INDUSTRY NEWS COMMENT: ISPA UPDATE Nicholas Lansman
THE Government has committed to achieving the best superfast broadband network in Europe by 2015, with 90 per cent of households having access to superfast broadband, and a good level of access of at least 2Mbps for everyone else. The Chancellor recently announced further investment for superfast broadband in cities. But at the recent ISPA Conference it was pointed out that
Government targets for broadband speed and coverage where often counter-productive and unhelpful. Focus instead should be on the services broadband can enable and bridging the digital divide. ISPA feels that Government money, combined with continued investment by ISPA members in their networks, is a foundation for growth. While some argue that the demand for superfast broadband is currently not established, who would have thought that five years ago everyone would have a smartphone? Moreover, the challenge of improving the UK’s broadband infrastructure represents a tremendous opportunity for ISPs. In rural areas there are smaller and medium sized ISPs
providing Internet services and increased competition is key to improving services and bringing down prices. Technologies such as satellite, fibre, mobile and metro Wi-Fi provide a myriad of ways of increasing availability. Central and Local Government are keen to have a world class broadband network and wholesale providers and resellers have an important part to play in ensuring that there is the competition needed to deliver broadband services to all parts of the UK. While the case is still being made for superfast
broadband, we, along with the Government, feel that it has an important part to play in the UK’s economic recovery.
Nicholas Lansman, Secretary General, ISPA
Chess busies with growth
DEDICATION to customer ser- vice has prompted significant upsell opportunities for Chess, said Chief Executive David Pollock in his annual statement. He noted a strong trading performance during 2011 citing a 34% increase on normalised EBITDA to £7.1m. Net cash inflow from operating activities increased by 44% and gross margins grew to 43%.
Pollock commented on
Chess’ performance: “Through our commitment to great ser- vice we’ve seen real success in encouraging our customers to buy additional products and services as well as commit to longer term contracts, guaran- teeing our revenue streams for many years to come.”
Throughout the year Chess integrated a further nine acqui- sitions and was boosted by a £21m banking facility secured with Barclays. “We are confident that our proven business model of acqui- sition, organic growth and cross sales to existing customers will deliver another year of increased profitability in 2012.” In other areas, Chess’ Green
Team delivered cost saving ben- efits to the business and reduced its environmental impact, allow-
Xirrus hunts new partners
RESELLERS seeking to pro- vide corporate customers with high performance Wi-Fi now have the opportunity to become a Managed Services Provider (MSP) of US wireless network giant Xirrus.
The company is offering its UK MSPs expanded revenue and profit opportunities via a broad portfolio of value added wireless services.
These include network architecture and capacity plan- ning, site survey services using Xirrus Wi-Fi Designer, network
implementation and deploy- ment, network configuration, provisioning and maintenance, monitoring and reporting, trou- bleshooting and analysis Xirrus says its MSP pro- gram will support partners keen to address new demands for BYOD strategies, wireless secu- rity, location services, live event services, emergency response, guest access, voice over Wi-Fi, and video streaming. “We are able to provide the tools, products and support an MSP needs to meet the mar-
ket demand for delivering wireless that will last,” com- mented Kevin Hollenbach, Vice President of Sales at Xirrus. Industry research house Gartner has forecasted that spending on enterprise WLAN equipment will rise from $2.5bn in 2010 to $5.2bn in 2015. Xirrus has recently deployed
802.11n wireless arrays across the 1200 pupil Raynes Park High School campus in London.
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ALTERNATIVE Networks has picked up an Apple iPad2 from Exponential-e in recognition of the communications integrator’s achievements. The fast-growing business technology enabler and Ethernet carrier presented the iPad to Alternative’s IT Solutions Director Justin Collins. Head of Indirect at Exponential-e, David Joplin, said: “We have forged a successful relationship with Alternative Networks and are pleased to present the company with this prize as a key carrier partner.” Pictured (l-r) David Joplin, Justin Collins and Laura Campbell, SI/VAR Sales Manager at Exponential-e.
David Pollock
ing Chess to achieve its carbon reduction pledges for the year. Chess was also ranked in the Sunday Times 100 Best Companies to Work for 2011, listed as one of the UK’s fast- est growing profitable busi- nesses in the Profit Track 100, as well gaining the Customer First Award, being named the Institute of Customer Service – Quality Service Provider of the Year 2011, and maintaining the Quality standard ISO 9001, Environmental standard ISO 14001 and Investors in People Accreditation.
Chess also encourages its people to play their part in the wider community via its link with the Prince’s Trust.
SHORT CALLS
Nimans has expanded its own brand Titan data infrastructure portfolio with a new cabinet range. Four wall mountable versions are available from sizes 6U to 15U. The Titan range also includes cabling, data modules and power distribution units, plus AV installation components. Dealer Sales Director, Tom Maxwell, said: “Data installation is one of Nimans’ best kept secrets but momentum is building.”
PSU Technology Group has sealed a deal with sales and lettings firm Romans Group. PSU is now responsible for the group’s telephony estate across 15 sites, encompassing wholesale line rental and call routing services. The agreement delivers ongoing annual cost savings of 60% for the organisation.
Azlan has taken its Cisco Collaboration Partner event to Scotland for the first time. Colin McGregor, Director of Azlan UK, stated: “Scotland is an important market for Azlan and we’ll be making sure that all our customers north of the border have access to the full range of benefits we can offer.”
10 COMMS DEALER JANUARY 2012
www.comms-dealer.com
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