NEWS
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
INTERVIEW Cash back
SMEs gain low
Why not
proposition
invest
from Griffi n
cost solutions
in something
GRIFFIN Internet is claiming a
that makes
first with a rebate scheme that offers MILTON Keynes-based IT compa-
partners money back based on the ny Bluecube Technology Solutions
a return?
total amount they spend every has launched a new low cost IT
quarter. Partners will be refunded solution aimed at local SMEs.
Rob Leggett, Sales Director, Siracom
up to £9.00 per line depending on Technical Account Manager,
Value added distributor Siracom has bolted on a raft of their overall spend, growth and the David Robinson explains: “The idea
new products to its portfolio. According to the company location of the end customer. came from creating a ‘value’ range
it brings new technologies to market that offer resellers Andrew Dickinson, Sales & of services that would rival off-the-
‘high margin deals’. Sales Director Rob Leggett told Marketing Director, commented: shelf products, but it evolved into
Comms Dealer: “The products that we sell tend to “Last year’s voucher scheme was a a low cost out-of-the-box solution
have a technological edge. For example, our wireless great success. When we asked our for growing businesses.
LAN infrastructure product, Meru, has a single channel partners what they wanted to see “The £15 per user per month
architecture. It has complete control of its airspace this year it was something similar, solution takes the core essentials
so that it can support large numbers of endpoints at but with hard cash going back to the of IT Support and adds anti-virus,
James Hawker
a time. We tend to take products fairly early in their principals of the business to reward spam protection and remote sup- changes in the market are always
lifecycle, at a time when manufacturers appreciate the loyalty and growth. port, complimented by Bluecube’s going effect the smaller enterprises
value that we’re able to add through our expertise.” “Griffin’s biggest growth area is customer service.” first. Aiding companies in Milton
in MPLS IPVPN so it made sense Bluecube’s Chief Executive, Keynes is our primary target as
One such product is the most recent addition to the to include this spend as well. In fact James Hawker, added: “As a grow- we can cut the cost of IT and
company’s line-up, from ethernet over powerline every Griffin product they sell goes ing business ourselves, we under- keep local businesses growing in
specialists Devolo. The German manufacturer is towards the overall pot.” stand that even relatively small the city.”
well known for its home networking products in the
consumer market, and has recently introduced a
more secure, professional range for installations where
Nimans hails
Wireless networks wobble
cabled networking is inappropriate and wireless difficult
to implement. “These have all sorts of applications, for
Fusion range as demand for Wi-Fi rises
backhauling wireless access points that are out of signal THE Fusion range of end-to-end A REPORT by US think-tank In- “Wi-Fi is definitely starting to
range or building a LAN in a listed building or stately installation solutions has proved to Stat and the Wi-Fi Alliance says that be seen as a utility and these figures
home,” says Leggett. “Virtually every reseller can think be a success for Nimans with six sales of Wi-Fi chipsets grew 25% to are clear evidence that users expect
of applications where this technology can be useful.” figure sales since the partnership was 287 million in 2008, a finding that to be able to do more and more
formed in August last year. prompted Ruckus Wireless to point wirelessly,” said Jim Calderbank,
In the UK, Leggett sees potential demand from multi- Nimans’ Installation Products out that while Wi-Fi is becoming Director of Enterprise Sales EMEA
tenancy buildings like apartment blocks and housing Business Manager, Dominique ubiquitous, many of today’s wireless at Ruckus Wireless. “However, this
association flats triggered by the switchover to digital Wilson, said: “Fusion has rapidly networks are still not able to support increase in Wi-Fi traffic can cause
TV. Instead of rewiring the whole complex with higher established itself as a major compo- these devices and the applications headaches, especially for those
grade coax, building managers can use existing cabling nent of our installation portfolio.” running over them. running the networks.”
to supply tenants with revenue generating services
like IPTV and VoIP. “Once the analogue signal is gone
they’ll have to invest,” said Leggett. “So why not invest
Daisy deploys
in something that makes a return too? Using the existing
coax for IP opens up all sorts of opportunities like
Gateway for
gambling, gaming, VoIP and premium rate channels.”
WLR3 service
The same technology, says Leggett, can be used for DAISY has joined the WLR3 gen-
hotels looking to sell new services to their guests without eration with the deployment of a
upgrading cabling. Other new signings for Siracom gateway that enables its resellers
include UniData’s Wi-Fi VoIP handsets, which use SIP to to interact with the Openreach
create a mobile endpoint for an IP PBX where there’s a strategic Equivalence Management
Wi-Fi signal; and Rhb’s remote access appliance, which
FOLLOWING significant increases in business volumes over the
Platform (EMP).
can also be used to host teleconference meetings.
last quarter of 2008, four Frontier channel partners qualified for the
Daisy’s Product Marketing
Leggett claims the latter is capable of paying for itself
company’s all expenses paid skiing incentive trip at the SportWelt
Manager, Nick Pike, commented:
Amadé ski resort near Salzburg. Over four days in January the
within a year of ownership, compared to separate
Frontier party – including dealerships Phase, Utilise, Vastlink and
“The coming 12 months will signal
services such as Webex and remote support.
Pink Telecom – lapped up a range of winter sports including skiing,
the end for WLR2 so it is impor-
snowboarding and tobogganing at Austria’s premier ski resort. Frontier tant that communications provid-
Siracom is set to make more announcements on behalf
is ratcheting up its operations as a reseller of BT Wholesale Calls
ers are ready to move on.
of its hardware partners this year, including some key
services with bulk purchases of minutes from BT, using BT’s network
“WLR3 from Daisy provides an
to transport calls. This means there is no LCR or CPS required as the
releases from Zultys, the IP communications vendor that equal footing to all other commu-
calls do not leave the BT network at the local exchange level. Peter
recovered from bankruptcy two years ago and is now
Southgate, Frontier’s acting MD, said: “Having developed strategic
nications providers, giving direct
winning acclaim for its VoIP products.
� alliances with the likes of BT we came into 2009 offering a stronger
access to Openreach for order
proposition to all our existing and potential channel partners.” placement and tracking.”
Hugh Symons Communications
providing total support, not just handsets...
- The Mobile Solution
call 0844 875 0000
10 COMMS DEALER FEBRUARY 2009 www.comms-dealer.com
Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56