Comms Dealer

Exertis Micro-P's three big brand roadshow events saw the distributor bring together expertise from the mobile division's major product labels direct to the channel.

The three events held in Manchester on 14th May, Reading on 15th May, and Glasgow on 22nd May, were fully booked by resellers eager to hear the latest news and insider information direct from both Exertis Micro-P and its stable of big brands.

Speakers on each day came from Samsung, Nokia, LG, Sony, ZTE and Kazam, covering details of their product portfolios available from Exertis Micro-P, as well as top tips for the channel.

Each vendor hosted an informative discussion on the day delivering insights into their market, roadmaps, objection handling, and key sales messaging to ensure sales teams around the country are fully up to date.

Ewan Davies, head of devices at Exertis Micro-P, commented on the events: "We have had a brilliant turnout for all three of these events, and it's easy to see why. It's fantastic to get all our customers from the breadth of the country together to learn and network.

"Also, it is a testament to the solidity of the Exertis Micro-P mobile proposition that we can get all our major vendors together to work with our customers at these events, proving how diverse we are in our product portfolio and how strong our ties to our vendors."

Exertis Micro-P will be running multiple brand roadshows on a quarterly basis going forward.

Markus Schmitt-Fumian has been appointed as CEO of snom technology AG, developer and manufacturer of IP solutions.

This appointment by the snom supervisory board is the latest in a series of internal restructuring moves undertaken during recent months.

Schmitt-Fumian's task, together with Dr. Michael Knieling and Usman Tahir, will be to progressively refocus the company on innovation and future strategy.

Schmitt-Fumian said: "14 years ago, snom introduced OPEN-SIP and has succeeded in recent years in expanding internationally to cover many of the world's most important markets. Based on my international experience, it is my goal to continue this positive growth trend."

Schmitt-Fumian, 46, has previously held the position of Senior VP Business Development & Innovation and other posts at Gigaset AG and at Siemens AG.

Congrats to GCI's CEO Wayne Martin who collected the EY Entrepreneur Of The Year award for the Midlands region.
 
This award is considered as one of the most recognised business award programmes in the world, celebrating the UK's most innovative business leaders, held in more than 145 cities and in more than 60 countries worldwide.
 
The candidates are measured on their entrepreneurial spirit and personal integrity, their innovation and strategic direction and their financial performance and national impact.
 
As well as Martin's award win GCI was recognised within its business sector.
 
Martin will compete at the UK finals where the eventual overall UK winner then joins the other global country winners in Monte Carlo to vie for the title of World Entrepreneur Of The Year.

3CX, developer of the Windows VoIP PBX 3CX Phone System, has liked up with Fanvil, the manufacturer of IP telephones, to provide a fully interoperable end-to-end telephony solution.

The partnership guarantees full interoperability between 3CX Phone System and Fanvil IP phones. With the 'plug and play' provisioning feature of 3CX Phone System, users can deploy Fanvil IP phones in a matter of minutes, said the firm.

In addition, all future software and firmware releases will be fully tested and validated by both 3CX and Fanvil to ensure full compatibility. The following Fanvil IP Phones are now fully supported with 3CX Phone System: Fanvil C58, C58P and Fanvil C62.

Nick Galea, CEO of 3CX said: " For our resellers, this partnership provides a great opportunity to increase their revenues by offering a cost-effective end-to-end telephony solution to business looking to switch to a software-based PBX."

Avnet Technology Solutions has been appointed senior vice president, (SVP) North region, effective from 30th June 2014.
 
As the new SVP of the North region, which comprises the UK and Ireland, Murphy will be responsible for accelerating growth and profitability in these key territories for Avnet and its partners. Miriam takes up this new role in addition to her responsibilities for driving Avnet's EMEA strategic supplier engagements.
 
"Miriam has been with Avnet for 20 years, and during this time she has earned a first-class reputation for her commercial acumen and high performance business management.
Under her leadership, Avnet's IBM business successfully expanded across 14 countries in EMEA and in just three years had reached record market share and profitability," said Graeme Watt, president, Avnet Technology Solutions, EMEA.
 
Murphy joined Avnet following the acquisition of UK-based distributor, SEI Macro, where she served for five years in a variety of roles.

She began her career at Avnet by assuming the post of European product director within Avnet Electronics Marketing, based in Germany and France. Miriam transitioned across to Avnet Technology Solutions, EMEA, in July 2003, where she held the position of vice president operations for EMEA, based in Brussels, Belgium, before being promoted to senior vice president, Enterprise Business Group, EMEA, in April 2008.  
 
Murphy said, "This is a truly exciting time for the IT channel in terms of the market dynamics and evolution of technology. We are seeing some really interesting opportunities for distribution and our partners in areas such as security, big data, analytics, converged infrastructure and related services."

NEC has extended its Business Mobility portfolio with a new smart handset that combines DECT and WiFi data.

The G966 SmartDECT handset combines IP DECT communications with the flexibility of WiFi-based Android application support that enable tight integration with business-specific applications.

The G966's WiFi capabilities and Android OS expand on this by providing users with access to their vital business applications, integration with NEC UC platforms such as UNIVERGE 3C Mobile Client, but also to Mail and Calendar, the company's intranet and VoWiFi. In the upcoming months NEC will introduce the G966 handset in its various markets worldwide.

Bert van Koelen, Global Business Manager Mobility at NEC Enterprise Solutions, said: . "Our latest G966 DECT handset empowers the so-called Smart Enterprise. Integration with industry and business specific applications drives business process enhancements and ensures higher safety and service levels making this device a powerful offering to the market."

Gateshead IT firm Advantex Network Solutions has won a £750,000 contract to provide new technology and managed services to schools across the North East.

The firm, one of the region's leading suppliers of IT and infrastructure services to the education sector and established in 2002, won the contracts in the face of stiff competition.

The contract covers work at Oxclose Community Academy, Red House Academy, Farringdon Academy, Sunderland PRU, New Penshaw Academy, Plains Farm Academy and Ryhope Infants School and Durham 6th Form College as well as existing sites including ongoing support and projects for Green Lane in Middlesbrough, Holy Trinity in South Shields and Parkhead Primary in Gateshead

The contract is the latest success for Advantex and is expected to boost the current turnover of £4m by 20%.

The firm will also be looking to expand its current workforce of 40 people with the recruitment of four IT engineers who will look after the contract as work starts to ramp-up over the next few months.

The new work will see the company providing wireless, Internet, servers, SIMS, telecommunications, CCTV and infrastructure support services over the next three years to provide improved computer and online services for staff and students while benefiting from expert technical advice and support.

A key feature of the programme will be the provision of services to enable the schools to increasingly take-on responsibility for the ownership and provision of classroom and office technology, technical support and internet and email services.

The move will give the schools and academies greater autonomy, enabling them to directly improve their ICT provision in line with the latest technological devices such as tablet PCs and the latest touch screen technology for delivering teaching.

Advantex is already targeting further growth in the education sector, eyeing other local Schools and Academies that will benefit from its services and expertise.

Director Stephen O'Connell said: "These and other schools are seeing the value of using us as a single source supplier of IT managed services.

"We will be continuing to look to secure more education work on the back of this success and our experience in the sector, expanding the scope of our comprehensive IT and infrastructure work even further.

"For too long schools and academies have suffered from bad advice and little investment and have yet been paying high costs for that poor service; we want to see that trend change which can only benefit the children."

Advantex was established in 2002 and achieved the prestigious ISO9001/2000 industry quality mark within its first year of trading and holds the IOS9001/2008 mark. It is an accredited Microsoft, Cisco and Mitel partner, providing a single source package which combines to deliver flexibility, added value and cost saving benefits.

The market for PBX/call control extensions and licenses (excluding micro PBX products) fell by 9% year-on-year in CY Q1 2014 (January to March 2014 inclusive), and 6% year-on-year for the rolling year (April 2013 to March 2014 inclusive), according to MZA's Q1 2014 market analysis.

The global dip in Q1 2014 was largely driven by an 11% year-on-year decline in the enterprise market (solutions with above 100 extensions/licenses), while over the rolling year this market declined by 5% year-on-year.

Moreover, there were global year-on-year volume declines in the below 100 market (solutions with 100 or below 100 extensions/licenses) over the quarterly and rolling year periods. This market witnessed a 6% decline in Q1 2014 and over the rolling year.

According to MZA the market in North America drove much of the global decline, falling by 17% year-on-year in Q1 2014, with solutions above 100 extensions/licenses falling by 23%. "Deployments in enterprise may have slowed more significantly due to the frigid North American winter, as US GDP contracted for the first time in three years," said MZA analyst Will Parsons.

More moderate declines ranging between 3% and 10% were felt in the other regional markets, with the exception of the Eastern European market which barely bounced back (up 0.1% year-on-year) from a poor quarter in Q1 2013. "Notably, in the quarter total extensions/licenses in North America fell below Western Europe for the first time since Q4 2012," added Parsons.

The increasing development of pure mobile and multi-tenant alternatives and restrictions to credit since the global financial crisis has had some effect on the below 100 licenses/extensions market over the last few years, and in Q1 2014 all regions witnessed declines for a second successive quarter.

The most significant year-on-year declines were in the Middle East and Africa and Latin America which fell by 13% and 15% respectively, helping to drive a decline of 6% in the below 100 extensions/licenses market (excluding Micro PBX products) globally.

Significant declines in North America, Asia Pacific and Western Europe in the above 100 extensions/licenses market drove this segment to its largest decline in recent years, down by 11% year-on-year. "These three regions account for over 80% of all licenses sold in the enterprise sector, and although there was year-on-year growth witnessed in Eastern Europe and Middle East and Africa, this had a limited impact in preventing the double-digit global decline," observed Parsons.

NEC became the leading vendor in the global PBX extensions/licenses market (excluding Micro PBX products) in Q1 2014 with a market share of 13%, flat year-on-year. Compared to Q1 2013, NEC remained ahead of Avaya but overtook Cisco with the two American vendors placed in second and third positions with market shares of 12% and 11% respectively. "NEC's continued strength in Asia Pacific, as well as strong share growth in North America helped it to maintain global market share and take top position," noted Parsons.

"The weakness of the North American market had a comparatively stronger impact on the global performance of Avaya and Cisco, as over 40% of each vendor's voice licenses are usually sold every quarter to their home regional market."

Significantly, Mitel, following the Aastra merger, moved into fourth position in the global market with an 8% market share, up one percentage point on Mitel and Aastra combined in Q1 2013. Moreover, Mitel climbed places to reach fourth position in both the below 100 and above 100 extensions/licenses market (excluding Micro PBX products).

MZA's report noted that NEC retained its Q1 2013 global leadership in solutions below 100 extensions/licenses (excluding Micro PBX products) in Q1 2014, repeating its 17% market share. "Although sales represented a volume decline in Asia Pacific against a very strong quarter in Q1 2013, NEC performed well in its home region and improved its volume growth in North America, Latin America and Western Europe," commented Parsons. "Panasonic held off a strong challenge from Avaya to retain second position, with both vendors holding 11% shares."

Cisco remained the market leader in the Q1 2014 above 100 extensions/licenses market with a reduced 21% share, while Avaya remained in second position maintaining a 12% slice of the cake. NEC retained third position with an unchanged 9% market share.

When looking at the global PBX/IP PBX market over the rolling year (April 2013 to March 2014 inclusive), with the exception of Eastern Europe every regional market declined at relatively similar rates (between 4% and 6% year-on-year). "Eastern Europe declined by 9% year-on-year, reflecting the continued weakness of Russian economy the largest market in the region, and the political situation in Ukraine," added Parsons.

The positions of the top six vendors were unchanged in the rolling year. Cisco retained its global lead in the total extensions/licenses market with a 12% share, down two percentage points year-on-year. Cisco was closely followed by Avaya in second position also with a 12% share, while NEC remained third with a market share of 10%, down one percentage point year-on-year.

NEC continued to lead the below 100 extensions/licenses market (excluding Micro PBX products) over the rolling year, with Panasonic closely behind with both vendors recording a 13% market share. Avaya improved market share, recording an 11% market share. Also during this period Cisco continued to lead the above 100 extensions/licenses market, followed by Avaya, Unify and NEC with the top four vendors unchanged in terms of market positions. Microsoft and Huawei continued to close the gap in fifth and sixth positions gaining one percentage point each in market share.

The global IP extensions/licenses market declined by 8% year-on-year in Q1 2014, at a slightly slower rate than the total market (IP and TDM solutions), driven by the market declines in North America where IP extensions account for the vast majority of extensions to the desktop. As a result, and against the expected trend, the global IP penetration rate (the % of IP extensions into total extensions to the desktop) remained at 43% against Q1 2013 and fell sequentially from 46% in Q4 2013.

Middle East and Africa saw the sharpest rise in IP penetration from 30% in Q1 2013 to 37% in Q1 2014, as Avaya and Mitel saw some strong growth in IP deployments.

Cisco continued to lead the global IP extensions/licenses market with a reduced 22% market share over the quarter, closely followed by Avaya which achieved an 18% market share. Mitel took a 10% market share, gaining percentage points as a consequence of the merger with Aastra.

"Over the rolling year (April 2013 to March 2014 inclusive) the top three positions in IP deployments were taken by Cisco, Avaya and Mitel," concluded Parsons. "Cisco remained in front with a reduced 24% market share, followed by Avaya who recorded a 17% share, up one percentage point."

Nimans' new hosted telephony service has caught the attention of hundreds of resellers just weeks after its official launch.

The hosted voice service called GreenSky is being hailed as a 'game changing' expansion of Nimans' reseller service proposition - a 'free' hosted voice facility offering resellers either upfront or recurring revenue opportunities for the first time.

The service includes a free three-year hosted seat licence (worth £360) with every handset purchased. A choice of three models are available - Standard, Advanced and Executive - with upfront margin potential of 45% or recurring margins of 65%.

"We've been blown away by initial interest that has exceeded all expectations and demonstrates just what a compelling proposition we have brought to market," says Group Sales and Business Development Director, Richard Carter.

"We are excited by this venture that allows resellers the choice to sell hosted in a completely different way. Free hosted voice, plain and simple," said Carter. "We are turning hosted voice on its head.

"It's based on a traditional 'tin' style revenue model where resellers can sell phones upfront with included licences - or they can embrace a more modern approach of charging on a monthly basis."

8x8 Solutions has been accepted as a supplier by the Crown Commercial Services (CCS) on the CCS' recently announced G-Cloud 5 framework. G-Cloud is a UK Government initiative to encourage the adoption of cloud services across the whole of the public sector.

"Our solutions now appear under the SaaS category of G-Cloud 5's CloudStore online marketplace," said Kevin Scott-Cowell, CEO, 8x8 Solutions. "This will help potential customers across the public sector to quickly and easily identify which of our easy to use, cloud-based, managed services will best suit their individual business communications needs. The important thing is, that they can fund deployment out of their operational budgets."

8x8's hosted business VoIP solution allows public sector organisations to move their phone systems to the cloud, giving them access to not just a phone and fax service that delivers more functionality than a traditional hardware PBX, but access to online meetings via web and video conferencing plus integrated call centre capabilities at the same time as delivering flexibility and agility through 8x8's mobile apps.

Additionally, for a public sector organisation which understands the financial and functionality benefits that could be achieved by switching from its existing on-premise VoIP provider, 8x8 can offer a migration path which utilises the organisation's existing infrastructure, to 8x8's hosted cloud-based VoIP solution.

"8x8's cloud-based unified communications importantly enables public sector organisations to considerably enhance their levels of customer service by putting the tools to improve their external communication and collaboration at their fingertips," added Scott-Cowell.

G-Cloud 5 supports the Government's policy to centrally manage the procurement of common goods and services through an integrated procurement function at the heart of government. Suppliers are carefully evaluated during the tender process and pre-agreed terms and conditions offer public sector customers sound contractual safeguards.

"The key difference between G-Cloud 5 and other procurement frameworks is that public sector organisations are able to enter into a contract with 8x8 which enables them to pay for the services they use on a pay-as-you-go basis," explained Scott-Cowell.

"8x8 and our channel partners look forward to helping public sector customers take advantage of G-Cloud 5's SaaS solutions to cut their operating costs by avoiding lengthy and often inflexible supplier contracts, saving money on the supply and maintenance of traditional hardware and by paying for just the services they actually use."