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VOL 16 ISSUE 2 JULY 2011
www.comms-dealer.com VOL 16 ISSUE 2 JULY 2011
www.comms-dealer.com
Technologies Ltd Comms National Awards: If you’re not in it, you can’t win it
WITH just a month to go to the Comms National Awards deadline (August 5th) the message to the channel is clear, don’t miss out on the chance to give your staff the recognition they deserve. The Comms National Awards is the industry’s most highly regarded
awards ceremony and this year a sumptuous and elegant evening is planned on October 13th at the Park Lane Hotel in London where the creme de la creme will gather to applaud and reward people who have excelled in the channel during the past year.
Comms Dealer Editorial Director, Nigel Sergent, commented: “The CN Awards are judged not on votes but by an independent judging panel. That’s why they are so highly prized.” CN Awards update – page 60 To enter the awards go to
www.cnawards.com
In this issue Industry News:
Catch up with events Business Profile:
iomart set for growth Company Profile:
Networks First News Interview:
Daisy moves on Scotland Business Profile:
Building a secure future Company Profile:
TSG steps into comms Market Analysis:
Global PBX market report Market Review:
Distributors drive markets Business Matters:
Comms sector review Market Review:
3-19 20 22 24 26 28 30 50 52 58
Hot demand for Ethernet CN AWARDS UPDATE P60
Cloud enters next phase of adoption
RESELLERS that cannot offer customers cloud-based alternatives to the tra- ditional telecoms PBX are in danger of being sidelined, warns Simon Howitt, Channel Business Unit Director at Outsourcery.
EXCLUSIVE
That was one of the key messag- es to come out of last month’s launch of Outsourcery’s new collaboration and comms ser- vice built on Microsoft’s Lync, named Outsourcery Unified Lync, which the company is touting as a PBX market killer. There was standing room only at Microsoft’s London office, the venue for the launch, which saw delegate numbers exceed expectations by 30%. Howitt says the high turnout is indicative of the market tipping towards cloud-based comms. “The cloud is discussed more freely and end users are moving at a much faster pace than part- ners,” he said. “Partners without a cloud strategy are in danger of being left behind. Customers want advice and support. If a partner cannot provide what is required the end user will find someone else who can deliver.”
The cloud will completely reshape the PBX space over the next five years, reckons Howitt, a prediction that should put the wind up resellers who are less cloud-aware than their end user customers. “The cloud is mov- ing into mainstream discussion and people are seeing a com- pelling argument,” said Howitt. “There is an opportunity to cap- ture the market quickly.”
Unified Lync is an integral part of Outsourcery’s strategy and has saved the company hun- dreds of thousands in travelling costs, time and hardware. Howitt said: “Customers are asking about the cloud. The market is moving our way.” Last month Outsourcery also launched its new cloud platform based on technologies from key partners HP and Microsoft.
Daisy’s focus on Scotland signals
organic growth DAISY Group has established a Scottish foothold in a move that also marks a shift away from acquisitions towards a policy of organic growth.
Daisy is investing in a permanent centre at the for- mer Nessco site in Bellshill, gained through the acquisition of SpiriTel in November 2010, a deal that included Scots tele- coms provider Nessco. Gareth Kirkwood, Daisy’s COO, said the launch of Daisy Scotland signalled a new direc- tion for the company. “There’s more to Daisy than an acqui- sition story,” he said. “We’re determined to build the business organically.” See page 24
ITALIAN celebrity TV chef Aldo Zilli was the star turn for the UK leg of ScanSource Europe’s Partner Tour held at Vinopolis in London. The high- light was a meal specially prepared and cooked by Zilli after the event. UK Sales Director Kim Jennings said: “The reseller feedback was great and the evening event was also a great networking occasion.” Pictured l-r: UK Merchandising Director Greg Genart, Aldo Zilli and Kim Jennings.
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