Comms Dealer

Polycom has appointed former Motorola VP Marco Landi as President of EMEA responsible for leading the company's regional sales strategy.

He joins from Zebra Technologies (formerly Motorola Solutions) where he was Vice President and General Manager EMEA. He has a long career history with Motorola Enterprise where he served in several sales leadership roles, which included Motorola's acquisitions of Symbol and PSION during his tenure.

Peter Leav, President and Chief Executive Officer, Polycom, said: "Every market in this region has unique opportunities as more organisations discover the benefits of video, voice and content collaboration solutions. Marco will focus on strengthening our go-to-market with our strategic partners and our channel partners."

Landi added: "Polycom's solutions help businesses of all sizes, in virtually every industry, improve productivity through collaboration experiences. The opportunity is significant, and I look forward to working closely with our partners."

Landi was also part of the leadership team responsible for the acquisition and sales integration of PSION into Motorola in 2012. More recently at Zebra Technologies he led the 1,000 strong team responsible for $1.3 billion revenue across EMEA.

IP handset maker snom has entered into a partnership with TCS TürControlSysteme AG as part of its strategy to partner with companies looking to extend their portfolio by adding IP voice and video capabilities to their product set.

TCS TürControlSysteme AG operates in the building access market and will be supplying and installing a new electronic component, designed by snom, for use on internal doors to enable voice communications and video installations.

This new product provides significant enhancements compared to the previously employed analogue communication technology. SIP-server technology provides snom with the ability to connect the equipment to the Internet.

Property managers and residents can exchange messages, with information as such dates for meter readings, directly using the display on the indoor telephone units.

Since all the components are standard compliant IP there is also the ability to connect additional devices, such as IP phones and video equipment, to the door.

"In snom we have found a partner with extensive experience in the development of IP communication solutions and this complements our own expertise in the development and manufacture of high-quality door communication systems", said Otto Duffner, Chief Executive Officer of TCS.

Markus Schmitt-Fumian, CEO of snom technology AG, added: "The solutions developed in cooperation with TCS demonstrate the potential provided by modern IP-based communication technologies. The networking of different areas of home automation enables a huge improvement in comfort, safety, and quality of service."

Jabra is on track to realise its goal of being the topmost headset maker within two years, posting record 2014 results, up 25% on the previous year following a string of record breaking quarterly performances.

The vendor has attributed its growth spurt to a sharper focus on partner engagement and recruitment, its new Be Assured Programme, the launch of the Jabra BIZ 2300 corded headset, greater uptake of the Jabra PRO 900 series while in the UC space the Q4 launch of Jabra's Evolve range hit the ground running and is also growing in popularity.

In recognition of its achievements Jabra picked up the 2014 Comms National Award for Best End Point.

Jabra UK&I MD Nigel Dunn (pictured above) said: "We aim to exceed our 2014 growth figures and will strive to ensure that 2015 is another year of records.

"This will be achieved through ongoing product innovation while strengthening the team with key new hires and additional aggressive sales and marketing campaigns - all of which will provide us with opportunities to take greater market share and achieve our goal of being number one by the end of 2017."

The Las Vegas CES event points mainly to new consumer products that users and channels can expect to see later this year, but those looking further ahead are taking stock of the building blocks for those technologies.

A key pointer is the level of Bluetooth at the show. Now 15 years old, this standard has become a core part of short-range wifi and connections, and is set to be used in the expected wave of wearables and Internet of Things products being worked on in the next year or so.

The Bluetooth Special Interest Group has produced a graph (see below) of shipments which shows its growth over the last decade or so. What CES brought out was a group of chip-makers offering the next wave of low-power, high-performance and multi-function devices that will measure and control things we can only dream of today.

Chinese companies such as Actions Semiconductor now have 64-bit quad chips at high speeds, competing with the likes of Nvidia and Samsung.
This gives developers the power and by thinking ahead, we can expect to see their products at CES 2016 and 2017.

Avnet Technology Solutions UK has been named Juniper Distributor of the Year 2014 at the latest Juniper Networks UK & Ireland Partner Summit.

The accolade was awarded to Avnet in recognition of its revenue growth, supported by well executed marketing initiatives and its skilled technical team.

Phil Soane, business unit director, security and networking, Avnet Technology Solutions, UK, said: "Over the past 12 months we have seen significant year-on-year growth of our Juniper business. In particular, we have worked with business partners to maximise new opportunities in the security portfolio. Being named Distributor of the Year reflects the growing success of our partnership with Juniper Networks and is a great basis for going forward into 2015."

Vanita Ashley, Distribution Manager, UK & Ireland, Juniper Networks, added: "Juniper offers high performance network solutions to help service providers, enterprises and the public sector create value and drive success. Avnet complements our offering by supporting resellers with expert knowledge, commercial acumen and marketing know-how, through every part of the sales cycle. This was a well-deserved award for a talented team of committed professionals and we look forward to our mutual success in the future."

In addition to this award, Avnet's networking achievements in the last 12 months include continued investment in its 24/7 service desk, which allows business partners to provide support to their customers 365 days of the year without any extra capital or operational costs.

The Government's Superfast Broadband and Superconnected Cities campaigns have prompted strong demand for connectivity services, and the rising uptake of VoIP and hosted apps is also playing into the hands of resellers according to Cloud Telephones, the distributor and aggregation partner for connectivity and VoIP services.

John Carter, MD, said. "The BDUK's current Superfast Nation campaign is increasing awareness of high speed fibre and the Superconnected Cities scheme is giving businesses a strong incentive to upgrade.

"With rising uptake of hosted services making a fast web connection even more vital and a more positive economic outlook as well, it's almost a perfect storm for our partners.

"More businesses want superfast connections and that is also creating more opportunities not only to sell the connections themselves, but also to offer VoIP services and hosted applications."

The company has seen a surge of enquiries for fibre connectivity services and for VoIP services over the past three months.

"We expect to see the momentum that started to build in 2014 continuing and growing throughout the coming year," added Carter. "Businesses are going to change the way they consume and buy IT and this is a big opportunity for resellers to get in right at the start. If they own the connection, they own the customer."

Superfast broadband is currently available to 78% of premises in the UK and that figure is set to increase to 90% by 2016 and 95% by 2017.

The SuperConnected Cities programme encourages businesses in urban areas that are covered by the scheme to upgrade using a connection voucher.

There are currently 22 Superconnected Cities in the scheme but additional Government funding will extend the programme which was due to end on 31st March 2015 for a year to bring in more towns and cities.

Heartfelt tributes have flooded in following the death last week of channel legend David George, formerly founder of Crane Distribution and latterly Chairman of Pragma Distribution. A private family funeral will take place later this month but a memorial service is being planned and details will be posted on this website once arrangements have been confirmed.

Tributes

We are deeply saddened by the news of David’s passing and our heartfelt condolences go out to his family and relatives. David was key in establishing the LG brand in the UK market at a time when LG was not a recognised brand. He did this the only way David knows how, with a high dose of integrity and hard work peppered with fun and laughter. We will all miss him greatly.
Ahed Alkhatib, VP Global Sales, Ericsson-LG Enterprise

I am so sorry to hear of the very sad passing of David, a true gentleman of our industry. Our thoughts and wishes are with his family, from all at Incom Business Systems.
David Hughes, Managing Director, Incom Business Systems

From the first time I met David his infectious smile and gentlemanly demeanour had an immediate positive impact on me. The business world can be heartless and without compassion but David stood for fairness and the forces of good practice. His sense of fairness and justice while in pursuit of business success was exemplary and outstanding. Like most, I was inspired just by being in his company.
Bahman Rahimi, CEO, BDR Voice & Data Solutions

Many of us knew David for over 25 years and through him a great number of friendships and bonds were formed. It is fair to say that The Concert Group would never have existed without David's influence. He had an extraordinary ability to build both commercial and personal relationships with those he knew, and the industry was enriched by his presence. Something to be very to be proud of. We will miss him.
Jonathan Sawyer, Taurus Clearer Communication, on behalf of The Concert Group

Like many others I knew David for over 25 years and it was an absolute pleasure to do business with him and a privilege to call him my friend. Like many of you, I could go on for hours recalling the memories of the various DG trips that I have enjoyed with David over so many years, and I often recall the memories and have a laugh to myself. What great times we had, with memories that will last a lifetime. There is no doubt the industry and his many friends will recognise the great loss of David George, otherwise known as Sir David. God bless you David.
Tom Cullen, Managing Director, Digitel Europe

When David spotted an opportunity he game-changed the industry - such was his vision. He was a man, who in recent times, knew that he was battling once again with Father Time, yet always found the time for others. The passing of a true gentleman and an industry giant. He will be missed by one and all, but never forgotten.
David Wardell, Managing Director, Evoke Telecom  

I am so sad to hear of David's passing. He was instrumental in Future Telecoms' success and a true leader of people. A very sad day for the industry.
Gary Allsopp, Founder, Future Telecom

I have had the honour and pleasure of working with David for many
years.  He always challenged, inspired and motivated me and I owe him a
great deal. David built a reputation in the UK telecoms channel for
being  fair, honest and easy to do business with, a legacy we are all
charged with continuing at Pragma. His loss has affected us all deeply,
but we are comforted by the many messages of affection and support we’ve
received from so many who also cared about David.
Tim Brooks, Managing Director Pragma Distribution

David will be remembered fondly by all who worked for and with him. Many of
us owe our current careers and in my case my wife and family to the time
spent at Crane.
Craig Walden, Big Beach Marketing

Great sadness at the loss of David. A great man, great boss and best friend.
Will miss him very much and my thoughts are with his family.
Denise Drew, Former Director Crane Telecommunications

Really lovely guy. Sad day.
Andrew Dickinson, Jola

I will miss David so very much it hurts, but I have so many happy memories and they can never be taken away. I have friendships created by David that will remain for life and always serve to remind us all of his ethics, hard work and above all else his sense of fairness to everyone around him. See you when I get there my friend, and rest in peace.
Dave Corgat, Managing Director, Rainbow

David was a real champion of the industry. He led the way as a hands-on distributor, keen to support the smallest of businesses as much as the largest.  The support from Crane to the reseller channel was second to none and enabled so many people, businesses and relationships to grow. Out of those relationships came friendships and good times which I will always cherish and be thankful for. I will miss him.
Bruce Sutherland, Operations Director, Carritech

28 years ago I was a frustrated product manager for National Telephone Systems when David approached me and offered me the chance to expand my role working directly for him – how lucky was I. David became my mentor, developing my skills and business knowledge, putting this to a test when in April 1990 he suggested that we should set up a UK distributor for LG – the rest is history. David gave me the start in life most never get. I will always be in his debt, he was a true friend through thick and thin, he praised when deserved but gave me a big kick when required. David you will always be part off my life rest in peace.
Tracy Jackson, MD, ETS Communications

I first met David when I was employed by Crane as a Sales Support engineer. I found him to be a kind, generous and understanding man – a true gentleman. He will be sadly missed by all. My thoughts and prayers go out to David’s family.
Paul Norton, Managing Director, Comms2Comms

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SIP and hosted carrier tIPicall has passed the SIP interoperability tests with SpliceCom, developer and manufacturer of soft, hard and virtual telephone systems.

Guy Miller, tIPicall MD, said: "We are always keen to work with British manufacturers in the communications sector and as a supported SpliceCom service provider this gives confidence to our resellers."

Robin Hayman, Director of Marketing & Product Management at SpliceCom, added: "We're pleased to be able to add tIPicall to our worldwide list of certified SIP providers. We've found unbelievable levels of synergy working closely with a British company who provide a global reach and deliver an offer that's built to the highest specifications, based on an architecture designed around scalability and resilience."

Recruitment's Manic Monday reveals that over 30% of telecoms people would like a new job. With the first week of the recruitment year behind us, 2015 looks set to be the year of much change for most resellers and their employees, writes Clive Jefferys, JMA Network.

The first key evidence originates from the rapid rise in new candidate registrations in the last seven days. After a typically quiet holiday period, the influx of new interest rose rapidly, delivering what the jobsites dubbed as Manic Monday when activity broke records on the 5th January. For example; one leading job board witnessed a 37% spike with over 400,000 unique visits in just 24 hours.

Closer to home that day, we chose to survey a select cohort on our private database, emailing over 1,000 qualified telecoms people that have contacted us in the last decade. At time of writing, we have received 164 direct replies from people seeking a new position immediately, and going by the hits on our job pages, I would say the same proportion again are passively interested in new opportunities.

Now this doesn't mean that droves of people are going to walk away from their desk tomorrow, however it does show interest at the highest level I've seen for donkey's years. Following the old adage that 'where there's a will, there is a way', it's pretty obvious that a lot of people will be on the move.

On the other side of the coin, I've been sitting in front of clients most of this week - mornings, afternoons and evenings. The keywords with them are Sales, New Business and Expansion and we are still in the process of publishing all the new vacancies that have come in.

As you would expect the recruitment industry is now operating at peak flow, as 70% of all job moves happen in the first half of the year.

Overall, my impression from these surveys is one of great confidence among both communities. It's fantastic to be able to report such news at long last!

Change is not a bad thing, as people advance their careers they bring new skills to new jobs allowing us all to reach our goals. So if you are in the wrong job, or you want to incentivise your people to achieve more - ride the wave and go for it!

Daisy Group's business partner division Daisy Indirect is aiming to catch the eye of comms and IT resellers with a new upfront commission payment structure.

The division's model of offering upfront commissions on its EFM solutions gives partners access to payments at the point of install rather than at the point of billing.

Chris Burney, Head of Daisy Indirect, said: "With an anticipated 32% increase in our data business this year we are offering partners an opportunity to jump on the bandwagon.

"Those in the IT market can gain access to our portfolio of data services without the risk that they are usually perceived to carry."

The Daisy Indirect division has witnessed a significant uplift in its new data business over the last 12 months.

Burney noted: "The success of our data business is due in large part to the accreditations we hold. It is important for partners - especially those that are new to data solutions - to team up with a provider that has the knowledge and experience to support them and their customers with their data service.

"With the rise of cloud-based solutions, quality connectivity is becoming essential in the SME workplace. We hope that by launching our upfront commission offer to the channel we can take away that risk element and enable more partners to access such opportunities in the market."