Comms Dealer

Distributor Exclusive Networks says strong Q1 growth is down to the growth within regions, general market recovery and strong performance within its vendor portfolio.

A 38% like-for-like growth in revenues to €111m means the business is ahead of target for the period, as it looks to become a €1bn/yr operation.

Exclusive Networks says it has continued to identify and execute acquisition targets in key territories, such as the Middle East and Benelux, and continued to expand market reach.

"We are seeing our acquisitions towards the end of last year performing better than we expected," explains Olivier Breittmayer (pictured), CEO of Exclusive Networks Group.

"The Middle East especially has delivered excellent results, while our consolidation in Benelux and early indicators of market recovery in some southern countries have combined to deliver a record quarter for us.

"In addition, core vendors such as Fortinet and Palo Alto Networks continue to out-perform their sector growth rates, taking market share against more traditional IT security infrastructure vendors, while our early investment into vendors like FireEye and Arbor are now paying substantial dividends."

The MD of an outsourced service for ICT resellers claims to be one of the few remaining companies that can still do the basics and 'mend a phone'.

Bucks-based Channel Solutions Resource (CSR) was established late last year by MD Don Moore as a one-stop-shop offering nationwide and international coverage for bespoke integrated service solutions that also include threatened skills in basic telephony repair, which Moore says are being lost due to the widespread adoption of new technologies such as the cloud.

The channel-only organisation operates to an MOD Quality Assurance System (JSP480) which combined with Moore's 35 years experience in the tele-coms sector adds up to a fully rounded solution, he claims.

"I've worked across most manufacturers' products and seen and worked on the various flavours of PBXs, phones, features and connectivity options," he commented.

"This means we can look after channel partners' voice requirements from basic TDM telephony to IP UC solutions, whether site or cloud-based."

According to Moore his basic 'mend a phone' service is an attractive differentiator that appeals to resellers wanting to offer CSR's broader services portfolio on a white label basis.

As well as an ability to mend phones on the bench the company's skill set also includes voice, mobility, cloud data, video and wireless, along with consultancy and configuration design, installation and commissioning, repair and maintenance.

BT Wholesale's new strategy to drill deeper into end user priorities, roadmaps and challenges is paying early dividends according to Mark Rosson, Director, Indirect Channel.

"This year we're focusing more on pinpointing the requirements of end user businesses so we can build a portfolio and sales approach that better suits the needs of our channel customers and the businesses they serve," commented Rosson.

He says BT Wholesale is evolving its sales approach to align with insights gathered from its research work, noting that themes such as reliability, security and choice continue to dominate the agenda.

"In an increasingly IP and cloud-based world the need for reliable, predictable and secure connectivity to underpin services like hosted communications is never more critical," he added.

"Not just in terms of delivery but also in securing the confidence of companies that could potentially invest in new cloud-based technologies."

BT Wholesale is therefore investing further in its Ethernet services, significantly boosting Ethernet node numbers across the UK by doubling the number of EFM exchanges and upping overall Fibre Ethernet coverage.

"We're also increasing our data centre and telehouse presence to make it easier for customers to establish connections into the 21CN Ethernet network, as well as offering connection price reductions and increasing price certainty through inclusive excess construction costs," stated Rosson.

The feedback gathered by BT Wholesale also revealed that end users attach most value to suppliers that focus as much on business issues as technology.

"We're deepening our understanding of such issues this year, from an enterprise and channel perspective, to make sure we're responding in a way that is more relevant and meaningful," added Rosson.

Azzurri has announced the appointment of Chris Jagusz as its new Chief Executive Officer. He joins Azzurri from SSE Telecoms where he was Managing Director. Prior to SSE Telecoms, Jagusz' earlier career included telecommunications sales into the banking sector, spells in Germany and Switzerland, along with senior roles in BT Wholesale and Openreach, and the role of chief executive of private equity backed mid-market provider Eurotel.

More recently, he has held roles with Daisy Group and Six Degrees, and worked with a number of organisations as an advisor on strategy.

Steve Andrews, Azzurri's Chairman, said: "We are thrilled that Chris is joining us to lead the next phase of our growth and development. He brings with him a wealth of experience in our sector through his time with BT, Eurotel and Daisy.

"He has a track record of delivering growth and commands enormous respect within the industry. We look forward to working together to bring more success to Azzurri Communications."

Jagusz added: "In my current role I work with Azzurri as both a supplier and a customer, and I know the business is very well positioned to compete in the changing communications marketplace."

Jagusz will join Azzurri after the summer break and in the intervening time, Chairman Steve Andrews will continue to act as Interim Chief Executive.

Networking and AV distribution company Square 1 Products is again supporting national charity Cash for Kids through its summer of football initiative.

Cash for Kids supports children and young people who are suffering from abuse or neglect, who are disabled and have special needs or who simply need extra care and guidance.

Last year the charity raised more than £13 million supporting children from across the UK, a total we're helping them to exceed during 2014.

Square 1 Products Sales Director Gary Conner said: "We're proud to be associated with the charity and show our support. At Christmas time the company was involved with raising a staggering £800,000 for the charity ensuring that 150,000 children had a gift to open on Christmas morning.

"Six months on and we're continuing our support with raising money for children in poverty through a series of company wide World Cup and summer promotions."

Sixteen channel partners got the chequered flag as winners of the Eclipse Fastest 4 incentive scheme, securing secured a p[lace with the Eclipse team at Palmer Sport in June for a driving experience at the Bedford Autodrome.

Henry West, Head of Sales at Eclipse said: "We knew this incentive would be well received within the channel, because who wouldn't want to win a day out racing these types of cars? However the buzz it generated and the feedback we received from our Partners was just fantastic - it just goes to show the sense of fun and competitiveness alive in the channel today."

Howard Panas at PC Express, one of the Eclipse Partners joining the team on the day, added: "The relationship between Eclipse and PC Express has always been an enjoyable one and the Fastest 4 incentive with discounted pricing and a four car track day prize, really demonstrated the support that Eclipse delivers to their resellers to help them grow their business. The Palmer Sport track day will no doubt be a fantastic day and a great end to a superb incentive!"

Partners will join Eclipse on the 25th June for a four car track event followed by evening meal, drinks and accommodation to round off the day.

Softcat, provider of security solutions and related IT services, has been named European Growth Partner of the Year by Check Point.

The recognition follows Softcat's fastest growth as a partner with a 208% of increase. This was largely facilitated by many support services that Softcat managed to develop around Check Point's products. Also, the company introduced support services for its clients which were crucial due to a growing demand for support at an early stage of purchase in the area of software, hardware and licensing, it says.

Softcat has been an official Platinum partner and has worked with Check Point since 2003. It's also a certified managed services provider for Check Point.

"We're thrilled with this recognition on the European stage from Check Point. We've steadily grown our managed services offering to capitalise on the growing customer demand for Check Point support, and we offer 24 x 7 telephone support through to fully managed firewall services. This in turn has enabled us to win more Check Point enterprise clients and has boosted revenues accordingly.

"We have a great relationship with Check Point's support teams in Israel and the US; they want to make sure we can give the best possible service to our mutual customers, and so give us lots of support and insight to new technologies on Check Point's road map," said Simon Walker, Softcat's managed services director.

NetSuite, provider of cloud-based financials/ERP and omnichannel commerce software solutions, has announced a launch of its new partner programme that targets BPO providers.

Not only does it offer to Business Process Outsourcing (BPO) partners lower IT costs and more flexibility, but it strives to deliver a unified cloud-based solution of ERP, CRM and ecommerce for clients of all sizes, it says. The new scheme is an answer for a growing demand and pressure faced by businesses which turn to BPO providers.

The new partners who have decided to participate in a partner programme include Capgemini, McGladrey and Accretive Solutions.

"With this new partner programme we're providing the best of both worlds to BPO providers and their customers-an enterprise-class financial system that can be deployed anywhere in the world at a fraction of the cost and in a fraction of the time of traditional on-premise ERP. We've seen strong market demand for this type of programme and we're looking forward to working closely with our BPO partners to simplify the outsourcing model and aggressively lowering their operating costs moving forward," says Jim McGeever, NetSuite COO.

Recently NetSuite has also announced its top partners and winners. The company has named Accenture as its GSI Partner of the Year and Capgemini as its GSI Newcomer of the Year. Deloitte Consulting has been recognised as its GSI Quality Partner of the Year.
In the EMEA region FHL Cloud Solutions has been named as NetSuite's Solution Provider of the Year.

Atos, which is also trying to buy French integrator Steria, is to buy Bull in an all-French IT sector deal worth €620m to create the top Europe-based cloud computing company and a major player in cybersecurity.

The companies said a combined Atos and Bull, currently numbers 5 and 10 respectively in cloud computing in Western Europe, would leap to the fast-growing industry's number-two spot by revenue behind US-based Amazon and ahead of Microsoft.

At €4.90 a share, the agreed offer announced by both companies represents a 30 per cent premium to the three month weighted average share price of Bull and the combination is expected to deliver some €80n annually in cost savings within two years, equivalent to almost a third of Atos' net profit last year.

Atos, more than nine times larger than Bull by market value based on its offer price, said the deal would enhance its offerings in manufacturing, healthcare, and the public sector, and would reinforce its footprint, "mainly in France, but also in geographies such as Iberia, Poland, Africa and Brazil".

A presentation slide on the Atos website after the pair announced the deal showed the cloud services market growing at a compound annual rate of between 25% and 50% a year.

"Bull will bring critical and complementary capabilities in big data which, combined with Atos solutions, will create an offering in this high-growth segment," it said. Bull's main shareholders, Crescendo Industries and Pothar Investments, own some 24.2% of the company and have already committed to tender their shares, the companies said.

Atos is also in a battle to acquire French IT services group Steria. Steria has accepted a bid from rival Sopra and rejected Atos' €22 per share proposal.

Communications Minister Ed Vaizey has highlighted the role that superfast broadband is playing in the success of the Cornish economy as latest research estimated that the high-speed technology had already created or safeguarded at least 1,400 jobs and helped the county's businesses grow.

About 6,000 Cornish firms are now using fibre optic broadband - and the number is continuing to grow rapidly with more than 200 Cornish firms joining up every month.
The Superfast Cornwall partnership's latest evaluation report, based on a survey of more than 220 Cornish businesses which have been using fibre broadband for 12 months or longer, estimates that 611 jobs have already been created and 807 safeguarded.

More than half of businesses surveyed (52 per cent) reported that fibre broadband had enabled them to grow, whilst 79 per cent indicated that fibre broadband had saved them time or money and 55 per cent said that the technology had allowed them to work in new and different ways. About half (49 per cent) indicated that it had allowed employees to work more efficiently from home or remotely.

Mr Vaizey, who paid a fact finding visit to the Superfast Cornwall partnership, said he was impressed by the number of firms joining the 'superfast broadband revolution' and the innovative ways they were using the technology to find new customers, expand and boost competitiveness.

"Superfast broadband is a key part of the present and future success of Cornwall and the UK as a whole," he said. "This exciting technology is essential to modern business life whether you are a high-tech startup or an established family firm in an industry, such as tourism or manufacturing - and it will become even more essential in the increasingly 'connected world' of the future.

"It is heartening to see the way Cornish firms are embracing the new technology, finding ways to make it work effectively for them and creating jobs. They are sending the message loud and clear that Cornwall is very much open for new business."

Ranulf Scarbrough, Superfast Cornwall programme director for BT, said: "Cornwall has long been known for innovation and its forward-thinking approach is, once again, very apparent with the roll-out of fibre optic broadband. Superfast Cornwall has already put in place a fibre broadband network able to serve 90 per cent of homes and businesses - which is better coverage than most European cities - and Cornish businesses have been quick to take advantage.

"They are using the great benefits of superfast broadband to offer their products and services far and wide. Cornwall might be a county in the far South West of England, but it is very much at the forefront of the UK's superfast broadband revolution."