NEWS


Carriers set to capitalise on services


MANAGED services represent a significant growth opportunity for wholesale telecoms carriers that want to move beyond the simple supply of bandwidth, confirms Ovum in a new report.


The comms analyst states that


the market for outsourced man- aged services is young, but it is an area with much growth potential. According to its findings, deliv-


ering value added services will ensure customer loyalty, improve margins and encourage longer-term contracts. It also enables intermedi- aries to benefit from wholesale car- riers’ lower costs, greater efficien- cies and expertise. Paris Burstyn, author of the


report, said: “There is a significant growth opportunity for wholesale carriers with the necessary network resources and skills to deliver man- aged services to network operators and other intermediaries. “We expect carriers to quickly


move beyond commodity band- width to providing value added services. The managed services provided by wholesale carriers are built from those that they provide for their own needs, for example security and data centers. “Leveraging them to deliver integrated wholesale managed ser- vices represents a natural step in developing new business.”


Clampdown on VoIP fraud


NEARLY all comms resellers oper- ating in the IP telephony space lack an appropriate awareness of the security risks involved when deploying VoIP solutions, accord- ing to Siobhan Gibbs, UK Sales Manager for VAD Wick Hill. She claims that 90% of the channel selling IP telephony still don’t fully appreciate the security implications, and she highlighted the dangers of toll fraud. “Clients need to protect their


VoIP activities every bit as much as they protect their data activities if they’re to prevent toll fraud,” stated Gibbs. “If resellers are aware of the issues of toll fraud and don’t advise clients of the need for security, when something goes wrong guess who’ll get the blame.” To help combat the threat of toll fraud Wick Hill is now shipping Panasonic’s TDE and NCP voice switch platforms with Callista’s Control Phreak, which runs in real-time to prevent dial through phone fraud. Gibbs added: “Resellers who educate themselves on security for converged solutions will be in a great position to act as trusted advisors and take advantage of the growth of convergence.” Toll fraud, also known as ‘phreaking’, is increasing and is


Siobhan Gibbs


“If resellers are aware of toll fraud and don’t advise clients on the need for security, when something goes wrong guess who’ll get the blame”


often associated with organised crime. It involves criminals hack- ing into voice running on an IP network. The phone system is effectively hijacked and huge bills can be run up for unsuspecting end users who may not discover what is going on until some time after the attack. Control Phreak works in the


background to stop illegal call traf- fic instantly and allows for user regulation, so problem calls can be blocked while genuine voice traffic can carry on unimpeded. See p44


www.comms-dealer.com


Abtec creates channel arm


ABTEC Network Systems has marked its 20th anniversary by set- ting up a channel focused Partner Services division. To support the launch Abtec has recruited a team from within the channel and will be holding a series of seminars and events for resellers. The Partner Services division


was created after a period of success in the mid-market sector delivering virtualised solutions. The Leicestershire-based net-


working provider, which specialises in telephony, network and data convergence solutions, was started by MD Andy Beynon in 1991 and operated from his spare bedroom. Now the company employs 20 staff and operates from sparkling new offices near Market Harborough. Beynon commented: “Our


approach is to build trusted and long-term relationships with resell- ers by offering our complete port- folio of voice and video, network- ing and virtualisation solutions.


Andy Beynon “In a market where custom-


ers are consolidating their supplier relationships, traditional data and voice resellers can offer existing clients total infrastructure solutions without the need for investment in additional products, accreditations, services and skills.” Having operated as a BT dis- tributor for several years, Abtec now boasts a broad knowledge of WAN technologies as well as offer- ing bespoke wireless survey and implementation services to organi- sations such as Siemens. The firm will also white label its engineering and maintenance services.


BT HAS become the first non-US-based company to achieve Avaya’s Platinum Partner Status Worldwide, and is one of just three companies to hold the ranking. Neil Sutton, VP Global Portfolio, said: “This recognises BT’s ability to provide its multi-national Avaya customers, in all sectors and in all geographies, with advice, sales and services for the Avaya portfolio. We’re pleased about the addition of the Avaya Flare fam- ily of real-time enterprise video comms and collaboration solutions.”


Public sector growth drives ONI’s revenue


AN IPT support engineer from Gamma Telecom has completed a three night charity hike across the Lares Inca Trail to Machu Picchu. Ian MacPhee and five friends trekked through the Peruvian Andes crossing three passes over 4,000m, the two highest being above 4,500m. Despite some team members suffering from acute altitude sickness they all completed the task. Over the last 10 months, the group have been fund raising for three charities that have a special significance in their lives – CLIC Sargent, Diabetes UK and Friends of the Beatson. Their efforts have so far raised over £20,000. MacPhee said: “We gave the Gamma branded fleeces to some grateful local villagers, so our marketing efforts have now stretched to the Peruvian Andes! The generosity shown by everyone I know at Gamma is really something.”


CISCO Gold Partner ONI has achieved big growth in its Public Sector division, realising a 176% year-on-year increase in revenue. ONI’s ongoing growth posi- tions the firm as the seventh high- est revenue generating Cisco Gold Partner for FY10 within the sector, climbing 18 places from 25th. This news comes on the back of ONI securing a number of long- term Public Sector contracts in addition to being awarded another year on the Cisco Public Sector Partner Program (PSPP). Phil Cotterill, Head of Public


Sector and Connectivity Services at ONI, said: “We can only deliver


innovative solutions to help organ- isations achieve their objectives when technology partners like our- selves truly understand the chal- lenges our customers face.” ONI’s recent wins in the sec- tor include a five year contract to design, install and support a range of IT solutions across a UK Borough Council’s 57 Primary and Secondary Schools; and delivering design, implementation and sup- port services for a crisis manage- ment communication solution for the UK Cabinet Office.


Got a news story? email: sgilroy@bpl-business.com


helping you reach customers - near or far 12 COMMS DEALER JANUARY 2011


Head honcho joins ShoreTel


SHORETEL has named Peter Blackmore as President and CEO. Don Girskis, who served as interim CEO, will resume his position as Senior VP of Worldwide Sales. Prior to joining ShoreTel


Blackmore was President, CEO and a member of the board of directors of UTStarcom, a provider of IP-based network solutions. “Peter brings a wealth of hard-


ware, software, services and channel expertise to ShoreTel,” said Gary Daichendt, Chairman of the board at the vendor. “His track record of successfully scaling technology organisations worldwide makes him the right leader to accelerate ShoreTel’s growth.”


T: 0844 871 1122 E: sales@maintel.co.uk W: www.maintel.co.uk


www.comms-dealer.com


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52