Comms Dealer

Fortinet has revamped its EMEA FortiPartner Programme for EMEA to include a new certification and re-aligned partner levels.

The move aims to promote expertise on the full range of Fortinet's network security products, while adding new multi-lingual support.

Anne Bourgeois, Director of International Channel at Fortinet, said: "Trends for mobility, agile infrastructures and cloud set alongside the evolution in advanced cyber-threats means organisations increasingly demand high performance, integrated security solutions and experienced partner support.

"Our new program will help resellers increase their expertise and leverage our end-to-end network security solutions."

The new Network Security Expert Certification (NSE) is an eight-level certification to equip partners with expertise across Fortinet's full scope of integrated solutions.

Resellers wanting more speed, automation and visibility throughout the leased line ordering and provisioning process have welcomed ICUK's new addition to its web-based control panel.

Ordering leased lines can be complex and frustrating for a reseller but Surrey-based ICUK reckons it has made the process a breeze with the introduction of a new provisioning tool within its web-based control panel.

ICUK's control panel, designed and developed in house, sits at the heart of ICUK's channel engagement methodology enabling resellers to place orders, create tariffs, manage customers, run diagnostics in real time and book Openreach engineers in just a few clicks. Customers can even log in under a resellers own custom branding and manage their own services.

The tool came about as a direct result of the service provider's ongoing success with Ethernet sales, as ICUK's founding director Paul Barnett explained.

"Our Ethernet sales increased by over 400% last year and continue to grow month on month. This posed a challenge as the leased line provisioning process was not nearly as automated and slick as other products in our portfolio, so we worked hard to fix it."

ICUK says it has taken the approach it applies to all its other products - ADSL, FTTC, WLR3, Wholesale calls and Web hosting - to address the issue.

Paul Lydon, Senior Developer said: "We wanted to make sure that the quoting, delivery and diagnostic experiences of an Ethernet circuit were the best we could develop. And we wanted to ensure consumers know where they stand at all times, giving them full confidence that we are working for them throughout and beyond the provisioning process."

Regardless of an order's complexity, ICUK has devised a simple flow chart showing the state of a current Ethernet order and the steps required to reach completion. Resellers can follow the exact movement of a provision, and get real time notifications confirming when a new stage has been reached.

"The notifications form an incredibly important element in providing assurance and removing any unnecessary anxiety the customer may have by outlining what event has just happened, what happens next, what the customer needs to do now, and most importantly when we will next be in touch by," said Business Development Manager Neil Barnett.

ICUK has also included white label 'step-by-step' install guides with the managed Cisco routers they supply with each circuit, removing the need for channel partners to visit the end user site.

Arron Morrey of CTR Services UK commented: "When ICUK gave us a demo of the Leased Line Quoting Tool they generated us a customer ready PDF showing prices for various speeds provided by BT Wholesale and Virgin Media Business, including our chosen margin, in less than 60 seconds. Needless to say, we were impressed."

Virgin Media Business has appointed Rob Orr, former Vice President of European Telecoms Operations for Samsung, as the new Director of Large Sales.

Orr, who will report directly to Managing Director, Peter Kelly, will be tasked with accelerating growth within the business' large enterprise sector.

Prior to his role managing the B2B business at Samsung, Rob was the Managing Director at RIM UK.

Kelly said: "With over 15 years experience in the fixed and mobile telecoms sector, Rob will undoubtedly be an asset to our team. I look forward to the role he will play, alongside the rest of our business, in driving Virgin Media Business forward in 2015 and beyond."

Southern Communications has been recognised as one of the UK's best financially performing, privately owned tech companies operating in the UK mid-market sector.
?Southern Communications were placed 31st overall in the inaugural Megabuyte 50 Awards and 8th in the owner managed category.

The Basingstoke-based company, which provides Voice, Data and Cloud based solutions to SMEs, has seen turnover increase by 50% over the past three years and has ambitions to grow further as CEO Paul Bradford explained: "We are on a strategic path of growth and being recognised by Megabuyte is fantastic confirmation that we are making the right business decisions."

UK-based cloud service provider Giacom is to add Microsoft's Office365 to its MessageStream cloud marketplace for IT resellers.

The announcement is the result of Giacom's successful inclusion into the Microsoft Cloud Solution Provider programme as a 2-Tier Distributor.

The programme allows Giacom to supply Office365 and Windows Intune subscriptions and own the complete client lifecycle, including billing, support and the customer experience.

"Including Office365 into our MessageStream marketplace will further expand our growing range of cloud services, providing a wider choice for IT support businesses, system integrators, telecom companies and service providers operating within Europe," explained Giacom's Managing Director Nick Marshall.

Microsoft Corporate Vice President of the Worldwide Partner Group Phil Sorgen added: "To meet the growing demand of our cloud-based solutions, we're thrilled to expand the capabilities for cloud partners under the Microsoft Cloud Solution Provider programme.

"By joining the programme, partners will deepen customer relationships and expand business opportunities in the cloud."

Giacom's MessageStream cloud marketplace is used by 2,500 partners. Giacom manages in excess of 90,000 Hosted Exchange mailboxes growing at 5,000 new seats each month.

Other services in the cloud marketplace include Hosted SharePoint, Hosted File Backup and Hosted Email Security, offered at wholesale prices and fully re-brandable.

Matthew Barton from Exmouth-based Ostrich IT and Giacom Partner believes Office365 within the MessageStream cloud marketplace will help his business attract new customers.

"We'll now be able to take on-board customers that exclusively want Microsoft's suite of cloud services," he said. "This opens a whole new recurring revenue stream for our business."

Giacom is expected to introduce Office365 into its MessageStream cloud marketplace in early April and is already taking enquiries from service providers that are looking to resell Office365 and Windows Intune to their European customers.

Chris Goodman, MD of south coast-based reseller Focus Group, is taking his wife on the trip of a lifetime in October but it will be no second honeymoon.

The couple will be taking on the challenge of their lives by trekking over the Great Wall of China for six days aiming to raise £5,600 for Chestnut Tree House, the only children's hospice in Sussex.

"Neither Elaine nor I have ever attempting a challenge like this but having seen the tremendous work that goes on at Chestnut Tree House we felt compelled to take part and help raise funds and awareness," said Chris.

"Six days of trekking along the Great Wall will see us cover a significant distance, starting each day at around 6am and trekking to the next camp. 

"We will enjoy makeshift lodges as accommodation - t was heartwarming to hear them described as 'very basic and cold at night."

The couple will be taking part in training weekends over the next 12 months in preparation for the trip.

To support The Goodmans in their challenge please visit www.focus-grp.co.uk/china

Panasonic has unveiled its new SIP cordless phone system aimed at the SME market.

The KX-TGP600, which succeeds the KX-TGP500, was debuted at Mobile World Congress in Barcelona and will be marketed through European carriers and distribution channels.

According to Panasonic, the KX-TGP600 can accommodate up to eight handsets per DECT receiver. Both wireless desk phones (KX-TPA65) and handheld versions (KX-TPA60) can be integrated with ruggedised handsets for businesses with a mix of office and warehousing. 

Resellers should welcome the flexibility of the KX-TPA65 which is a desktop phone with a DECT interface. This allows customers to place on a desk with no cabling needed, reducing installation time and cost. Also, with the ability to use eight outside SIP lines simultaneously, customer service becomes more efficient and the cost and effort of installing and managing separate outside lines is removed completely. 

Via a web maintenance console, users can choose from two maintenance methods - local management using the base unit directly, or management through the service provider. 

Carlos Osuna, Product Marketing Manager at Panasonic, said: "The KX-TGP600 is a great business tool that users can rely on to drive up the clarity of their communications and drive down the costs they incur."

"Because it's a high quality, stable product that's very easy to install, we see it as perfect for distribution through carriers and as a particularly attractive proposition for the SOHO Market and those businesses looking for increased mobility, even with a small workforce."

Global satellite comms service provider SpeedCast International has signed a definitive agreement for the acquisition of Shrewsbury-based Hermes Datacommunications International, a global provider of managed network services for the upstream oil and gas industry.

The acquisition strengthens SpeedCast's capabilities to serve and support energy customers worldwide, enhancing its portfolio of managed solutions and bolstering its global network with new points of presence in key energy markets around the globe including Russia, Central Asia, South East Asia, the Middle East, and North, West and East Africa.

Hermes Datacomms has over 20 years of experience providing managed services to the upstream oil and gas industry. It offers service in over 54 countries, representing 92% of the world's oil and gas reserves and has an extensive portfolio of blue chip energy customers.

The company specialises in providing a broad range of communications services including satellite communications, fibre connectivity and radio services for the oil and gas industry, to some of the most remote and challenging locations in the world, both onshore and offshore.

Hermes Datacomms owns a state-of-the-art Network Operation Centre (NOC) as well as a teleport. he NOC was designed from the bottom-up to give customers real-time monitoring and enhanced service levels, providing 24/7 proactive monitoring and support, and rapid customer response.

"This acquisition greatly expands the scale, scope and capabilities of our business," said Pierre-Jean Beylier, CEO of SpeedCast.

"Hermes Datacomms has experience servicing oil and gas customers in very demanding locations. It is an ideal fit for SpeedCast and a very important milestone towards our objective to be a leading global player in the energy sector, following previous steps taken with the recruitment of Keith Johnson and the announced acquisition of Geolink."

Keith Johnson, SVP and GM of SpeedCast Energy Division, added: "The new combined SpeedCast Energy Division will provide our global customers with the geographic scale and reach required to provide exceptional customer service in the key countries where drilling and production occur."

Nimans has added the Jabra Stealth UC headset to its portfolio of such devices.

Paul Burn, Head of Category Sales at Nimans, said: "The Jabra Stealth UC gives users the freedom to do more. It is compatible with any Bluetooth enabled device and boasts up to six hours of talk-time."

The Jabra Stealth UC benefits from HD Voice reproduction as well as voice commands and announcements. Included is a Jabra LINK 360 USB dongle, micro USB charging cable, car charger, soft pouch and various ear gels. It is available optimised for Microsoft Lync or fully UC compatible.

GCI's Mark Whitehead has been promoted to Director of Channel Sales following the success of the GCI brand in the channel.

The GCI wholesale offering is gaining momentum and quickly adding new partners since the launch of GCI Channel Solutions 18 months ago.

Whitehead's new position acknowledges his commitment to the channel and his efforts to date which include a full Channel build though to execution.

Managing Director John Whitty said: "Mark has done some fantastic work in the channel and onboarded some great partners.

"Not only does Mark's new position reflect his great work so far but it will also give him the capacity to take GCI Channel Solutions to the next level."

Whitehead's new role will mean he joins other Directors at GCI in steering the course of the GCI and GCI Channel Solutions brand.

He said: "GCI Channel Solutions has been a great investment so far and we are keen to drive our wholesale offering to that next level of expertise and support offerings.

"I am thrilled with this new role and am thoroughly looking forward to what the future holds for all of us."