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The managed services and hosting industry is seeing an unprecedented level of change, with consolidation and birth of new businesses running at a high level, even for the normally fast moving world of IT.

New research by IT Europa shows that 2014 has seen many new brands fighting for a place in the market, as existing firms up their game and traditional IT firms look at new delivery models.

Recent research by Gartner supports this view: "The market opportunity arising from broad technology changes is creating a digital business opportunity that is forcing a restructuring in strategy, talent, portfolio and organisation within services providers," said Susan Tan, research vice president at Gartner.*

The impact of these technology changes coupled with increasing demand for Managed Services is revolutionising the IT industry, its channels and supply models, as new players emerge to lead the market. As Gartner says, service providers must also come to terms with the fact that "in a digital world, their existing delivery models will not effectively address new demands".

"We have reported on many changes as vendors adapt to this," says John Garratt, editor of MSP Europa and Content Director of the Managed Services and Hosting Summit in London next month.

While major hosting companies such as Google and Amazon continue to cut their prices, and those in the second tier such as Rackspace complain of 'intense cloud infrastructure price competition', others are looking at where they can carve off a slice of something sustainable.

"We have seen many new software companies entering with tools to manage and integrate applications, and new mobile security announcements almost daily," added Garratt.

Those attending the Managed Services & Hosting Summit 2014 will have the opportunity to learn more about the issues facing Managed Service Providers, other channels and their suppliers as they evolve new business models and relationships to address the customer challenges and opportunities of the 'post-product' era.

A strong line-up of speakers is headed by Tiffani Bova, VP and Distinguished Analyst at Gartner Research, who will provide the opening keynote. Tiffani's presentation will examine how both technology changes (cloud, consumption and managed services) and new customer demands are forcing technology providers and the broader channel ecosystem to re-examine their sales models.

The sponsors supporting the event now include platinum sponsors: AVG, Datto, GFI Max, Kaseya, NaviSite; gold sponsors Asigra, Avnet, Claranet, CommVault, Dot Hill, Drop Box, GCI, Modern Office, Qlogic, Virtual Instruments, Webroot; silver sponsors AppRiver, Aurora Kendrick James, Autotask, eG Innovations, Huawei, Opengear, Riverbed, SolidFire, Techgate, Tintri and Zycko.

Newly added platinum sponsor NaviSite will address the emergence of new hybrid models for IT supply. The audience of service providers, hosting companies, telcos, mobile operators and web services companies, plus channels, will hear from Mark Hart - Channel & Strategic Alliance Director, NaviSite Europe on "How service providers and partners work together to create hybrid solutions that deliver customer value".

NaviSite's presentation will examine the key trends in the adoption of cloud computing, the challenges for service providers and channel partners in delivering hybrid cloud solutions as part of a managed service and how service providers and partners can work effectively together to deliver customer value. "With organisations adopting cloud services in a variety of ways, the challenge of 'pure' cloud services means they look to hybrid cloud and managed services to meet their needs," Mark Hart says.

A key driver of the industry is the rise in enterprise use of mobile technology. Prakash Khot, Chief Technology Officer at another newly added platinum sponsor, Kaseya, will discuss the "democratisation of IT" as it continues alongside adoption of cloud-first and mobile-first strategies. Companies have varying needs around Enterprise Mobility Management, he says and these are based on company size, industry, IT policies, and the estimated business value of having a mobile-enabled workforce. It is important to understand the nuances and implications of Enterprise Mobility Management and how to make a profitable services offering from it.

IT Europa and Angel Business Communications will run the Managed Services & Hosting Summit 2014 on 25 September 2014 at the Pullman St Pancras Hotel, London.

The Managed Services & Hosting Summit 2014 will take place at The Pullman St Pancras Hotel, London, on 25 September 2014. Resellers and integrators wishing to attend the convention and vendors, distributors or service providers interested in sponsorship opportunities can find further information at: www.mshsummit.com

Fast growing broadband, mobile and telecoms billing provider True Telecom has expanded into new offices in north Kent and increased its workforce.

Having launched just over a year ago with a core team of staff, True Telecom has now outgrown its existing office in the heart of Maidstone, having secured additional space at Crossways Business Park in Dartford, bringing its operations closer to the capital.

The new office is designed to accommodate an increase in the sales team and boasts new meeting rooms, leisure facilities for staff and picturesque surroundings.

Particular care was taken with the interior design of the new office, which has undergone a complete refit to reflect the positive, vibrant and modern ethos of the company and staff. The design was conceived to promote an interesting and proactive work environment for management and team members alike.

Staff are able to enjoy a number of local amenities, including restaurants, leisure facilities and the Bluewater shopping centre located just three minutes away by car.

True Telecom CEO Stuart Griffiths (pictured) said: "Our fierce growth is testament to the hard work and dedication of all members of the team which continues to drive our brand and our business forward.

"We've also made a number of important staff acquisitions to support the business as it grows. The new office not only gives us the capacity we need now, but also allows for our projected growth in the future."

True Telecom was established last year to specifically meet the telecoms requirements for small businesses in the UK, offering line rental, superfast broadband, mobile, cloud IP Telephony and SIP services.

Consumer adoption of network connected technology is on the rise, with 69% of US consumers planning to buy an in-home device in the next five years, according to the Accenture 2014 State of the Internet of Things Study.

By the end of next year, a total of about 13% of consumers will own an in-home IoT device such as a thermostat or in-home security camera. Currently, only about 4% of those surveyed own such a device.

Adoption of wearable IoT technology such as smart watches and fitness devices is also expected to gradually increase, with nearly half of consumers already owning or planning to purchase a device in this category in the next five years.

The study was conducted in the US by Acquity Group, a digital marketing agency, now part of Accenture Interactive.

HP's Q3 saw top-line revenue growth year-over-year, but this was driven by growth in PCs, helped by the XP refresh.

Revenue was $27.6bn, up 1% yr/yr. Software, storage and enterprise services didn't do so well in the mix, and this affected the overall margin.

Enterprise services remains weak, falling 6% to $5.6bn after dropping 7% in Q2; software fell -5% to $959m, worse than Q2's flat growth. Printers were down -4% to $5.6bn, an even decline with Q2. Financial services -3% to $855m, after dropping 2% in Q2

CEO Meg Whitman: "As I said many times before, turnarounds are not linear and we face some tough comparisons in the fourth quarter, but overall I continue to be encouraged by the progress we're making.

"Overall, results in Q3 were driven by good performance in personal systems, growth in industry standard servers and networking as well as disciplined cost management across all of our businesses."

The Windows XP expiration has contributed to growth. It also claims 'good early traction' with service providers as a result of the partnership with Foxconn to produce a line of cloud optimised servers and has been aggressive to take advantage of the uncertainty customers feel about the IBM Lenovo transaction.

Storage revenue declined 4% year-over-year. However, converged storage was up 9% while traditional storage declined 14%.

In the regions: EMEA revenue was $10bn, up 5% year-over-year or up 1% in constant currency, driven by some recovery in mature western economies, partially offset primarily by significant weakness in Russia.

PCs in EMEA had double-digit performance, led by the UK with double-digits, Germany double-digits and to a lesser extent Italy.

EMEA weakness in Enterprise Services was put down to weakness in public sector spending in the Enterprise Services group within EMEA, mostly in Western Europe.

"We saw some general run off in the region and then we were also impacted by the geopolitical instability in Eastern Europe. And so those were the big impacts in Q3 and we actually believe that we're going to continue to see those pressures in the near term," she says.

Distributor DMSL is on the hunt for additional partners to sell VoIP solutions 'face-to-face' to business customers.

The company says it has received a 'huge' response to the first wave of a new lead-generation campaign and wants to capitalise on what it sees as a major opportunity.

DMSL is leveraging its through-marketing engine to promote hosted VoIP solutions. John Carter, Managing Director of DMSL, says that the high level of interest in VoIP has prompted it to seek out additional partners that are willing to engage personally with the end-user customer.

"We started running the campaign in early August and we've had a phenomenal response to the VoIP aspect in particular.

"Now we really need to find more partners to help us capitalise on the opportunity. We want resellers who will go out and sell VoIP face-to-face.

"Experience tells us that this is the only certain way you can succeed. Customers need to see the technology in action and have all their questions answered.

"Once they have that reassurance - and the support of a local reseller - they gain the confidence to adopt and very soon turn into real advocates for VoIP."

DMSL is running a wide-ranging email marketing campaign to drive enquiries. DMSL's own trained team of experts are taking the incoming calls and qualifying opportunities, gathering details of the customer's exact requirements, before passing them onto the nearest registered partner. It is then up to the reseller to take the initiative. Those that do, are seeing immediate success, says Carter.

"SMBs are ready to embrace VoIP, the benefits are understood now. But it still needs to be sold and that usually has to be done in person.

"We are qualifying leads to a very high level and we've been surprised at the size of the opportunities and the eagerness of customers to take things forward. Resellers who make contact and then go in and see the prospect will win new business, there is no question about that.

"Once they have secured that business and won that customer, they will see additional revenues from the set-up and installation and recurring revenues every year."

Some significant deals have already been done by DMSL partner this month. These include one for more than 30 VoIP users and handsets, with accompanying set-up, installation, and services.

Many more are in the pipeline, Carter adds. "We have lots more potential coming through. The opportunity is there to be taken right now - we just need to have that conversation with more resellers.

"Once they have experienced VoIP, customers are also more likely to adopt other hosted services, such as Microsoft Office 365, security and network management.

"Both comms and IT dealers need to wake up to the reality here. The reseller business that owns the broadband connectivity and introduces the customer to hosted services will be storing up much more business potential for the future.

"It's vitally important to win that first piece of services business and in many cases VoIP will be the key that opens the door to those extended opportunities."

As well as lead generation, DMSL is providing resellers with access to a quote generation tool that makes it quick and easy for partners to create professional-looking quotations for customers.

Union Street Technologies has held the first leg of its ‘Maximising Margins' aBILLity Roadshow.

Set in the surroundings of Vinopolis, London's premier wine tasting venue, the roadshow provided many of Union Street's London and south based clients with demonstrations of the latest functionality available in the company's award winning aBILLity billing platform.

The roadshow also provided a glimpse of what's coming in aBILLity's development roadmap, and information on what's new in the company's client training programme.

Following the presentations, guests were offered the chance to enjoy the Vinopolis Wine Experience, and a networking drink with the Union Street team at Vinopolis's Bar Blue.

Vincent Disneur, Head of Sales for Union Street comments, "The theme of our roadshow is ‘Maximising Margins' and as this suggests, the content has a strong focus on how aBILLity can generate greater profitability and productivity, whilst also providing guidance and advice on best practice.

"The feedback that we've received from our clients has been really encouraging, and we're already looking forward to visiting Manchester later this year for the Northern leg of the roadshow."

Payphones are proving to be a boon to sailors on the high seas with crews using Solitaire 6000 and 6000 High Security Payphones - adapted to take tokens - to speak to family and friends ashore.

Offshore oil installations in the North Sea and off the coast of Brazil, as well as ferries in the Irish Sea are also using the phones, providing controlled pay telephony access (via satellite link) for crew, passengers and staff.

Available exclusively from Nimans, the phones offer resellers the chance to capture additional revenue in mainland locations such as prisons, universities, hospitals, pubs and B&Bs.

The Solitaire 6000HS Wi-fi Payphone is being used to offer paid Internet access on land as well as ships at sea.

"Search 'Payphones' on Google and our website is right up at the top," said Solitaire Managing Director Jeff Wilkes.

"That's just what Captain Shaun Andrew did from Seattle in Washington. His problem was that cod fishing boats that go out for long periods of time, only link to the outside via a satellite phone, one line for the captain and the other for crew - and how to manage , control, regulate and fund that crew link was a big problem.

"The answer was to fit a Solitaire payphone adapted to take tokens and a satellite signal. Since taking delivery - via an official UK reseller - other owners and skippers have seen the phone and made enquiries about sourcing their own."

The number of businesses relying on fax machines has diminished but in certain sectors the fax remains critical to their day-to-day operations, and when these fax-dependent organisations decide to modernise their comms systems and adopt SIP the legacy fax-factor can cause confusion and create technical challenges.

In a move to address these issues and enhance the service SIP carrier tIPicall has linked up with eFax. "Fax is one of the areas we are asked about all the time," said Steve Harrington, Sales Director, tIPicall (pictured).

He noted that T38 is the protocol for fax on SIP but many of the major carriers in the UK and globally do not support T38, and if they do they do not guarantee it.

G711 is also possible and often easier to use but still has no guarantees.

"One of the main problems is international delivery," added Harrington. "End carriers abroad may not take the transmission and complete the call, rendering any critical fax requirement by an end user as unworkable."

Another factor is the PBX environment on-site, pointed out Harrington. "Some systems handle fax better than others and some restrict the protocols they use and how it should be set-up."

Customers such as law firms depend on their inbound and outbound fax and tIPicall's link-up with eFax enables customers to at least maintain their current requirements and in many cases improve them significantly, claimed Harrington.

"Providing inbound and outbound fax services digitally has been available for a long time, but there is new demand for eFax services which integrate with the new SIP environment," he said.

"Electronic fax and SIP work well together as we can keep the end user's current numbers and provide and enhanced service.

"While the decline of fax is well documented, it is still mission critical for a number of organisations and as such we need to be able to offer the full range of landline services for every customer."

Extreme Networks has reported stronger than expected Q2 2014 results and has nearly finished its overhaul of distribution, it says.

EMEA's quarterly revenue grew by a better-than-expected 4% Q/Q and 5% yr/yr.

The Enterasys integration has 'significantly exceeded expectations', reports CEO Chuck Berger. It is ahead of track in some areas, such as the ERP IT systems integration, and is close to completing the overhaul of its distribution network, focusing on the top-tier distributors which will allow deeper ties and more leverage.

With 2,700 partners globally, and a new partner programme, it aims to reward revenue growth and pick up new partners. It also has a deal with Lenovo, which it hopes will bring in new business later this year.

However, the opportunity for business with Ericsson is described as relatively flat. "We continue to have the opportunity for upside as its hosted cloud solutions strategy unfolds, says the CEO, but Ericsson is very early in that process, he warns.

HP CloudAgile partner Outsourcery is to offer its Unified Lync solution to HP's SMB clients.

"For the first time, this new initiative will give HP's SMB customers access to Outsourcery's Unified Lync offering - at a viable price point, and from a trusted HP partner," comments Piers Linney, Co-CEO of Outsourcery.

"60 per cent of businesses plan to deploy Lync in the next year, and our Microsoft-based Unified Lync solution has been proven to improve communication and collaboration in businesses of all sizes."

Lee Knott, head of SMB, HP UK, added: "Offering Outsourcery's Unified Lync as an alternative to on-premise Lync is a natural step in our journey to providing more cost-effective options for our SMB customer base.

"Working in close collaboration with Outsourcery, HP's SMB sales force will drive demand for Unified Lync. Lync can be a complex product to deploy, and we believe Outsourcery has the experience and expertise to deliver these value-added services."

Robert Pope, Head of Business Development at Outsourcery, added: "As workforce mobility increases, we're seeing more SMB end users in need of enterprise-grade solutions delivered as a flexible and cost-effective service, which has led to a huge increase in demand for our cloud-based offerings.

"We've been an HP partner for many years now and the company's investment in this new campaign is a great indication of its continued commitment to the growing cloud market, and to Outsourcery."