NEWS
intY aims for big share of SaaS space
SAAS company, intY, is collaborat- ing with Microsoft and a number of independent comms providers in a bid to gain greater market share among enterprise and SME customers in the SaaS space. The company set out its strat- egy at the intY Strategic Partner Summit, held on 25th February at Microsoft’s Reading head office. The event was attended by key players Daisy Group, Webfusion, KCom, Thus, Gamma Telecom, Convergence Group and Opal. Chris Baldock, intY’s MD,
said: “In working with our distri- bution partners we are positioned to drive ‘third wave’ enterprise-class SaaS solutions into a multi-vendor application delivery model through a tiered channel structure.” Speakers at the event included
Microsoft’s UK head of software services, Bernie Franckel, who dis- cussed the roadmap for SaaS in the UK, together with the technologies and channel strategies. Baldock added: “Businesses are looking to secure an increasing range of quality IT services from a single provider of choice. “This initiative represents a step
forward for channel partners who want to deliver a complete range of services to their customers on a simple ‘one touch’ deployment, management and billing basis.”
Avaya makes push for sales
Michelle Jones
AVAYA has launched a major campaign to help partners across EMEA develop and improve their marketing skills. Called MarketLeaders, the
program offers marketing train- ing, customisable marketing ser- vices and pre-packaged campaigns covering areas such as Unified Communications, IP Telephony, Small Medium Business and Contact Centers. The program can be used selec-
tively to build awareness, create demand, nurture existing custom- ers or develop new relationships. Michelle Jones, Channel Mark-
eting Manager, Avaya EMEA, commented: “MarketLeaders, put simply, is marketing on demand. The program combines market- ing training and campaign support. Cost-effectively adding marketing
skills to sales-centric businesses is critical in this economy.” Jones noted that MarketLeaders
delivers the materials needed to run bespoke campaigns. Channel part- ners can engage their Avaya channel marketing manager and identify the target audience, and then step back while MarketLeaders develops the campaign, manages the pro- duction, roll-out and follow up. All campaigns are co-branded and packaged for each partner and can include items such as emails, direct mail, web landing pages, online registration, appointment setting, telemarketing and events management. Avaya stated that it has tri-
aled MarketLeaders successfully in several markets across the EMEA region, and early feedback from users is ‘positive’.
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Gray beefs up GN marketing
GN NETCOM’S former Channel Marketing Manager, Sarah Gray, is to lead an all-out campaign to raise the company’s profile in key mar- kets as UK Marketing Director. Her promotion follows a four
year stint heading up channel mar- keting, during which she acquired the product knowledge to take GN Netcom to the ‘next level’, said Karsten H. Pedersen, MD. He noted: “Despite the current economic climate, it is important to maintain investment in market- ing to optimise sales opportunities. Having been with GN Netcom for four years, Sarah has a significant level of understanding of the com- pany’s product portfolio and how to best bring these to market. “This experience and expertise will to help take the company to the next level, developing brand recognition in our key markets.” While being responsible for capitalising on new opportunities
Sarah Gray
to promote GN Netcom’s range of headsets to end users and channel partners, Gray will also focus on promoting Jabra headsets as a key component of UC solutions. Gray boasts 12 years experience
in the voice and data comms sector. Prior to joining GN Netcom, she headed up the marketing team for Toshiba Business Communications, and worked in UK and EMEA chan- nel marketing roles in Nortel, 3Com and Cabletron (now Enterasys).
KCOM has signed a multi-year contract with Phoenix IT Services to outsource the provision of its break-fix maintenance and field support services to customers. The deal further enables Kcom to focus on its core competencies. Paul Renucci, Group Executive Director of Kcom, commented: “Kcom’s expertise and understanding in designing and delivering managed communications services, combined with Phoenix IT Services support services, will provide a flexible and engaging proposition for our customers.”
US-based recording fi rm gains UK footing
US-BASED call recording special- ist Oaisys has established a UK foothold and is on the hunt for comms resellers.
The company offers enterprise-
CHESS Telecom has maintained its ISO 14001 accreditation, the international standard for Environmental Management for the third year running, thanks in great part to the company’s Green Team (pictured above). David Pollock, Chief Executive, said: “To have achieved this accreditation for a third year running is a tremendous achievement for everyone at Chess. We all have a duty to operate our businesses in a sustainable manner within ecological means. People talk about their concerns around the business case for implementing more environmentally friendly practices, in the telecoms industry we can take the lead on how we look after and preserve the planet. We do this by firstly looking at ourselves and what we can do on a local level, within our own businesses.”
class call recording and contact center management solutions and has expanded its operations global- ly with a new office in Cambridge, from where operations in the European market will be based. The firm’s Talkument and Tracer
call recording solutions are compat- ible with all of the main IP business comms systems, such as Avaya, Mitel, Toshiba and ShoreTel. Brian Spencer, President of Oaisys, said: “In response to mar-
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ket demand we have opened the UK office, which allows us to extend our value proposition to service customer needs and telecom reseller revenue growth objectives in the UK market.” Kevin Burns, MD of the UK
company, added: “The call record- ing industry is abundant with opportunities. “More UK businesses are recog- nising the benefits of our solutions for staff training, risk management and revenue protection. “We’re eager to meet the bur- geoning customer demand for our products by building our autho- rised dealer network in the UK.”
Dimension’s Platinum win
DIMENSION Data has been certified as a Tandberg Platinum Partner, adding to its Accredited Service Partner status. Ton van Horssen, MD of
Dimension Data UK, commented: “Visual communications is possibly one of the most important invest- ments an organisation can make. The difference it can make in cost reduction and making a company more productive is significant.” Wayne Stephens, VP of Partners and Alliances, EMEA at Tandberg, added: “Dimension Data’s commit- ment to videoconferencing is excit- ing. They have deployed it, trained their users and are reaping cost and productivity benefits.”
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