HAPPY NEW YEAR FROM THE UK’S No.1 CHANNEL MAGAZINE! The most requested & highest circulation title for the UK voice & data partner community VOL 16 ISSUE 8 JANUARY 2012 www.comms-dealer.com


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Technologies Ltd Cloud set for phase of robust adoption despite security fears


DESPITE concerns over security and QoS over 60% of IT buyers plan to increase their cloud spend in 2012 with communication and collaboration ranking as the biggest areas of cloud services uptake. According to Outsourcery’s ‘Cloud Attitudes 2012’ survey over


50% of respondents increased their spend on cloud last year alone, with 60% intending to move a line of business application to the cloud by 2013. The survey found that service quality and customer references are more important to cloud buyers than


price, with 60% saying quality of delivery is a prior- ity when choosing a Cloud Services Provider. “Cloud adoption is driven by communication and line of busi- ness applications,” noted James Griffin, Outsourcery’s Director of Product Strategy. See page 24


In this issue Industry News:


Catch up with events Company Profile:


Daisy Wholesale gears up Business Interview:


Aastra focuses on UC Business Profile:


Carrier gains in stature Special Report:


The future of cloud Business Profile:


Griffin spreads its wings FCS Update:


The big issues explained Business Matters:


Comms Sector Review Business Profile:


Entanet set for expansion Comms People:


Movers and shakers 2012 PREVIEW – P40 3-16 18 20 22 24 28 29 34 38 46


Azzurri steadies ship with fi nance plan and new CEO


AZZURRI has negotiated a better deal with its bankers and installed a new CEO to put the business on an even keel after a period of uncertainty. Vim Vithaldas has replaced outgoing Mark Quartermaine and a number of other high profile appointments have been announced by the managed service provider.


SPECIAL REPORT


Azzurri has agreed a balance sheet restructuring with its banking providers, reducing the managed communication ser- vices provider’s cash interest burden and balance sheet liabili- ties significantly. With new funding facilities running until June 2014 the firm is in a much stronger and stable position, according to Vithaldas who says the outlook is full of promise. “We have great customers, we have the right proposition and we have great people,” he enthused.


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“This is all underpinned by the refinancing which solidifies our funding position for the next two and a half years, and gives the business real stability.” Vithaldas, who returns to the channel following a two year stint working in private equity, previously spent 15 years at Avaya partner Datapoint.


“I was the CEO of one of


Azzurri’s competitors, Data- point, for a number of years,” Vithaldas explained. “The repu- tation of Azzurri was strong and Datapoint knew it had many talented staff. So I was excited when the opportunity to join Azzurri came up.


“I aim to ensure we are sell- ing the entire proposition into as many customers as possible.”


Apart from Quartermaine’s resignation the former Chairman Jim McKenna has also stepped down, making way for Keith Taylor who joins as Chairman of the new holding company. Also taking residence is for- mer 3i exec Nigel Guy who has been appointed as a Non- Executive Director. Taylor added: “The restruc- turing of our banking facilities


AINDALE scooped a one-off mentoring session with Dragon’s Den star James Caan following a competition run by partner Symantec. In an exclusive session Caan joined


Wayne Cockerill, Aindale’s MD, to discuss business strategy and offer expert tailored advice on running the business. Cockerill said: “Being able to share our business plan with James ahead of the session was a coup, enabling us to get real insight and expertise. James’ perspectives on our business were truly valuable and we were relieved that he didn’t utter the dreaded words, I’m out!”


the industry is evolving so are we. www.comms-dealer.com A BPL BUSINESS MEDIA PUBLICATION


and balance sheet is positive news for the business and for its customers and partners. This puts Azzurri in a very strong financial position.


“An important result of the debt reduction is a far great- er scope for investment into a business that is already profit- able, highly cash generative and in possession of an enviable enterprise customer base.”


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