NEWS
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
ANALYSIS VAR begins
recruitment
Daisy secures
It would
be sad
campaign
4Com buyout
to see such a
DESPITE reports that the UK job
market is on a downward spiral, DAISY has bagged 3,700 custom-
major player
ICT solutions and managed ser- ers from Wilts-based 4Com, taking
slide down the
vices provider, Ramesys, is bucking its customer tally to over 32,000.
the trend by recruiting new staff at The deal is estimated to be
pecking order
all levels to support the roll out of worth £8.4m in annual revenue
its 2009 strategy. through the transfer of 4Com’s
Ramesys has 25% of the BSF lines and calls customers.
NORTEL FILES FOR CHAPTER 11 PROTECTION
and Academies market and fore- The acquisition is Daisy’s 19th
Most of the channel that sells Nortel products already casts that around 50 new joiners and was facilitated by last year’s
have an alternative product range, so they are need to be recruited this year to Bank of Scotland victory, with £5m
adopting a wait and see approach rather than making help bolster its position. allocated for Daisy to pursue its
knee-jerk reactions, writes John Chapman, IT Europa’s Chief Exec Mark Chambers acquisition strategy.
Matthew Riley
Editorial Director (pictured above). However, there commented: “It is crucial that we Daisy’s CEO, Matthew Riley, tive and entrepreneurial approach.
are some that major on Nortel and see this as the final continue to maintain a robust and stated: “Through our acquisition This means we can continue to
straw. They are now making strategic decisions about forward thinking team to help us model and ambition we have suc- grow customer numbers as well as
their next top networking and Unified Communications reach our goals.” cessfully grown our customer base add value to our business.”
partner. The larger systems integrators cannot ignore Roles of particular interest are and given the company a strong 4Com’s Managing Director,
their customers’ concerns about Nortel and I hear that programme and project managers, foothold for 2009. Daron Hutt, commented: “There
some are having ‘deep and meaningful’ discussions as well as educational professionals “The funding and our relation- is a great spirit of ongoing co-oper-
with them. My view is that Nortel will have to do a who can champion the use of ICT ship with the bank has allowed ation and future business between
deal with another major vendor quickly if it is to sustain and train school staff at all levels. Daisy to continue with its acquisi- the two companies.”
a share in its market segments. If Nortel remains in
Chapter 11 for too long it will lose customer confidence
and rapidly become a second tier supplier. The most
Spit
S Group sees squeeze
fi re offers
AN
sensible course of action would be to split up the
businesses. Part of the long-term problem has been
spam fi ltering on gross product margins
not deciding whether it is a supplier to the enterprise SPITFIRE is offering spam filtering PRESSURE on product margins periods,” commented ANS Group
or carriers. Also it has a chequered history with the using appliances from Barracuda has lead to a drop in ANS Group’s Chairman Scott Fletcher.
channel as its carrier focus surfaced from time to time. Networks, updated every hour with gross margins from 35% to 33%, “However, pressure on product
the latest data on spam outbreaks. according to the company’s interim margins has lead to a drop in over-
Nortel has first class products in a host of areas, but Tom Fellowes, Sales Director, report for the six month period all gross margins.
it suffered from the old adage, ‘It’s not always the said: “Many spam emails are now ending September 30th 2008. “Despite this, margins within
best products that win but the best marketed and sophisticated intrusions for phish- “With a turnover increase of the service side of the business,
supported products’. A deal with the likes of IBM for the ing etc. Eliminating these at source 24% to £5.1m we have demon- which have always been our key
enterprise business could be sensible. There are features means customers needn’t rely on strated that the company can still differentiator, have been main-
in the Nortel networking products that would enhance staff to spot dangerous spam.” grow the business during difficult tained,” he added.
the delivery of business applications from a data centre
environment. The only issue is that the mega merger
deals have practically dried up. However, if the price of
SpliceCom’s
a separated Nortel Enterprise business was reasonable
then someone with the reserves of IBM could do a
new PCS 520
cash deal. Huawei could be interested and there is
market ready
a possibility of a private equity bid similar to Avaya to
get it away from the stock market and less prone to SPLICECOM has unwrapped
the whims of the city. The other option is for Nortel to a new display phone – the PCS
sell the carrier side of the business and use the cash to 520 – aimed at users who do not
re-establish itself in the enterprise business. However, require the full functionality of the
the carrier market has slowed faster than the enterprise company’s new PCS 560 and PCS
and there may be no takers in that space at present. 570 IP Phones.
DORO scooped the Stevie Wonder & Friends Vision-Free Product
Robin Hayman, SpliceCom’s
It would be sad to see such a major player slide
Award at the 2009 International Consumer Electronics Show in Las
Director of Marketing & Product
Vegas. Mike May, CEO of Sendero Group, accompanied by music
down the pecking order but it would not be the first
legend Stevie Wonder, revealed that Doro had won the award for
Management, commented: “In
time. It happened to Cabletron, which again had
its range of HandleEasy GSM mobiles. May said: “We are thrilled
every organisation there are those
a technology lead, but could not decide whether it that technology companies like Doro are delivering thoughtfully who need the advanced features
wanted to go direct or have a channel. The Nortel
designed products that make it easier for blind and visually impaired
and facilities provided by top of the
channel is desperate for a quick resolution and a
people to enjoy the same technologies that everyone else enjoys.”
range IP phones. However, there
rebirth of the company before the customers abandon
Doro’s CEO Jerome Arnaud reaffirmed the company’s strategy to roll
are also those who won’t make
out mobile and home telephony products across the US and Europe
them in droves. It’s anyone guess in today’s economy
during 2009, adding: “Doro will continue to roll out more products,
use of all the value added facilities
whether this can be achieved.
� working closely with our partners including Mike May, the National
and simply require a cost-effective,
Federation of the Blind in the US, and also the RNIB in the UK.” well-featured business telephone.”
8 COMMS DEALER FEBRUARY 2009
www.comms-dealer.com
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