and technology
in services such as server hosting, off site data backup and Internet services, as well as using its purpose-built facility as a central hub for wide area networks. These services have either been sold in conjunction with other voice and data solutions or as stand-alone contracts. “Our ability to deliver multi-faceted solutions, as exemplified through our work with North Bristol NHS Trust, has continued to work for us as a strategy and this means our customers have only had to turn to one supplier for all their telephony, data centre and networks needs,” noted Langley. “This saves them the time of seeking out several suppliers and saves them money through economies of scale.”
Market drivers are shaping the balance, blend and presentation of converged technologies and solution components, says Langley. “While the one-stop shop or complete communications solution model that cross sells and up sells still functions in the market, the components to that approach morph according to the pressures brought by the drivers within the current market,” he noted. “In short, we need strategic flexibility to adapt our offerings constantly to the changing needs of customers and the evolving market conditions we are faced with in this recession.”
South West Communications’ key suppliers are Alcatel- Lucent, Toshiba, Cisco, Oak and LifeSize. It also resells a range of products from other manufacturers to meet the wider needs of its customers. “We do not restrict any clients to a single solution, instead we work closely with them to
propose best value options and alternatives so that they can assess the option most suited for their business model, both commercially and technically,” commented Langley. “Our ability to blend multiple vendors and technologies enables us to successfully bring together all aspects of an ICT environment into a single cohesive solution.”
Flexibility The structures within South West Communications’ business and its geographies have also been designed to promote flexibility. The firm employs 120 people, 60 per cent of whom are customer- facing to deliver and maintain a range of services to a variety of businesses across the UK. “Our head office and purpose-built data centre is still in Exeter with further offices in Portsmouth, providing an accessible location to service customers in London, the South East, the West Midlands, South Wales and, of course, the South West where we have a strong customer base,” said Langley. “We are still looking for acquisition opportunities in the comms market but until then we have continued to invest in- house with the recent launch of our new website and the growth of our telesales and post-sales teams.”
Brand awareness continues to be at the forefront of Langley’s marketing strategy and a long-term investment in rugby Premiership side Exeter Chiefs continues to bear fruit, giving South West Communications Group exposure in both the national and local press on a regular basis. “We also sponsor another local rugby team, cricket team and
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brass band, and continue to support a number of charities, including Wooden Spoon and the Prince’s Trust,” added Langley. “We are also in the process of investing in solar panels for our headquarters in Exeter to meet our own green initiatives and match those of our customers. Green products are another area of growth within our existing markets with more and more businesses investing in videoconferencing to reduce their carbon footprints, cut fuel bills and make better use of their workforce.”
Just a minute with Harry Langley...
What talent do you wish you had? The ability to deliver a joke properly.
Name three ideal dinner guests. Former US president John F Kennedy, former Prime Minister Baroness Thatcher and trade unionist Bob Crow, so I could sit back and listen to the arguments!
How would you like to be remembered? Tough but fair.
Name one thing you couldn’t do without in your job. Spell check.
What possession could you not live without? Coach’s whistle... invaluable when controlling Exeter Chiefs under 8s. It’s like herding cats!
Give one example of something you’ve overcome. Fear of cross- dressing. To clarify, I was the pantomime dame for my son’s school pantomime.
What do you fear the most? Small spaces. I’m 6ft 6ins, so small spaces don’t suit me.
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COMMS DEALER OCTOBER 2011 27
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