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The promised land of analytics and BI has emerged into market reality, according to Rita Sallam, Research Vice President at Gartner, who reveals encouraging market insights that provide context for channel players wanting to understand the demand drivers.

Following the highly optimistic predictions for BI and analytics software in recent years, the prospect comes into view that sky high forecasts may be true after all, with Gartner confirming that the value of the global market for BI and analytics will balloon to $18.3 billion in 2017, an increase of 7.3 per cent on 2016. Even better, the market is forecast to grow to $22.8 billion by the end of 2020. According to Gartner's assessment of the market, this is the age of 'modern' BI and analytics, with modernisation fuelling a rampant surge in demand that will outstrip the overall market, offsetting declines in traditional BI spending.

Sallam's references to BI and analytics are qualified by the prefix 'modern', signifying a break from previous technologies now deemed to be irrelevant. "The modern BI and analytics platform emerged in the last few years to meet new organisational requirements for accessibility, agility and deeper analytical insight, shifting the market from IT-led, system-of-record reporting to business-led, agile analytics including self-service," said Sallam.

As the analytics revolution starts to settle down, the market is expected to decelerate from 63.6 per cent growth in 2015 to a projected 19 per cent by 2020. Gartner believes this slowing effect is a reflection of data and analytics becoming mainstream. The market is growing in terms of seat expansion, but revenue will be dampened by pricing pressure, pointed out Sallam.

"Purchasing decisions continue to be influenced heavily by business executives and users who want more agility and the option for small personal and departmental deployments to prove success," she added. "Enterprise-friendly buying models have become more critical to successful deployments."

Gartner has identified the factors it believes are driving demand for modern BI and analytics. "While business users initially flocked to new modern tools because they could be used without IT assistance, the increased need for governance will serve as the catalyst for renewed IT engagement," noted Sallam. "Modern BI tools that support greater accessibility, agility and analytical insight at the enterprise level will dominate new purchases."

Vendors will also drive the next wave of market disruption, reckons Sallam. "The emergence of smart data discovery capabilities, machine learning and automation of the entire analytics workflow will drive a new flurry of buying, prompted by its potential value to reduce time to insights from advanced analytics and deliver them to a broader set of people across the enterprise," she added. "While this 'smart' wave is being driven by new innovative start-ups, traditional BI vendors that were slow to adjust to the current 'modern' wave are driving it in some cases."

Meanwhile, the need for complex datasets is driving investments in data preparation. Today, business users want to analyse diverse, often large and more complex combinations of data sources and data models, faster than ever before. And the ability to rapidly prepare, clean, enrich and find trusted datasets in a more automated way becomes an important enabler of expanded use, according to Gartner.

"Extensibility and embeddability will also be key drivers of expanded use and value," emphasised Sallam. "Both internal users and customers will either use more automated tools or embed analytics in the applications they use in their context - or a combination of both. The ability to embed and extend analytics content will be a key enabler of more pervasive adoption and value from analytics."

Support for real-time events and streaming data will be another driver, as organisations increasingly leverage streaming data generated by devices, sensors and people to make faster decisions. "Vendors need to invest in similar capabilities to offer buyers a single platform that combines real-time events and streaming data with other types of source data," commented Sallam.

Cloud deployments of BI and analytics platforms have the potential to reduce the cost of ownership and speed up the time to deployment. However, data gravity that still tilts to the majority of enterprise data residing on-premises continues to be a major inhibitor to adoption. But this reticence is abating and Gartner expects the majority of new licensing buying to be for cloud deployments by 2020.

"Marketplaces will create new opportunities for organisations to buy and sell analytic capabilities and speed time to insight," explained Sallam. "The availability of an active marketplace where buyers and sellers converge to exchange analytic applications, aggregated data sources, custom visualisations and algorithms is likely to generate increased interest in the BI and analytics space and fuel its future growth.

"Organisations will benefit from the new and innovative vendors continuing to emerge, as well as significant investment in innovation from large vendors and venture capital funded start-ups. They do, however, need to be careful to limit their technical debt that can occur when multiple stand alone solutions that demonstrate business value quickly turn into production deployments without adequate attention to design, implementation and support."•

Any organisation depends on the loyalty of its people, but rarely does loyalty exert its influence more strongly than in the teamwork shown by Glasgow-based Eureka Solutions.

If there is one thing that unites the people of Eureka Solutions it is rallying together in support of Managing Director Gillian Livingstone. Hence her gratitude to a team that displays loyalty, faith and encouragement in spadefuls. "The unstinting support I have received from everyone in the company has reinforced my belief in myself and given me the confidence I need to rise to this great responsibility," she stated. "I do not have an extensive track record of top management, so the belief of others in the organisation that I could handle it was a huge boost."

Eureka Solutions was founded in 1996 by Gillian's father Alistair, who was a maths teacher, and after his daughter was made redundant while working for an accountancy firm he brought her into the business in December 2009. "I worked the telephones, learned sales and worked hard to get up to speed on the technical side," she commented. "I've been in my current role since October 2015 and my accountancy background means I can add value to my team and bring a measure of fiscal sense which helps the business."

Eureka Solutions began its commercial life at a time when technology was changing from DoS to Windows, and Alistair saw an opportunity to break into the market with Sage 200 as a valuable business solution. Eureka then associated itself with NetSuite, a move Gillian describes as a 'gamble'. "NetSuite is a multi-national firm now and has just been taken over by Oracle. Back then it wasn't well known, but it was clear that many clients were beginning to look for cloud-based solutions which Sage at that time did not offer," she said.

"NetSuite was looking for partners and the reputation we had earned as an established partner with Sage was what attracted the vendor to us. It wasn't an easy process. Getting to know NetSuite inside out was a steep learning curve. But we were acutely aware that we had to know it thoroughly before we could sell with integrity. The collaboration brought us into contact with bigger, more complex organisations and taught us how to deal with them."

Eureka Solutions currently has 50 staff and room for many more in its new premises which has been in occupation since June last year, a move that will ensure the company has the space to meet anticipated growth. Eureka has increased turnover this financial year and Gillian expects to continue double digit growth over the long term, aiming for £3 million this year. "Our support team is currently dealing with 1,900 live contracts, we have Sage 200 in 150 sites and NetSuite in 50," she stated. "I anticipate NetSuite sales to overtake Sage 200 and, as a consequence, the client demographic will change to include a far greater proportion of much larger and more international organisations. We also have high expectations for a new Sage Product, Sage Live, and our own new cloud offering called Cloud Data Exchange."

Eureka Solutions plans to launch Cloud Data Exchange this year in what Gillian says is a 'significant departure' for the company in terms of its business model. "It has also been a major investment as it was developed in-house," she said. "The solution will work with any software system and beta-testing results are encouraging. We have even brought in an in-house tester to make sure that Cloud Data Exchange hits the ground running."
Organisations that are expanding require products and systems that will grow and develop alongside their trajectory. This is where the cloud, with its infinite scalability, really offers fit for purpose solutions, believes Gillian. "We deal with companies that operate worldwide, have geographically disparate subsidiaries and are forward thinking and ambitious," she added. "Cloud systems provide them with flexibility, reliability, performance, security and containable costs. Because of the trust we have established with Sage 200, we can introduce NetSuite as a natural progression.

"We have invested heavily in Cloud Data Exchange but expect to recoup that money within three to four years. After that it will be a clean and strong revenue stream. We do not intend to be box shifters. Instead, we are developing a subscription service that will smooth out revenue flow. We already have several clients waiting for launch and have engaged a graphic designer to create distinctive branding and a unique website. The launch will be backed by the full expertise of the marketing department."

Eureka Solutions' growth strategy will in large part be led by Andrew Gray, Marketing Director. He has 25 years of experience in communications, business development and operations, and his team of nine staff is a strong indicator of the scale of Eureka's ambition. "Within the foreseeable future Andrew's team will be proportionate to the growth we expect to experience," said Gillian. "We intend to associate ourselves with growing companies, futuristic enterprises with vision and ambition. To this end, we are dealing closely with key influencers such as software vendors and consultancies. We are also, not surprisingly given my background, targeting the accountancy sector."

Although Eureka's HQ is in Scotland 70 per cent of its business is done in England, a factor that will probably lead to a new office opening in the south, most likely London. The extension of the company's national presence shows that it has come a long way since it was founded by Alistair, who in his daughter's words was 'hugely respected as a dynamic and visionary Managing Director'.

"Accepting his offer of a role in the company was a risky move," she added. "It was a complete and dramatic career change and I had no assurance that it would work out as well as it has. We now have more of a team-based approach with myself, Aileen Primrose as Sales Director and David Lindores as Technical Director forming the new core. My father provides an objective and crucial overview of the market and emerging trends. I have good organisational capabilities, put things in place and get things done.

"The main lesson I have learnt is that when you are working in a family business you cannot take the work home with you. The temptation is always there to talk about the company, but it has to be resisted. I also learned when I first started with Eureka Solutions not to call the then Managing Director 'dad'.•

Don't let a non-differentiating approach wreck your chances of capitalising on the high growth M2M market where the channel's ability to stand out from the crowd and add value will be pivotal to success, writes Bamboo Technology Group Managing Director Lorrin White.

Data is data - right? It's just binary signals sent over the air. How do you differentiate in a market when your core product is identical to the competition? Simple. You don't have to, because it's not identical. Not all data services are created equal, particularly in M2M connectivity, the latest telecoms opportunity where differentiation is key to long-term success.

Competition is heating up around the Internet of Things (IoT) with new entrants keen to secure their share of this emerging market. According to Juniper Research there will be 46 billion IoT devices within the next five years. That's a lot of M2M connections, and with it, a big opportunity to supply it. Now is the time for new M2M connectivity providers to take first-mover advantage in this emerging technology and stand out from the crowd. Here's how...

Pre-sales consultancy: M2M is more than just a pipe of data. It is the connectivity underpinning a product or service. And in a fast-moving industry, this product or service may often be brand new to market. New use cases for M2M/IoT are being dreamed up all the time, from smart GPS-enabled padlocks to the latest smart home devices. It is therefore critical that the new service is built in partnership with the communications technology provider that will provide the connectivity. By leveraging their experience and expertise, IoT creators can avoid the costly mistake of launching something that is not fit-for-purpose or over engineered and not commercially viable.

Good network coverage: By definition, network coverage of any kind is a necessity for IoT. A device cannot be smart if it can't communicate with the outside world. Yet 'good' network coverage can be interpreted in many different ways. Does 'good' simply mean the connectivity provider uses the carrier that you ranked best for network coverage in one area for example? Or does it mean multi-network connectivity to ensure your customers' devices always have the best chance of being connected? Does the contract cover global coverage or just the UK? Is 4G included, and if so, in which countries? Not all IoT devices need 4G but if the service in question is data hungry then this will be an important consideration for the potential IoT customer.

Network monitoring: Does your customer know how much data each of their devices are using in real time? Can they provision new SIMs from a control panel or stop data being sent to malfunctioning devices at the touch of a button? Extensive monitoring and control features from platforms such as the Cisco Jasper IoT services platform are essential to protect the profitability and service levels of an IoT product or service.

Flexible pricing: Mobile handsets and call plans are largely used in the same way. Your customer may have heavy users and light users, but the core service requirements are the same. This is certainly not the case with IoT, where one-size-fits-all couldn't be further from the truth. One service offering simply isn't possible in such a diverse and expanding ecosystem. A mobile security camera, for example, does not operate in the same way as a smart light switch. The amount of data it uses, its security requirements, power requirements etc are vastly different, so you cannot force the creators of these devices to use the same M2M packages or data bundles. Be flexible!

Values: Do your values as an M2M connectivity provider align with your customer? Are you a supplier or a partner in their eyes? How do you approach business? A relationship built on partnership and a shared mission is the only route to success in M2M. Whether they realise it or not, they are going into business with you.

While they can change their mobile phone provider without their customers knowing or even caring, the same cannot be said with M2M. This is especially true for specific M2M use cases where the service provider's SIM must be soldered directly to your device for security or resilience reasons, or in situations where the SIM might be in a device buried deep underground. The connectivity is an intrinsic part of the customer's IoT experience. Your service becomes their service, so ensure they know what they're letting themselves in for.

M2M is an exciting new era for the integration of telecommunications into IT services, but no two M2M services are created equal. If your customer ever tells you that data is data, put them right. People are just cells at the end of the day, but we're not all the same.•

Vertiv, formerly Emerson Network Power, has rolled out SmartCabinet across EMEA, an approach to deploying micro data centres with a complete IT infrastructure solution in a fully integrated enclosure.

Packaged as one system the plug and play unit comprises thermal management, power distribution, remote monitoring, infrastructure management and Liebert uninterruptible power supply (UPS).

"Micro data centres at the edge of the network are critical to many businesses, but building and equipping facilities fast enough to meet growing data demands has become an issue," said Appal Chintapalli, vice president of integrated rack systems for Vertiv in EMEA.

"The fully integrated SmartCabinet - which combines all of the necessities for a micro data centre into one single unit - eliminates the need to build complex computer rooms while enhancing system deployment."

SmartCabinet is designed for a range of applications such as telecommunication sites, retail stores and branch offices, as well as businesses across all sectors including educational institutions, healthcare, finance, government, transportation and business process outsourcing firms.

Maintel's acquisition of Azzurri in May 2016 propelled the MSP's revenues last year to £108.3m, up 114% on the previous year.

The group's core business, excluding Azzurri, notched up 1% organic growth year-on-year, mostly seen in H2 when Maintel bagged a number of big contract wins.

The group's adjusted profit before tax increased by 52% to £11.1m with recurring revenue rising to 73%.

Maintel also experienced a strong cash performance with operating cash flow of £10.6m and underlying cash conversion of 104% of adjusted EBITDA.

The group's managed service and technology division delivered a 62% increase in revenue to £64.1m, with managed services revenue up 45% year-on-year and technology sales up 88%, both benefiting from the Azzurri acquisition.

Azzurri also boosted Maintel's network services revenue which increased by 346%. The group also saw strong growth in cloud through its ICON Communicate proposition with the total number of seats for its hosted UC proposition growing 63% over the previous year.

Mobile revenue increased by 147% to £6.9m with gross margin increasing to 49% (2015: 42%) and gross profit increasing from £1.2m to £3.4m over 2015.

Eddie Buxton, CEO, said: "The highlight was the acquisition of Azzurri, supported by the robust performance of the core Maintel business in the second half, demonstrating the strength of our diversified product portfolio and our ability to respond to changing market conditions.

"The combination of the enlarged customer base and the broader technological platform positions Maintel well for an exciting growth trajectory in the cloud environment and we look forward to 2017 with cautious optimism."

A charity ski trip organised by Six Degrees Group has raised over £29k for WeSeeHope, a charity that provides support for children in Southern and Eastern Africa who have been orphaned or isolated by extreme poverty.

Hosted by Six Degrees Chairman Alastair Mills a group of 25 guests from the technology and finance sector headed to the slopes of Val Thorens, the highest resort in Europe, for the three day trip.

The annual event is organised as part of the company's Corporate Social Responsibility (CSR) programme, Six Degrees of Hope, in order to raise awareness and funds for WeSeeHope.

Mills said: "This is the third year we have run a charity ski trip and I am still blown away by the incredible generosity of those who join us."

Six Degrees has supported WeSeeHope since the company's foundation in 2011 and has so far raised over £445k through Six Degrees of Hope.

Unify's OpenScape Desk Phone CP family has completed compatibility testing with the BroadSoft Business BroadWorks call control platform.

Luiz Domingos, Head of Product House, Unify, said: "Completing this testing provides assurance to those customers using BroadWorks that their Unify phones will perform, helping to improve communication and increase user productivity."

The results of Polycom's global research into 'anywhere' working trends reveals that 98% of respondents think anywhere working boosts productivity, while 92% agree that video collaboration technology improves teamwork.

"We predicted that 2016 would be the ‘year of video', and it's satisfying to know that people are seeing the benefits of working this way," said Jim Kruger, CMO of Polycom.

"The survey results also tell us that businesses need to offer video collaboration tools to enable the human contact that people crave.

"Organisations that are able to offer flexible working practices and the right collaboration tools will be the winners in recruiting and retaining top talent."

Agilitas has expanded its Cisco support services with the appointment of Mike Cummins as Cisco Technical Consultant.

He joins from Cisco Gold Partner Logicalis where he was Strategic Development Director.

Cisco support has been Agilitas' biggest growth area in the past 12 months delivering a 400% increase in opportunities on the previous year, with requests covering the UK, mainland Europe and the US.

"We are receiving unprecedented requests around Cisco UCS and networking support," stated CEO Shaun Lynn. "With Mike on board we can significantly grow our offering."

Agilitas operates an end-to-end service model to support resellers across the Cisco portfolio. This includes Cisco backed support through to service enhancements such as uplifted SLAs, field engineering, level 1,2 and 3 support and professional services.

Former Alternative Networks and Solar Communications stalwart Mark Walker has joined Virtual1 as Head of Commercial.

He brings 18 years industry experience and predicts 'big things' to come from Virtual1.

"Having worked with Virtual1 on the other side of the fence it's great to join the company at such an exciting time in its development. Given the direction of the business I can see big things happening."

Magnus Batsvik-Miller, Chief Financial Officer, added: "Mark is a significant addition to the commercial team and we are looking forward to benefitting from his experience in the telecoms industry as Virtual1 looks to expand its operations."