Comms Dealer

GCI has swooped on Mark Whitehead to head up its Channel Solutions arm which forms part of the firm's overall expansion strategy.

GCI was recently ranked by Investec as the UK's 19th fastest growing privately owned business, a recognition that didn't go unnoticed by Whitehead.

"GCI has a broad range of products available to the telecoms and data channel and is launching with a complete suite," he said. "Ethernet has enjoyed incredible growth driven by the message that end users need larger reliable bandwidth to enjoy future technologies like cloud and UC. But we are already there and the channel needs these products now.

"With the launch of GCI Channel Solutions we will equip the channel with the tools and products to sell these high margin products."

Hosted comms firm iHub has launched a new website and is now focusing on the completion of upgrades to its new order management, provisioning and administration partner portal called iMaps.

The new website aligns with iHub's recent corporate rebrand and has been optimised to clearly communicate its hosted voice and SIP offerings in a clean, modern and importantly user friendly way, said the firm.

Managing Director Mike Webb (pictured) said: "The simplicity of the new website reflects iHub's objective of being 'easy to do business with'."

Networking vendor Juniper Networks has reported an increase in Q2 margins on the back of rising revenues compared to the previous quarter and year-on-year.

The firm reports good service provider demand and signs of improving enterprise demand. It expects its routing and switching businesses to remain strong while the security business continues to stabilise.
 
Net revenues for the second quarter of 2013 increased 7% year-over-year and increased 9% sequentially to $1.151bn. Juniper's operating margin for the second quarter of 2013 increased to 12.0% on a GAAP basis from 8.1% in the second quarter of 2012 and increased from 8.2% in the first quarter of 2013. It posted GAAP net income of $98m

"We're pleased with our strong second quarter results which reflect our continued ability to execute on our strategy," said Kevin Johnson, chief executive officer of Juniper Networks.

"We continue to see signs of strength in our key markets and we are confident in our routing and switching portfolio. We are also seeing early signs of improving security demand."
 
Robyn Denholm, chief financial officer of Juniper Networks, added: "We are focused on executing to drive revenue growth, maintain healthy gross margins, drive leverage in our financial model and deliver strong cash flows to achieve our long-term goals."

More than half of IT directors feel that their businesses are at the mercy of their wireless network according to a study by Damovo UK & Ireland.

As enterprise mobility has grown, many organisations have struggled to upgrade their wireless networks at the same pace as the proliferation of mobile devices, such as laptops, tablets and smartphones. Three-quarters of IT directors said that they expect their wireless networks to come under even more strain as Bring Your Own Device (BYOD) becomes more commonplace.

"The wireless networks that most businesses have in place were not designed to support the sheer number of devices that are now connecting to them," said Russell Siverland-Bishop, Principal Consultant, Damovo UK & Ireland.

"With employees using more and more bandwidth-hungry services such as mobile video, the demand for wireless capacity has rocketed. As mobility continues to play a fundamental role in enabling businesses to operate efficiently, it's no surprise to see that many IT directors are growing increasingly concerned over the ability of their wireless networks to support the demands upon them."

With more people and devices now accessing corporate networks, security remains the number one on-going concern over wireless networks, as indicated by more than half (60%) of IT directors taking part in the research.

This is followed by concerns over coverage and performance (15%), and having sufficient bandwidth to support new devices and applications (13%). However, despite these concerns, nearly two-thirds of IT directors (65%) confessed that they take an ad-hoc approach to extending or upgrading their wireless networks; adding capacity as and when required, rather than adopting a long-term strategic approach to network planning. As a result, securing wireless networks, improving performance and troubleshooting problems can become an overly time-consuming activity.

"It's perhaps not surprising that nearly half (47%) of the IT directors surveyed admitted that they find wireless network management a burden," added Siverland-Bishop.

"Businesses cannot afford to remain on the back foot with this ad-hoc approach to network planning. The latest wireless management tools can help IT departments to create a better integrated and centralised platform for their networks. With this approach, they can maintain a secure and reliable wireless infrastructure to support their mobile workforce and keep the business up and running."

Doro has expanded its range of easy-to-use mobiles with the launch of the Doro PhoneEasy 621, described as a modern handset for people who want an attractive, high-quality easy mobile with camera.

This new clamshell model comes in two colours combinations - burgundy/white and black/graphite. It is presented in a two-tone matt finish and further builds on Doro's ergonomic design heritage.

The handset also sees Doro introduce an easy video camera, with the ability to send a video message for the first time - a function which specifically helps people capture and share their memories.

Chris Millington, Doro's UK and Ireland Managing Director, commented: "Our new feature phone provides an attractive handset option for those users who don't want a complicated device. It provides a high quality, easy-to-use camera with video capability - which is something our user research identified as a desirable function."

This new product introduction comes during a year when the company is set to launch its second smartphone. Millington added: "As a business we are actively developing our 'easy smart' propositions and continue to develop feature phones for all types of user. This model offers a fun and stylish option, with enhanced functions whilst remaining true to our easy focus."

A key feature in TalkTalk Group's Q1 FY2013/14 financial results is growing demand for its data and carrier services and a 28% growth year-on-year in data product revenues. TalkTalk Business installed 1,549 Ethernet and EFM lines during Q114 leading to an installed base at the end of the quarter of over 11,800 lines

Strategic partnerships were signed with Logicalis, Callway One and Imex extending the market reach of its data products; and the company's relationship with Hutchison 3G has expanded to include data deployment to 100 H3G stores, with a further 247 stores to be connected in H2.

TalkTalk Business continued to develop its direct channel including a data contract with the parcels and logistics business DX Group

Charles Bligh, Managing Director of TalkTalk Business said: "Businesses today face increasing and rapidly evolving demands that are shaped by a dynamic and competitive market. Companies need the scalability and speed to enable them to deliver on new ways of working and make the most of the opportunities available.

"It is against this backdrop that we are witnessing increased demand for our data and carrier services and we are proud to offer the UK's largest Ethernet enabled network. Our focus is on innovating to leverage our network capability across our portfolio and to deliver products that add genuine value in a modern business environment."

TalkTalk Group has also begun unbundling an additional 300 exchanges in FY14 as part of its commitment to bring value and services to businesses of all sizes across the UK.

Cisco's intent to acquire cybersecurity company Sourcefire for $2.7 billion has been welcomed by Steve Browell, CTO at Intrinsic Technology.

The deal boosts Cisco's network security business at a time when dependency on being connected and having access to data from any device has continued to grow exponentiall.

"Now, security has to be a fundamental part of the overall design, rather than simply being bolted on at the end. The rise in cyber crime and the increasing importance of ICT availability and information protection are making the market change.
 
"Cisco has responded to this, and with the acquisition of Sourcefire it adds a highly credible addition to its security portfolio. From our point of view as a Cisco Gold Partner, this bodes well for our business and customers as it will ensure security is an inherent part of the Cisco solutions we design, deploy and manage for our clients."

UKFast CEO Lawrence Jones has 'stepped up' to address the state of the graduate jobs market, recruiting 50 graduates this summer in the first stage of a new scheme.

Jones will invest £4.5 million over two years, offering starting salaries of £19,000, rising to £30,000 with bonuses, and providing a purpose-built training facility for the company's new recruits.

Jones said: "There's a market of talented, energetic people in Britain looking for a step up, a break. It's my duty as an entrepreneur with ambitions to expand massively, to give them the opportunity. It's a win-win."

Developing the UKFast Academy launched in 2011, the firm's latest recruitment project follows the appointment of Aaron Saxton as Director of Training.

Jones said: "Apprenticeship schemes don't fit for graduates - they come out of university with a £40,000+ debt and who is going to help them out? It is time for us business owners to stand tall and find a business model that helps them. I don't understand why businesses aren't doing this already.

"This is not an apprenticeship or a typical graduate scheme, it's a real training programme with real salaries and bonuses."

Jones believes the graduate scheme will allow the business to outperform its growth targets for 2013 of 25 per cent.

"We've looked at other cities for growth, but our heart lies in Manchester. Our business is growing so fast and we're going to be a breeding ground for the best brains in the industry."

Hampshire-based Avaya reseller Centrix has sponsored serial adventurer James Ketchell on his round-the-world cycle challenge which started on 30th June 2013 and will take in 18,000 miles over the next six months.

Ketchell, formerly an employee of distributors Avnet, spent 2010 rowing single-handedly across the Atlantic and then, in the following year, climbed Mount Everest.

For 2013 he decided that cycling 18,000 miles around the world in sixmonths would make for a good challenge. And Centrix was happy to be the technology partner for the trip, as well as seeing him off from Greenwich and doing the first 80-miles of the ride with him.

Richard Burbage, Sales & Marketing Director for Centrix, said: "I'm a keen cyclist myself, albeit a fair weather one, and one day I was cycling through the rural roads of Hampshire when I met James on his bike.

"He joined me for a few miles and we got chatting and he mentioned he'd summited Everest and rowed the Atlantic and he was now training for this 18,000 mile bike adventure.

"One thing lead to another and before the week was out we agreed to sponsor him and provide the relevant communications he needed to keep in touch around the world and to upload to his daily blog etc."

This wasn't just a simple case of lending him an iPhone or a SIM card but the relevant charging technology on the bike to allow him to cycle whilst charging his MacBook and iPhone and to ensure they'd work in all the continents and countries he'd be visiting.

"Our sponsorship also contributed to the money James needed to raise to pay for the accommodation and flights needed as he and his bike make their way around the world," added Burbage. "James is undertaking this challenge unsupported which I think, when you consider he's cycling upwards of 120 miles every day, is going to be very demanding and at times not without risks."

Pictured (from L-R): Richard Burbage, James Ketchell and Dave Everest.

HP's new platinum partners will be few in number, but will get extra resources and real investment from HP in terms of direction planning and HP people. The new level will be in place at the start of November, but obviously those partners making the jump are getting trained and committing over the next few months, says Kevin Matthews, UK&I Enterprise Group channels boss.

Last week's meeting of the gold partners was a chance to assess how many plan on becoming platinum; it looks like no more than a dozen in the UK&I area. It will be different across Europe, particularly in the CEE region where the approach must be different because of market conditions, but it all fits into the grand HP plan for standardisation globally. At the same time, the accreditations become fewer in number, and the partner programmes become the same across all parts of the portfolio.

The plan means partners selling more of the HP portfolio, particularly the platinums, who will offer everything from hardware to software, cloud to services, plus the all-important storage.

The mood among HP gold partners is positive and echoes the sentiment at the global partner conference earlier this year that HP is engaged again. The policies of simplicity of engagement, being profitable to work with and predictable in nature are coming through, he says. The soft rebates available to silver and gold partners continue, but the platinums can expect hard margin advantage.

The key is business planning, he suggests. "The setting of objectives and milestones means the partners have a real commitment, not just signing off on HP's suggestions." It means a commitment by HP to keeping the partners up-to-date on technologies and selling, with early feedback from its sales academies very positive, with measurable improvements in productivity.

HP is trying to establish the techniques that work for the particular partners in focus, and even directing their vertical market efforts, demanding more loyalty in return as it trains its won channel teams to be more effective.

The results will become apparent next year, but the move is certainly to concentrate on a smaller number of very high achieving partners and setting the bar for them much higher.