VOL 15 ISSUE 12 MAY 2011
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Technologies Ltd Welcome to the 15 year milestone issue of Comms Dealer
THIS month is a 15 year milestone for Comms Dealer. In that time we have kept industry players informed, educated and inspired. We seldom bang our own drum, preferring instead to be judged for our innovation, cre- ativity and leadership but just this once, for the record,
we were the FIRST news magazine for the comms channel, the FIRST to launch a trade show and awards night, the FIRST to unite resellers and suppliers at events such as Margin in Voice and Data and Comms Vision at Gleneagles. And we are now officially the
most requested and highest circulation magazine for the UK voice and data partner community (ABC). We think our history, our integrity and our track record in serving the ICT industry is second to none. We sin- cerely hope you agree. See pages 42-43
In this issue Industry News:
Catch up with events News Report:
Chess on spending spree Special Report:
Siemens conference Interview:
Outsourcery refocuses Reseller Profile:
JMC IT expands Business Matters:
Companies in review Persuasion:
Why head starts work Company Profile:
No gain without pain Channel Insight:
Standing out in the cloud Market Review:
Enterprise PBX systems Comms People:
3-20 22 24 26 28 32 34 40 46 48 58
United force yields new super-reseller
JOHN MASSEY’s Actimax and Terry Hunt’s Universal Office Automation Group have been amalgamated to form a super-reseller financed by private equity investors Synova Capital.
EXCLUSIVE
Hunt will leave the business after a six month consultancy contract expires, but Massey will continue to head up the merged organisation which will be based at Actimax’s head- quarters in Basildon, Essex. Universal’s offices in Hertford have been closed.
Many in the channel will be sorry to see Hunt leave but will be pleased to see one of the industry’s ‘nice guys’ exit with his future secured.
Hunt commented: “Actimax and Universal have the same cultures, the same outlook, the same type of people working for them and the same commitment to service, so this merger felt right to me.
“When the time comes it will be a wrench for me to leave such a great industry and a superb bunch of people at Universal, but for me the time is right.”
John Massey
“The cultures of both companies are very similar.”
With Synova’s investment
in place, Actimax MD Massey now aims to build a £40m turnover business that is 100% committed to serving customers more efficiently. He will have a significant stake in the new business going forward. Massey commented: “Syn- ova is not an asset stripper. It is 100% committed to a plan focused on service. “We have seen other resell- ers grow via aggressive acquisi- tions but this is not for us.
Terry Hunt
“It will be a wrench for me to leave such a great industry.”
“The cultures of both com- panies in terms of the way we look after our customers and staff are very similar.
“The support that custom- ers will receive from the new organisation will be seamless and this, combined with a more extensive product range, will help us to improve our custom- ers’ businesses.”
The combined group will employ 75 staff and the project- ed annual turnover is estimated to be in excess of £15m.
Providing service in your name
www.comms-dealer.com A BPL BUSINESS MEDIA PUBLICATION
Siemens makes strong advance
on mid-market SIEMENS is back with a bang and gunning for a bigger slice of the mid-market with the exclu- sive help of partners, according to MD Graham Walker. “We’ve had four consecu- tive quarters of growth and we currently have 5-6% of the UK mid-market space,” he com- mented. “I have an aspiration to get that to between 10-15% in the UK and I don’t think that’s over ambitious.
“I do not see why we can’t double our market share in two to three years. That’s our objec- tive and the only way we are going to do that is through our partner relationships.” See page 24 for the full story
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