NEWS
www.comms-dealer.com
New software
Avnet signs
agreement
Tupman talks
for best tariffs
with Aruba
ATC’s strategy
VALUE-added IT distributor
FINANCIAL Software Solutions Avnet Technology Solutions has ALEX Tupman, CEO of AT
has told Comms Dealer that it is signed a distribution agreement Communications, played down
in the final stages of bringing its in the UK with Aruba Networks, reports that he was leaving the busi-
QuoteStation software to market. a specialist in wireless LANs and ness soon after the sale of Rocom to
The web-based program is security mobility solutions. arch rival distributor Nimans on
aimed at resellers looking to break Under the terms of the agree- March 24.
into mobile sales, and is designed to ment, Avnet will distribute Aruba’s “There is confusion about my
match end user needs with the best entire portfolio of products. These intentions,” he said. “I’m probably
network tariffs available to them. include high performance control- going to step down as CEO from
Nick Haldane, Director of FSS, lers, wireless LAN access points, the AGM, but I’ll still remain on
said the software allows sales teams wireless intrusion detection and the board of the business.”
to focus purely on selling – instead protection products, AirWave COO Scott Kean has been
Nick Haldane
of searching contract lists, spending Management Suite and endpoint named interim CEO. “I felt it was
lots of time calculating commis- Fixed line resellers looking to compliance technology. the right time to hand over to an
Alex Tupman
sions and writing docs etc – and move into mobile sales are also Laura Harman, Business Unit experienced team,” added Tupman. which is Servassure and what was
therefore increases productivity. a key market. Haldane added: Director at Avnet Technology “The business has contracted as a Rocom Network Services, now
Haldane stated: “Benchmarking “Newcomers often have the prob- Solutions UK, commented: “This result of the disposal and is focus- Your Network Services (YNS).”
current customers against their lem that their sales professionals agreement provides Avnet with ing on its core activities, where Servassure has signed up 32 new
usage is a powerful tool for resell- don’t have intimate knowledge and the ability to support our business Scott has done a good job building partners over the last 18 months
ers, because straightaway you’re experience with every single tariff partners as they move into the con- up Servassure.” and lists most of the large operators
saving clients money.” option available.” verged mobility market.” ATC bought Rocom in August as customers. Tupman also pointed
2006 for £17.6m and sold it to to the success of YNS’ expansion in
Spitg192 re’s joint MD appointed to board
Nimans for £12.45m. According healthcare markets as positive signs
to ATC’s preliminary results for for the future.
of key industry interoperability forum
the year ending 2008, Rocom’s He is also optimistic about the
operating profit fell from £4.3m future of Rocom under Nimans:
JOINT MD of Spitfire Justin Orde independent industry body that is Orde commented on the forum: in 2007 to £3.2m in 2008, a fall “We’re a customer of Rocom,”
has been appointed to the board of owned and managed by organisa- “NICC Standards is undertaking a compensated for by growth in the Tupman explained. “It has chal-
the NICC, the technical forum for tions involved in telecoms interop- critical role writing and publishing outsourced engineering side of the lenges ahead in terms of the inte-
the UK comms sector that pub- erability standards development. standards for the telecommunica- business, Servassure, of £1.5m. gration of the two businesses.
lishes interoperability standards for Spitfire is a founding member tions industry. “We’ve focused on those areas “The message we were giving
comms networks and services. of NICC Standards, which now “This is challenging because of that have grown over the last year, resellers was a 10 pillar proposi-
NICC was originally consti- has 40 full time members and the need to keep abreast of emerg- and sold off the distribution busi- tion which wasn’t just about box
tuted as a co-ordinating com- 20 associate members. There are ing technologies. I hope to make a ness,” added Tupman. “The strat- shifting, but a significant value
mittee reporting into Ofcom. In currently eleven members of the positive contribution to this impor- egy for us is to continue growing add. Nimans needs to grab hold
June 2008, NICC reformed as an NICC board. tant work.” the remaining parts of the group, of that.”
Opal seals deal with murphx poised for growth with
B2B airtime distributor additional dedicated g192 bre ring
OPAL has sealed its first partner- WHOLESALE connectivity car- that all other routes continue to
ship with a B2B airtime distributor, rier murphx has rubber stamped operate unaffected.”
Avenir Telecom. a five-year contract with Geo, a Churchill added that murphx
Avenir’s dealer base can now roll provider of fibre networks to com- also needed the additional capacity
out Opal’s Premium Grade broad- munications carriers. to take the business forward. “We
band service for business, providing The deal for an additional dedi- needed a network that would grow
speeds of up to 24Mb downstream cated fibre ring boosts the levels with us,” he stated. “The network
(and 1Mb upstream as standard), a of diversity and security murphx will be operating at 10GB between
100Gb usage allowance and guar- offers, according to Carl Churchill, the three sites giving us the firm
anteed priority bandwidth for busi- Director at the company. foundation to support our long-
ness traffic. He commented: “This new term growth. That is one of the
Avenir’s MD Andy Tow said: fibre will run in parallel to our
Carl Churchill
reasons we signed up for five years.
“We’re developing our portfolio to
Andy Tow
existing ring, connecting our five “Because the cables run through “We are confident that Geo can
enable our clients to better equip Opal’s Andrew Hollingworth, Docklands points of presence. It the London sewer system, where help us improve and increase our
themselves in today’s marketplace, Director of Wholesale, added: will add additional resilience, sta- our existing fibre is street level, it is offering. It will also help us build
and to benefit from increased rev- “Avenir’s strong dealer base pro- bility and capacity to our network less susceptible to damage, outages better services for our clients, as
enue achieved outside of traditional vides us with an opportunity to and provide further foundation to and downtime. In the event of any and when we need, to proactively
mobile airtime offerings.” increase our market share.” support our growth. link failing, Geo’s resilience means meet their needs.”
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6 COMMS DEALER MAY 2009
www.comms-dealer.com
6_News.indd 1 27/4/09 11:16:09
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