It’s offi cial! Comms Dealer No.1! The most requested & highest circulation magazine for the UK voice & data partner community VOL 16 ISSUE 5 OCTOBER 2011
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Technologies Ltd Networking fi rm calls for a leap of faith into the virtual world
ENTERASYS Networks is calling on voice and data resellers to take a leap of faith and enter the margin- rich world of virtualised data centres. The Westcon and Arrow partner has launched OneFabric, which it claims will unify an enterprise’s
comms infrastructure ‘from the data centre to the edge’, delivering one network fabric that sits on legacy networks and connects applications to end users. Mark Pearce, Director of Channels and Strategic Alliances, said: “Our central mission is to make it easy
for resellers to address virtualised data centre opportu- nities in the mid-market and enterprise sector with an end-to-end fabric solution at an entry level price, and with a high degree of expansion potential and seamless upselling.” Full story in next month’s issue.
In this issue Industry News:
Catch up with events Market Analysis:
UK bucks the trend Business Interview:
Huawie strides in Business Profile:
South West Comms Business Interview:
Comms sector in review Business Interview:
O-bit makes mobile move Market Review:
Call recording in focus Special Report:
Planning for exit Comms People:
Movers and shakers COMMS VISION - P61 3-23 22 24 26 30
Avaya unlocks global deals Business Matters:
42 44 52 56 74
Mitel puts Trust into small business plans
MITEL has made a surprise move away from its single tier channel strategy in the UK by appointing Trust Distribution as sole distribution partner for the 5000 Communications Platform (5000 CP).
EXCLUSIVE
According to Mitel’s Sales Director Robert Hutton the move was prompted by the 5000 CP’s performance in the US where sales growth rose by 25-30% last year.
Hutton confirmed that
Mitel’s go-to-market strat- egy for other systems remains unchanged in the UK, and he reaffirmed his view that there is significant market potential for the 5000 CP with resellers from traditional comms backgrounds, and a distribution partner puts these resellers within the ven- dor’s reach. “There’s many channels looking to sell applications in the sub-30 and sub-50 end user market,” Hutton said. “But they find it difficult because a lot of the applications require additions such as servers and data centres which they’re not skilled to deliver.
“The 5000 CP incorporates many applications such tele- working, mobility and dynamic extensions as standard.” Trust Distribution will focus on building partnerships with resellers with no existing direct relationship with Mitel. Paul Hunter, the Mitel Brand Manager for Trust, said that the company has already registered high interest from resellers,
and two Mitel roadshows have already ‘sold out’. “The 5000 CP is a good fit for our current resellers and also for new resellers that we’re looking to bring on board,” Hunter commented. “We’re offering resellers the chance to get sales accredited on the system, but our engineer- ing arm will handle installations while they skill up.”
HATS off to STL Communications for achieving the international quality standard ISO 9001 and the environmental standard ISO 14001. STL’s operation is aligned with
high quality and environmental standards and the fi rm has now formalised these procedures into recognised management systems. Brendon Cross, MD, said: “Not only did we get ISO 9001 and ISO 14001 at our fi rst attempt, but we managed to do it in just a few months.” Pictured: The STL team make a point of their achievement.
Huawei aims
at enterprise NETWORKING giant Huawei has swung its gaze onto the enterprise marketplace, and the man at the vanguard of Huawei Enterprise, incoming VP for Enterprise Business UK and Ireland, Simon Culmer, already has key targets in his sights. He said: “Huawei sees the Enterprise Business as the main force for growth in the future, and Huawei UK aims to double its enterprise sales by 2012 and do the same again by 2013. “For too long partners have been squeezed between manu- facturers and end users and have seen their margins erode to bare- ly sustainable levels. Perhaps it is time for a change.” See page 24 for the full story
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