Comms Dealer

Innovation is critical to telco survival, states Ovum, yet many operators miss the big picture, exaggerate the threat from over-the-top (OTT) players, and misunderstand the broader benefits of innovation.

New research from the global analyst firm examined more than 3,500 new service launches since 2009, finding that telcos must compete less and collaborate more.

When comparing telcos' efforts with Apple and Google's approach to the app ecosystem, it is obvious why they never managed to gain a foothold in the market. Ovum implies that telcos were too selective when choosing partners and overburdened their prospective allies with unrealistic revenue expectations.

Instead, the report recommends that telcos use partnerships to scout for new ideas, assimilate them, and capture value. In addition, the research indicates the importance of prioritising innovations (whether products and services, business models, or tariff strategies) that exploit the centrality of operators' networks.

"No matter how much telcos try to diversify, their primary role will always be as carriers of voice, messaging, and data traffic. However, an efficient network that has been updated with new innovations can be combined with innovative business models to continuously deliver value to telcos and their shareholders," says Emeka Obiodu, principal analyst in Ovum's Industry, Communications, & Broadband practice.

"As Google (with advertising on search), Apple (with devices), and Microsoft (with software) have shown, a well-crafted strategy can use additional, preferably low-cost, new products and services to supplement and shield core products."

Easynet Global Services has integrated Microsoft Lync and Office 365 with Polycom's virtual meeting technology. The platform, designed by Easynet's expert engineers, integrates voice, social networking, scheduling, instant messaging and a number of other features and benefits.

Easynet's vision for videoconferencing is to enable its customers to join a conference via any social media platform, whether Facebook, Skype or Facetime, and from an employee's own device as well as from traditional conference rooms. As part of this evolution, Easynet is looking at integrating WebRTC, which enables plugin-free voice and video chat from within the browser.

Justin Fielder, CTO, Easynet Global Services said; "This is the kind of technology we'd have read about years ago and wondered how and when it could ever become a reality. Now it has, mobile enterprises really can be mobile and Unified Communications has finally come of age."

Adept Telecom has announced its 10th consecutive year of rising underlying EBITDA, a growth curve that offers the best measure of the firm's profitability and cash generation capabilities according to Ian Fishwick, CEO. Commenting on Adept's full year results to 31st March 2013, he said: "This is a feat that few companies in any industry will achieve and we'd like to say a huge thank you to employees past and present.

"We also recognise that we couldn't have achieved this without the magnificent support of our suppliers, shareholders, and most important of all, our customers."

"Our reliance on call revenue continues to reduce and it now represents only one third of our income. We have seen rising revenues in new products with data connectivity up 9% and cloud-based contact centre solutions up 15%.

"Since our debt peaked in 2008 we have paid off £9m and our debt is now well under one year's EBITDA. We have therefore trebled our dividend and are again looking at acquisitions."

VoIP.co.uk has added software PBX vendor 3CX to its list of interoperability tested vendors which also includes Cisco, Avaya, Microsoft Lync and Asterisk.

The announcement follows weeks of work by both VoIP.co.uk and 3CX to ensure that the Enhanced SIP trunks and SIP Encrypt services work seamlessly with Windows VoIP PBX.

"Our service has been designed and built to simply work with every major manufacturer and PBX vendor by using open standards but it's important that we can support our Partners and customers when using these platforms," said VoIP.co.uk MD, Adam Crisp.

Sennheiser has increased its sales by 10 per cent compared to the previous year, from 531.4 million euro to 584.4 million euro.

"Once again, all three business divisions were very successful in 2012," said Volker Bartels, Sennheiser's parting Speaker of the Executive Management Board. "The consistent premium brand positioning alongside the right products and a continual investment in our innovative strengths has paid off. Particularly in Eastern Europe and the Asian sales regions we have recorded significant growth."

Significant sales outside Germany have been recorded in 2012, the worldwide operating audio specialist shows an export quota of 84 per cent.

The EMEA sales region again came out to be the strongest sales market for Sennheiser with sales of 342.9 million euro (against the previous year's sales of 324.8 million euro).

The hesitant consumer climate in the eurozone limited growth in this area to 5.6 per cent.

The German market developed steadily to 92.0 million euros of sales (previous year 88.7 million euros). The company recorded above average growth in Eastern Europe. A significantly expanded sales network in Russia, Belarus, Kazakhstan and Ukraine helped to increase sales by 67 per cent in this area.

The APAC region recorded the largest growth with a sales increase of 30.1 per cent, up to 95.0 million euros. Particularly positive developments were achieved in China, India and Japan. The high acceptance of Japanese customers for high-end products HD 800 and IE 800, plus steady growth in China through an increased demand in the professional broadcasting area, led to excellent results.

Sennheiser's presence in India has fundamentally transformed the use of headphones. Rather than being restricted to telephone applications, recreational use of headphones is now taking the lead, with more and more customers enjoying listening to music through headphones.

In the Americas sales region (North, Central and South America) Sennheiser achieved a sales of 10 per cent, growth in Latin America, especially Brazil and Mexico, showed a remarkably steep rise with an increase of 24 per cent.

The Consumer Electronics Division forms Sennheiser's strongest division recording sales of 288.6 million euros and a solid growth of 7 per cent.

The Integrated Systems Division increased their sales to 90.7 million euro and showed a growth against the previous year of 21 per cent. Wireless microphones and information systems have primarily contributed to this. The success of the division can be traced back to a strategic realignment.

Professional Systems sales exceeded previous year by 10 per cent and amounted to 205.1 million euro. The biggest growth was recorded in the Americas region and APAC. The division successfully developed their portfolio: at the beginning of the year Sennheiser introduced the new XS wireless microphone. The fully digital wireless microphone "Digital 9000" is the pinnacle of Sennheiser's leading portfolio of professional wireless microphones, its excellent audio quality has already proven outstanding results in the first few live performances.

In 2013 the company will certify its sales partners in Europe.

Increased in competitor activity in the area of headphones will require special focus in Europe in order to secure market share.

Furthermore, Sennheiser will develop markets and target groups with their completed product range of high-quality headsets for call centres and business applications.

Sennheiser will invest approximately 20 million euro in company infrastructure in Wennebostel with their "Innovation Campus" and onsite nursery.

Plantronics has introduced the Connect University as part of its Connect Partner strategy, offering a range of courses to build new skills and drive sales.

The programme is designed to educate channel partners in a way that will help them maximise both existing opportunities and reach new customers. So, whether partners want to understand a customer segment in more detail or learn how to add value by selling Plantronics devices

Based on a Learning Management System (LMS), Connect University offers professionally developed training curriculums, sales specialisations and partner certifications, and is ccessible via the Connect Partner Portal.
 
Paul Dunne, Head of Channel Sales, UK & Ireland, Plantronics, said: "The industry in which we work is constantly evolving with new devices and solutions entering the market. Connect University will ensure our partners are fully equipped to take advantage of changing market conditions and offer customers the latest and best solutions, and grow their bottom line."

European distributor of mobile accessories and audio products Frequency Telecom has been included within The Sunday Times HSBC International Track 200 list (published 7th July) of Britain's mid-market private companies with the fastest growing international sales, measured over their latest two years of accounts.

Frequency Telecom achieved the rank of 41 with a reported turnover of £27.2 million of which £17.8 million was achieved overseas. This represents a growth of 88.5% in its international sales due to Frequency Telecom's investment and expansion into new European markets.

Gareth Limpenny, Managing Director of Frequency Telecom, said: "In what has been an exceptional year at Frequency, the inclusion within the list further cements our position as a major international distributor of smartphone accessories and audio products. We are confident that through 2013, we will continue to build on this success, as we explore additional new markets and continue adding strategic products to our portfolio."

Formed in 2002, Frequency Telecom was initially set up as a tailored distribution service supplying handsets to a telecoms customer base. 

Through tracking and monitoring of trends in the industry, it took the strategic decision to change direction and focus on smartphone accessories. 

Significant growth in the UK meant it could also take advantage of the smartphone boom across Europe and invested heavily in the high calibre personnel essential to support the business long-term. 

The business has now evolved to include cases and accessories for all of the major brands of smartphones, tablets and other personal electronic devices as well as now offering a comprehensive range of audio products.

Provider of cloud and IT services, InTechnology, has secured a place on the Government's latest G-Cloud framework, G-Cloud III, opening the firm up to business opportunities with UK public sector organisations.
 
Through this framework, InTechnology will supply a range of cloud infrastructure, platform and software services through the Government-approved supplier store 'the Cloudstore'.
 
Peter Nailer, Tender Manager at InTechnology, said: "In a competitive industry, the Cloudstore represents a decisive revolution in the delivery of our services to public sector organisations and can only help increase awareness of the cloud.
 
"The boost from public services represents a valuable opportunity in revenue-sharing and is a clear win-win scenario for both UK SMEs and the Government."
 
In June, G-Cloud changed stance from a stand-alone programme to being placed under the control of the Government Digital Service (GDS) - a new team within Cabinet Office tasked with transforming Government digital services and making Britain a 'digital by default' nation.
 
Headed up by Tony Singleton, chief operating officer at GDS, the initiative advertises over 7000 services on the CloudStore across 700 suppliers, over 80 per cent of which are SMEs.
 
 

Anglia Business Solutions has joined Microsoft's Global Independent Software Vendor (ISV) Partner Programme. 

As one of only 25 Global ISV Partners worldwide, Anglia will now collaborate with Microsoft to utilise joint technologies and resources to complete the project to replicate its proven Microsoft Dynamics NAV LINKFresh solution to the Microsoft Dynamics AX platform.

Built on Microsoft Dynamics, the LINKFresh solution provides organisations in the fresh food supply chain with industry specific ERP functionality. 

LINKFresh has been available on the Microsoft Dynamics NAV sister platform for more than five years, and is deployed in food supply chain businesses across UK, Europe, USA, Canada and Australia.

LINKFresh for Microsoft Dynamics AX will be available in UK in Q4 2013, and also in North America, via Anglia's California based subsidiary in Q1 2014.

IT Managers can remotely deploy, update and manage an unlimited number of headsets at once from one location via a web-based interface launched by Jabra.

Jabra Xpress is a standard feature when purchasing Jabra headsets and enables mass deployments of software or individual settings from a central location.

Jabra Xpress is based on standard Microsoft technology, (MSI/WMI) and compatible with all leading deployment systems, including Microsoft System Center Configuration Manager (SCCM).

Jabra Business Solutions UK & Ireland Managing Director, Andrew Doyle, stated: "We are dedicated to the development of innovative solutions that make flexible working easier than ever before with a range of products that lead in comfort, sound and durability and we feel that Jabra Xpress is a good example of this commitment.

"With Jabra Xpress we now offer headset mass deployment software on a platform that integrates seamlessly into the corporate IT infrastructure."

With Jabra Xpress, IT departments can remotely add new and future features and functionality to their users' headsets. IT professionals can easily deploy Value Packs, which add new product features, or Service Packs, which enhance existing features. Customers receive both free of charge.