www.comms-dealer.com
NEWS
Samsung signs
Toshiba sales
Industry Knights set
up Wick Hill as
a new channel
climb steeper
to help businesses
INFRASTRUCTURE and secur- TWO financial heavyweights
ity VAD Wick Hill is to distribute have joined forces to help chan-
Samsung’s OfficeServ and Ubigate TOSHIBA’S refocus on the 2-50 nel entrepreneurs re-evaluate their
ranges as the vendor seeks to devel- extension market continues to pay- businesses and their own personal
op new sales channels. off with recession-defying results. aspirations.
Mark Ivens, Senior Marketing According to figures from ana- The pair believe many owner
Manager at Samsung, comment- lyst firm MZA Toshiba has seen an entrepreneurs, specifically in the
ed: “Wick Hill will significantly increase in system sales of 41% for recession, are too busy focused on
develop sales channel opportunities Q4 year-on-year, and 25% for the day-to-day survival to concentrate
outside the existing distribution/ whole of 2008 over 2007 in its core on long-term business goals.
reseller network. extension market. Former Commercial Director
“Convergence isn’t just some- The vendor has also increased at Opal Paul Billingham and ex-
thing that happens to products, market share by 4% in the non-BT
Tim Webb
VNetworks Managing Director
it’s a process that will apply to 2-10, and 2% in the non-BT 11-30 in what is currently a very difficult Adam Zoldan have launched
vendors, channels and customers,” extension spaces when compared to market environment.” Knight Corporate Finance and are
Ivens added. Q4 2007, to show a market share General Manager at Toshiba, offering a free review to help direc-
Ian Kilpatrick, Chairman of of 6% in both areas. Tim Webb, commented: “Con- tors refocus on important personal
Paul Billingham (left)
Wick Hill Group, stated: “With Duncan Clark, analyst at MZA, sidering the MZA figures show a and business objectives. They will
with Adam Zoldan
our expertise in security and our stated: “Toshiba’s latest results show decline of just over 30% for the then follow through with a range will have a significant bearing on
knowledge around VoIP, this is an that the decision to increase its non-BT 2-50 extension market in of solutions including refinanc- the value of the enterprise.”
ideal time for us to be entering the focus on the smaller size segments terms of systems sold, this makes ing, cash management business Zoldan was the lead advi-
converged solutions market.” has derived strong system sales for an even greater result.” improvement and exit plans. sor for telecoms transactions at
Billingham, who has completed PricewaterhouseCoopers and sold
Sims joins Tempest Technology as
15 company acquisitions during companies including Via.Networks,
his 14 years at channel focused, PSInet Europe, Tele2 and Cable
high growth companies, said: “In Telecom before heading up V
company chief ahead of rebrand
tough times growth and business Networks and helping to engineer
development go to the back of peo- its sale to Opal last September.
ROB Sims has joined Tempest most cost-effective, efficient and poised to ‘unleash’ a new set of ples’ mind. But there is an abun- Zoldan commented: “We seek
Technology as Managing Director, profitable manner.” products to the IT and technology dance of opportunities as fixed line to understand financial and non-
and top of his to-do list is a 2009 Sims brings many years of community. telecoms, mobile, IT and data tech- financial aspects of the business,
rebrand following a management experience to Tempest, covering Sayer commented: “For the nologies converge. And for those and establish what enterprise own-
restructure and the introduction of various aspects of the communica- eight years I have been with the enterprises less inclined to develop, ers and managers are looking to
wholesale products that sit along- tions industry from time spent at company, we have been predomi- there are opportunities to exit. achieve at no cost or obligation to
side Tempest’s existing billing and Telia International Carrier, Rocom, nantly a billing house, but with “In either case, it is essential the enterprise.
software set. Convergence Group and, latterly, the recent changes including the that the right decisions are made. “Once engaged, as well as
Sims said: “We believe our long- Daisy Communications. addition of wholesale communica- Involving an experienced profes- experience and knowledge we also
term future is based around being In a separate development Tem- tions products and developments sional who can offer impartial and have a wide network of industry
able to provide the next generation pest has promoted Tim Sayer to in software, we are in a position to objective advice will enhance the and corporate contacts on hand to
of products in a way that enables Business Development Director. drive forward more services via a decision making process. Making aid both the decision making and
our partners to up sell them in the Working closely with Sims he is new matrix approach.” the right strategic decisions now delivery process when required.”
www.comms-dealer.com COMMS DEALER APRIL 2009 3
PG 03.indd 1 24/3/09 15:34:29
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