Comms Dealer

GCI has been accepted on to the eighth iteration of G-Cloud through which it will offer a range of services across SaaS, IaaS and Specialist Cloud Services (SCS) lots on the framework.

Newly-listed services bring additional capability and will enable public sector bodies to take advantage of hybrid cloud models and access the full suite of GCI's cloud-based unified communications(UC), compute and storage services.

These include Skype for Business, Microsoft Office 365, Contact Centre, end-to-end cloud migration services and GCI's highly-resilient, enterprise-grade UK secure IaaS solution.

Another new addition is Microsoft Azure virtual machines that allow organisations to take advantage of public cloud, quickly test and deploy applications and flexibly meet changing storage and disaster recovery requirements.

Jon Seddon, Head of Product at GCI, said: "Our adherence to cloud security principles and ongoing investment in ISO 27001 and 9001 means that we are capable of holding data at OFFICIAL and OFFICIAL SENSITIVE levels, meeting the added security sensitivities of the public sector."

Mike Ayres, Chief Commercial Officer at GCI, added: "The public sector is making good headway in its move to cloud services, helped in no small part by procurement frameworks like G-Cloud. At the last count, the framework had amassed more than £1.2bn in sales since it was established in April 2012, which is a significant achievement."

A significant majority of sales professionals say their jobs are made easier by the efficiencies and support provided by IT.

In a survey by RingCentral and Censuswide 80% of respondents experience a slicker sales process while 90% cited the support they receive from IT as a telling factor.

Sahil Rheki, UK MD of cloud comms provider RingCentral, commented: "The relationship between sales and IT is integral to business efficiency and these stats demonstrate how vital the IT department is to sales teams."

More than half of the survey's respondents also see the IT department as a business improvement operation, introducing new IT processes and infrastructures.

"With the rise of team collaboration and off premise cloud networks, KPIs for IT teams are evolving from reducing downtime to boosting efficiency and supporting the sales, marketing and operations departments," added Rheki.

Cradlepoint, a 100% channel focused provider of cloud-based network solutions, has invested £4m in its EMEA HQ at West Byfleet and will bolster its existing team with newly created sales, marketing, operations and channel roles in a bid to expand its EMEA business via the IT channel. "In the last year alone, Cradlepoint has seen its growth in EMEA business double," said Hubert Da Costa (pictured), Vice President of EMEA, at Cradlepoint.

"This rapid growth is set to continue in the coming year as firms across the region embrace cloud, mobile, and IoT technologies to increase their business agility, empower distributed workforces and gain operational insights.

"As a result, an increasing amount of enterprise network traffic is moving off private IP networks and onto the public Internet. Now is the right time to invest so that we can not only grow the business, but make a difference to the customers we already serve."

Cradlepoint's HQ will house a Solution Centre to demonstrate its solutions including the NetCloud platform which enables companies to deploy private cloud networks over wired and wireless broadband Internet services for branch, mobile workforce, vehicle and IoT networks.

Channel facing Juniper Bridge reports it is rebranding and transforming its business from a managed technical support service to an innovative software business.

The company says it has developed its software solutions beyond managed technical support to provide customers with a self-service platform, JuniHub, transforming how resellers can manage their complete connectivity footprint by putting control into their clients’ hands.

Within JuniHub resellers will be able to utilise network monitoring software that rapidly identifies network outages for clients so that they can proactively analyse and resolve performance issues. The software also detects circuit, router and end user problems, significantly reducing business costs.

Clients will also be able to manage customer interactions with a fully integrated ticketing system that captures emails, tasks and call recordings improving end-user customer experience. Other services available will give resellers access to zero touch provisioning of their routers and devices, logistical support and 24/7 technical support team to their end users.

Juniper Bridge Founder, Steve Larkin, commented: "2016 has been landmark year for Juniper Bridge and we’re excited to see how we can help clients in the channel leverage our new solutions to deliver cost savings and operational efficiencies.\"

Nimans and Unify have given resellers a marketing lift via seven bespoke packages spanning a number of mediums including telemarketing, emails and whitepapers.

"These marketing packages are designed to maximise opportunities in today's digital world," said Marcus Yates, Nimans' Solutions Business Manager for Unify.

"Both Nimans and Unify understand that often the key to success is planning ahead and making sure that marketing plans will generate demand and a healthy flow of leads.

"Effective marketing is about targeting the right customers, delivering the right messages and standing out above the competition."

Unify's 'Connect' personal marketing packages are designed to generate leads and new business, build a digital relationship with customers, syndicate online campaigns and also manage online assets and social media.

Yates added: "Activities can be planned against earned partner marketing funds to make the whole proposition cost effective and high impact."

CityFibre has signed up its 50th service provider partner, Hampshire-based ISP Onecom, the largest reseller in Vodafone's Partner Programme.

The link-up takes CityFibre to the half way point in its medium term strategy to secure 100 service provider relationships.

The five-year deal sees Onecom become the commercial launch partner for CityFibre's Southend-on-Sea network currently under construction.

The £1.7m agreement commits Onecom to a minimum of 150 business customer connections across the network.

CityFibre has now sold a total of 270 connections on the Southend asset, representing an incremental unit sales uplift of 125% above the original anchor customer commitment in only six months.

Greg Mesch, Chief Executive of CityFibre, commented:
"Onecom's national base of over 300,000 customer connections is testament to its established reputation for quality and customer service, making it an ideal addition to the CityFibre partner universe."

Distributor DMSL has put the spotlight on a new report into the growth of home businesses and is urging comms and IT resellers to recognise this trend as a significant opportunity.

The Heart of Home Business Britain report, which is based on analysis by the Centre for Economic and Business Research and includes research by YouGov (commissioned by Vonage UK), says that there are over 2.75 million home businesses in the UK, which accounts for more than half of the UK’s total private sector business population and represents a 23% increase over the past decade.

These businesses are contributing an estimated £94bn gross value added to the economy and the total annual revenue of home businesses is projected to be £212bn this year.

The report also says that while technology is enabling home business success by lowering the barriers for start-ups, it also notes that these businesses need more mentoring and support.

DMSL MD John Carter said: "The Heart of Home Business Britain report shows us that there is absolutely no shortage of opportunities for resellers who can offer the quick, simple and effective solutions and services that these small, home-based businesses will be looking for.

"Availability of high speed broadband is spreading and while this is an opportunity in itself, the greater potential lies in taking the benefits of cloud-based communications, like those offered by Vonage, and other services to these businesses."

According to Carter, most home-based firms will want the reassurance of knowing that their IT and communications supplier is local.

"What this report shows is that there is a massive hidden opportunity for B2B resellers out there. Many of these home-based businesses will be dependent on their IT and communications and when things go wrong they will need to get problems sorted out straight away. They will want their trusted IT supplier to be close at hand."

Exclusive Group's latest set of financial figures reflect a strong focus on value added services and technologies (VAST) and show significant returns on vendor business globally with the acquisition of cyber security VAD Transition Systems also paying off.

Exclusive's half-year results show 60% year-on-year growth with total revenues of 575m euros, keeping the firm on target to double revenue every two years.

"The intention to have a more blended business through our VAST strategy is paying dividends, with each of our ancillary services businesses contributing to strong growth," said Olivier Breittmayer, CEO of Exclusive Group.

"These results also show how well-balanced the Group is globally, able to absorb fluctuations in regional geographies and economies with little impact on momentum.

"It is particularly pleasing to see our expanding BigTec business in the software defined web scale infrastructure marketplace returning triple digit growth.

"This, allied to our strong cyber security-focused Exclusive Networks operations and a renewed focus on developing and expanding premium-based services is having a positive impact on the overall integrated business."

Group COO Barrie Desmond added: These strong six months have put us ahead of our plan and budget. But more hard work is needed to achieve our annual target of doubling revenue every two years until 2020."

Audio visual and document solutions distributor Midwich has bagged the lion's share of UK-based Holdan for £7.9m and also acquired New Zealand AV distributor Wired.

Holdan operates from Glossop in the broadcast, professional video and traditional audio visual markets and employs 35 staff.

In its last financial year ended 31st December 2015 Holdan reported annual turnover of £20.6m and profit before tax of £1.1m.

Midwich has acquired 75% of the issued share capital of Holdan from MD Chris Daniels and Sales Director Allan Leonhardsen. Daniels has stepped down as MD but will continue with the business on a full time basis before retiring in 2017.

Leonhardsen has taken over the MD role while Kieron Seth becomes Sales and Marketing Director.

Midwich has options to acquire the remaining 25% over the next three years in a deal linked primarily to earnings growth.

The Wired acquisition augments Midwich's existing market position and capability in the Australian and New Zealand markets. Wired reported revenues of NZ $2m in the year to 31 March 2016.

Midwich MD Stephen Fenby commented: "We recognised some time ago that the broadcast and professional video markets are a natural adjunct to our traditional audio visual activity.

"Having made some headway in penetrating these markets ourselves, we believe that the expertise and focus of Holdan will give Midwich the ability to provide a more comprehensive value added service to our customers in the UK and overseas.

"Similarly, Midwich's reach into the audio visual market provides Holdan's vendors with an opportunity to expand into a growing segment."

Microsoft's former General Manager of US Partner Sales Eric Martorano has joined Intermedia as Senior Vice President of Worldwide Sales.

He spent over eight years at Microsoft and was responsible for $17bn-plus revenue.

Michael Gold, CEO of Intermedia, stated: "Eric's understanding of the Microsoft ecosystem will prove invaluable as we expand our Office 365 offerings."

Prior to Microsoft, Martorano led a number of key initiatives and strategies at other notable companies such as Sage Software and Ingram Micro. He also holds an active seat on CompTIA's Board of Directors.