PREDICTIONS 2012 dburst in stormy 2012
IAN FISHWICK, ADEPT TELECOM
GAME CHANGER: SIP and Cloud telephony have fi nally arrived. Broadsoft is seeing 40%+ growth across Europe including the UK. It is much easier to sell a product in a growing market. ECONOMIC OUTLOOK: Capital expenditure will continue to be scarce, so any product like Cloud telephony that reduces, or even eliminates, upfront costs will be in demand. KEY CHALLENGES: AdEPT is launching a campaign in 2012 to build the largest Cloud telephony dealer channel under the strapline ‘every cloud has a golden lining’.
DAVID HUGHES, INCOM BUSINESS SYSTEMS
GAME CHANGER: Microsoft Lync - as more and more customers become aware of the features it offers and how it integrates with their existing infrastructure. ECONOMIC OUTLOOK: Those that have built their businesses on solid foundations offering fi rst class service should continue to grow organically and through acquisition opportunities that will no doubt occur. KEY CHALLENGES: Customers enjoy dealing with a single trusted partner providing they get a fair price, honest advice and good service. These are what we will continue to strive to provide in 2012.
give us an insight into the conditions we can expect in the months ahead. We do have some clever people in our industry however and we felt it was far better to ask some key players what they are predicting will influence channel business in 2012. So what was the overall verdict? Generally Cloudy and unsettled with some bright intervals!
GAME CHANGER: Cloud Technology and Applications
ECONOMIC OUTLOOK: I believe if you have the right portfolio then 2012 looks very good
KEY CHALLENGES: Keeping control of costs and improving the applications you are delivering. Understanding where social networking can play a big part in the business world.
DAN CUNLIFFE, BE WHOLESALE
DAVID ALLDRITT, HIGHNET
GAME CHANGER: For 2012 we’ll see even more EFM, and watch out for ISDN30 simulation over EFM – that could set the cat amongst a few pigeons! ECONOMIC OUTLOOK: Those with the better business models will do relatively well, but there’s more tough times ahead for hardware sales in my view. KEY CHALLENGES: Learning - we’re in the process of a major transformation from a switchless reseller with dealer partners to building a network and becoming an ISP with partners at dealer and wholesale levels.
GAME CHANGER: There will be progress in the use of Cloud based technologies if only in terms of marketing speak as opposed to real delivery, but there will be a seed of change here.
PHILLIP REYNOLDS, OAK TELECOM
ECONOMIC OUTLOOK: I think it will slow down new investment but may open the opportunity to upgrade existing legacy systems. KEY CHALLENGES: Keeping sales strong, growing Oak during this recession and staying positive when economic signs may indicate otherwise.
GAME CHANGER: 2012 will be about embracing the Cloud. Upstream will become far more important, so reliable connectivity is key to ensuring client retention.
ECONOMIC OUTLOOK:As the Olympic Games take over London, the strain on UK networks will increase and data usage could potentially be enormous, so a reliable network is critical. KEY CHALLENGES:The PC is no longer King and 2012 is the time when the channel should get involved with wholesale mobile data in the anticipation of 4G.
JAMES MURRAY, ALTERNATIVE NETWORKS
GAME CHANGER: The
Cloud.There are still many who are not yet recognising it as being an essential part of their technology infrastructure. ECONOMIC OUTLOOK: Volatility will mean that customers will expect more for less, supported by the best service. Providing fully integrated multi product solutions via a single independent provider addresses this. KEY CHALLENGES: Keeping one step ahead of the competition at all times. Not being distracted throughout the European Championships, the Olympics and the Queen’s jubilee.
MARK SAUNDERS, NINE GROUP
GAME CHANGER: Smartphones are endemic and tablets are the fastest selling business device. One number can fi nd you anywhere and one device can do everything, including video collaboration – perfection. ECONOMIC OUTLOOK: The channel has proven itself to be more resilient than the Euro and may well outlive it! KEY CHALLENGES: The never ending quest for reliable, affordable, ubiquitous, high bandwidth connectivity will continue, driven by the rise in mobile working.
GAME CHANGER: In 2012 the main growth will be in Hosted Voice, EFM and FTTC mainly because of affordability and availability.
ECONOMIC OUTLOOK: Some will go others will contract. I think a lot of channel companies will think about getting out as this is for the long haul! KEY CHALLENGES: Cash fl ow, bad debt and getting people credit cleared.
PETER SOUTHGATE, PINK TELECOM
GAME CHANGER: Fully hosted - I see Gamma Horizon being a big player in this market.
ECONOMIC OUTLOOK: I think our market place will have a very buoyant year and will go against the world markets.
KEY CHALLENGES: Cash fl ow, cash fl ow, cash fl ow, cash fl ow, cash fl ow, cash fl ow…
DAVE CORGAT, RAINBOW TELECOM
MICHAEL THORNTON, FRONTIER VOICE & DATA
GAME CHANGER: The Microsoft suite of products (Lync etc.) and data networks combining to provide an end to end complete package will gain greater momentum in 2012. ECONOMIC OUTLOOK: Those that adapt their business to provide improved productivity with reduced cost to the end user will succeed and strive forward. KEY CHALLENGES: As stated, those that adapt to bring in the requisite products and solutions will succeed. It will be a tough year but only as challenging as you allow it to be.
www.comms-dealer.com
COMMS DEALER JANUARY 2012 41
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