demonstrate that relationships. while we have the benefits It helps the that come from having scale and being long established, customer and we are also agile and able to enhances your move quickly in support of Iain Shearman our partners’ needs.” n reputation. To advertise in contact The Sales Team on 01895 454411 COBALT FOUNDER IAN DUNSTAN www.comms-dealer.com COMMS DEALER JUNE 2018 23 BUSINESS INTERVIEW Dawson’s next moves

industry is currently absorbed in a race to the bottom and Just a minute with quality of service is therefore Bill Dawson... As Wavenet CEO suffering, so reliability and support will always be the Role models: Warren Bill Dawson number one priority for us.” Buffet for his rules: 1, considers bigger never lose money. 2, never Wavenet began its forget rule number 1. John Harrison, the cabinet commercial life in 2000 as acquisitions, his maker who solved the a lines and calls business. greatest scientific problem growth ambitions Mobile services were of his time. And James introduced following the Dyson who never gave in become clearer acquisition of Centralcom over 5,000 prototypes than ever. in 2009 and a VoIP service What talent do you was launched in 2010 soon wish you had? To fly after the Titan Technology What do you fear buy. Wavenet’s Connectivity the most? Failure options were then boosted If you weren’t in comms with the addition of IZR what would you be Solutions in 2011, a doing? An explorer deal that strengthened its core network. Top tip for resellers? Put as much effort into Bill Dawson your supplier as you Three years later Wavenet do your customers bagged UK Data IT to add One example of something he comms sector Given that Dawson has reaffirmed Dawson. “We TPS screening compliance you have overcome: creates opportunities confessed to having only have invested in people, new and dialler solutions, while Fear of failure on an industrial short-term projections, we offices and new portals. The the acquisition of Next IS scale, which Dawson can expect to see more priority now is to continue introduced inbound number Industry bugbear: Voicemail: I hate it Thas vowed not to ignore. acquisition activity sooner to drive growth and strong and PCI compliant services. In “I’ve worked in telecoms rather than later. “I cannot partnerships are key to 2015 the company launched What possession could for nearly 30 years and look more than 12 months maintaining our momentum. BroadCloud and partnered you not live without? A good scotch seen this exciting dynamic ahead, and in the coming We deal with our suppliers with Level 3 for DDoS attack market evolve many times,” year see at least 50 per strategically so we can both protection the following Name one thing you he stated. “Today the cent growth,” he said. achieve our goals. They year. Today Wavenet boasts couldn’t do without opportunities are greater provide better support and a proprietary carrier grade in your job: Coffee than ever and it is my role to Acquisition targets commercial advantages that network with a broadening Your greatest strength? ensure Wavenet continues In April this year Wavenet give us a competitive edge. product set, especially in I believe in what I do to seize them. What a great strengthened its presence This is the approach we also UC and IT services. Dawson Lesson learnt: I time to be in the industry.” in the East Anglia region by take with our partners.” joined the company in should have joined snapping up Norfolk comms 2008 when it evolved into Wavenet sooner From Cisco’s acquisition provider APR Telecoms. The The upside of fruitful supplier a multi-solution business. What’s the best piece of of BroadSoft to Wavenet’s deal built on Wavenet’s relationships is proving to be advice you have ever been own purchases, the stars acquisitions last year of a gift for resellers engaged “We have target customers given? Nobody’s better appear to be lining up for Manchester provider of in Wavenet’s channel rather than operate in a than you, and you are the Solihull-based comms network and cloud services proposition, claims Dawson. strategically defined area of not better than anybody provider. “Cisco and Talk Internet and Norfolk- “Our wholesale business is the market,” noted Dawson. What’s the biggest risk BroadSoft are both strategic based Swains. Both deals designed to provide partners “We engage with customers you have taken? Leaving a partners of Wavenet, followed a £30 million with sales and support, that want to move services position with large share and life just got so much investment in Wavenet by giving them a strong go- to the cloud completely or options because the new role was more exciting better with opportunities Beech Tree Private Equity. to-market foundation,” he require help to transition. This multiplying since their explained. “We are targeting is where we will have the Name three ideal dinner tie-up,” added Dawson. Wavenet currently employs high growth partners who greatest market influence. guests: Audrey Hepburn, Heston Blumenthal “We have completed over 100 staff and turnover prioritise service and quality There is too much talk about and Bob Marley multiple smaller acquisitions for the latest financial year and who share our values. ‘technology’. It’s about how ourselves over the last few was more than £23 million, Our partners are not me-too to deploy, ease of use, cost Your biggest opportunity? Every opportunity is a years and are now looking representing 60 per cent suppliers. They understand and reliability. These critical good one and might at larger acquisitions to growth. “Similar growth the value of selling the brand factors always appear large be the biggest boost our growth.” is expected this year,” rather than on price. The on my radar screen.” n

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PRD Quickstart Concepts Selected B.indd 1 22/05/2018 16:30 BUSINESS PROFILE Xelion’s UK cloud adventure flourishes

Xelion is clearly on to something: Its UK channel champion, the bold and adventurous Managing Director for the region Dave Reynolds, has defied the odds and, as if racing the clock, established a fast rising disruptive force in his homeland cloud comms market.

he boom in hosted comms is no secret, and as the cloud rises so emerges an Topportunity for ambitious newcomers to overleap national boundaries and set up shop in international markets. From a standing start with Netherlands- based Xelion, Reynolds has become a champion of the new kid on the block and shown himself to be a skilled channel building architect with an expanding practice in the UK.

It started in late 2016 when Reynolds had a big job on his hands. Undaunted, and with an adventurous spirit that has been on display since childhood, he could not resist the chance to build a channel partner network from the ground up single-handed as Xelion’s UK warrior. It took Reynolds just over a year to grow the customer base to 10,000 seats, contributing to a total base of 140,000 Xelion users. Monthly growth is running at 2,500 to 3,000 seats. “Now Dave Reynolds I want to create a tier one group of distributors with the capacity to support new Now I want to create a tier one group of distributors with the partners,” said Reynolds. capacity to support new partners He knew from the start that entering a sophisticated not yet matured. Hosted UK partners have already open platform architecture, of being restricted to a and established market voice is surrounded by won key customers in all its partner support and one-size-fits-all service.” like the UK could take a media hype but adoption sectors including a major channel-only policy. “Partners Herculean effort. “The early is still relatively low. Our housing association, an can configure to whatever Xelion’s Integration Market liberalisation of the UK principal focus is the international airline and the customer wants,” Place provides pre-packaged telecoms sector means we SME sector and our goal a Premier League football he added. “This puts the integration between its face a lot of competition,” is to achieve one million club. According to Reynolds, comms provider in control, platform and an array of commented Reynolds. subscribers by the end of Xelion is thriving due to the enabling them to build their CRMs and other applications “However, the market has 2022 via channel partners.” integration capabilities of its own proposition instead such as MS Exchange and

SPONSORS THE THE COMMS NATIONAL AWARDS 2018 RESELLER VERTICAL ENTER MARKET SOLUTION 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! CATEGORY 26 COMMS DEALER JUNE 2018 www.comms-dealer.com Xelion’s UK cloud adventure flourishes Been let down by your VoIP Office 365. “Partners no career kicked off as manager longer need to spend time, of Rogues Asylum, an Just a minute with provider? resources and expenditure Internet café and gamer’s Dave Reynolds... on programming interfaces haunt in Southend near between the Xelion hosted where he grew up, which Role model: Richard platform and their customer’s became successful with a Branson, a great preferred back-office base of 300-plus members. entrepreneur who has Take a look at apps,” added Reynolds. “My first serious job was gone from vinyl records with Griffin where I had to space tourism Xelion was founded by Micha the chance to learn from What talent do you wish Inclarity Cohen in 1988 and employs some of the industry’s you had? Cloning myself 45 staff who are mostly best sales and marketing What do you fear the based at its HQ in Delft. The minds,” he explained. “I most? Being bored UK ‘contingent of one’ will soon realised that this If you weren’t in comms be bolstered this summer was the career for me.” what would you be We’ve been when Reynolds recruits a doing? Working in the number of Partner Managers. Opportunity knocks computer games industry providing reliable “We have also expanded into Reynolds struck up an What’s the best piece of Germany, Spain and recently acquaintance with Cohen advice you have ever been signed Capstone as our first when he was introducing given? Know what you’re VOIP soluuons partner in the Republic of fixed products into a mobile talking about before Ireland,” noted Reynolds. reseller. He was mesmerised you open your mouth since 2002! “A distribution agreement by the potential of Xelion’s How do you relax when with an important telephony platform – which was first not working? Spending manufacturer will see Xelion developed in 2008 as a time with my kids, launch in Belgium at the end central hub for corporate caravanning and gaming of the year and five other communications – and What’s the biggest risk EU countries during 2019. knew that with the right you have taken? Leaving Our churn rate is One million seats will not support he could introduce as manager of Rogues be far off the horizon.” it to the UK market at the Asylum in Southend where less than 1%. right time and make an I’d built a base of over Most new entrants to the immediate impact. After 300 members to go to the States as an outdoor UK cloud market are the moving to channel reseller adventure specialist tortoise to the hare of PMGC, Reynolds exposed Xelion’s rapid expansion, the business to Xelion and Name four ideal dinner Happy customers and the company’s bold sales ‘went through the guests: Bruce Springsteen, Dave Grohl and Lord growth strategy reflects the roof’. By now Reynolds had Baden Powell character, leadership and successfully introduced Xelion mean happy experience of the man driving to two resellers and decided Your greatest career achievement? Establishing the UK business. “When I to give the wider channel Xelion in the UK is by far partners. was young I worked on a ‘something different’. the major achievement high ropes course, similar to of my career to date Go Ape, in upper New York “You have to differentiate Top tip for resellers? Never State,” explained Reynolds. and sell more than a price get complacent because “I ran team building sessions point otherwise you’re in disruptive technologies with camping, hiking, field a race to the bottom,” hit faster than you think cooking and games. I was commented Reynolds. “The What possession could later tasked with re-building channel’s role is to add value. you not live without? an old scout troop that Our partners are moving My laptop, I take it had broken down which from customers in the SME almost everywhere we grew to 28 scouts sector to bigger enterprises Industry bugbear: Jargon. and financial stability.” with multisite operations Why do we have to make and we need to move with it so hard for customers Most outdoor adventure that evolution. The biggest to understand concepts? specialists would not give trend we’ll see in the coming How would you like to be computer gaming the year is the growing demand remembered? As a great time of day, but as a child for apps and integration, guy who was honest Reynolds was also a keen something that the market and fun to be with gamer, so much so that his has lacked for some time.” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JUNE 2018 27 THE COMMS NATIONAL AWARDS 2018

11th October / Hilton Park Lane / cnawards.com

The UK comms industry’s biggest ENTRY DEADLINE JULY 27th 2018 and most prestigious recognition programme has been activated…

Now in their 17th year, the Comms illustrious Entrepreneur of the Year Award. National Awards is the ICT channel’s most respected and coveted prize and now’s the With past hosts including, Jimmy Nesbitt, time to power up your involvement. Ronnie Corbett, Patrick Kielty, Rufus Hound, Hugh Dennis, Stephen K Amos, Sponsored by 9 Group for the sixth Michael McIntyre and Vernon Kay the successive year and independently judged entertainment as ever will be top drawer. by a panel of industry experts, The Comms National Awards recognises quality across This powerful combination means the the channel spectrum with awards in both Comms National Awards is the ultimate reseller (customer solutions) and vendor evening for the ICT channel to gather (service to the channel) categories. We will together, recognise excellence and again also acknowledge the contribution innovation, network with industry friends made to the ICT channel by one special and colleagues and, of course, have some individual who will be presented with the much-deserved fun!!

9 MAKE IT A STRAIGHT SIX BY TAKING POLE POSITION AT NATIONAL AWARDS

This year’s Comms National Awards, to be held at The Park Lane Hilton, London on Thursday 11th October, will be sponsored for the sixth successive year by leading service provider, 9 Group. According to Marketing Director, Mark Saunders, there was not even a moment’s debate around renewing the service provider’s commitment to the event, which is the unquestioned highlight of the awards calendar. “Last year was another memorable evening and it’s wonderful to recall how welcome our brand ambassador, Josh Webster, was made to feel by everyone in the hall as he opened the event, ably supported by a hugely amusing host, James Nesbitt. Saunders believes the standard of award entries will improve once more, meaning the judges will again face the unenviable task of separating them. “If you win one of these awards, you really can legitimately claim to be the very best at what you do and I look forward to seeing a healthy mixture of familiar and new faces on the podium this year. “I hope the channel’s top people will be there to enjoy the very best night out in our industry and will enter as many categories possible to showcase the incredible range of talent that this industry should so rightly boast about.”

Headline Sponsor Category Sponsors

28 COMMS DEALER JUNE 2018 www.comms-dealer.com AT WWW.CNAWARDS.COMENTER NOW

A WORD FROM OUR SPONSORS...

Application Category Vertical Market Solution Telephony Category Category

Vincent Disneur Nick Goodenough Head of Sales & Kevin Boyer Partner Services Director Marketing Managing director Union Street Spitfire IPNetix Ltd “Spitfire is delighted to sponsor the Application “Union Street’s channel strategy focuses on “IPNetix Ltd have sponsored the CNA awards since Category for the 2018 Comms National Awards. developing innovative software solutions backed by 2014. This event is the highlight on the calendar As a company dedicated to providing customers comprehensive support, training and consultancy because it brings together the channel to celebrate with the reliable super-fast network services and IP services. Encapsulated by our company strapline, our mutual efforts and is also the predominant Engineering solutions that are the gateway to cloud ‘powering your potential’, this approach enables channel awards of the year. Winning here really is a apps and software, it is appropriate that Spitfire our partners to leverage maximum value from special achievement and the CNA team always deliver recognises the immense effort made by application our solutions. It’s a great honour to be sponsoring an event to match the quality and breadth of the vendors to produce reliable, high quality apps. this year’s CNAs, an event which like ourselves, participants. encourages and celebrates excellence within our “The Comms National Awards have become the industry. At last year’s CNAs it was extremely “IPNetix operate a channel-only sales strategy benchmark for excellence in the comms industry, gratifying to see so many Union Street partners delivering expert professional services to our providing public acknowledgement of achievement. collecting awards for their efforts. On behalf of myself partners, this event is a pivotal point in the year So we can be assured that all the finalist entries will and team UST, I’d like to wish the very best of luck to where we celebrate our joint success.” be of the highest calibre and we wish them all the all this year’s entrants.” best of luck.”

Distribution Category Entrepreneur Reseller of the Year – of the Year SME

9 MAKE IT A STRAIGHT SIX BY TAKING Paul Taylor Adam Zoldan Garry Growns Sales Director Partner Sales Director POLE POSITION AT NATIONAL AWARDS Voiceflex Knight Corporate Finance Daisy Wholesale “Voiceflex is delighted to be sponsoring the “We work with entrepreneurs daily and we know “Entering the prestigious Comms National Awards not Distribution Category at the Comms National Awards, the value they place on industry recognition which is only brings together great individuals and companies, the event has grown in stature over the years and why we are proud to be sponsoring the Entrepreneur whilst showcasing businesses’ successes, it allows is firmly established as the go to event within the of the Year Award at this year’s CNAs. On a more you to acknowledge the hard work, talent and industry. Voiceflex is all about the channel, we are general note, as a finalist or winner of a Comms determination of your teams. At Daisy Wholesale, we one hundred percent channel focused, if you haven’t National Award your business receives a unique believe the SME sector has huge potential which is looked at our applications in a while, it’s worth a endorsement that will enhance the way not only why we are proud to support our fantastic partners call. Voiceflex is leading the market with simple but customers, but staff, industry peers and potentially and the channel by sponsoring the SME Reseller of effective WebRTC applications such as click to call investors and buyers view your business – in our the Year category. This is your opportunity to reward and click to call me.” experience perception has a direct and tangible the people that make your business a success, so impact on business value. We wish all the entrants grab it with both hands and get your entry in now.” the very best of luck with their submissions.”

Nigel Sergent (entries) Simon Turton (sponsorship) 01895 454 411 01895 454 603 07712 781 106 07759 731 134 ENTER NOW! [email protected] [email protected]

www.comms-dealer.com COMMS DEALER JUNE 2018 29 BUSINESS INTERVIEW Charlton’s model career for women in IT

Daisy Group’s Head of Group Architecture Lyndsey Charlton represents a rare and emphatic breaking of the comms industry’s male dominated mould – and ambitious women seeking a role model in IT need look no further.

uch of a business, you are at the Charlton’s forefront of that you will reap inspiration the rewards. But the rate and acumen of change is a concern.” Mis perhaps due to her grandmother, a pioneering In her career, Charlton and enterprising woman has shown her nerve and whose occupation ran passion for the job in counter to the pseudo ‘rule various ways, not least in of law’ that women don’t overcoming ‘conventional’ run businesses in semi-rural perceptions and challenges towns. Back then she was no linked to gender. “One doubt bored by convention of the most challenging and its continuity, a trait aspects is salary – being that is evident in Charlton’s underpaid compared to male mould breaking career peers,” she stated. “This journey having bridged has happened on multiple not one, but two divides occasions, mainly due to my across engineering and lack of confidence to drive executive leadership in a the issue to resolution. That male dominated industry. ability comes with age and confidence, and it’s why She left school at 16 and I would like to see more signed up to a YTS scheme mentorship for women in in Business Administration. male orientated industries.” The first placement was a local council office where Charlton moved into the she dispensed bus passes. Head of Group Architecture From there Charlton was Lyndsey Charlton position in 2017. The on-boarded by Black & acquisitions of Phoenix and Decker in a service desk role Alternative Networks meant and later undertook an IT I still have my cabling crimper tools and snips that, for the first time, there apprenticeship where three was a need for such a Group mentors with computer in a drawer. They never get used but I can’t function. “I was involved in science degrees passed on preparing the business case their knowledge. A move to quite let them go so it made sense for me to Orange followed, and after a take the lead when it was six year stint delivering local technology skills but moving Charlton’s career path is a think and addition of skills created,” she explained. and wide area networking away from a hands-on symbol of Daisy’s growth will have a positive impact on “As the business grew it support with design and build technical position, with more story, which reflects the our industry and only grow it became clear that there was Charlton gained experience of a business and strategy scale of her ambitions as further. We are already seeing a requirement for two new in IT managed services and focus,” stated Charlton. “I a whole – ambitions that some great work in this focus areas to help make the hosting while working for learned that I could have a she would like to instil in space and this year has been shift from being a group of a small organisation that greater influence, not just other women. “It is hugely a positive one for women. smaller organisations to one was acquired by 2e2, which on the business but also important for more women If we manage to spark larger one, and to enable itself was bagged by Daisy. on my colleagues. I still to aspire towards engineering interest in the female talent us to deliver technology have my cabling crimper and leadership positions pool through education and standardisation and technical “In 2012 I made the leap into tools and snips in a drawer. within the comms industry,” changing perceptions we advice to our customers. a Head of Department role, They never get used but I she said. “The difference of could close the shortage in That was a big challenge, not quite hanging up my can’t quite let them go.” thought, removal of group- STEM skills in the UK. If, as and I love a challenge.”

SPONSORS THE THE COMMS NATIONAL AWARDS 2018 VENDOR SOFTWARE ENTER APPLICATION 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! CATEGORY 30 COMMS DEALER JUNE 2018 www.comms-dealer.com Charlton’s model career for women in IT

Her first priority was to create and sectors, as well as our definitions around what internal operational teams Just a minute with teams would do, how they that have to deliver and Lyndsey Charlton... would go about fulfilling their support it all. Making this as tasks, and what benefit they simple as possible is key.” Role model: My grandma would bring to the business. who was a business It meant writing terms of That’s good news for Daisy, women in an era when that was unheard of reference, getting stakeholder but part of an ever evolving buy-in and recruiting the challenge for Charlton who What talent do you wish right people to deliver on the needs to keep abreast of you had? An ability plan. “Then it was all about all technical and industry to travel in time putting in a framework to developments. “The most What do you fear the follow and build effective challenging part of my job is most? Not enjoying inter-team relationships,” too much change,” she said. work any more commented Charlton. “Public cloud is in constant If you weren’t in comms development and new what would you be doing? Fit for purpose capabilities through hyper- Running a Bed and “My remit has developed as scalers such as Microsoft Breakfast in the Scottish highlands, or a Scottish a result of acquisition and Azure need constant tracking. estate with fishing, growth, as well as my own Furthermore, the emergence woodland and deer drive and senior management of IoT and bots is interesting. One example of something backing to constantly improve Connecting things to become you have overcome: In a on the service we deliver to more efficient promises room full of opposition our customers. We are now to be a great benefit to speaking up on what you focusing on organic growth so many businesses. know is right or believe in and from where I sit in our Tell us something about Group Infrastructure Services “Against this backdrop I yourself we don’t know? area the focus is on delivering would like to encourage I am a professional an improved customer more time for innovation in teacher at a local dance experience through a my departments. There are school in Durham ruthless focus on operational so many good ideas and I Advice for women: Go efficiency and infrastructure often find we unwittingly for it! Don’t hold back that is fit for purpose.” stifle innovation. So, creating and don’t second guess the ability to break down your ability. Our industry Charlton’s current priorities hierarchy and traditional is becoming more are to complete two large formality in a functional diverse and diversity business cases as part of structure is important. Not stimulates success the lifecycle management just in my team but in our Name three ideal dinner of Daisy’s Service Provider industry. It’s the modern guests: Hedy Lamarr to Network and shared way of working which know more about her inventions; my grandma to infrastructure platform (a will be key if we want to ask her how she handled multi-tenant private cloud), attract and retain the next being a business women which will also support generation of top talent.” in a semi-rural town, a wider transformation and to tell her about my programme as well as Inspired by her grandmother path; and Richard Branson strengthen the company’s who broke the rule book, to get some insight hybrid approach to cloud. Charlton also aims to become into him as a person a role model for younger Your greatest career “The long-term objectives women – to this she is achievement? Being are to embed a central dedicated. “I would like to part of a team in Daisy architecture function into the be on a path towards a CTO that saw the market for business and define it in more or CIO role,” she said. “And UC&C was moving to detail alongside expanding gain the relevant exposure cloud and being early adopters in this space a customer account-focused and experience to head in architecture and strategy that direction, as well as do The biggest risk you have planning team,” added more for diversity in STEM taken? Stepping out of Charlton. “We are constantly and apprentice-graduate my comfort zone and moving into a hands- thinking about all the programmes – something I off technical role different types of customers am passionate about.” n To advertise in contact The Sales Team on 01895 454411 www.comms-dealer.com COMMS DEALER JUNE 2018 31 FREE PLACES GOING FAST – DON’T MISS

FOREST OF ARDEN, MIDLANDS, 14TH JUNE 2018 THE INDUSTRY EVENT OF THE SUMMER! Open new doors to profit at MiVaD 18 Join the channel’s finest for the best day’s networking you will ever have…

With the impending switch-off of ISDN, the increasing demand for customers for Biggest MiVaD line-up ever set to joined up ICT solutions, plus the increasing popularity of cloud communications which meet and educate new partners creates a plethora of security issues, the opportunities for Voice & Data resellers SPEAKER SPEAKER have never been better. Adam Zoldan, Knight CF Adam Cathcart, As Knight Corporate Finance 9 Group approaches its 10th birthday In his address, Adam will look THE BIG ISSUE IS: WHAT DOORS DO and targets its 100th deal, Adam beyond the baseline of products YOU KNOCK ON AND ENTER FOR Zoldan will be providing an and portals to explore the NEW PROFIT OPPORTUNITIES? update on market activity over support resellers can demand from their service provider in Each year since the turn of the millennium, the year, an overview of the M&A landscape and the latest today’s market. He will also let Margin in Voice & Data – affectionately trends driving value in the ICT you in on the secrets of 9’s most known as ‘The Industry event of the Summer’ market. He will also reflect on successful tactics to drive new –- has helped resellers addressing SME markets the changes we have seen over business for partners, equipping identify and open new doors to profit and truly the last 10 years, what has been you with ideas around how to understand the changing ICT environment. driving changes in valuation and achieve even greater growth how this affects your business. and success. This is a truly inspirational event that will help Hospitality you really understand the market changes and sponsor Silver sponsor meet suppliers keen to help you unlock these amazing opportunities. SPEAKER SPEAKER

Where will it take place? Sean Chumura, Ombex Andy Duncan, Spitfire Sean Chumura is a renowned Spitfire has developed a core On June 14th, MiVaD 18 returns to the beautiful computer security and forensics network that is designed to de- Forest of Arden Hotel complex in the heart expert and programmer with liver resilient, business only voice of the West Midlands and once again this 24- more than twenty-five years of and data solutions to our 6000+ hour event promises a day of inspiration and experience working with United partners and end customers. exploration plus a ‘once a year’ opportunity for States federal, state and local Andy’s presentation will focus on resellers to network with like-minded peers and governments, as well as private Spitfire’s differentiators. Key take- industry and foreign govern- aways will be: How Spitfire can business generators. ments. He is the Co-founder of guarantee voice quality; Spitfire the first private cyber warfare/ connectivity – when connecting Who will qualify to attend? terrorism defence centre and via the internet just isn’t enough; IF YOU ARE A DIRECTOR OF developed technologies to building your solutions with Spit- A RESELLER ORGANISATION identify attacks against critical fire services; the Spitfire Partner infrastructure in real-time. Service team. TURNING OVER UP TO £3M, YOU Silver sponsor Silver sponsor WILL BE ABLE TO ATTEND MiVaD 18 COMPLETELY FREE OF CHARGE, SPEAKER SPEAKER INCLUDING ALL HOSPITALITY AND AN OVERNIGHT STAY AT THE Mark Curtis-Wood, Iain Sinnott, Vanilla IP FOREST OF ARDEN! Nimans Iain will share his thoughts This offer is only extended to 120 reseller In his talk at Margin in Voice & on how Professional Solution Sellers will dominate the next directors operating in the ICT channel so do not Data, Mark will emphasise how the size, scale, trust and ease of phase of our industry’s evolution delay, register now to secure your place. doing business with Nimans re- and truly LEAD the customers mains as strong as ever and how to a rewarding and high ARPU What happens at MiVaD? the company continues to take adoption of a blend of smart resellers on a simplified journey and agile cloud services. He will Split into three sessions, the event will comprise based on the evolution of its discuss the need for increased a morning thought leadership conference to product set through automation depth in product knowledge and help delegates get an understanding of the new of its back office and a ‘one the ability not only to sell core Voice & Data landscape; an afternoon ‘managed pane of glass’ philosophy. services in simple bundles, but also to layer on micro produces meetings’ session where resellers can meet new and related cloud tools in an supplier partners; and last but by no means least, on-demand, user by user fashion. a fun evening networking dinner. Silver sponsor Silver sponsor

FOREST OF ARDEN, MIDLANDS, 14TH JUNE 2018 www.margin-in-voice-data.com

32 COMMS DEALER JUNE 2018 www.comms-dealer.com SPEAKER Paul Taylor, Voiceflex Philippe Matos, MyPhones James Warner, Glide

In 2017 Voiceflex launched a “MyPhones are delighted to be “MiVaD is perfectly timed for Web Real Time Communication returning to the MiVaD 2018. Glide, Glide is the new brand of (WebRTC) application at Margin Our development team have the combined forces previously in Voice & Data highlighting the been working extremely hard to known as WarwickNet and benefits and opportunities of deliver something very unique CableCom Networking Ltd. Having applications leveraging WebRTC for our existing and prospective just launched our channel program, technology. In addition, the partners and we are really exciting you can now access our unique, closed footprint and extremely company developed and about launching our brand new launched an additional WebRTC competitive Ethernet services. Talk application bringing further partner portal at the event. We to us about how Glide can give value to its SIP Trunks. This year will be showcasing the best that you something a bit different as we Paul will be demonstrating these British UCaaS technology has install our own FTTC and Full Fibre applications live and will also to offer and discussing how our to thousands of businesses across provide an overview of the SIP partners can benefit from our the UK that we serve. Planting and hosted market and what technology partner status with our own cabinets and laying our we expect will happen over the Cisco MPP and why it has been own fibre, we offer truly unique Silver sponsor next seven years. Bronze sponsor hugely successful to date.” Bronze sponsor capability in the areas we service.”

Don Moore, Channel Shaun Bodsworth, Inform Vincent Disneur, Union Solutions Resource Billing Street

“Margin in Voice and Data is one of “We are delighted to return after “MiVaD is, without question, one the major industry events which we such an enjoyable and beneficial of the year’s most important all eagerly look forward at Channel event last year. As exhibition zone conferences for the channel. It’s Solutions Resource. Our offering of sponsors, we will be available all day a must attend event for any for- channel-only support, maintenance for delegates to drop by and speak ward-thinking reseller that’s looking and provision for telephony and to us about the Next Generation of to develop their business, providing data is now complemented by a our award-winning billing software. a veritable goldmine of information new world-beating hosted telephony There’s no need to make an ap- for capitalising on emerging oppor- platform that can work with any pointment with us – just pop by for tunities and for developing product network provider or line type, all a chat and find out about the new portfolios profitably. We’re looking backed up with our legendary features and enhancements we are forward to engaging with both service delivery and attention to releasing throughout 2018. We are new and existing clients, to finding detail. We look forward to meeting looking forward to catching up with out how we can add value to their with channel delegates at MiVaD to existing and prospective customer businesses and to showcasing the Hospitality discuss ways we can work together as well as other channel partners, latest enhancements available in sponsor to address market opportunities.” Exhibitor Zone during the event.” Bronze sponsor our aBILLity™ billing system.”

Justin Blaine, NTA Dave Reynolds, Xelion Steve Harris, Nuvias UC “NTA are proud to once again “MiVaD is a major opportunity for “The Nuvias UC team are looking be sponsoring Margin in Voice the channel to explore profitable new forward to our first year at Margin & Data 18. This year, NTA will business opportunities. That’s why in Voice & Data 2018. We will be be highlighting their Hosted Xelion wants to explain the advantages showcasing products from industry Telephony platform (which was and benefits of our hosted telephony leading UC vendors and talking to recently highly commended at the platform. In particular, Xelion’s open delegates about our own innova- CNA Awards) with a whole raft architecture and our ‘Integration Market tive full CPE management platform of different models that resellers Place’ means channel partners can easily ‘Dovetail’ which has been carefully and dealers alike can easily configure the platform to their unique designed with the channel in mind. onboard with and take to market. customer needs and applications. Xelion We truly believe that success in More importantly, NTA will has a standardised user interface app for this space depends on the delivery demonstrate how their margins desktop, mobile and tablet so users can of disruptive, customer-centric can be increased to over 80% by use the solution anywhere, anytime. The solutions. Join us in the exhibition reselling the ‘No Per Seat License platform brings together voice, instant zone to find out how we can build Fee’ model which has been widely messaging, SMS, video, wallboards, deliv- them. We have the technology and adopted by over 100 partners ering a single organised communication skills. We enable and make UC Bronze sponsor across the UK.” Bronze sponsor service for customers on any device.” Exhibitor Zone what it should be.”

Darren Garland, ProVu Tim Brooks, Pragma Matthew Barnett, Gamma

“ProVu is delighted to be “We’re looking forward to Margin “As one of the industry-leading sponsoring MiVaD for the third in Voice and Data as an ideal events, Gamma is pleased to consecutive year, we look forward opportunity to meet new and sponsor this year’s Margin in to meeting new and existing existing partners. As a channel Voice and Data. The day provides customers and discussing how we only vendor bringing Ericsson- an excellent opportunity for us can support the growth of your LG iPECS UC, hosted and to meet with existing and new business. We have an impressive applications to the UK market, partners. Gamma is the only major portfolio from the world’s leading we offer real differentiation by UK communications company manufacturers, partner them enabling our resellers to deliver and network operator that has a with our award-winning team, iPECS as either an on-premise, clear market focus on targeting technical support and value-added cloud or hybrid solution, based customers through the channel services to simplify your delivery on their customer’s requirements, and we offer a variety of ways of of Customer Premise Equipment. together with channel leading working with us to ensure our Visit us to discover the value of sales, marketing and technical Channel Partners are successful in becoming a ProVu partner.” support.” their markets. To find out how we can help grow your business come Exhibitor Zone Bronze sponsor Bronze sponsor and speak with us at the event.”

Mike Wilkinson, Edgewater Sean Dixon, Fidelity Energy Networks “At MiVaD we’ll advise resellers how you “Edgewater Networks is a leader in service can grow additional margins from your assurance, security and SD-WAN products for trusted client relationships. We will help you the hosted PBX, UCaaS and SIP trunking mar- quickly upskill your business, train your sales kets. Our solutions are widely implemented by Exhibitor Zone teams in the art of advising on energy, build Bronze sponsor some of the world’s largest service providers a marketing plan and give you the tools you including Comcast and AT&T. We have recently begun operations need to add energy to your product portfolio” in Europe and can help solution providers add value to their SIP and collaboration offerings with our market-leading solutions.” www.comms-dealer.com COMMS DEALER JUNE 2018 33 BUSINESS INTERVIEW Nimans sticks to Plan A

The only way for Nimans following the death of its founder in January is expansion and growth, and in taking control of its destiny the distributor’s leadership team intends to build a northern powerhouse that will serve as a model for the rest of the channel, according to Director of Channel Sales Richard Carter.

ince the death of expanded our warehouse Nimans founder by over 30 per cent and Julian Niman also increased the number in January the of staff positions,” added Richard Carter Scompany has not undergone Carter. “Our headcount is a reorganisation at the almost 390, and 10 per cent continue to grow,” said Teams. In this context we Overall, we have become top. There was no Plan B. of those roles were newly Carter. “Obviously, in line have also become a logistical more approachable and Responsibility rests on the created during the last year.” with market trends we are powerhouse around UC end more reseller driven, which existing executive team, also helping resellers capture points where sales were up is reflected in roadshows and whether in logistics, These growth factors greater share of the hosted 15 per cent last year with such as last month’s products, services or new underline Nimans’ critical market where we have our almost one million units Network Services tour.” technology areas, Nimans’ development as a value own solution as part of our sold. Personal conferencing future is about expansion and added distributor and Simplified Network Services shipments rose 30 per cent.” In terms of product and reseller engagement. “We readiness to invest in proposition. Furthermore, technology evolution, have the same strong and specialisations such as we are offering resellers Many turning points have Carter expects M2M, IoT experienced board in place,” conferencing, headsets, next generation billing helped to throw off Nimans’ and AI to gain traction. stated Carter. “The board has Skype for Business and services in partnership with reputation as a traditional “Tools that enable greater been making the day-to-day PBX systems. “But to fully Union Street Technologies. distributor. Its logistical levels of collaboration and strategic decisions for some embrace UC we have Teaming-up with this billing heritage is of course a boon smarter ways of working time. Nimans remains a fully reinvested in all our teams so and provisioning expert is rather than a ball and chain. are becoming much more independent organisation that everyone is comfortable a natural progression as “We stock around 8,000 popular too as the lines in line with the wishes and to talk about, advise and we evolve our network products which are available between traditional voice plans Julian had put in place. educate our customers about services proposition.” for next day delivery,” said and IT services continue The board is in charge and the complete UC mix,” Carter. “We are vendor to blur,” he commented. has a clearly defined action commented Carter. “This has Growth drivers agnostic and every customer “Our cradle-to-grave plan for further growth.” broadened our reach. We Nimans generates growth in can rely on a personal IP delivery and support have up-skilled our teams to all areas of its operations but Account Manager. We’ve solution Compendium is Nimans’ growth into a £125 develop reseller knowledge.” significant hotspots are across restructured our former an auto provisioning and million turnover business the major accounts section of systems team and up- estate management service is an endorsement of its Nimans remains true to the the business, where the big skilled staff to work across that enables resellers to leadership team and strategy. core of its founder’s mission carriers sit, and in the System different brands as many secure a bigger slice of the The Manchester-based and displays equal loyalty Integrator arm. “This growth resellers cross over between burgeoning UC end point business has over 6,000 to traditional markets that is primarily driven by large vendors. Everything has been market. With initiatives like customers and aims to reach continue to show potential Skype for Business projects,” streamlined from a pre-sales this Julian’s original mission the £150 million milestone for growth. “In many ways noted Carter. “In many and field sales perspective. statement ‘to serve the sooner rather than later. “To we are the last man standing ways it’s all about Microsoft We have also moved to customer’ remains as strong facilitate growth we have in the PBX arena – sales and Skype for Business and a territory based system. and as relevant as ever.” n

SPONSORS THE THE COMMS NATIONAL AWARDS 2018 ENTER VENDOR TELEPHONY 11TH OCTOBER / HILTON PARK LANE / CNAWARDS.COM NOW!! CATEGORY 34 COMMS DEALER JUNE 2018 www.comms-dealer.com Does your connectivity rest on a single point of failure? Interconnect Resilience with Shadow VLAN for just £10 per circuit, per month*

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0808 223 0339 talktalkbusiness.co.uk/shadow-vlan *Shadow VLAN only necessary and applicable to Wholesale services. All other resiliency services are available to both Wholesale and Managed connectivity orders. CHANNEL PARTNERSHIPS KALEIDOSCOPE Good channel relationships are not just about price

ood supplier/reseller relationships are what makes an industry SUPPLIER/RESELLER RELATIONSHIPS: WHAT WORKS? Trust, price and support are ‘givens’. Jola partners want to tick and in the ICT channel partnerships are clearly not ‘just control the relationship with their customers and that means Gbusiness’. Jola investing in zero-touch white label systems. At the numerous channel events we run, strong bonds of friendship HOW DO YOU CHOOSE THE BEST PARTNERS? Anyone that tells you price isn’t important is usually the and a mutual drive for success are strikingly evident. most expensive. For most resellers, finding and converting It’s all about people. People who have their own goals, hopes, and prospects is difficult. How does your supplier help? struggles. Being aware of the humanity involved in every business HOW VITAL IS INFORMATION SHARING? Resellers have customers waiting for information. Suppliers interaction is the first step toward building a successful relationship must be candid, comprehensive – and most of all quick! with partners whether you sit on the vendor or reseller side of the Drop everything you are doing for your partners. HOW IMPORTANT ARE CHANNEL MANAGERS? channel fence. A mature reseller only needs a ‘fixer’ to act as an advocate In days gone by sales people badgered and haggled for the best price inside an inefficient supplier. The best channel managers are and receiving everything and giving nothing in return became a badge trusted to sell with the reseller, helping them win deals. OUTLINE AN AMAZING PARTNERSHIP SUCCESS of honour. Thankfully, those days have long passed. We recently worked with a reseller to win an IoT/M2M deal Without naming names, there are vendors who seem to have for 330 data SIMs with a local council. We helped them forgotten the importance of their partner channel. Resellers have told ANDREW DICKENSON show how a multi-network SIM could save thousands a year. JOLA us they haven’t seen a representative from some vendors in two years. It’s simply lackadaisical (or arrogant) and it’s hardly surprising they are losing market share. SUPPLIER/RESELLER RELATIONSHIPS: WHAT WORKS? On the reverse side of the coin others are absolutely flying because A range of factors play a beneficial role. Seamless they have committed to their reseller partners and share mutual goals collaboration creates a win-win for all parties. Support and the highest standards of service along with guidance and with them. The London based data network business Virtual1 is a case flexibility are key. in point, It’s a channel only business and at last month’s Comms Dealer HOW DO YOU CHOOSE THE BEST PARTNERS? Trust is very important in any relationship along with a wide Sales Awards the company picked up four trophies including Overall product range, impartial advice and all-round support. Team of the Year based on the support and service it has delivered to HOW VITAL IS INFORMATION SHARING? its partners (see pages 48-49). It’s very important to market information and take programmes and initiatives to resellers that will help them It’s important to remember that not having empathy and clinch more business by communicating it out to their understanding for your partners, could cause you to lose them and customers tarnish your reputation. Bad news, and a bad reputation are hard to HOW IMPORTANT ARE CHANNEL MANAGERS? Channel Managers are vital. They are the key interface. The lose. In our industry good news travels fast, but bad news travels quality of information they deliver is crucial along with being faster! there when needed. OUTLINE AN AMAZING PARTNERSHIP SUCCESS Our contributors to this month’s Kaleidoscope come from both sides We set up many new accounts each month and go through of the channel but agree on the fundamental issues on partner TOM MAXWELL a familiar and very valuable routine from credit lines to relationships: trust and understanding are paramount. NIMANS training and development and pre-sales support. It’s a true partnership from start to finish.

SUPPLIER/RESELLER RELATIONSHIPS: WHAT WORKS? SUPPLIER/RESELLER RELATIONSHIPS: WHAT WORKS? Partnership, but in the true sense of the word. It is impossible Key relationships are driven by empathy, great support, an to have thousands of partners, you can have thousands of understanding of each other’s businesses and the supplier customers or lots of suppliers which is a transactional model being flexible to the resellers ever changing needs. and never mutually beneficial beyond a price point. HOW DO YOU CHOOSE THE BEST PARTNERS? HOW DO YOU CHOOSE THE BEST PARTNERS? Find a supplier that appreciates your business, offers wrap Quiz on service, quiz on operational efficiencies then quiz on around support and, most importantly, doesn’t compete with price. you! HOW VITAL IS INFORMATION SHARING? HOW VITAL IS INFORMATION SHARING? Our business objectives, values, products and strategy are This is fundamental, it’s all about trust. Information should important to our customers and we like to keep them updated. be two way and by sharing this can only provide a stronger HOW IMPORTANT ARE CHANNEL MANAGERS? and closer relationship. Channel Managers are the mouthpiece for the business, HOW IMPORTANT ARE CHANNEL MANAGERS? however, they are only as good as the engine supporting Some resellers need motivating, however in my experience them. Good communication has to come from the very top most do not, they have their own targets and have the drive to cascade down successfully through the business and land to make themselves successful! well with customers. OUTLINE AN AMAZING PARTNERSHIP SUCCESS OUTLINE AN AMAZING PARTNERSHIP SUCCESS A reseller recently requested an analytics package on our We have acted as a trusted consultant to deliver network platform for a customer. We developed this and now it’s ANTONY BLACK savings for the partner and revenues more than £1.3m per JUSTIN BLAINE available for all our channel partners. WAVENET annum for Wavenet. This is what true partnership is about, it’s NTA not simply growing a customer base!

Stronger Together Call us: The New Wave We are challenging the old ways of partnering. We want you to ask whether you 0333 234 9911 are being delivered the level of support you need to grow your business or, are you simply helping your suppliers to grow theirs. Partner with Wavenet. wavenetwholesale.com in Channel Voice Security Data Mobile Cloud wholesale Make your business brilliant.

36 COMMS DEALER JUNE 2018 www.comms-dealer.com CHANNEL PARTNERSHIPS KALEIDOSCOPE Good channel relationships are not just about price

SUPPLIER/RESELLER RELATIONSHIPS: WHAT WORKS? SUPPLIER/RESELLER RELATIONSHIPS: WHAT WORKS? Trust, simplicity, transparency and empowerment. The supplier Both parties really must listen to each other on a regular should not hold a reseller back, but push them forward. basis and ensure they face the challenges in the market HOW DO YOU CHOOSE THE BEST PARTNERS? place together. I look for partners that make it easy to do business, be that simple HOW DO YOU CHOOSE THE BEST PARTNERS? pricing, automation or integration potential or service ethic. If your new supplier doesn’t have a clear case study for how Many times, these make the difference with the success of a your business can be successful, I recommend reviewing the new product or service market until you find one who does. HOW VITAL IS INFORMATION SHARING? HOW VITAL IS INFORMATION SHARING? Context is everything and Information sharing is what takes a The ongoing conversation between parties is super relationship from the transactional into a true partnership, where important; being included within the cultures of both both parties are getting more than just financial benefit to wider businesses as so much vital information is shared this way. synergies. HOW IMPORTANT ARE CHANNEL MANAGERS? HOW IMPORTANT ARE CHANNEL MANAGERS? Channel managers should keep the promises made to their They are the lynchpin of success, simultaneously advocates for partners; over promising kills the relationship, and under both organisations, they should bring the wider businesses promising can restrict growth and come across as flakiness. together. When done well the relationship should out grow them. OUTLINE AN AMAZING PARTNERSHIP SUCCESS OUTLINE AN AMAZING PARTNERSHIP SUCCESS One key supplier always makes time to chat through all Our relationship with Acronis has allowed us to bring a backup areas of the business, always finding somewhere we can NEIL WILSON product to market that has grown at 100% every 6 months. A MARK SHRAGA grow; subsequently they get more business. VIRTUAL1 simple product, clearly and simply delivered to us in a wholesale NSN friendly way.

SUPPLIER/RESELLER RELATIONSHIPS: WHAT WORKS? SUPPLIER/RESELLER RELATIONSHIPS: WHAT WORKS? Key ingredients that spring to mind are mutual trust, support, We believe the key foundations of a successful partnering regular contacts, honesty, teamwork, integrity as well as relationship is based on communication. Providing accurate understanding and belief in the products. and honest information builds trust and ultimately helps HOW DO YOU CHOOSE THE BEST PARTNERS? each other grow. Do your research - look at credentials, finances, status in news HOW DO YOU CHOOSE THE BEST PARTNERS? and social media, speak to peers about their experiences with Work with suppliers that you enjoy doing business with… supplier - before deciding. HOW VITAL IS INFORMATION SHARING? HOW VITAL IS INFORMATION SHARING? We try to make sure that we are open and transparent with It is extremely important to share mutually beneficial our suppliers & partners, sharing information helps us to information, although sensitive information is shared only under develop strategies and builds trusting partnerships. a non-disclosure agreement. HOW IMPORTANT ARE CHANNEL MANAGERS? HOW IMPORTANT ARE CHANNEL MANAGERS? I believe the best Partner Managers become an extension Close relationship with our channel manager has an immediate to a Partner’s business. They understand how they fit in impact on our motivation, which transforms into passion for the and how we as a supplier can assist them to achieve their product, that drives our team and leads to success! business goals. OUTLINE AN AMAZING PARTNERSHIP SUCCESS OUTLINE AN AMAZING PARTNERSHIP SUCCESS We received national recognition by winning NextGen Mobile Account Solutions became a new 9 partner following Connected Britain Award for Gigabit City Leeds project with an acquisition. We spent some time with them to understand ERICA LEWIS CityFibre and we were CDSMA Reseller Best Marketing plus ADAM CATHCART their strategy and have seen them massively grow multi DIVA TELECOM Best PR Campaign finalists. 9 GROUP product revenues.

SUPPLIER/RESELLER RELATIONSHIPS: WHAT WORKS? SUPPLIER/RESELLER RELATIONSHIPS: WHAT WORKS? Trust and confidence has to be key, you need to be confident People, relationships and information flow are key here. It that all of the goals for success are aligned allows accountability on each side of the fence – ensuring HOW DO YOU CHOOSE THE BEST PARTNERS? information and education is flowing in each direction. Don’t be seduced by just a cheap rate. Service and support is HOW DO YOU CHOOSE THE BEST PARTNERS? critical when choosing a supplier. This is true value not cost Ensure your vendor strategy is solid. Don’t assume that if a HOW VITAL IS INFORMATION SHARING? product is cheaper it must be easier to sell, something that Very, if you’re afraid to share with your partner / supplier can falsely lead to the building of a portfolio that is made of you will never be able to align a proposition that will meet multiple vendors. customer demands HOW VITAL IS INFORMATION SHARING? HOW IMPORTANT ARE CHANNEL MANAGERS? From feeding enablement and education further down the Relationships are key to success. A good channel relationship supply chain, through to market positioning, and strategic is like any other relationship, you support each other to direction. None of it is possible without regular information achieve joint success exchange. OUTLINE AN AMAZING PARTNERSHIP SUCCESS HOW IMPORTANT ARE CHANNEL MANAGERS? Zest4 have just invested in becoming a channel only IoT Channel managers have one key role, and that is to MVNO. This was achieved on our success in the last 18 maximise relationships. They are a vital part of the channel months with a great partner ‘machine’. OUTLINE AN AMAZING PARTNERSHIP SUCCESS ANTON LE SAUX ANDREW WILSON Partner enablement has been a key theme for Node4, and ZEST 4 NODE 4 our flagship events Seminar-in-a-Box and TransformIT are all possible because of our supplier collaboration.

www.comms-dealer.com COMMS DEALER JUNE 2018 37 BUSINESS PROFILE Billing sector ‘chained’ by legacy systems

Against progress in the billing sector (and the interests of customers) stands the obstacle of legacy technology to which an intransigent and substantial section of the industry is wedded, claims Strategic Imperatives Head of Business Development Tim Sayer who argues that old systems and their limitations must be regarded as belonging in the past.

trategic Imperatives why try and enforce that? has shown itself Cloud usage data doesn’t adept at mapping look like a traditional CDR the only sane path so why should users be Sin a billing landscape defined manipulating data in Excel by two starkly different before it can be billed?” trajectories, according to Sayer, who says arguments Strategic Imperatives in favour of modern systems built its system from the over legacy technology ground up. The design are tantamount to one- was greatly influenced by way traffic. “Legacy billing observations of what was platforms are designed to bill good and bad about legacy for lines and calls,” he stated. implementations, with “This has no relevance adaptability being prioritised in today’s fast changing as a core strength, not comms environment and only to ensure the platform keeps the channel in virtual evolved with the industry shackles. There is only so but also to manage the much you can do to crowbar stick-in-the-mud nature of today’s modern services traditional operations. “We into a traditional billing invested heavily in creating platform before it becomes generic usage rating and a barrier to growth and subscription rating engines ultimately a terminal risk.” that allow CSPs to monetise any product, service or You only have to consider event,” explained Sayer. Openreach’s new consultation “But we are surprised by the to withdraw WLR to longevity of traditional PSTN- understand the limitations of based services and the time legacy technology and the it’s taking for the move into dangers of being wedded IP-based hosted models.” to it, believes Sayer. “This Tim Sayer is critical,” he emphasised. Unlike traditional systems, “It is also important for Strategic Imperatives’ providers to look beyond The concept of a bill run, a phrase that is multi-tenanted real-time billing as a mechanism Elevate billing platform is to calculate and produce synonymous with billing, is a historical legacy based on AWS and offers invoices. A billing platform multitasking, hyper scalability should be the cornerstone of that is well past its sell by date and disaster recovery along revenue assurance, ensuring with financial grade security profitability and automated forward by Sayer, who says “In some cases that may not talking big picture stuff and encryption. Open APIs due diligence with the billing vendors owe it to require an element of re- here. It’s often the simple mean customers can build multitude of suppliers a their customers to be more engineering, but there is things that make the most OSS/BSS implementations typical CP deals with.” flexible and better able to a limit to what a software difference. Recent examples including CRM, provisioning, accommodate the different company can shoehorn include the fact that calls ticket management and It is impossible to argue ways that CSPs want to into legacy architecture,” don’t always originate from revenue assurance systems against the rationale put service and bill end users. commented Sayer. “I’m a telephone number, so which communicate with

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the billing platform. The stated Sayer. “The channel ‘unicorn’ companies making company operates a PAYG is rapidly evolving to be a success of the recurring licensing model which, says a much more technology billing model as they exploit Sayer, levels the playing field centric marketplace with the new subscription by supporting businesses requirements to bill for economy. “Right now these of all kinds with equal hybrid cloud services, IoT and unicorns don’t have the core scale and automation. M2M as well as the need usage rating capability that’s to offer complex support still an essential part of the Strategic Imperatives has and licensing capabilities.” portfolio for most CSPs, so also modified its approach they would struggle to make to bring its billing system to Elevate’s functionality and inroads into the channel,” CSPs of all sizes, enabling hyper-scale technology means noted Sayer. “However, we them to leverage the core usage, subscription are keeping a close watch capabilities of open APIs and rating and invoice production and continue to invest in our Build your channel achieve implementations that engines can be measured own subscription and usage punch above their weight in minutes rather than rating capability to ensure with Comms Dealer alongside the bigger players hours and days. “The that we provide a tailor-made and those with an in-house majority of our roadmap solution to the changing development team. “We sits around the fringes requirements of CSPs.” want to level the playing of that core functionality With Comms Dealer magazine, field and will play a more and we are working with The billing sector faces reaching & influencing more active role in bringing the its greatest challenge in a resellers in the UK than any other benefits of automation generation and its future channel publication or website is to CSPs,” stated Sayer. We are success hinges on an as simple as ABC. surprised by industry-wide consensus Integration matters being reached to break the “We are in the process of the time it’s chains of legacy modes creating a number of out- of operation and deliver • Comms Dealer magazine of-the-box integrations with taking for the what the modern market Comms Dealer’s ABC audited circulation provides third party systems such ordains. And according to the largest requested audience of UK resellers. as Salesforce, and working move into IP- Sayer, the legacy versus (Average Monthly Circulation 15,525)* with integration partners modern billing hold-up is • www.comms-dealer.com to design, manage and based hosted as much about perception Our ABC audited website provides 24/7 access to deliver projects on behalf models and semantics as it is the channel news and is the only ICT channel magazine of businesses that may not long stretch of obsoleteness. to independently audit web traffic have the capability to do customers in areas such “The concept of a bill run, (Monthly average unique browsers 19,503/month)** so themselves. CSPs should as supplier reconciliation, a phrase that is synonymous keep an open mind and usage monitoring and data with billing, is a historical • Comms Dealer Weekly e-news not accept bad or outdated analytics,” added Sayer. legacy that is well past its Comms Dealer’s weekly, ABC audited e-newsletter delivers the latest, breaking news to the UK ICT practices as the norm. Billing sell by date,” stated Sayer. channel. doesn’t have to be time- “Once a business has freed (Average Weekly Distribution 20,918)*** consuming or complicated.” up resources by accelerating “Its origins lie in technology the bill run and streamlining limitations at both the If you want to engage with the UK partner channel in Strategic Imperatives sees processes though integration network operator and billing print, digital or direct to desktop, talk to us now and find out why Comms Dealer is the best choice for software levels. The concept itself as a technology and automation, it’s the reaching more UK resellers than any other channel company and invests heavily areas of revenue assurance, is fundamentally flawed and magazine, website or newsletter. in its own R&D and skills acquisition and churn, is not compatible with a to stay ahead of hi-tech ARPU and margin that culture focused on flexibility, Simon Turton advances in areas such as are the most important. real-time and an emphasis on E: [email protected] AWS which is in a state of There are some great data the ‘power of now’. Billing T: 07759 731134 near permanent innovation, analysis tools out there but systems should focus on creating new ways for the challenge for billing the customer. If they want companies to leverage vendors is to take that data to be billed weekly, daily or more powerful services. “A and present it to users as monthly then that should be big focus area is data and information that can be easily possible. If they prefer regular analytics, and AWS services understood and actioned.” micro payments – why not? such as Redshift allow us Networks are almost there, to bring enterprise grade This capability is crucial in but billing systems are still some way behind.” * Member of the Audit Bureau of Circulations ABC total average solutions to the masses,” combating the emergence of n circulation 15,525 (Jan-Dec 17, 12,587 print, 2,938 digital) ** www.comms-dealer.com Online property (1st January 2017 to 31st December 2017), (Monthly average unique browsers 19,503/month) To advertise in *** Distribution of weekly email newsletter (1st January 2017 to 31st contact The Sales Team on 01895 454411 December 2017, Average Distribution 20,918 www.comms-dealer.com COMMS DEALER JUNE 2018 39 BUSINESS PROFILE Innovations in billing

Billing providers that lack agility added Disneur. “This is a dead cert game-changer will fail the test of the market, for the market. Billing according to Union Street systems are well placed to complement this step-change Technologies Head of Sales & by offering a greater range of tools for provisioning and Marketing Vincent Disneur who service management.” says the future success of agile When in discussion with a potential billing platform billing platforms relies entirely partner, resellers would be on their constant innovation. doing themselves a big favour by knowing the difference between strategic waffle and rational argument, to which Disneur shines a light of clarity. “Don’t just look at the great weight of Therefore we have channelled billing platform,” he advised. expectation is significant resources into “Be sure that you assess the being placed by developing and maintaining competence and capability of partners, and our hosted environment, the billing solution provider. Acustomers, on the agility of which is powered by Azure The skills and size of the billing providers, and a sure and offers practically limitless Vincent Disneur development team should sign of their adroitness is scalability for compute be considered as a sign of the speed with which R&D resources, along with robust with third party systems around inaccurate reporting the provider’s commitment projects are executed and the data security and availability.” integrators and develop and identifying inaccuracies, to product development. high levels of investment that integrations according to something that Union If the platform lacks agility make innovation in the billing Not a month goes by without their exact requirements. This Street has been active in and fails to keep pace with space blossom. Union Street more partners migrating ensures that our partners can eradicating. “As margins the market this could hinder Technologies, for example, to hosted, noted Disneur. integrate aBILLity with other in voice and data continue business growth and limit a ploughs over £1.5 million per Another common theme platforms to any degree to be squeezed there’s reseller’s ability to capitalise year into the development he pointed out is systems that works for them.” greater pressure on CPs to on emerging opportunities.” of its aBILLity platform, and integration with nearly all avoid being overcharged parades the channel with new partners requiring some Market power by suppliers and to know Other sensible objectives are a new and popular web- level of integration between The R&D activities undertaken when they are undercharging to assess a provider’s training based application having aBILLity and other business by providers such as Union customers,” stated Disneur. and support capabilities and successfully transitioned from support systems. Integration Street point to the power “There is a greater need for know their SLAs like the the desktop. The company is a must, but the method that agile and cutting edge billing platforms to provide back of your hand. “Check employs 90-plus full-time of integration is a subject billing platforms now hold accurate reporting and in- if the provider can show staff, many working on the of debate, with Disneur in the market. Another key depth analysis to pinpoint evidence of robust operating next software versions, while believing that there is a clear function is to speed up the loss making customers procedures, particularly others provide support to case for leveraging the agility quoting of next gen’ network and those receiving an around data security,” partners of all kinds, from of ‘amazing APIs’ versus the services, which Disneur says inappropriate service.” commented Disneur. “If, start-up level (managed plug-and-play approach. is a boon to partners who for example, the provider bureau services) to carriers. only need to input one entry Disneur also stands by the being considered is certified “Out-of-the-box integrations to compare data connectivity view that service-based for compliance with the “Many partners, particularly for popular back office services and prices from contracts, where each internationally recognised those using our Bureau Billing software packages sounds multiple suppliers. This service customer is charged a flat ISO/IEC 27001 Standard Service, now use aBILLity’s good on paper, but due to also offers standardised fee for bundled services, for Information Security web client as the primary the differences in the way workflows for progressing will grow in popularity. CPs Management you can be interface for the platform,” CPs operate it’s inevitable quotes through to fulfilment investing in their own soft fairly confident that all data stated Disneur. “We provide that integration requirements and for populating data into switch is another noteworthy will be securely managed. hosting services for well will differ greatly from aBILLity to enable billing. trend he’s observed. “Owning Compliance with Ofcom’s over 80 per cent of our 550 one CP to the next,” he a soft switch brings many Total Metering and Billing CP partners, and almost all explained. “Developing Disneur also noted that the cost benefits and offers Scheme is also a sign of a new partners choose to host clever APIs is more effective. hazard of billing platforms the flexibility to create provider’s commitment to aBILLity in our data centre. They allow partners to work in the past has been issues packages for customers,” high standards.” n

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www.spitfire.co.uk MARKET REPORT Why adaptability is key

No area of the comms industry is so alive with innovation and adaptability than the billing sector which is in perpetual step with the march of the market. Here, we talk to three leading protagonists to gain a collective view of the forces driving the current and future development of modern billing platforms.

sense of challenge new market offers a far typifies the billing brighter future for resellers, sector which is and they must grasp its under pressure demands, urged Dadds. Dave Dadds Ato seize the moment “Cloud is about delivering and refashion itself in big and micro products,” he accordance with the new added. “To make the most The market is shifting and we need to react customer landscape. It is of cloud, resellers must be an environment in which able to capitalise on micro to emerging suppliers, evolving products legacy architectures are likely products like apps on mobile to fail in all their aspects, phones without a noticeable and a changing customer profile believes VanillaIP CEO Dave overhead. This is why billing Dadds. “A billing system can is less of an external service “Our developments are Automation and integration easier to ‘hook’ up easily become like a speed and more a core function of heavily driven by the feature are also core to Inform with other applications limiter on a racing car if not an integrated ecosystem. request system in the Uboss Billing’s development and we are currently designed from the ground portal which is open to our strategy. The company invests working to build useful up for its specific market, “Once customers get used staff, our resellers and all approximately 40-45 per integration with a range of in our case on-demand to the fact that cloud customers,” he explained. cent of turnover every year complementary systems.” cloud services,” he stated. communications consists into improving products of a myriad of on-demand Listening to the market and services. Its Managing In terms of integration, “The big challenge is how services for which they only “We listen to the needs of Director Shaun Bodsworth Bodsworth noted the wide to provide on-demand multi- pay when they consume, the market and develop said: “Over the past few variety of systems that Inform product and multi-vendor we will see a buyer driven solutions to support them. years our strategy has been Billing’s platform is required self-service in a simple market. At the moment big For example, automation predominantly geared around to integrate with, from user based environment, service providers are driving reduces back office costs product development, and CRM to accounts packages, and bill the elements the market with restrictive and customer self-service we have invested over £1 support desks to payment regardless of type, service, bundles and one-size-fits-all also brings savings. Suppliers million in converting our gateways and ERP systems, packages, hardware, minutes solutions, but an expansion with a dynamic and fast entire billing platform into a not to mention carrier etc so that all revenue of buyer knowledge and evolving portfolio of services fully web-based application. providers. “That’s in addition opportunities are available evolving worker behaviour will inspire confidence. to the requirement to process to charge. Then there’s will soon change that.” Slow and steady no longer ”We have been addressing CDRs in a more automated the different commercial wins the race. Agility is the increasing requirement way,” he added. “It is no options to consider.” The future direction of billing key. The market is shifting for automation and longer sufficient to tie-in with lies not so much in the and we need to react to integration through the one mainstream provider, It comes as no surprise that technology push as in the emerging suppliers, evolving use of APIs. By developing and necessary to transfer key traditional billing practices specific user requirements products and a changing a web-based application information between multiple are dying out, but the of the day, says Dadds. customer profile.” it has become much Continued on page 44

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Continued from page 42 different systems of the reseller’s choosing.” Invisible digital New technological areas in which billing systems are vital include cloud and subscription services and more inclusive package- like propositions, observed pathway opens Bodsworth. “The trend has moved away from creating a single platform as specialist lot the path of products allow for more technology over the tailored solutions for specific Shaun Bodsworth last 60 years and you operational areas while can watch a number enabling the systems to talk cloud-based billing solution. Pof different trends develop, and transfer information,” “Customers are used to writes Tom Cheesewright, he commented. “This can the flexibility and security Applied Futurist. But arguably then be taken a level further of the cloud solutions we the most important is its with multiple subscriptions offer in other areas of the increasing usability. Much in a single package. Resellers businesses, and billing is of the rise in processing can often be confused as to no exception,” he stated. power, bandwidth and why, when the proposition “We’ll also be focusing on storage has been applied to appears simple, their billing growth and attracting new the simple task of making and particularly their invoice players in the market. the machine do more with verification and reporting is less input. I think this trend so much more complex. “Flexibility will be key. Billing is set to continue, resulting providers need to be able in a future of increasingly Complexity to handle all types of data natural, human, and nearly “A reseller may want to sources. Some development transparent interactions Tom Cheesewright provide a small business will be required to make it an with our machines. with a 10 user package that intuitive process for resellers rough gestures as inputs As the world has become includes office connectivity, to map these out themselves. Think back to the age of into our virtual world. more digital there has been a mobile connectivity, hosted Alternatively, billing providers the punched card. Think counter trend towards more voice, office 365 licences and must be responsive to how explicit you had to be Today the machine does physical, visceral experiences: IT support on a per-user or varying reseller needs.” in your instructions to the nearly all the work. I can call Rising expenditure on per-company subscription. machine. Think how alien across the kitchen in entirely travel and eating, even the While this creates a simple Meghani also pointed to the that language of matrices human language, no training resurgence of that most to understand proposition it growing importance of billing was to any normal human, required, and the machine tactile of media, vinyl. adds significant complexity solutions for converged and the level of instruction will respond, correctly playing to the billing element. The product portfolios, IoT and needed to elicit even the the song I want. At least The next wave of technology end bill for the customer is cloud products. “Our systems most basic response from the half the time, anyway. naturally sees these trends clean and simple, but all of handle these already and machine. Think back to the collide – invisible technology the individual components we’ve collaborated with early days of mainframes and Tactile desires enabling more physical, of the connected proposition industry players to offer a terminals. The explicit code Alongside technology tactile interactions. Smart need to be validated on tailored billing solution for required in perfect syntax to becoming progressively sensors and our social graph a line by line, item by their IoT customers,” he provide the machine with more human, so our use will feed personal AIs that item basis, which may explained. “Going forward, problems, solved incredibly of technology has become know us as well as we know also include components billing efficiency and intuition fast by contemporary progressively more around ourselves, triggering actions from multiple sources.” will be key. For example, standards but requiring a achieving very human goals. without us needing to stare mobile, SIP, IoT and inbound huge amount of work on Look at the top apps at at our screens. Seamless Arvind Meghani, Managing on a single, understandable the part of the operator. any given point in time and augmented reality will overlay Director of ebillz, is focused invoice. We’re focused on they’re generally not activities the digital world on the on improving the firm’s developing this area.” n Then things started to that take people away from physical, making the two change. The graphical user human interaction. They are near indistinguishable and interface and the mouse apps for communication, shifting our posture from brought us skeuomorphic navigation, dating, for head-down to head-up. designs – icons of things, setting up meetings in the recognisable from the real world. They are apps Plot the path of digital real world that succinctly for capturing those events technologies and our communicated their purpose. and sharing them with those relationship with them, and Now we could just point that can’t be there. And I think you can actually see at what we wanted and they are apps for discussing a course to a very positive click, a mode of interaction what happened after the future – one where the that has evolved through fact, a digital morning after technology is invisible, and Arvind Meghani the touch screen, allowing the physical night before. the people are the focus. n

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Cries of potential channel conflict have long hounded comms suppliers that deploy both direct and reseller sales strategies, but a Comms Vision 2017 keynote prompted Node4 to turn this perception on its head with the roll out of a well modelled Seminar in a Box programme.

he cloud and hosted the inspiration he gained services enabler has from Comms Dealer’s annual over 300 channel Comms Vision education and partners whose networking event. “People Tcustomers make up 40 see having a direct sales per cent of its £40 million force as a negative, but I see Paul Bryce and Andrew Wilson turnover, and Channel it as a positive, especially in Sales Director Andrew a complex IT environment I thought... ‘How have we Wilson. “One of the resonant present to their customer Wilson and COO Paul Bryce because we have true proof- done that? Let’s hear it from points was that they needed base. It’s never been done fervently maintain that points,” he stated. “From them’, so I launched Seminar help promoting their business before. They can forklift the Node4’s remaining direct today’s perspective it’s about in a Box six months ago. and services and building whole event into their brand customers provide a resource taking customer case studies their brand rather than the and business and even use that can be leveraged to describe how and why “I have pre-canned content suppliers’. At the end of our venue if they want. via ‘referenceability’. We we won their business. and go-to-market messaging the day if a partner gets us meet at the company’s People want to see how for the channel and given in front of their customers “Our strapline is ‘enabling Northampton data centre, new technologies are being them the ability to have with them, we win. That’s business to do business’ one of three spaced across bought and consumed. access to our data centres, what we are good at.” and we absolutely see the east Midlands, while a presentation suite with ourselves as an enabler. We the company’s TransformIT “At Comms Vision you had all the AV facilities and all Bryce is certain the Seminar are in a fortunate position seminar is in full swing a large enterprise customer the key note speakers such in a Box concept will where we have been able with speakers from talking about what he liked as those at our TransformIT give channel partners the to make a lot of investment suppliers and customers from his supplier and how event. All they need to do is confidence they need early on. We’ve built data providing education on he likes to be approached. I top and tail it, invite some to open new customer centres, cloud platforms, the benefits of digital distinctly remembering him customers along and we’ll conversations. “The channel collaboration solutions and transformation and Node4’s saying if you cold called him help them do the rest.” has always been a route to security operations centres. enabling technologies. he would never answer the market for us and it’s a large All this infrastructure adds phone. It was all about how Partner promotion part of our success – 40 up to a great end-to-end Wilson has been with the you fit into his strategy and Wilson says the programme per cent of our business capability and we believe company for just over a year that really got me thinking. will help resellers develop comes indirectly,” he added. our partners should make since joining from Virgin We have many case studies their status and lead to “Andrew’s appointment the most of this investment Media where he was Head of our own with enterprise face-to-face customer was an acknowledgment and add new solutions to of Indirect Channels. Before and mid-level customers introductions where Node4’s that we could do better to their portfolio because the that he held the same role who have gone on journeys support team can help support our partners more. customer conversation is at Daisy. Wilson was eager with us, where it started close deals. “I did some We have been trying to changing. It’s now more to explain why he firmly with one product and lead research with Virgin based equip and enable partners about strategic direction and believes the channel can to us supplying multiple on interviews with resellers more effectively and Seminar digital transformation, and benefit from Node4’s direct services and becoming a on what they wanted from in a Box will give them partners need to adapt to customer relationships and key part of their IT strategy. their supply chain,” added everything they need to that conversation.” n

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46 COMMS DEALER JUNE 2018 www.comms-dealer.com THE NETWORK FOR ICT CHANNEL LEADERS

THE GLENEAGLES HOTEL 7TH, 8TH & 9TH NOVEMBER 2018 www.commsvision.com AWARDS SPECIAL COMMS HEROES ASSEMBLE...

Heroes all! The channel’s sales and marketing teams celebrate in style The UK’s top channel teams know how to celebrate success and they did so with a large portion of superhero magic at this year’s spectacular Comms Dealer Sales & Marketing Awards.

teams bagged four awards - the biggest organisations, as Sergent reflected: haul in the event’s history - including the “No-one ever really doubts the quality of coveted Team of the Year accolade. sales and marketing teams in the channel, but these awards process endorses and Held at the Sheraton Park Lane Hotel in underlines what a vibrant, unified and London’s Mayfair on May 3rd the creative industry we work in. I would like extravaganza was brilliantly hosted by TV to congratulate all the winners and pay presenter Mark Durden-Smith (pictured tribute to all the teams that entered and below) and once again reflected the made it such a positive, life affirming growing strength of the channel’s sales event.”

The caped crusaders theme was a winner and there was even a welcome cameo from ‘Batman and Robin’, AKA Comms Dealer Managing Director Mike O’Brien and Editorial Director Nigel Sergent (pictured far right).

In his keynote address Henry West, Head of Channel Sales at headline sponsor KCOM, told the 400 strong audience: “We love this event, it provides a moment to pause, reflect and celebrate success, acknowledge those that have gone well beyond the cause to create a moment of success within our sales and marketing communities.”

Top winner on the day was Virtual1 whose

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48 COMMS DEALER JUNE 2018 www.comms-dealer.com COMMS HEROES ASSEMBLE... POWERED BY

ROLL OF HONOUR

DISTRIBUTOR CHANNEL SALES TEAM OF THE YEAR. DISTRIBUTOR CHANNEL MARKETING TEAM OF THE DISTRIBUTOR CHANNEL MARKETING CAMPAIGN OF THE SERVICE PROVIDER CHANNEL SALES TEAM OF THE Winner NUVIAS. Judges comment: “Great growth and YEAR. Winner PROVU. Judges comment: “An extremely YEAR. Winner WESTCON-COMSTOR. Judges comment: YEAR. Winner DAISY WHOLESALE. Judges comment: “An very impressive numbers.” professional entry.” “An outstanding campaign with impressive results.” excellent entry that demonstrated quality of service.”

SERVICE PROVIDER CHANNEL MARKETING TEAM OF SERVICE PROVIDER MARKETING CAMPAIGN OF THE VENDOR CHANNEL SALES TEAM OF THE YEAR THE YEAR. Winner FIDELITY GROUP. Judges comment: YEAR. Winner CHANNEL TELECOM. Judges comment: Winner VIRTUAL1. Judges comment: “A well-presented VENDOR CHANNEL MARKETING TEAM OF THE YEAR “The team showed innovation in delivering a unique “The ISDN Scrappage Scheme is a great idea that entry demonstrating why Virtual1 has achieved such Winner VIRTUAL1. Judges comment: “Superb results e-learning programme.” resonates with channel partners.” amazing growth.” achieved by a well-motivated team.”

VENDOR CHANNEL MARKETING CAMPAIGN OF THE BEST VENDOR PARTNER PROGRAMME RESELLER SALES TEAM OF THE YEAR UP TO £2.5M. RESELLER SALES TEAM OF THE YEAR £2.5-7.5M YEAR. Winner INFORM BILLING. Judges comment: “A Winner GAMMA. Judges comment: “Well executed Winner SIRUS TELECOM. Judges comment: “Sirus has Winner PURE TELECOM. Judges comment: “Customer great integrated campaign produced with little resource Accelerate programme is clearly helping partners grow achieved impressive growth without sacrificing its core service is clearly paramount to Pure and resulted in a delivering impressive ROI.” and succeed.” principles.” massive client win.”

RESELLER SALES TEAM OF THE YEAR ABOVE £7.5M RESELLER BEST MARKETING CAMPAIGN. Winner CISILION. BEST SOCIAL MEDIA CAMPAIGN Winner FOCUS GROUP. Judges comment: “The company’s growth has been Judges comment: “The small team created a campaign that Winner BERRY TELECOM. Judges comment: “A brilliant, inventive and ‘ballsy’ exceptional. It certainly hasn’t rested on its laurels.” had clear goals and produced impressive results.” campaign. Hope no ‘Brian’s’ were hurt in the process.”

BEST PR CAMPAGN. Winner BOXX COMMUNICATIONS. BEST PARTNER OR CUSTOMER EVENT BEST APPRENTICE SCHEME Judges comment: “A very innovate and different campaign Winner DAISY WHOLESALE. Judges comment: “The event was clearly well targeted, Winner FIDELITY GROUP. Judges comment: “The Fidelity apprentices are clearly well that must have got the company noticed in its community.” well executed and well attended.” looked after and are very optimistic about their futures.”

BEST COMPANY WORK TO WORK FOR UP TO £7.5M Winner LILY. Judges comment: “An exceptional entry. BEST COMPANY TO WORK FOR ABOVE £7.5M THE COMMS DEALER TEAM OF THE YEAR The new offices and nurture programme sound like Winner VIRTUAL1. Judges comment: “An outstanding entry with an abundance of Winner VIRTUAL1. Comms Dealer comment: “Virtual1’s sales and marketing teams they are resonating with the employees,” evidence of an amazing workplace environment.” clearly work in harness and the success they have achieved deserves this recognition.”

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www.comms-dealer.com COMMS DEALER JUNE 2018 49 COMMS PEOPLE Qadir’s well Informed CTO boost

THE appointment of Yasin Qadir as Business Development Manager for Inform Billing for Adept4 marks a step-change in the company’s long-term expansion strategy led by Head ADEPT4 has of Business Growth Ellie Allseybrook. Qadir added 30-plus brings 13 years industry experience to the years industry role including eight years in the billing experience sector, most notably as Head of ebillz Sales with the hire of at Chess, the billing solution developed by former Microsoft Shaftesbury Systems and sold to the comms strategist Mike provider in 2010. Qadir stated: “My true Williams as CTO. passion and expertise lies in billing and I can’t The appointment Mike Williams wait to get stuck in. With Inform Billing I coincides with a believe I can help transform the billing user period of investment in the company’s managed Yasin Qadir and Ellie Allseybrook experience and take it to another level.” and cloud services portfolio. For the past seven His remit is to accelerate the years Williams operated as a technology strategist momentum of Inform Billing’s latest iteration of its next generation Eclipse billing software first for Microsoft helping MSPs to build services- taken to market last year and subsequently winning the Best Billing Platform gong at the Comms led portfolios, a task that gave him a strong National Awards in October. Allseybrook commented: “Following the launch of Eclipse NG we have grounding to lead the strategic development and seen unprecedented levels of demand and Yasin’s appointment will enable us to maximise on this delivery of Adept4’s managed services portfolio. interest while building stronger relationships with customers and across the channel as a whole.” “I have a passion for technology and the role it can play in an organisation’s success,” said Williams. “We don’t just want to satisfy our clients Also on the move... we want to be an ongoing partner in their success. Mitel makes That means helping to innovate for them.” A NEW Channel Adept4 MD David Griffiths added: “Mike’s Development & passion and commitment are representative of Alliances Directorship Adept4’s ethos and we welcome his expertise in role opened up by way for Silke delivering client focused thought leadership.” Westcon-Comstor has been filled by MITEL’S EMEA and channel veteran APAC management Michael Cox. He team has welcomed brings almost 30 years Microsoft exec industry experience David Silke as Vice President Michael Cox to the position having held a number of of International secured by GCI channel development and vendor relationship Marketing. Based roles including stints at Arrow, Computacenter in the UK, Silke MICROSOFT and Avnet. Westcon UK&I MD Antony Byford said: brings 22 years long-timer Patrick David Silke “Mike gets the channel and how to ensure the technology industry De Smedt has goals of our vendors are met through the right mix experience to the position and joins Mitel from joined GCI as of partners.” Cox commented: “By understanding Juniper Networks where he led global marketing Non-Executive what partners are looking to achieve we can make campaigns. Previous roles include spearheading Chairman in a a positive difference to their customer value.” EMEA and APAC marketing programmes for move that sees ALISON Hastings has pledged to work closer Brocade and Nortel. Jeremy Butt, Mitel’s Senior current Chairman with partners as Avaya’s new UK Channel Lead. Vice President of International, said: “David’s Wayne Martin Patrick De Smedt She brings 20 years tech sector experience and track record of taking a 360 business approach step down from moved from TalkTalk to marketing while remaining focused on the the role but remain on the GCI board. De Smedt Business where she needs of the sales organisation is closely aligned spent 23 years at Microsoft which he joined in developed channel with our strategy to move to the cloud.” 1983 when it had just 200 employees. He went on partner accounts and Silke added: “Demand for cloud-enabled to become Chairman for Microsoft EMEA. Since worked on retail and communications and collaboration solutions leaving Microsoft in 2006 he joined a number insurance outsource is sky rocketing, and marketing plays a of public and private (equity backed) boards deals. In a previous key role in driving Mitel’s growth.” including Kodak Alaris Holdings, Morgan Sindall, role she managed PageGroup, Victrex and KCOM Group. De Smedt’s Juniper Networks’ UK THE appointment of Nicola Mercer as Pangea’s move to GCI follows Mayfair Equity Partners’ Alison Hastings alliance partnership with IBM. Hastings IoT Channel Partner Manager is a sign of growing acquisition of a majority stake in the business and reports to Steve Joyner, European Channel Lead, demand for IoT solutions as well as the firm’s associated £60 million acquisition war chest. who said: “As partners become more strategically expanding reseller base, noted MD Dan Cunliffe. CEO Adrian Thirkill said: “I have worked with important to the future of our business Alison is “Nicky’s a strong leader, brings plenty of enthusiasm Patrick before and know what a great strategic a perfect fit for the role. She has a strong track and will be key in helping our partners make thinker he is, and he has a passion for technology record of developing major strategic partnerships.” the most of the IoT opportunity,” he said. and supporting high growth businesses.”

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50 COMMS DEALER JUNE 2018 www.comms-dealer.com THE COMMS PRODUCTS AND COMMSPAGES SERVICES PAGES To reserve your place and to be a part of the comms directory contact the call Simon now on 01895 454603 or email [email protected] for details

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