Comms Dealer

The European conferencing services market is undergoing significant transformation in terms of its composition according to analysis from Frost & Sullivan.

In 2013, audio conferencing accounted for 66 percent of revenue in this market, with web and video conferencing accounted for the remainder.

By 2019, audio conferencing is expected to account for just over 51 percent of the market, while web conferencing will claim more than a quarter of the market.

Video conferencing - especially hosted solutions - is anticipated to register a double-digit compound annual growth rate within 2013-2019.

Frost & Sullivan finds that the market generated revenues of $1.78 billion in 2013, and estimates this will reach $2.58 billion in 2019. The study covers audio, hosted web, hosted video and managed video conferencing services.

Improvements to the user interfaces of conferencing solutions and the ability to connect via mobile devices are sustaining market development. The increasing recognition of the business benefits of high-quality conferencing and collaboration solutions is also driving the European market forward.

"Robust conferencing software caters to two key trends in the modern workplace; more collaborative work environments and the need to work remotely with ease," said Frost & Sullivan Information & Communication Technologies Senior Research Analyst, Vaishno Devi Srinivasan.

"Since conferencing solutions are well aligned to the latest developments in the working environment, service providers in this space are likely to taste considerable success over the forecast period."

The low cost of conferencing solutions is a particular attraction for end users in the European market, which is still recovering from the recent economic downturn. Unfortunately, the declining price points affect conferencing service providers' revenues. To add to market woes, pure conferencing service providers are losing market share to service providers offering unified communications (UC) bundles that include conferencing features.

"The ability to provide UC and integration services is key to attract customers in the European conferencing services market," noted Srinivasan. "In the next 2-3 years, conferencing service providers' integration capabilities will be put to test as services become part of broader UC platforms. Service providers would do well to align their product strategies with their integration capabilities."

Additionally, market participants across Europe must demonstrate the return on investment (ROI) that is attainable with conferencing solutions to win and renew contracts with customers. Although hard-dollar ROI carries more weight, market participants should also highlight the softer benefits of conferencing solutions to the workplace.

Resellers wanting to upsell and include commission in their leasing deals can either take the cash value or buy items from a catalogue of points-based options under a new scheme introduced by Nimans.

"Speaking to dealer principles they see this as a way to reward their sales staff as an added incentive to sell more leasing," said Group Sales and Business Development Director Richard Carter.

"They recognise the benefits of customer retention and can increase revenue by using leasing for their end users, who even today require a further credit option from an overdraft or loan which is not as tax efficient."

A new interactive marketing agency launched by industry dab-hands Steve Kemish and Andy Grant claims to take integrated marketing to a new level, delivering creative solutions backed by measurable metrics.

The pair have built their reputations on devising creative and accountable strategies but according to Kemish the shift in marketing isn't just a move to digital.

"It's a shift from broadcasting messages to focusing on creating great branded experiences that benefit both the client and their audience," he said.

"Junction was created to respond to marketers' simultaneous needs for new and disruptive business strategies, digitally-led marketing ideas, and the data, technology and scale needed to execute them efficiently around the world." 

Managing Partner and founder Grant added: "We're an interactions agency, not a communications agency. We can address not just brand awareness or lead generation, but all the points where audience and brands come together, no matter what the platform or channel." 

Grant also noted that Junction's integrated model is based on its data-centric approach and use of analytics tools. These allow the firm to optimise and improve its work over time, and to provide clear and detailed metrics that help clients accurately assess the impact and Return On Investment of their campaigns and initiatives. 

The firm develops solutions across the full marketing landscape, combining traditional marketing with digital media including mobile, web, inbound, online advertising and social media. 

"We are pleased to demonstrate that marketing does not have to continue in the same mode - There's another way," said Grant.

Global network services provider Genius Networks has added 4G quoting to its reseller portal.

The portal enables resellers to price and provision network connectivity from a single platform.

James Arnold-Roberts (pictured), Genius Director, said: "For the channel, 4G provides new intelligent solutions and real opportunities.

"It is flexible, quick to set up, enables fast downloads and provides an alternative method of communications to fibre or copper."

"4G is suitable for businesses looking to set up an office quickly as it overrides the need for fibre into the building.

"It can also provide enterprise level speed of delivery that can be used as a back-up for fixed line services and for sending large files of data quickly.

"While there is some way to go in the rollout process, 4G and 5G could offer a real alternative to fixed line in the future."

Avaya Connect Platinum Partner Six Degrees Group (6DG) is working with the vendor to launch Europe's first cloud-based IP telephony and UC service for mid-market businesses based on the Avaya IP Office Platform.
 
The hosted service scales to 2,000 users and gives businesses access to voice, video and collaboration tools on virtually any device. It has same capabilities as an on premises-based IP Office Platform.

The service will be delivered over 6DG's network, leveraging its SIP services and business continuity capabilities.

Ioan MacRae, Head of mid-market, Europe, Avaya said: "Cloud services deliver a new path to greater business agility, the life blood of any mid-size enterprise.

"New and existing customers can now achieve a true pay-as-you-grow Unified Communications environment.

"The service will harness 6DG's highly secure, privately owned network, giving mid-market businesses all the scalability and flexibility of the Avaya IP Office Platform combined with a robust level of service and security from our local channel partner."
 
Campbell Williams, Group Strategy and Marketing Director, 6DG, added: "When it comes to telephony and mission-critical technology, it has to work. Businesses are using cloud platforms to be more scalable and flexible in how they deploy IT and now we're bringing fully-featured enterprise grade unified communication to the cloud."

Swyx has revamped its mobile app for IOS and Android operating systems to make and receive calls over 4G, 3G or Wi-Fi data connections.

Conversations can be held with other Swyx users on the same network from any location without additional costs.

The app supports Adaptive User Interface technology that automatically shows different screen displays for both smartphones and tablets.

Users also see mobile presence and status information for all corporate contacts.

The app and a new desktop version for Apple OS X will be available to download from app stores by the turn of the year.

"The development and redesign of our Swyx clients in the 2015 version reflect the increasing requirements and demands of our customers for agility and flexibility in today's modern workplace," said Swyx CEO Dr. Ralf Ebbinghaus.

"Supporting new platforms and devices, such as the use of UC features on tablets and also on Apple OS X, enables us to tap into new target markets for our solution."

The latest version of SwyxWare also offers an alternative touch-optimised user interface for Windows 8 environments and new options for secure connections outside of the corporate network without the need for a VPN.

The death of the PBX has been 'grossly exaggerated', claimed Paul Burn, Head of System Sales at Nimans, who highlighted record breaking double digit sales growth across Unify, Samsung, Panasonic, NEC and the distributor's own iQ PBX solution.

"We've increased the number of product demonstrations we go out on with dealers to help them capture more sales," he said.

"A general upturn in confidence in the market coupled with an improving economic outlook is also helping accelerate demand. Our market expectations point towards further growth."

NEC has kicked off a run of five UK roadshows with its distribution partners to give resellers a first-hand introduction to NEC's new SV9100 system.

Built on the SV8000 portfolio and aligned to the ethos of 'Evolution not Revolution', the system incorporates a suite of on-board and external applications, an evolved handset portfolio and scales to over 800 extensions on a single site.

John Bird, Head of Systems and Support Services at Exertis, said: "The SV9100 is positioned to bring new and existing resellers into new markets.

"With a clear migration path for existing SV8100 installations to be upgraded to SV9100 and a product that now supports almost 900 extensions per node, resellers now have the ability to deploy enterprise grade solutions."

Nimans' resellers were also out in force to learn more about the new SV9100. Paul Burn, Head of Category Sales at Nimans, enthused: "The roadshows proved the perfect opportunity for our customers to see the product first-hand and understand how to position and sell the many enhanced features. The SV9100 represents a significant step forward for our NEC resellers.\"

Andy Clark, NEC Voice Solutions Business Manager at Exertis, added: "These roadshows held jointly with NEC and its distribution partners are a platform for our customers to see the product first-hand, understand key enhancements over the existing SV8100 and, importantly, know that only an additional two hour technical migration course is all that is needed to bring the product into their portfolio."

Excalibur Communications just missed out on realising its ambition to break a charity Balls world record during an event staged in Swindon which saw 277 people taking part in a fun Swiss ball exercise class, close to the world record set in the US of 348.

The event was part of Excalibur's campaign to provide £50,000 for the Forever Friends Appeal, and raised over £10,000 for the teenage cancer ward in Bath's Royal United Hospital.

A number of youngsters participated in the event but those under 14 years of age were not counted by Guinness World Records.

"We would have loved to have created a new record", said Excalibur's Head of Marketing, Karen Thornley. "But everybody still had a great time together, and thanks to the generosity of the people of Swindon, we raised a five-figure sum for a charity that does fantastic work."

In partnership with the Royal United Hospital, the Forever Friends Appeal is building a new cancer centre due to be opened in 2018, raising £8.5m towards the estimated total of £23.5m.

Nimans has put together a range of special offers to support the recent launch of Panasonic's KX-NS700 SMB system.

These include preferential price support, free onsite sales training, a discounted training voucher and free sales support and marketing.

"The NS700 is a Smart Hybrid PBX suitable for small to medium sized offices," explained Paul Burn, Head of Category Sales at distributor Nimans. "We want to make it as easy as possible for resellers to embrace this innovative new system and take advantage of the many sales opportunities it creates.

"For example there is preferential price support for their first three deals and a demonstration kit. White label marketing support is also available.

"The NS700 is also designed to be used in call centre environments. Its built-in applications support the basic needs of supervisors, such as Queue Announcement, Live Status Monitor, Activity Report, Automatic Conversation Recording, and NAS (Network Attached Storage)."

Various activation keys are preinstalled or come with a 60-day free trial.

Burn added: "The KX-NS700 has a built-in messaging system that provides voice mail to subscribers. The Unified Messaging system can also provide voice guidance to outside callers, either directing them to their desired destination or to the mailbox of a subscriber, where they can leave a voice message."