Comms Dealer

The time has come for Europe to capitalise on its know-how and advanced technologies to progress towards a Digital Single Market.

That's the upshot of a round table discussion staged by Prysmian Group in the European Parliament, co-hosted by MEP Dominique Riquet, chair of the Long-term Investment and Reindustrialisation Intergroup.

The event welcomed speakers from the European Investment Bank, the European Commission, the European Parliament, the Ambassador of Italy to the European Union, as well as telecom operators and ICT industries.

Panelists shared views on the challenges and opportunities for the development of Europe's high speed broadband infrastructure, the path towards further digitisation in Europe, and the increased growth and competitiveness that results from investment in quality technologies.

"The panel of experts and policymakers reflected on new ways to attract private finance to strong added value projects in the ICT sector," said MEP Dominique Riquet.

"Reliable high speed broadband, like other energy and transport infrastructures, are key to increasing our growth potential and thus boosting Europe's real economic competitiveness in a globalised market."

Panelists emphasised the role of passive infrastructure in the future Digital Single Market and engaged in a lively exchange on the challenges related to building a high-speed, secure and trustworthy ICT infrastructure as the backbone for the European digital economy.

They considered EU policy makers and financial institutions key to creating the necessary conditions for innovation, investment and competition.

"Economic operators who design and implement fibre-based, ultra-high-speed access network technologies, have a unique role in helping meet the 2020 targets of the Digital Agenda for Europe," said Philippe Vanhille, senior vice president of telecom business for the Prysmian Group.

Throughout the discussion, panelists questioned what type and quality of technology is most effective for a robust digital infrastructure.

"Choosing the right products that optimise the overall capital expenditure and minimise the future maintenance is essential," added Vanhille.

"The future-proof solution optical fibre cables provided for broadband networks is precisely the type of investment that instills confidence in private investors and encourages them to accept the associated longer term risks - and benefits."

According to the Prysmian Group, we must depart from technology neutrality, abandoning the goal to simply provide broadband regardless of its speed and efficiency, and instead embrace the most advanced fibre technologies.

According to research by Cisco the average large enterprise has 54-plus security vendors, meaning that CIOs have a complex landscape to manage

Amitabh Passi, and analyst at UBS, noted that Cisco is set to driver further into enterprise security, which it may do by more acquisitions on top of the recent OpenDNS buy.

Passi doubts Cisco will go after a bigger fish such as Check Point or Palo Alto Networks, and instead expects targeted purchases in growth markets where the company has little or no presence, such as identity access, data loss management and app security testing.

Cisco recently spent $635m to buy DNS security tech provider OpenDNS.

Security's share of IT spend has been steadily growing, thanks in no small part to a flurry of high-profile cyber attacks.

Cisco has held its own within the segment, but various smaller firms (FireEye, Fortinet, Palo Alto etc.) have grown much faster.

"We don't believe Cisco has any delusions of replacing 50-plus vendors with just itself, but the goal is to simplify the landscape," said Passi.

He noted that new CEO Chuck Robbins wants to grow Cisco's share of enterprise security infrastructure spend to 20%-30% from a current 9%, a tough task via organic growth alone. He added that John Chambers has a 'mandate' to build out Cisco's security operations.

After meeting with Cisco security execs, BMO's Tim Long also suggests more M&A is on tap.

"Cisco believes that one of the key changes that will occur in the industry over the next few years is that customers will increasingly move from point vendors that provide niche solutions to companies that can provide an architectural approach," he said. "This should also drive increased industry consolidation."

Comms-care's seventh annual Partner Golf Day held at the Celtic Manor 2010 Golf Course saw each team headed up by a member of Comms-care, with team-Ricoh ultimately triumphing under the leadership of Comms-care's MD Ben Davies (pictured far right).

Prizes for runners up, best individual score, beat the pro and nearest the pin were also handed out during the evening, as well as a 'waterboy' award for most in the water.

Comms-care's Sales Director Rob Darby said: "This is our partner event of the year and we get a chance to say thank you to our most loyal channel partners."

The teams were greeted with a surprise on the driving range with a special guest, Kevin Carpenter, who provided the teams with banter filled entertainment with his one-of-a-kind trick shot show.

Utilising gym balls, unicycles and balloons Kevin geared the teams up for a day on the course in the midst of the June heatwave.

Once all golfers had made their way back into the clubhouse they were escorted to the Samuel Ryder Suite where a meal and evening awards were held.

New innovations, investments and partner opportunities were unveiled by Microsoft at its annual Worldwide Partner Conference in Florida. Microsoft CEO Satya Nadella (pictured) introduced Project GigJam, an initiative to 'reinvent productivity and business processes' by breaking down the barriers between devices, apps and people.

"GigJam empowers business workers to summon information from their line of business and SaaS apps, spontaneously divvy up the specific information and actions needed to get work done, keep track of each part, and bring it all to closure immediately," he said.

Phil Sorgen, Corporate Vice President, Worldwide Partner Group, Microsoft, showcased new technology innovations that demonstrate Microsoft's ambition to reinvent productivity and business processes, build the intelligent cloud and create more personal computing.

"We also discussed investments the company is making in programs for our hundreds of thousands of global channel partners at the centre of business transformation taking place in the industry," he said.

"These innovations and investments will help Microsoft and our partners achieve our new mission together on a global scale, making a difference in lives and organisations in all corners of the planet."

Microsoft also announced the Cortana Analytics Suite, a fully managed set of services to help businesses transform data into intelligent action.

"The growing adoption of machine learning, big data combined with the power of unlimited storage and compute in the cloud presents a unique opportunity for organisations to anticipate what will happen and to automate business outcomes," said Sorgen.

"Cortana Analytics Suite brings together leading technology infrastructure including machine learning, big data storage and processing with perceptual intelligence such as vision, face and speech analysis, extending predictive and prescriptive capabilities to businesses for a range of industry scenarios.

"Cortana Analytics Suite integrates with Cortana, Microsoft's digital personal assistant.

"Cortana works with the Cortana Analytics Suite to enable businesses to get things done in more helpful, proactive, and natural ways. Availability will be this fall through a simple monthly subscription."

The third area of innovation showcased was around commercial momentum in response to HoloLens - a fully untethered holographic computing device powered by Windows 10.

On-stage at WPC, Nadella showed how a MS partner, Autodesk, will use HoloLens to fundamentally change how design professionals create, communicate, visualise and work.

"HoloLens is already making an impact across a number of industries, examples include the work we are doing to help architecture and construction industry professionals through Trimble, working on Mars exploration with NASA's Jet Propulsion Laboratory and helping Case Western Reserve University and the Cleveland Clinic transform teaching for the future," said Sorgen.

"This is just the beginning of what holographic computing can help customers do more and achieve more."

The software giant also revealed details on creating new partner opportunities across cloud and mobility.

"We know that many of our partners are investing in transitioning their businesses to the cloud, in part to take advantage of the types of cloud-based innovations as mentioned above," added Sorgen. "So, we're making several partner investments to make their transition more seamless.

"We are expanding the Cloud Solution Provider (CSP) program to help partners continue to build and grow profitable cloud services businesses using Microsoft Cloud.

"Beginning today, Microsoft will expand CSP to additional markets, bringing the total number of markets in which CSP is available to 131.

"Additionally, Azure and CRM Online will join Office 365, Windows Intune and Enterprise Mobility Suite (EMS) as available services in the CSP.

"In addition, as a result of the overwhelming interest from partners and positive feedback we've received from customers over the past two years, we are delivering on our promise to grow the opportunity for more partners to sell Surface - taking the number of resellers from a few hundred to a few thousand globally in the coming months.

"Surface is an integral part of our Windows strategy, and the expansion of this program coinciding with the upcoming launch of Windows 10 creates exciting opportunities for partners.

"We're also investing in helping partners unlock customer mobility opportunities with new competencies for Windows 10 and Enterprise Mobility Suite (EMS) that will enable them to differentiate their expertise and grow their business."

Sorgen also revealed details about a new premium Office 365 enterprise suite called E5, to be launched before the end of this year.

E5 will encompass the core value of Office 365 productivity and collaboration capabilities, as well as new innovations including newSkype for Business services such as Cloud PBX and Meeting Broadcast, Power BI & analytics features and new advanced security features such as eDiscovery, Customer Lockbox, and Advanced Threat Protection.

"The E5 suite will provide a significant new opportunity for partners to build new service offerings around real-time communication and analytics, and to reach new customers with important new security features," added Sorgen.

"In this mobile-first, cloud-first world, those businesses that embrace technology to reinvent themselves and their industries will thrive, and those who embrace status quo risk extinction.

"Its Microsoft's hundreds of thousands of global partners that will bring about this transformation, help our mutual customers through this change and forge the next industrial revolution."

Microsoft plans to launch Windows 10 on July 29th with global 'fan celebrations', joint efforts with thousands of retailers, including all Microsoft store locations and a new global advertising campaign.

Available for the first time as a free upgrade, Windows 10 delivers a fast and familiar experience that is more secure and automatically up-to-date. Windows 10 features new innovations like Cortana, Microsoft Edge and Xbox integration.

"Windows 10 was built to empower people to do great things," said Yusuf Mehdi, corporate vice president of Windows and Devices Marketing at Microsoft. "We'll mark the launch of Windows 10 by celebrating the people and organisations that upgrade the world every day - and by helping them do more in their communities."

Insight, a global provider of IT hardware, software and service solutions, has become a member of the Cloud Industry Forum (CIF), the industry body established to promote trust, security and transparency for the cloud.

Working with CIF, Insight will seek to establish greater awareness of the possibilities of cloud computing for businesses and public sector organisations, as well as demonstrate how cloud-based services can meet the demands of trust and security for customer data.

"Our approach is based on being a trusted industry advisor, and this partnership reflects our commitment to our customers," said Mike Wheeler, EMEA Go To Market Director, Hybrid Cloud at Insight, on working with CIF.

"Much like the Cloud Industry Forum, we are fully committed to creating a sustainable and responsible Cloud ecosystem for our customers and the wider industry.

"With much of the early hype around next generation computing having settled, it's critical that the industry commits to the promises made around cost efficiencies, security and performance of cloud services.

"We look forward to working closely with CIF and its existing members to drive three key tenets of its Code of Practice for Cloud Service Providers - transparency, accountability and capability."

Formed in 1988 in Tempe, Arizona, Insight serves clients across 180 countries, providing IT hardware, software and service solutions across both the business and public sector.

Insight's cloud services provide organisations with a single source for cloud-based applications and services, Private Cloud offerings through to a portfolio of Infrastructure and Platform services. This includes applications, operating systems, security and business continuity options.

Alex Hilton, CEO of CIF, added: "Our primary goal is to establish robust standards of transparency, accountability and capability across the cloud industry.

"Along with our other industry members, I am sure that Insight will make an important contribution in helping us drive for industry-wide standards, which in turn will provide comfort and clarity to end users seeking to move to the cloud."

Novice resellers went back to the classroom to learn about Samsung Wireless LAN installation techniques as part of a Nimans training course.

Attendees spent two days gaining a system overview as they learned the secrets to WLAN success and how to install the intuitive and scalable technology.

Access Points and Controllers, features, Wi-Fi standards and channels, security options and site surveys all fell under the spotlight as part of the 'hands-on' course.

A Preston-based dealer commented afterwards: "We are relatively new to this market so need to learn how to set-up and install a complete Wi-Fi system.

"We've done one so far but received some assistance from Samsung. We now understand its many capabilities and how to deploy it. We can't wait to get on with things and sell lots of it. The course was an important stepping stone."

The training course forms part of a complete support structure from Nimans designed to help resellers embrace the fast-growing WLAN arena, already worth £250m in the UK which is set to expand by 20% this year. New industry research forecasts that Wi-Fi networks will carry almost 60% of smartphone and tablet data traffic by 2019.

"WLAN is a natural evolution of voice and data communications with education, retail and hospitality huge areas to target, says Tom Maxwell, Head of Dealer Sales at Nimans.

He highlighted how Samsung WLAN is based on expandable 'bullet proof' hardware that can seamlessly integrate into existing Samsung architecture or be rolled out across other comms system platforms.

Maxwell added: "We recognise how training is a vital component in helping resellers move forward with confidence. Many haven't been involved with WLAN before but we are with them every step of the way to ensure they make a flying start.

Three new starters have brought a variety of skills sets to fast expanding Fidelity Group.

South African born Clair Bonar, 33, has joined the Henley-on-Thames based company form Barclays Capital as Finance Manager. She will be liaising daily with resellers, white label partners and suppliers. "This is like chalk and cheese from what I was doing for Barclays but its great working for a fast growing business as each day brings a fresh challenge," said Clair.

Business Development manager Zac Jones, 20, is an accomplished cricketer for the Berkshire county side  and Henley CC  - one of the best cricket teams outside of the County set up. Before joining Fidelity, he spent two years playing in Australia and New Zealand. A lover of fine dining he has recently completed a wine course specialising in the Argentina Malbec grape variety. 

Completing the trio is keen rower Dan Boddington, 23, from Watlington. Educated at Abingdon and Durham University where he studied physics, Dan has taken on the Billing Analyst role at Fidelity, helping customers save money on their ICT packages. Dan rowed for the U16 GB rowing team, helping them beat the French. "That was undoubtedly the highlight of my rowing career to date," he said.

Average distributor sell prices for PCs increased by +6.3% in the first half of 2015 across Western European eurozone countries, according to data published by CONTEXT, the European IT market analysis company.

The rise in consolidated ASPs for Desktops, Notebooks and PC Workstations - from €450 in January to €479 in early June - was partly the result of price increases implemented by vendors in an attempt to mitigate the effects of currency fluctuations on PC margins.

Earlier this year, many PC vendors had commented on the need to bring up prices following the strong depreciation of the euro against the US dollar in the second half of 2014 and into 2015.

The increase was also the result of a shift in the product mix, driven partly by a decline in the share of low-end, Microsoft Bing-based systems towards the end of the 6-month period.

In February Bing products still accounted for almost 15% of all PCs sold through distribution in eurozone countries but their share was down to 5.8% in early June.

Mayflex has collected the Milestone Solutions distributor of the year award for 2014, presented to Gary Harmer, Director of Sales Electronic Security, at the Milestone MPOP event.

Mayflex has been distributing the Milestone XProtect Software Suite and NVR solutions for over five years via a network of accredited partners.

Harmer said: "The Mayflex team have continued to develop relationships with existing customers and at the same time has forged ahead with bringing on new Milestone customers to the business.

"Integration with a range of ecosystem technology partners including Axis, Canon, Digital Barriers, Paxton and our newest partner ISONAS, Pure IP access control continues to help us position Milestone as a VMS provider."

Milestone's open platform Milestone XProtect video management software (VMS) is based on a true open platform, which means it has a published application programming interface (API), allowing developers to alter the functionality of XProtect.

The Milestone open platform enables users to add custom security solutions to surveillance, such as access control, cameras and video analytics.