Comms Dealer

IBM and VMware are partnering to deliver a software-defined data centre architecture on IBM Cloud.

The move would enable businesses to migrate existing IT workloads via VMware's virtualisation software without the need to modify them, which companies have described as a key barrier to cloud migration.

The two companies also will collaborate on marketing and selling new offerings for hybrid cloud deployments, including seamless workload migrations, disaster recovery, capacity expansion and data centre consolidation.

IBM Cloud senior VP Robert LeBlanc says that 80% of enterprise clients are looking for this kind of hybrid cloud strategy, saying "We're moving to the next phase of the cloud. This is going to accelerate that shift."

ScanSource has partnered with SATO, a global provider of auto-ID solutions, to offer value-added automatic identification and data capture (AIDC) and point-of-sale solutions to European resellers.

Under the terms of a deal, ScanSource will be selling SATO's barcode printers and will provide resellers with AIDC and POS solutions as well as logistics, sales and technical support.

Neil Batchelor, General Manager, SATO Europe, said: "This new partnership will enable us to expand our reach to resellers throughout Europe, providing them with access to the full line of innovative SATO barcode printer solutions."

Marcus Ollenbuttel, Vice President of Merchandising, ScanSource POS and Barcode, Europe, added: "SATO has long been a partner of ScanSource in the United States, and we are pleased to now be offering these solutions to our reseller partners in Europe."

SATO offers auto-identification, RFID, barcode/marking, printing, AIDC solutions, hardware manufacturing and system integration.

Zayo Group Holdings has named Wendy Cassity as its general counsel and Dave Jones as chief technology officer (CTO). Cassity succeeds Scott Beer who left the company in late 2015.

As general counsel, Cassity is responsible for Zayo's legal and compliance functions including mergers and acquisitions, capital markets and financing transactions, regulatory compliance, corporate governance and crisis and risk management.

Before joining Zayo, Cassity was vice president and general counsel of Thompson Creek Metals Company, a publicly-traded mining company, and in private practice at McDermott Will & Emery LLP and Cravath, Swaine & Moore LLP in New York, primarily focused on M&A and securities.

As chief technology officer, Jones is responsible for the overall technical direction of the company and for working with Zayo's various product groups to execute on that direction.

He is also responsible for cyber security and the enterprise IT infrastructure, ensuring compliance with regulatory requirements and industry standards.

"Both of these leaders bring the right talent and experience to Zayo as we move into the next chapter of global growth," said Dan Caruso, chairman and CEO of Zayo.

"Wendy is a highly skilled and respected attorney who brings with her years of business and legal experience on issues critical to our future growth and success.

"Her collaborative approach and great demeanour will be a strong addition to an already accomplished and remarkable team.

"Dave is already among Zayo's strongest leaders and will have a broader platform to apply his vision for how we leverage technology in global markets, including a continued focus on the highest standards of cyber security."

Interoute has appointed Randall Smedley as Sales Director for Strategic Partners.

Prior to this he was responsible for European Sales at Viatel, managing the wholesale and partner sales team before its acquisition by global carrier Zayo.

Previous to that Smedley held a position at Claranet where he managed the channel sales team in the UK.

Smedley commented: "There is huge market appetite for converged network and cloud computing capabilities.

"I firmly believe that together with our partners we can deliver enhanced value and differentiation to customers."

Offering alternative energy supply is like going back to the old days of lines and minutes resale.

That's the view of Dean Ison, MD of Cheshire-based reseller Max Telecom, which has recently added energy to its customer service portfolio in partnership with Fidelity Energy.

Ison argues that traditional telecoms sales people are more comfortable with the simplicity of the energy offerings which are very attractive in the current market, and find it easy to sell to customers who are already trusted by them.

"I would recommend selling energy to anyone with a loyal customer base and staff that embrace the slightly simpler sales approach.

"The key to selling energy lies in the customer feeling comfortable with the person that is handling the process for them.

"We have dedicated product specialists overseeing every stage of comms delivery with an obsessive attention to customer service, backed up by what we believe to be a unique 24/7/365 support process. Trust with our customers has therefore already been established.

"Selling them energy is a simple way of cementing the relationships they have and could even help fund telecoms spend by offsetting against energy savings.

"And there is a willingness to obtain a comparison because energy prices are high profile in the media at the moment. Once the savings are explained it is then the small matter of convincing them to embrace those savings now."

As a long-term customer of Gamma, Ison has an established relationship with John Haw who headed up the network provider's sales team before joining Fidelity Energy as managing director.

"We have done a lot business with John for many years and we knew if he was involved this had to be a good opportunity. When he explained how easy it was to get started it was really a no brainer," added Ison.

"It's so simple and no technical knowledge is required. It is like telecoms used to be. The partner forms are simple. The customer forms are simple and self-explanatory and all the pricing is handled by Fidelity.

"We have already signed up to good deals and there are many more in the pipeline."

In its Strategic Review of Digital Communications published today comms watchdog Ofcom has stopped short of forcing the break-up of BT but told the company it must open up its telephone poles and ducts to allow rivals to build their own fibre networks and facilitate greater competition.

A forced break-up of BT is still possible if it fails to create more independence for Openreach under a stricter regulatory environment with wide-ranging proposals put forward by Ofcom.

BT Chief Executive Gavin Patterson said: "Openreach is already subject to regulated service standards and we are happy to work with Ofcom to improve them.

"Ofcom has explained why breaking up BT would not lead to better service or more investment and that structural separation would be a last resort.

"The focus now needs to be on a strengthened but proportionate form of the current model and we have put forward a positive proposal that we believe can form the basis for further discussions with both Ofcom and the wider industry.

"Our proposal includes a new governance structure for Openreach as well a clear commitment on investment. Openreach is already one of the most heavily regulated businesses in the world but we have volunteered to accept tighter regulation to bring matters to a clear and speedy conclusion."

"We are happy to let other companies use our ducts and poles if they are genuinely keen to invest very large sums as we have done. Our ducts and poles have been open to competitors since 2009 but there has been little interest to date. We will see if that now changes."

ITSPA welcomed Ofcom's announcement on the future of Openreach but warned that constant scrutiny is required to ensure it meets its new obligations.

In response to the regulator's review, Eli Katz, Chair of ITSPA, said: "We believe that Ofcom's proposals for further scrutiny and an increased focus on service quality will ensure a fairer marketplace for all Openreach customers while also supporting vital investment in faster broadband services.

"We also support the proposals to encourage the roll out of new 'fibre to the premise' networks by ensuring competitors have better access to BT's mast and duct infrastructure.

"This will improve competition, drive up performance and service levels as well as reduce costs for both individuals and businesses in the UK."

In other areas of the review ITSPA supports Ofcom's continued commitment to improving the switching process for consumers and call for the regulator to reform the current number portability process.

"It is simply not fit for purpose in its current state and should be a priority in Ofcom's work in the switching area," added Katz.

CityFibre CEO Greg Mesch also welcomes the recommendations made by Ofcom in its review.

"The report’s conclusions are clear, that to meet the UK’s current and future digital communication needs and enable widespread availability of competing fibre to the premises networks, a strategic shift to support large-scale investment in end-to-end fibre is required," he stated. 

"To accelerate this, Ofcom recommends the promotion of investment and competition, and provisions such as the assurance of meaningful access to BT’s physical infrastructure. 

"The conclusions in Ofcom's report will considerably strengthen CityFibre’s capability to drive forward an alternative fibre future for Britain." 

Dido Harding, CEO of TalkTalk Group, commended the watchdog but is concerned that words will not be translated into action. She said: "Ofcom has done well in identifying many of the worst problems, including recognising, finally, that BT's control of Openreach creates a fundamental conflict of interest which hurts customers.

"But having accepted all this, Ofcom has produced 100 pages of consultation with little concrete action behind it. The risk is that we end up with 10 more years of debate and delays, rather than facing into the problems and delivering improvements for frustrated customers now.\"

ISPA Chair James Blessing also welcomed Ofcom's 'ambitious vision and proposals' on how the UK's connectivity needs can be transformed over the next decade. 

"With ISPA members investing heavily in their networks across the country - locally and nationally utilising a range of technologies - ISPA supports the report’s objectives to improve performance, enhance competition and investment and make rolling out networks easier in this data-driven age," he said.

Distributor ALSO has reported record results for 2015. "The EBT increased by 30% to €103m before special items. This result was achieved thanks to consistent management decisions and significant investments in infrastructure to ensure sustainable profitability," said Gustavo Möller-Hergt, CEO. 

In fiscal 2015, ALSO Group sales improved on the previous year by 7.7% to €7.8bn euros and earnings before taxes (EBT) by 10.9% to €90.8m, it has reported.

The EBT margin increased year on year from 1.1 to 1.2%. Net income increased to €62.9m, passing the previous year by 3.3%.

In the Central European market segment, ALSO increased its sales over the previous year by 7.5% from €5.709bn to €6.140bn. This was mainly due to the stronger performance of Alpha International B.V. the second half of 2015 and the encouraging strong growth in France and in the Netherlands.

In Northern / Eastern Europe, sales rose by 8.6% to €1.805bn, following €1.663bn in the previous year. EBT rose by 32.5%, from €15.4m to €20.4m. There were positive developments in all countries except of Poland, which is currently being restructured.

In 2015 ALSO employed an annual average of 3649 employees from 50 countries - 223 employees more than in the previous year (+6.5%). The increase was due to acquisitions and growth in Solutions and Services. 

Annodata is celebrating a double win at O2's Direct Partner Network Awards 2016, picking up the Customer and Digital Excellence accolades.

Stuart McAlpine, Head of Annodata Communications, said: "The mobile market is incredibly competitive and, increasingly, it is service that is the key differentiator between one dealer and the next. It's clear that we are doing something right."
 

Polycom handed over its Reseller Partner of the Year award to Gamma during the vendor's TEAM Polycom annual partner conference held in Nashville, USA.

Andrew Robinson, Head of Hosted Sales at Gamma, commented: "Our partnership has grown and solidified over the course of 2015 mainly due to Polycom's commitment to the SMB sector through the development of its VVX range of handsets."

Manchester-based UC wholesaler Zest4 has linked-up with VoxSmart to launch a mobile voice recording solution.

Zest4 will provide the VSmart cloud-based service which is compliant with the EU legislation Markets in Financial Instruments Directive (MiFID) expected to come into force in January 2017.

Under new rules financial organisations and their employees will need to record and store all calls related to 'firm business' for a period of at least five years.

This includes internal as well as external calls, plus text and all other types of messages.

VSmart operates on any mobile network and integrates with in-house recording machines.

The launch of a mobile voice recording system follows Zest4's introduction of M2M solutions last year.

Mandy Fazelynia, Operations and Business Development Director, said: "The addition of mobile voice recording and M2M to our portfolio ensures that our partners have access to complete UC solutions."