NEWS
Twickenham Stadium April 1st & 2nd, 2009
www.comms-dealer.com
S
David Pollock
POTLIGHT Avaya seals
BT broadband
HP ProCurve
There is
plenty
agreement
service rolls in
of opportunity
AVAYA has entered into a strategic
alliance with networking firm HP BT WHOLESALE is targeting res-
for growth
ProCurve in a move to provide ellers and virtual ISPs with a ‘pay-
customers with new options for as-you-grow’ managed broadband
integrating UC and IPT solutions service called BT Plusnet Partner.
into networks. This replaces BT Wholesale’s
Avaya is joining the HP Broadband Scope and Managed
ProCurve Open Network Ecosys- Broadband offerings.
BEST TIME TO BE IN TELECOMS, SAYS CHESS CHIEF
tem – called ProCurve ONE – a The service allows smaller ISPs,
There’s no better time to be in telecoms, according multi-vendor alliance programme start-ups and brand extenders to
to David Pollock, Chief Executive of Chess, who sees that offers enterprises a choice of add broadband to their product
2009 as a ‘great opportunity for growth’. He stated pre-tested interoperable solutions portfolio or expand into new
that Chess Telecom’s channel partners are ramping up that run on the HP ProCurve broadband markets without the
sales as they capitalise on the company’s just-launched Switch 5400zl and 8200zl series, need for infrastructure investment.
broadband product. The price of Chess’s cheapest which offers applications on a com- The service delivers speeds of
Brian Fitzpatrick
broadband, the V@lue range, has more than halved mon platform. up to 8Mbit/s, with coverage via Brian Fitzpatrick, MD, BT
and broadband sales have more than doubled. The “Through our strategic alliance, exchanges serving more than 99% Wholesale Markets, said: “ISPs can
company was forced to install 10 more phones in customers can reap the benefits of of all UK homes and businesses. offload their broadband infrastruc-
order to meet demand. Chess has also introduced a integrated IP networking and UC The service also offers a roadmap ture requirements to BT and take
range of incentives for SMARTER partners, such as its solutions,” said Dr. Alan Baratz, to a next generation managed advantage of our wholesale pric-
Contract Killers scheme that pays up to 500 per cent Senior VP and President, Global broadband service, called Wholesale ing, volume discounts, and flexible
commission for fixed line and broadband products. Communications Solutions, Avaya. Broadband Managed Connect. charging model.”
Pollock said: “We are focusing more on our channel
partners, and we had our best December for sales.
Nortel aborts Commsworld gets close to
We have made significant investment in developing
Alvarion deal
a portfolio of products that will help partners
vendor in corporate move
broaden their scope and make the most of any NORTEL has kiboshed its mobile COMMSWORLD has forged need to develop and strengthen
opportunity. We are always looking at new products WiMAX business and ended its close links with channel focused our relationships with professional,
and packaging them in ways that make them easy joint agreement with Alvarion. Avaya having signed an agreement capable and ambitious business
to sell and easy to generate first-rate commissions. Richard Lowe, President of to jointly target the enterprise space channel partners.”
Watch out in the New Year as we will be beefing Carrier Networks, Nortel, said: in Scotland. Richard Nicol, Commsworld
up our broadband offerings with a range of hosting “We are taking action to narrow Darren Pattie, Avaya UK CEO, added: “Commsworld will
and anti-virus solutions as well as launching some our focus to areas where we can Channels Sales Director, com- be working closely with Avaya to
exciting new products like our great value bundles.” drive maximum RoI. We will work mented: “As Avaya has made the deliver feature rich solutions and
closely with Alvarion to transition transition to a channel centric, support services to organisations
Pollock said Chess recognised that many partners are our mobile WiMAX customers.” high touch engagement model, we throughout the country.”
focused on hardware, but the market is veering away
from capital expenditure and looking at reducing
outgoings. “We can help these partners cut their Spit
Rocom opens
fi re’s SIP Trunks now
customers’ business line rental costs and reward them
with the big, upfront cash commissions they are used
Panasonic compliant
academy for
to getting in the hardware arena,” he said. “With
novices in ICT
new products and services that cut business telecoms SPITFIRE has completed interop-
costs, there is plenty of opportunity for growth.” erability testing and accreditation ROCOM has launched a training
for its SIP Trunking service with academy with an Introduction to
Fundamental to Chess’ success are the people in the Panasonic range of phone sys- Telecoms course for resellers.
the company, said Pollock. And according to a Best tems, including Panasonic’s KX- Designed by John Bird,
Companies survey Chess is a star-turn employer. Chess NCP (Network Comms Platform). Technical Support and Training
has won another Best Companies Star, its third, and Spitfire’s SIP Trunking has Manager at Rocom, the course
Pollock hails the award as a ‘fantastic achievement’. been designed as an ISDN30 provides a jargon-busting overview
“When companies focus on growth it’s easy to lose and ISDN2 replacement offering of voice and data communications.
sight of the most important thing in the business, and business quality secure telephony Bird stated: “Introduction to
the reason why you are growing in the first place – your at typically a third less than the having tested and approved our SIP Telecoms is intended for those
people,” said Pollock. “At Chess we see our people monthly rental cost of an equiva- service on Asterisk and a number of seeking broad subject knowledge.
as fundamental to our future success and we will take lent ISDN service. other SIP systems. “The course is suitable for
every step we can to make sure all Chess people have Tom Fellowes, Spitfire’s Sales “Providing the IP circuit our- industry newcomers, those taking
the opportunity to grow and develop themselves and Director, commented: “We have selves allows us to control the qual- over responsibility for communica-
their careers. Every achievement we make lets us lift the now completed interoperability ity of service delivery to the cus- tions within their organisations,
bar that little bit higher.”
„
testing with both Panasonic and tomer. We have also developed a and those who simply want to
Avaya phone systems as well as range of back up services.” expand their knowledge.”
BUY BETTER, SELL BETTER PARTNER BETTER, BE BETTER! REGISTER NOW AT
The better business show for the entire ICT channel
www.channelsolutions.co.uk
10 COMMS DEALER MARCH 2009 www.comms-dealer.com
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