MARGIN IN VOICE & DATA UPDATE - JUNE 16TH MARRIOTT ST PIERRE CHEPSTOW STRATEGIC KEYNOTES: 2011
MARGIN in Voice & Data 2011, the exclusive event aimed at voice & data resellers addressing the SMB sector, once again presented a line up of industry movers and shakers who addressed delegates with a series of strategic roadmaps. Carl Churchill, MD of Daisy Wholesale, highlighted that Daisy’s aggressive acquisition drive to buy in mobile, network and data was all part of a killer strategy to realise growth potential, not consolidate the industry and remove supplier choice from the channel. Daisy is now a £50 million business with 950 resellers on its books and importantly 61 per cent of revenue now comes from data. With low percentage points of broadband penetration in many comms reseller customer bases, the opportunity for growth is significant pointed out Churchill, citing data networking solutions such as VPNs to show how a traditional calls and lines base can be upsold. Also thinking big was Paul Bryan, Sales Director at Micro-
P, who in an address to delegates set out the distributor’s impressive stall, while underlining its 31 year pedigree in the business. The company’s comms division headed up by Phil Adams boasts a team of 20 and offers voice, IT and mobile. Bryan outlined Micro-P’s attributes as a distribution powerhouse with revenues of £600 million, 170 sales people who sell to around 7,500 resellers and retailers from a stock holding value of £68 million-plus across its portfolio line up of IT, networking, comms and mobile. Nine Telecom Group CEO James Palmer emphasised to delegates that declining fixed line revenues and shrinking margins, alongside falling mobile termination rates and alternatives to traditional comms such as UC and social media represent an opportunity to resellers, rather than a threat. He believes there is a genuine opportunity to move customers onto hosted and upsell mobile services. Going beyond the fixed line means getting into next generation products and choosing partners who can help crack new markets. He says that next gen’ services such as mobile and email are a priority for consolidating customer relationships. Technology-led products enhance the local trusted advisor model and are the way forward he claims, reinforcing the reseller’s trump card as a local supplier. Paul Burn, Head of System Sales at Nimans, and Mark Curtis-Wood, Head of Network Services, also highlighted that the use of technology is critical to walk the walk and target new revenue streams based on a layering up of products and services while adding value. Definitions of a reseller according to their key channel are no longer relevant in an industry characterised by a paradigm shift in delivery mechanisms and working practices. Connectivity is the big play, believes Nimans, which is on a mission to help resellers own the connection into end user premises. The distributor understands that the industry is changing, and is combining its pedigree with new services. Recent developments include the introduction of mobile and hosted, moves which are a ‘bold statement of intent’, says Nimans.
www.margin-in-voice-data.com
Voicenet to partner with Fidelity Group
HENLEY-based service provid- er Fidelity Group and IP spe- cialist Voicenet Solutions have agreed a deal which will enable their partners to offer fully joined up solutions to custom- ers. Both parties shook hands on the deal at the Margin in Voice & Data event last month. Under the terms of the agreement the sales teams at both companies will market Voicenet’s Hosted Telephony Service, with its range of value add IP Applications, and Contact Centre solutions and Fidelity’s O2 mobile, fixed line and broadband portfolio. Fidelity MD Alan Shraga told Comms Dealer: “In this day and age the ability to offer customers a full range of ser-
Charles Aylwin (Voicenet) & Nancy Court (Fidelity)
vices is fundamental to every third party provider.
“Our joint initiative with
Voicenet will enable channel partners to offer joined up com- munications services and value adds such as call management and call recording.”
Charles Aylwin, Voicenet Service Provision Director, added: “Choosing effective part- ners who add value to our busi- ness is a vital part of continuing our rapid growth, so partnering with Fidelity is great news for Voicenet and our channel.”
Nimans reaps big rewards
DISTRIBUTOR Nimans has generated ‘spectacular’ reseller interest in its products and ser- vices following its participation in Margin in Voice & Data, according to Head of System Sales, Paul Burn.
Commenting on the distrib-
utor’s first outing to the annual event, Burn said: “The event was about showing resellers how we can help them grow their businesses. We wanted to demonstrate in a tangible way the pivotal role we play in help- ing our customers not just sur-
vive, but thrive in these chal- lenging economic times.” Burn also noted that the ‘avalanche’ of positive feedback he received was ‘nothing short of spectacular’, saying: “The event format was great as we were able to engage directly with resellers face-to-face and show them how Nimans can help them grow and prosper. “We were inundated with interest, particularly from the sheer volume of one-to-one reseller meetings in the after- noon. We are already consider-
WHAT THE DELEGATES SAID...
This was easily the best telecoms networking event that I have attended, well organised, good talks, great opportunities to connect to resellers and suppliers, both formally and informally. Richard Roberts – Sharedband
In the past I have avoided these kind of events as the relevance seemed to fall away, but Margin in Voice & Data was certainly relevant and the delivery was top class. Steve Davies – xteleurope
The choice of venue was superb and the event was conducted in a friendly and relaxed atmosphere. Overall, this event is a great way of meeting suppliers new and old. Tudor Richards – Connaught Communications
Silver Sponsors TM TM
ing returning next year.” Key topics covered by Nimans included its service and support infrastructure, Network Services division and dedicated financial services, on-site instal- lation and maintenance and technical support operations. Nimans’ Head Of Network Services, Mark Curtis-Wood, commented: “This is one of the most productive events I’ve ever been involved in.”
More MiVAD 2011 info at
margin-in-voice-data.com
56 COMMS DEALER JULY 2011
www.comms-dealer.com
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