SPONSOR IN FOCUS
Learning with O2 and BE Wholesale
This will be the third year at Comms Vision for O2 and according to Head of Partners, Maggie Kennedy it has been a rewarding learning curve for them, “Comms Vision is a unique environment to meet with and listen and learn from the directors of the top ICT channel companies.”
With a solid manageable communications platform the customer then has the ability to deploy new cloud based and mobile solutions
Maggie Kennedy
“Over the last two years this invaluable feedback has helped shape both O2’s go to market message and the range of services we now offer. Comms Vision has not just opened up our thinking it has brought us new channel relationships that are really shaping our future.”
“This year O2 will be joined at Comms Vision with BE Wholesale whose broadband solutions complement our traditional mobile services and give us a unique channel proposition across the fixed and mobile marketplaces.”
This fixed and mobile offering helps partners meet some of the key challenges they face in today’s agile business environment as Maggie explains, “Customers are demanding much more from their ICT suppliers than a
couple of years ago. They are expecting them now to help the organisation become more efficient and effective whilst at the same time providing a cost effective solution and become a genuine trusted advisor.”
“This is quite a challenge if you are only able to influence part of the communications solution. The combination of O2 and BE Wholesale enables our partners to take the first step in helping their customers. By combining fixed and mobile communications into one solution they are able to reduce the number of suppliers and simplify their communicatio ns.”
“Once done the partner can then focus on the real business requirements of the customer facilitating and enabling them to improve their operations, processes and procedures.”
“With a solid manageable communications platform the customer then has the
ability to deploy new cloud based and mobile solutions as well as extend those on-premise voice and data solutions out to branches and mobile workers.”
Comms Vision this year is all about business transformation taking shape and this is the ideal theme for O2 as Maggie explains, “Transformation is everywhere in today’s business environment however effective
transformation comes about from understanding what is possible. Comms Vision is that ideal environment for sharing ideas. The boardroom and 1:1 meetings give O2 the platform to expand on how we think partners can shape business transformation for their customers. They also are sessions where we listen to partners to understand what is really happening out there in the marketplace.” “We are looking forward to Comms Vision immensely and to sharing ideas with and learning from the cream of the ICT channel community.”
Transformation with the Cloud and Outsourcery
Simon Howitt
Organisations of all shapes and sizes are embracing the Cloud faster than anyone predicted, according to Simon Howitt, Channel Business Unit Director at Outsourcery. “We are seeing a rapid demand for Cloud based services as companies and individuals embrace what these solutions can deliver around cost savings, productivity and effectiveness.” “Over the last 2 years organisations have either been taking the view that the cloud had nothing for them, because their existing systems were adequate, or that they should at least explore what it was all about. They have now moved on from these positions and are either in a phase of liking what they see and exploring where they should start or decided they are definitely moving to cloud and just deciding what they will do first.” A real concern with this accelerated market development however is that the level of acceptance at the user level, is not being matched by channel partners. Simon highlights the issue, “Customers are getting ahead of the channel and partners need to gear up quickly if they are to be significant future suppliers of cloud services. The danger is that without leadership their customers will start to adopt some of the ‘vanilla’ products being delivered direct by some vendors
and service providers.” “This will mean that their customers may get some initial cost savings but will almost certainly miss out on the transformation potential cloud based services can deliver.” “What I mean by this is that the move to the cloud is just an evolutionary step that all customers will make at some point, however by implementing the latest cloud-based technologies, properly tailored to the customer’s requirements, it is possible to revolutionise their business communications and transform the way they operate.”
“Instead of the same for less they get more for less.” Outsourcery has thought long and hard about how the channel can deliver this transformational effect and this has had a massive influence on the development of their cloud-based services. Outsourcery has designed extra functions into a range of services and most recently announced its comprehensive O-CLOUD service enabling channel partners to offer Platform as a Service (PaaS) and Infrastructure as a Service (IaaS) solutions. “Though indications are that customers are getting ahead of the channel in their demands for Cloud-based services, Outsourcery believes it has the complete ‘toolbox’ of products and services to enable channel partners to rapidly get up to speed,” claimed Simon Howitt. “The channel needs to add real value above and beyond the basic cloud offerings in the market today. By working with Outsourcery we help partners on skills transfer, we provide administration, management, billing and support solutions and we offer first class marketing and sales support.”
www.comms-dealer.com
COMMS DEALER OCTOBER 2011 63
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