This page contains a Flash digital edition of a book.
It’s offi cial! Comms Dealer No.1! The most requested & highest circulation magazine for the UK voice & data partner community VOL 16 ISSUE 7 DECEMBER 2011 The Channel’s choice for


Count on us Quickstart Billing Call us on: 01256 799812 or email: The Channel’s choice for


Technologies Ltd Comms Vision Convention sets the Transformation agenda

SENIOR executives of leading channel companies have converged on the world famous Gleneagles Hotel for Comms Vision 2011, the channel’s premier strate- gic business planning convention (November 9-11). In a keynote address John Chapman, CVC 2011 Content

Director, set the scene with words of strategic insight, pointing to an IT Renaissance that has been catalysed by a period of ‘great change’. “The IT Renaissance has been enabled by the cloud, bringing high levels of scalability,” commented

Chapman. “We have also seen the emergence of new devices and applications. This is a superb opportunity but we need to innovate and ensure that IT changes the business rather than supports it.” See page 20 for the full Comms Vision report

In this issue Industry News:

Catch up with events Comms Vision Report:

3-26 20 CVC 2011 event round-up

Avaya Conference News: 30 Butt trims channel Industry Analysis:


Squeeze forces change Business Matters:

Comms sector in review Business Profile:

Integra puts quality first Special Report:

Value adds up for DMSL Special Report:

Call Management Comms People:

Movers and shakers COMMS VISION – P20

A billing system that’s not just for

Christmas! 34 38 40

Boost for channel marketing Company Profile:

44 52 58

High optimism over SME growth outlook

HIGH optimism and an expected boost to cash investment have bolstered the growth outlook for UK SMEs during 2012 amid lingering concerns about the ongoing economic challenges, according to the findings of a new survey.


The economic challenges facing the UK have been shrugged off by SMEs who expect to fare much better next year, buoyed up by a new wave of confidence about expected levels of sales and new investment.

A unique white labelled web based billing system with integrated WLR3.

Call: 0845 241 1000 Visit:

According to a new report, more than two thirds of SMEs in the UK expect growth in 2012, which is good news for voice and data resellers operat- ing in the SME segment. The poll of SMEs by Experian found that 70% are expecting sales growth in 2012, while one in five plan to increase their headcount next year. The improved performance will come from an increase in sales to UK customers. This is seen as the biggest growth driver for more than 68%. International sales will account for higher growth among 12% while over a quar-

ter plan to expand into new areas or markets next year. The poll also shows that nearly a quarter of firms intend to take on new credit over the next year, with a further 33% undecided as to whether they would take on new finance. Significantly, 75 per cent of the SMEs polled stated that they had access to additional cash that they could use within their

businesses. Meanwhile, 45% claimed they had access to cash reserves they could use to fund their growth activities, while 19% had money set aside to cover emergencies.

Max Firth, MD for Business Information Services at Exp- erian, confirmed: “There is opti- mism among SMEs. Some plan to use their capital reserves to fund growth and cash flow.”

HATS off to Chess Telecom for joining 1,700 organisations from around the world to celebrate National Customer Service Week. The fi rm hosted a range of competitions and incentives, all with the customer in

sharp focus. David Pollock, Chief Executive, commented: “Great service comes from great people. Our people are passionate about delivering great service, and celebrating Customer Service Week gave us a chance to refl ect on how we can become even better.”

Huawei links up with SDG

HUAWEI Technologies has forged a distribution agree- ment with SDG to distribute the Chinese giant’s enterprise portfolio in the UK, France and the Netherlands. “Huawei’s enterprise tech- nologies and solutions are set to have a major impact on the UK and European markets,” com- mented Paul Eccleston, MD, SDG EMEA. Dominique Vanhamme, VP for Channel at Huawei, added: “This partnership fits within Huawei’s strategy to build up its position in the UK and European Enterprise market. The relation- ship will accelerate the growth of our Enterprise business in the UK and Europe.”

Accelerate your sales into bigger customers with the new Hosted service from the leaders in IP Telephony

the industry is evolving so are we. A BPL BUSINESS MEDIA PUBLICATION

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