Comms Dealer

The European software sector is at a cross-roads in 2016, with new models emerging and a driving pressure from customers anxious for changes in their competitiveness.

The European Software and Solutions Summit 2016 ranged over issues as varied as cognitive computing, the emergence of ISVs from within enterprises to licensing and the timeframe for a successful software company buy-out.

The scene was set with a view of the trends in the software industry by Frost & Sullivan's Martin Hoffter Heide.

Among the various trends examined was the increasing monetisation of personal data on the part of consumers, and the building of micro-income streams of businesses. He highlighted the impact of technology-driven change in Europe, including the loss of mid-income jobs in Europe from automation.

This affects national economies while driving big changes in education; systems are continually applied for further cost reduction, he says, which drives further need for IT-based solutions.

The power of IT used for data analysis was a point well-made by IBM Watson's EMEA head, Paul Chong, with many examples of its transforming nature and the scale of resources invested in it. The use of the term cognitive computing was picked up and he explained that the AI (Artificial Intelligence) term was still associated with robots, with negative connotations. The power of Watson he said is available for ISVs to explore for themselves, at no cost.

Brussels-based Paul MacDonnell, from think-tank The Centre for Data Innovation is a close watcher of how the EU is moving towards data compliance and he was able to position how Europe, while being well placed in terms of skills and having succeeded in many technology areas, somehow fails to get coherence in terms of establishing standards.

This may be because of a sense of distrust of the US giants, but, he said, "Europe is not going to produce a Google or Facebook". It would do better to specialise in areas where it can make progress.

Every company is a software company, believes coMakeIT's CEO Steven ten Napel. He viewed this, not so much as adding competitors to the ISV sector, but from the way almost every business and organisation is driven by applications and IT processes that it has created and understands.

But the only way forward for ISVs of all types would be a wider ecosystem of supporters and partners. This is a cross-roads for the ISV, he explained, as they had to decide how to move forward in co-operation, in a market where skills would be scarce and the pace of development was picking up.

The well-attended breakouts covered the use of IoT and big data by ISVs, from presenters NaviSite and Panintelligence. ISVs were shown higher-margin alternatives to Oracle by Tmaxsoft's UK MD Carl Davies, with IBM's ISV Business leader Bob Suter talking about new tools for ISVs to help the SaaS conversion, which will become available in the next few days.

The final rousing keynote was given by M&A specialist Hampleton's senior director David Riemenschneider, who highlighted the IT sectors with the highest valuations, while also warning that it was sometimes less profitable to wait until a more mature business could be built; even early starters and start-ups can find a market, he advised and pointed to 2016 being a very successful year for activity.

Mitel has acquired Polycom for $1.96bn creating a combined $2.5bn revenue company with a global workforce of approximately 7,700 employees. The combined company will be headquartered in Ottawa, Canada, and will operate under the Mitel name while maintaining Polycom's global brand. Richard McBee, Mitel's Chief Executive Officer, will lead the enlarged organisation. Steve Spooner, Mitel's Chief Financial Officer, will also continue in that role.

On the closing of the proposed transaction, it is expected that Polycom directors will assume two seats on the Mitel board.

"Mitel has a simple vision to provide seamless communications and collaboration to customers," stated McBee. "To bring that vision to life we are methodically putting the puzzle pieces in place to provide a seamless customer experience across any device and any environment.

"The combined company will have the talent and technology needed to deliver integrated solutions to businesses and service providers across enterprise, mobile and cloud environments."

Peter Leav, President and CEO of Polycom, added: "Together, Polycom and Mitel expect to drive meaningful value for our shareholders, customers, partners and employees around the world.

"We look forward to working closely with the Mitel team to ensure a smooth transition and continued innovation to bring the workplace of the future to our customers."

The transaction is expected to close in the third quarter of this year, subject to stockholder approval by Polycom and Mitel, receipt of regulatory approval in certain jurisdictions and other customary closing conditions.

Following the closing of the transaction, former Polycom shareholders are expected to hold approximately 60% and current Mitel shareholders are expected to hold approximately 40% of the outstanding Mitel common shares.

While Mitel is still early in the process of closing the quarter ended March 31, 2016, it is expected that revenue and adjusted EBITDA margin will be within the company's prior guidance range.

Based on preliminary information available at this time, Mitel now expects quarterly non-GAAP revenue will be in the range of $270 million to $280 million and adjusted EBITDA margin will be in the range of 7.5% to 9.5%.

IT Europa has announced the winners of the European IT & Software Excellence Awards 2016 - the pan-European awards event for ISVs, Solution Providers and Systems Integrators and their vendor and distributor partners. The finalists were honoured at a celebration dinner at the London Lancaster Hotel.

In its eighth year, the European IT & Software Excellence Awards attracted over 400 entries from more than 31 countries. A number of entries demonstrated how carefully the industry has been listening to its customers and building solutions that really do make a difference.

The winners ranged from a low maintenance self-service web portal which became the standard national online platform for collecting structured data across all UK schools to a consultant's global mobile management system and a taxi service system in Paris. Winners were chosen from 86 finalists representing 21 countries.

With so many high-scoring entries, choosing outright winners in each category was particularly hard this year, says judges' panel chair John Garratt, editor of IT Europa.

"It is also fascinating to see how the entries reflect the changes in the industry; previous years have seen concentrations of cloud and then SaaS solutions; this year we have had many entries showing solutions based on data and its management and analysis.

"This shows how responsive the industry is, particularly among the software developers and ISVs who are so determined to deliver results for their customers. The awards show that there is a real case for considering IT as a success and encouraging even more investment in what it can offer."

THE WINNERS!
Solution Provider categories

SME Solution of the Year: 123 Insight
Enterprise Solution of the Year: BearingPoint Software Solutions
Datacentre Solution of the Year: Brightsolid
Vertical Solution of the Year: ASPEKT
Public Sector and Utilities Solution of the Year: Schnell Solutions Limited
Managed Service Solution of the Year: SCC
Connected/Mobility Solution of the Year: SoftServe
Storage/Information Management Solution of the Year: Azeus Convene
Big Data, IoT or Analytics Solution of the Year: Tech Mahindra Ltd
Security Solution of the Year: Webroot
Customer Experience/Management Solution of the Year: Arcus Global

ISV Categories
Information & Document Management Solution of the Year: ICB-InterConsult Bulgaria Ltd
Big Data, IoT or Analytics Solution of the Year: ExtraHop
Connected/Mobility Application Solution of the Year: VMware AirWatch
Vertical Market Solution of the Year: Haulmont Technology
Government/Utilities Solution of the Year: INSOFT Development & Consulting
SaaS Solution of the Year: PureClarity
Software Innovation Solution of the Year: Fookes Software

Supplier Categories
Channel Programme of the Year: NaviSite Europe
Connected Technologies Provider of the Year: Arkessa
Finance/Support Services Provider of the Year: BNP Paribas Leasing Solutions
Security Vendor of the Year: AVG
Business Distributor of the Year: Wick Hill
Service Provider of the Year: Utilize Plc
Software Vendor of the Year: Panintelligence
Technology Provider of the Year: ShoreTel

NewVoiceMedia has raised over £7,000 to Naomi House & Jacksplace, a Hampshire-based charity that supports children and young adults with life limiting and life threatening conditions in central southern England.

The funds will help the charity buy a new minibus.

NewVoiceMedia's Foundation encompasses all charitable activities carried out at the company, focusing on skills-based volunteering, matched funding and fundraising activities.

The firm has also joined the corporate philanthropy movement Pledge 1%. Founded by Atlassian, the Entrepreneurs Foundation of Colorado, Rally and Salesforce.org, Pledge 1% sees companies donate 1% of product, 1% of equity, 1% of profit or 1% of employee time to improve communities around the world.

Jill McDonagh, area fundraiser at Naomi House & Jacksplace, commented: "NewVoiceMedia's generous donation will help us to buy a new minibus, which will make a big difference to children and young people with life limited and life threatened illnesses. Without the tremendous generosity of individuals, businesses and groups in the community, we could not keep the doors of Naomi House & Jacksplace open."

Rohini Bali, NewVoiceMedia Foundation Manager, added: "We are pleased to have increased our commitment to integrated philanthropy over the last year and that we are able to give something back to the community while supporting the causes that are important to our employees."

Nimans has collected the BT Devices Distributor of the Year 2016 award in recognition of sales of BT's call blocking DECT handsets and helping the company break into new market sectors.

Erik Raphael, Director BT Wi-Fi and Devices, presented Nimans' Chairman Julian Niman with the award at BT's London head office.

Raphael said: "Winning our award is fully justified for Nimans as it recognises huge sales performance of our enhanced range of call blocking technologies, in particular the BT 8500 and 6500 DECT telephones.

"In addition, Nimans has helped us to penetrate new market sectors such as powerlines and Wi-Fi adapters."

US-based technology services distributor Intelisys Communications has expanded its operations into Europe and appointed Stephen Hackett to lead the venture.

Hackett brings 15 years telecoms industry experience to the role and moves from NFON where he was Channel Sales Manager.

Previous roles include stints at Gamma Business Communications, Orange Business Services, Level 3 Communications and Telstra Europe.

According to Hackett, Intelisys' international ambitions are to on-board new sales partners to sell telecom, connectivity and cloud services via the US two-tier distribution channel model with dedicated international support in the UK.

"Intelisys will make this alternate distribution model a reality outside of the United States," said Hackett. "The immediate challenge is also our greatest initial opportunity - gaining access to the bevy of talented independent telecom and cloud sales agents dispersed throughout Europe."

JR Cook, SVP of Business Development at Intelisys, added: "This move not only represents an opportunity for our international supplier and sales partners who will be supported out of the UK, but also opportunities for our existing ones in the US.

"We will see many of our existing sales partners expand their presence internationally to grow their businesses. With Stephen's direction we are going to open the doors of opportunity, not just in the US, but the world."

Colt is an international Intelisys supplier partner, and its Chief Revenue Officer, Ernie Ortega, observed: "Cloud has made the world flat again. The opportunities for Intelisys are twofold. Firstly, to continue to enable the US enterprises to expand their reach outside the borders of the US, and secondly to gain access to a new European sales partner community."

Dana Topping, Intelisys co-owner, added. "We owe it to future sales partners in the UK to have a local presence that embodies the Intelisys DNA and commitment to the channel. Identifying Stephen as the right person to undertake this exciting challenge was the most important first step."

French vendor of real-time streaming analytics software Intersec is to open a new office in the UK led by newly hired Matthew Hemming, VP Sales EMEA, who will run the London office.

Hemming is responsible for all the sales operations and teams for Northern Europe and Middle East as well as consolidating and strengthening the company's positions with existing and new customers.

He brings much experience in senior sales executive roles. He worked for 12 years at Landmark Graphics where he was Business Unit Vice President and also served as VP Sales Europe and Client Partner at Trilogy.

Hemming also worked for nine years at Motive, later acquired by Alcatel Lucent, where he held the role of Managing Director Northern Europe and as a VP Sales and Business Development at Axiros.

"Matthew has an impressive track record in sales and new business development," said Ingolf Ruh, Chief Revenue Officer. "We are sure he will bring a wealth of experience and selling skills to our teams."

Logistics and parcel distribution company DX has awarded customer contact technology specialist Sabio a contract to deploy a hosted communications platform. 
?The deal is part of DX's ongoing OneDX strategy to bring the logistics company's operations together onto a single operating platform.

Switching to a hosted Sabio OnDemand powered by Avaya solution will enable DX to retire over 80 separate telephony systems located at operational service centres and offices around the UK.

It will also help the company realise telephony technology and call savings of over £500k a year.
?Sabio founding Director Ken Hitchen said: "With DX we've clearly demonstrated how our hosted solution can deliver the kind of rich multi-channel contact centre functionality that major organisations such as DX increasingly demand."

According to research firm Gartner global shipments of personal computers fell 9.6% to 64.8 million units during Q1, marking the sixth consecutive quarter of declines and the first time since 2007 that shipments dropped below 65 million units (IDC reported similar results worldwide).

In the US, PC shipments totalled 13.1 million units, representing a 6.6% decline from a year earlier and the lowest volume in three years.

The sector has faced headwinds in recent quarters which include an economic slowdown in China, the strong dollar and the growing popularity of smartphones.

VIA has deployed a cloud-based comms platform for the Association of British Insurers (ABI), easing the firm's transition to its new London HQ.

The ABI recently embarked on a high profile office move from Gresham Street to One America Square.

At its previous address the ABI deployed a traditional PBX telephony network as well as separately using the CRM solution Microsoft Dynamics and Office 365.

After deciding to relocate to One America Square, the organisation took the decision to replace its outdated communications system with a cloud-based solution that could seamlessly integrate with both Microsoft applications.
 
Following a successful pilot, the ABI chose to deploy VIA Voice while still based at its previous headquarters in Gresham Street.

As the communications platform operates over the Internet, the solution could then be accessed immediately upon arrival at One America Square, ensuring a seamless switchover.
 
VIA Voice enabled the ABI to benefit from a joined-up approach across its communications, office and CRM platforms.
   
Alex Tebbs, Director, VIA, said: "VIA Voice has revitalised how the ABI's team of employees communicate both internally and externally.

"Our cloud-based solution also incorporates a call recording feature to ensure the ABI complies with necessary regulations.
 
"We have also provided the ABI with a direct and exclusive network connection from our data centres to their offices.

"By using VIAConnect, the organisation can share and send calls and data whilst ensuring unrivalled levels of security and resiliency."