INDUSTRY NEWS EDITOR’S COMMENT: Stuart Gilroy


NOBODY likes change. Even when it’s for the better change by its nature defamiliarises a known environment and can make us feel uncomfortable. But as human beings we are supremely adaptable because change is a fact of life, and we are inherently capable of making the best of whatever comes our way. When the prize is an even bigger opportunity to flourish


and thrive most robustly in a new world, the migration becomes a natural movement towards a lusher landscape. Assessing change is perhaps best done retrospectively, once the transformation is complete and the rewards are being reaped, then it seems like a breeze. So stick your finger in the air and test which way the wind is blowing, for change is certainly in the air, and indications suggest that it’s time to wake up and smell the coffee. A new day has dawned: Mobile, once on the


periphery, is becoming mainstream in the comms and IT channel; the cloud, once over our heads has now descended into full view; the data centre is now literally at the centre of things; industry movers and shakers are shifting position and forming strategic partnerships that not so long ago would have seemed unlikely pairings. These companies are changing tack because they feel more sharply the imperative to change. In many cases this is a jostle for survival. Darwinian forces are at work. Evolution and perpetual change is driving the eternal stimulus for growth, as well as the finality of extinction. According to Comms Dealer’s Channel Census 2011, published last month, the biggest growth area is likely to be the cloud. It is in this sector where, perhaps, the rate of change is highest in terms of technological advances, strategic partnering, along with more end user acceptance of the cloud. The future is, perhaps, determined by areas where change is most active.


Stuart Gilroy, Editor


Maintel bags FMC virtuoso


MAINTEL has advanced its growth strategy with a key acquisition that strengthens its position in the mobile space. The acquired company, Surrey-based B2B mobile comms specialist


mobile business as it is inte- grated with Maintel.


Totility,


boasts 12,000 connections with Vodafone and O2 and is said to be a good fit with Maintel, providing particular expertise in Fixed Mobile Convergence. Following the acquisition, which is subject to sharehold- ers’ approval, the Totility busi- ness, customers and staff will be incorporated into Maintel’s London-based HQ. Terry McKeever, Totility’s MD, will continue to lead the


Eddie Buxton, Maintel’s CEO, said: “More customers are looking for a unified solution to their telephony by converging fixed and mobile networks. The acquisition of Totility enables us to enhance the mobile ele- ment of our offering.”


Buxton says the acquisition adds to Maintel’s service propo- sition at a time when the compa- ny is achieving notable results in a challenging market. Maintel’s H1 results, posted 12th September, show growth of 20% and a rise in profit before tax of 18% compared to the same period in 2010.


Firms fl out FSA rules


A HIGH number of financial companies are sitting on their hands over requirements to com- ply with new FSA mobile call recording regulations, which come into force in November. Research by Voicenet Sol- utions found that many FSA regulated firms still haven’t incorporated the appropriate call recording technology. Gary Pryor, COO of Voice- net Solutions, said: “Our resell-


ers are finding that some didn’t know about the rules and others have been waiting for the last minute to make a decision.” According to the new FSA rules, from November mobile phone conversations relating to transactions in the bond, deriv- atives, equities, and financial commodity markets must be taped or recorded and stored for a period of six months. Call recording in focus – p52


Zeacom to zoom Lync integration


ZEACOM UK’s head honcho Chris Harris is on a mission to help resellers get up to speed with contact centre call manage- ment software that integrates with Microsoft Lync.


Harris told Comms Dealer that both voice and data resell- ers could get up to pace with MS Lync integration via appli- cation training sessions which would enable them to address the margin rich service and rev- enue opportunities. He commented: “We can


offer resellers the measurement, management and contact centre applications that form a critical part of their value added service wrap around.”


Harris also noted that it’s the clever applications and associ- ate reporting that builds the RoI and helps to differentiate the resellers’ offering.


Key markets include service centre environments in vertical industries and SMEs with cus- tomer service desks that need management and call routing tools to improve effectiveness. “With more companies want- ing to contact people via the web you need the same ability to route, manage and measure your web traffic or your social media traffic, and that’s where Zeacom delivers,” he claims.


www.comms-dealer.com


COMMS DEALER OCTOBER 2011 3


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33  |  Page 34  |  Page 35  |  Page 36  |  Page 37  |  Page 38  |  Page 39  |  Page 40  |  Page 41  |  Page 42  |  Page 43  |  Page 44  |  Page 45  |  Page 46  |  Page 47  |  Page 48  |  Page 49  |  Page 50  |  Page 51  |  Page 52  |  Page 53  |  Page 54  |  Page 55  |  Page 56  |  Page 57  |  Page 58  |  Page 59  |  Page 60  |  Page 61  |  Page 62  |  Page 63  |  Page 64  |  Page 65  |  Page 66  |  Page 67  |  Page 68  |  Page 69  |  Page 70  |  Page 71  |  Page 72  |  Page 73  |  Page 74  |  Page 75  |  Page 76  |  Page 77  |  Page 78