urnover by 2014
solutions but because of our levels of service. Recruiting and developing the right staff is key to achieving more growth in this sector.”
As an IT partner DTP looks at the overall IT infrastructure of an organisation with fresh eyes to ensure best practice rather than just ‘doing the job’. Hall noted: “At one time IT was about selling products and adding a margin but now it’s about partnerships, not only with suppliers but more importantly with clients and being a lot more sophisticated about how financial returns are made in terms of blended margin. DTP has also added to this mix the move to focus on more managed service type engagements which deliver annuity revenue and profit streams across a number of years.”
Growth strategies that have delivered in hard economic times need well executed and resourced plans that not only meet and exceed client expectations but deliver a high quality client engagement, according to Hall. “At the end of the day IT is an enabler for clients and has to, like any other client investment, have a clear business case to back any proposal and a clear line of sight in terms of how ROI will be achieved and over what timescales,” he said.
“As a growing business we need to continue to fuel growth, not only in terms of funding but also in terms of staff acquisition, retention and development. Part of meeting these needs includes our apprenticeship programme. We are also working with HP within its partnership Universities
where HP technology-related degrees are live and from which DTP has committed to take interns each year.”
DTP’s growing staff numbers and customers have prompted it to expand beyond its headquarters in Leeds, opening regional offices across the UK in Newbury, London, Falkirk and Bridgend. After growing its sales organically over recent years, the firm is now focused on generating opportunities by strengthening its workforce and improving customer service. DTP has recently made two senior appointments into the newly created roles of Head of Marketing and Head of Operations to help drive growth. Annual sales last year were up 45 per cent on the previous year to £25.5 million, a figure which the firm says it is confident it will achieve again in the current financial year.
Ongoing opportunity Hall said the firm was still working and growing its business levels with clients within the public sector despite recent cuts. “There are still a number of areas within the public sector that provide opportunities as it continues to strive for cost savings, particularly councils, colleges and universities which are undergoing huge changes at the moment,” added Hall. “A large pan- European contract win in 2011 has also opened doors. We are now looking to slowly build our EMEA fulfilment and support capabilities, part of which has also seen us look seriously at the UAE market.”
Hall cited Peter Sondergaard, Senior Vice President and Global Head of Research
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at Gartner, who noted, ‘IT leaders must stop being perfectionists and embrace calculated risks to surprise both their own business and their competitors. This is not the time to retrench. Great IT leaders know how to manage risk’.
Hall takes a similar line and urges IT bosses to open their minds: “Decisions that once were second nature to IT leaders should now be more considered,” he stated. “Take a networking solution for example: By implementing DTP’s HP networking proposition Blackburn with Darwen Council saved over £350,000 compared to utilising a rival platform brand. It is time for IT teams to consider alternatives and how they can reduce upfront and ongoing IT costs.” n
Just a minute with Howard Hall...
What talent do you wish you had? It’s more about having the opportunity to make the most of any talents you have.
How would you like to be remembered? As someone who cared.
Name one thing you could not live without in your job? Tough choice: My colleagues and enthusiasm.
What do you fear the most? Every successful entrepreneur fears failure, but as you get older and more experienced you are more able to put these fears into context.
Name three ideal dinner guests. Former HP boss Carly Fiorina; Sir Ian Botham; and my father David who provides a guiding influence and support.
It’s offi cial! Comms Dealer is No.1!
It’s offi cial! Comms Dealer No.1! The most requested & highest circulation magazine for the UK voice & data partner community
VOL 16 ISSUE 1 JUNE 2011
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Technologies Ltd Siemens bears early fruit following branch into mid-market
SIEMENS Enterprise Communications has reported a boost in its mid-market business following the launch of a channel-only strategy targeting this seg- ment, unveiled at the recent Go Forward Live partner conference. Leads passed onto its reseller partners are
already bearing fruit according to Leon Mangan, Head of Channels. He commented: “We had 36 mid-market opportunities in the pipeline for the channel just four weeks after the partner event. They include direct sales leads and the channel sourcing new opportunities.”
Ian Allmark, Director, Lloyds Business IP, told Comms Dealer magazine: “The latest version of OpenScape Office gives us a big opportunity to move towards the mid-market where we are seeing high growth. This is exactly where we want to go.”
In this issue Industry News:
Catch up with events News Report:
AlwaysON bounces back Reseller Interview:
Solar shines bright News Interview:
Eclipse in channel move Profile:
The Apprentice Profile:
The Secret Millionaire Special Feature:
Online video in the frame Market Review:
Maintenance & support Business Matters:
Comms sector review Persuasion:
3-17 18 22 26 28 40 50 52 54 56
Getting big commitments CN AWARDS UPDATE P63
Unicom undergoes MBO in major deal
MANCHESTER-based B2B telecommunications specialist Universal Utilities, better known by its trading name Unicom, has undergone a management buy- out backed by private equity firm Vitruvian Partners.
EXCLUSIVE
THE value of the deal has not been disclosed but according to speculation it could be in the region of £100m.
The management buyout sees Unicom become part of a privately owned limited com- pany, Universal Utilities, along- side sister firm Titan Telecom. The new company is financed
by Vitruvian and the existing Unicom management team and employees. Following the deal Operations Director Chris Earle was appointed CEO.
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Development Manager Mark Draper confirmed that plans are in place for future growth. “The company will continue to trade as Unicom, Titan, and 118777,” he said. “Future plans include new customer sales and strategic acquisitions.” Marcus Allchurch, Telecoms
M&A Specialist at BDO Cor- porate Finance, stated: “The
management buyout of Unicom is further evidence of the appe- tite from private equity in very high quality, high growth tele- coms businesses.
“In spite of the economic downturn, Simon Clarke, sup- ported by a great management team, has led Unicom through a fantastic phase of growth. “It comes as no surprise that Vitruvian wishes to support the
business as it enters its next phase of development.” Vitruvian’s portfolio also
includes the Welsh TV com- pany Tinopolis Group, known for its sports broadcasting and production of Question Time. Unicom boasts annual sales of £55m and provides com- munications services including fixed line, mobile and data to 90,000 SMEs.
Gamma builds strong support for broadband
GAMMA’S just-launched Next Generation Broadband proposi- tion is targeting channel part- ners looking for high quality service and support in return for mid-range pricing.
James Bushell, Head of Data Services, said: “We want to take things back to basics. If resell- ers have a support issue, they call us, we’re open 24/7, and we’ll work to get it fixed fast.” By coupling Gamma’s core NGN with BT’s Next Generation Access a range of technologies and traffic weight- ing features (from ADSL 2+ to Annex M) will deliver rates of up to 24MBPS downstream and 2.5MBPS upstream.
PROTYRE Formula Renault BARC Championship contender Josh Webster (sponsored by Nine Telecom Group) took his second podium of the 2011 season at Brands Hatch in May moving into fi fth place in the driver standings. Nine took along 30 guests to cheer on the 2010 Formula Renault BARC Winter Champion. “I really wanted to give the guests a win but being on the podium was still great,” said Webster.
At Nine Wholesale our target is more long term
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www.comms-dealer.com COMMS DEALER JANUARY 2012 43
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