Comms Dealer

CityFibre's influence in the public sector will be more strongly felt following the appointment of Martin Kemp as Head of Public Sector engagement.

For the past three years he operated as BT Client Partner within the public sector running a key partnership contract, a role that followed a stint as BT Group's Business Development Director supporting the BDUK rollouts in 12 UK regions.

Prior to that he spent 10 years in carrier sales within BT Wholesale working with some of BT's largest customers.

"The opportunity that CityFibre's existing fibre footprint and network build approach present to the public sector are significant," he said. "Being part of bringing that opportunity to life and seeing towns and cities across the UK reap the benefits made my decision to join CityFibre very easy.

"I am already busy raising awareness within the Public Sector of what CityFibre can do for them in the short and long term. We have a number of different Gigabit City development approaches that are relevant to the sector and I want to help leaders in this area work out exactly which is right for them and help them to make change happen."

Also joining CityFibre is Paul Tanner the new Head of Pre-sales. He moved from Virgin Media Business where he was Pre-sales Manager for Business Network Services, a national role leading a team of Cisco LAN consultants specialising in collaboration, data centre and routing/switching.

Prior to this role Tanner was Pre-sales Manager for Business Markets where he supported the Enterprise vertical for London and South East covering WAN products and services.

Before joining Virgin he worked in a Project Engineering role for Telewest, was a Planning Manager for General Cable Group and undertook various roles at Mercury Communications and BT.

Tanner said: "I was attracted to CityFibre by its fresh approach to the market opportunities, its can-do attitude, flexible and intelligent network, ability to meet partners' needs and the buzz I got from meeting the passionate team."

A new organisation set up by Knight Corporate Finance offers SMEs advice and guidance on how to maximise their claims for R&D tax relief while meeting HMRC's expectations.

Called Knight R&D, the advisory service is led by R&D Incentives Specialist Rupert Mayo who heads up a multi-disciplinary team that provides industry, technical, tax and accounting expertise across all aspects of the R&D Incentive claim process

Mayo boasts 15 years experience, initially as an industry scientist followed by a nine-plus year stint at one of the Big 4 accounting firms.

To underscore his firm grip on HMRC's expectations he has never had a claim reduced or disallowed.

Knight R&D is holding a workshop to determine whether attendees have a claim to make, and if so estimate their potential entitlement.

Knight R&D also offers a free one hour health check for companies already claiming to determine whether the claim covers everything a claimant may be entitled to, and estimate any potential increases in claims either as amendments to existing claims or to be introduced into future claims.

"An estimated 80% of UK businesses I have met with have not been receiving their full entitlement of R&D tax credits," stated Mayo.

"Companies rarely understand how broad the qualifying criteria are, and frequently have more qualifying costs than they realise.

"Misconceptions associated with the R&D definition often lead to under claims, and misunderstandings relating to the qualifying cost categories can lead to errors in deriving the qualifying cost amounts.

"Furthermore, SME businesses are often ignored by larger professional services companies. At Knight R&D, we are able to identify the qualifying areas of activity and expense and unlock the full level of R&D credits."

Paul Billingham, Director at Knight CF, added: "The opportunity to partner with Rupert will allow us to provide a new opportunity to support clients' growth.

"The goal of Knight R&D is to help even the smallest start-ups across industries get the tax incentives and credits they deserve so their business can thrive."

Northampton is set to become the UK's next Gigabit City as CityFibre makes its 45km pure fibre network available to Northampton's business community via a partnership with local comms provider dbfb.

dbfb will offer gigabit speed Internet services to Northampton businesses up to 100 times faster than the UK's average.

dbfb have pledged an initial donation of £5,000 to the Cynthia Spencer Hospice for the first 50 connections, and will then donate £50 per business connecting to the new network thereafter.

Northampton County Council has already set targets to make superfast broadband available countywide by the end of 2017 in order to stimulate growth in the region.

Greg Mesch, CEO of CityFibre, said: "The council has shown its commitment to improving digital infrastructure and we hope that our investment will help Northampton reach its targets even faster.

"Pure fibre networks like these will one day be commonplace but until then, Northampton and its businesses will be able to enjoy a digital head start on the competition."

Brian Kingston, co-founder and Chairman of dbfb, said: "It is not every day you have the chance to introduce a product that will transform the way a business can operate - but this is one of those days! Gig Up Northampton!"

Metronet (UK) has agreed a partnership with wholesale voice and data communications provider Entanet for its wireless connectivity services.

Metronet (UK)'s wholesale wireless platform provides partners with an alternative to fibre in the ground. The platform offers reduced lead times, quicker revenue and no excess construction charges.

According to Entanet's Sales Director, Stephen Barclay, said: "In today's business market, customers place enormous importance on the availability of their connectivity. This is especially true where they're implementing a solution to new offices, or significantly upgrading their service to accommodate growing bandwidth requirements.

"In these instances, timing is everything, and the impact of delays and excess construction charges can seriously damage their project. Through our partnership with Metronet (UK), channel partners can deliver a cost-effective working solution to a customer fast, whether it be as a primary or interim connection."

The managed services industry is in a healthy state, but acknowledged the challenges as it evolves further.

Not least of these is how it finds the resources to support continuing growth, and establish the new language of sales based on business change rather than technology.

Two hundred MSPs heard a series of expert presenters at the Managed Services and Hosting Summit 2016 in London on September 21st point to this coming period of change.

Mark Paine - Research Director at Gartner, talked about a global MSP business of $256bn with over 100,000 MSPs globally competing in the marketplace.

But he also highlighted research which showed that the managed services model could mean a dramatic fall in consulting business for IT companies, as well as less training. For customers this means a financial gain, but MSPs must get used to selling more services to compensate.

Pulling in figures from Gartner's own survey of CIOs, he revealed that over two-thirds of enterprise customers plan to review and change their IT sourcing in the next two years, so competition is not going to get less.

It all means working far more closely with customers, Tiffani Bova of Salesforce.com had earlier told the audience. "Only technology can help customers get where they want to go," she explained and this meant MSPs being able to understand the markets and models better: "We need to get to the future before our customers do and welcome them when they arrive." The customer should always be your "true north", she explained and that customer experience is where the next sales battle will happen. There was no longer any separation in technology terms between B2B and B2C.

For many in the audience, the interest was in learning how other MSPs successfully built their sales and business models. It was all about getting scale, and using expertise in the right places.

MSP BlueChip's MD Brian Meredith came on stage to relate how his business was growing, working with backup specialist Falconstor, and that knowledge of the solutions at a business level was key.

"The role of MSP is to also lead customers into what is possible," agreed Tony Martin, Falconstor UK&I MD.

APC by Schneider Electric used the event to launch its new channel programme for MSPs - the first time the company had planned new offerings starting with channel discussions rather than new hardware, Maeve Fox, global channel strategy manager revealed in a busy session. It now has plans to continue to roll-out further systems to allow the MSP to take wider control of features around power and cooling, allowing the introduction of planned maintenance.

There were plenty of new opportunities for MSPs revealed on the day: disaster recovery as a service set to grow ten times in next four years- StorageCraft's European Marketing Director Ellen Marie Hickey told the meeting, and this can represent a new business stream worth millions to the average MSP.

Looking forward again, international standardisation body onem2m's Ultan Mulligan said how, with other groups, it is working on one common IoT layer but diversity and different technologies means that the many devices expected to be used, and around which MSPs are starting to build applications, are working different ways- "things will get worse before they get better," he warned, but advised the MSPs where to look for advice.

In an unusual step, the event brought in the Open University, which has very close links to the UK government cybersecurity initiatives whose new business head, Simon Tindall was able to point to the high level (£1.2bn) of funding support promised for cybersecurity training, some of which is starting to come through in to the industry. In a sector where skills are in very short supply, he pointed to courses, many of them free, which were turning out thousands with some level of expertise which the industry could build on. OU cybersecurity training courses can be licensed, added to and resold, he told an interested session.

Synergi has appointed IT professional Mike Brett as Support Team Leader, bringing more than 12 years experience in Microsoft technologies to the role.
 
He will lead and develop Gateshead-based Synergi's support team as well as take on day-to-day responsibility for the delivery of IT support services to customers migrating to new cloud-based Microsoft Office 365, SharePoint and Nintex technologies.
 
As a former SharePoint developer Brett's background fits well with Synergi which is driving the regional adoption of the next generation of IT business technology tools, including Office 365 and SharePoint, together with a range of specially designed business apps.
 
Peter Joynson, MD, said: "It'll be great to have Mike on-board at this time of growth and success for the firm. He will ensure our customers have the best possible ongoing care experience and help maximise their investment in modern technology, something that he has been delivering internally within his previous role."

Ericsson is combining its Strategy and Technology functions with Ulf Ewaldsson named as Chief Strategy and Technology Officer and Head of Group Function Strategy and Technology for the Group.

Ewaldsson brings to this position more than 20 years of experience in product management, industry development and customer relationships.

Current Chief Strategy Officer Rima Qureshi was appointed Head of Region North America July 1st, 2016, and has since held dual roles.

In addition to her role as Head of Region North America, Rima Qureshi will continue to drive the strategic partnership with Cisco. Ulf Ewaldsson currently holds the position as Chief Technology Officer and Head of Group Function Technology

Both Ewaldsson and Qureshi will continue to be Executive Leadership Team members and report to Ericsson's CEO, Jan Frykhammar who says: "This move is a natural step as Rima focuses fully on driving the business development and customer relationships in one of the most advanced technology markets in the world.

"In the rapid technology development and transformation of our industry it makes perfect sense to combine technology strategy and strategy development into one process."

VIA has connected a charity's 650-plus employees based across nine locations with a platform solution that significantly boosted workforce connectivity and integrated with the existing Office 365 suite of apps.

Teach First, a registered charity that aims to address educational inequality in England and Wales, consolidated its network of UK offices by replacing a number of different conventional phone systems across multiple locations with the VIA Voice platform that also incorporates Skype for Business.

Teach First will save approximately £20,000 per annum on direct costs, including service charges, maintaining equipment and call costs.

The charity will also make significant indirect cost savings due to efficiency gains triggered by hot desking, the ability for staff to communicate better when working remotely, reduced travel, enhanced video conferencing, and greater overall workforce collaboration.
 
Mark Sutton, IT Director at Teach First, said: "We required a solution that would allow us to modernise our telephony infrastructure, while benefitting from a joined-up approach to communications across our nine offices.

"We have already noticed that employee communications have improved, especially between different offices. These efficiency gains will lead to both direct and indirect cost savings, allowing us to focus on our vision of a day when no child's educational success is limited by their socio-economic background."
 
Alex Tebbs, Director, VIA, added: "This is a substantial contract for VIA and we are proud to have developed a UC solution that delivers value for money.

"Our management portal ensured we could phase the rollout and divert incoming calls temporarily while the new numbers were being sent out. This prevented any downtime during the installation process."

telent has launched its UCaaS solution, telentConnect, on the Crown Commercial Service's G-Cloud Framework.

Andy Gifford, Operations Director, Network Services at telent, said: "We deployed telentConnect as our UCaaS solution and it is expected to offer savings up to a third compared to traditional voice communications.

"We believe there is a need to bridge the gap between the digital and business worlds, and we are dedicated to providing solutions to organisations to assist them in implementing an effective digital strategy."

telent has been awarded places on two further new government procurement frameworks - the Network Services Framework (RM1045) and the Technology Services Framework (RM1058).

Exponential-e has introduced Cloudnet, a new self-service offering allowing enterprises to connect their business sites with their business applications.

Nuage Networks from Nokia has been selected as the partner for this new service.

"Our continued investment in automated services using SDN and NFV underpins our future growth strategy for cloud services," said Chris Christou, director of engineering at Exponential-e.

Nuage Networks founder and chief executive officer Sunil Khandekar added: "Exponential-e realises that the nature of connectivity itself is changing because of the cloud and that branch office connectivity has to be bundled with automating the cloud. That's what the Cloudnet offering is all about."