Comms Dealer

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.

Nimans has strengthened its audio conferencing proposition following a new partnership with Revolabs.

Nimans resellers can now access the Revolabs FLX wireless conference phone, available with either a VoIP or analogue phone interface.

With plug and play set-up, it can also serve as an audio interface with virtually any major brand of video conferencing equipment, providing the same high-end audio performance within video calls.

Integrated Bluetooth technology provides a single collaboration device whatever communication channel is used, allowing users to connect the speaker and microphones to their Bluetooth-enabled mobile phone, tablet, or computer.

"This partnership significantly enhances our audio conferencing offering and fills a gap in our portfolio," said Nimans' Head of Conferencing Sales, Ian Brindle. "Wireless VoIP conferencing, wireless desktop conferencing, wearable microphones and the ability to interface with video conferencing technology make the FLX system a very impressive and flexible all-round solution."

Russell Harpham, EMEA Sales at Revolabs, added: "We were looking for new ways to penetrate the telephony and data VAR markets and feel Nimans gives us the best exposure and reach."

Data Network specialist TFM Networks has entered into a five year agreement with provider of hosted VoIP telephony Coms PLC, to provide the resources and equipment to design, build, and run a combined data and voice network using two sets of data and voice assets acquired from both TFM Networks and Dave Breith (Coms CEO) respectively.

Iain Ross (Coms Independent Non-Executive Director) said: "The purchase of these two networks and combining them gives Coms plc an additional and powerful business advantage. By being able to provide data and broadband in-house gives us the control we need for our core hosted and cloud based services as well as massive upsell opportunities to our growing customer base.

"This will also help the roll out for our recent large contract win and add additional profitability to the business".

Recently appointed Managing Director of TFM Networks, David Heyes added: "This is a great opportunity for everyone involved and TFM is delighted to bring its networking know how and team-working to bear in this exciting venture."

Following another year of growth across the Westcon Convergence vendor portfolio the distributor has recognised and rewarded its top revenue generators and fastest growing partners at its Annual Partner Awards event staged at the Haymarket Hotel, London.

Joining Westcon were representatives from key vendor partners Avaya, Polycom, Jabra, Plantronics and Extreme Networks.

Simon Culmer, Managing Director, Avaya UK and Ireland, commented: "I’m delighted to congratulate the winners on their success at the Westcon Partner Awards. We, along with Westcon, are committed to driving business through our channel network and we put our faith in our valuable partners for the scale, reach and relevance they deliver to customers every day.

'In my eyes, awards such as these are an important way of recognising partners for both their standout achievements and ongoing successes in driving revenue and growth.

"These awards don’t just recognise absolute numbers in the Enterprise and SMB markets, but also reflect on year on year growth in these same sectors. I offer my sincerest congratulations and also thanks for our partners’ ongoing support and I look forward to continuing to work together in the future.\"

Ioan MacRae, General Manager UK&I, Westcon Convergence, added: "Westcon’s channel partners have delivered impressive results this last year and we’re delighted to recognise their achievements at our annual awards celebration.

"With the support of our sponsors Avaya, Plantronics, Polycom, Extreme Networks and Jabra, we have seen existing and new partners rewarded for highest sales achievement and fastest growth. With their continued support we look forward to another successful year."
 

Pictured above: LAN3 collects the Fastest Growing Extreme Networks Partner Award 2013 

AWARD WINNERS

Avaya Enterprise Top Reseller Award 2013
Capita

Avaya Enterprise Fastest Growing Reseller Award 2013
Telefónica UK

Avaya SMB Top Reseller Award 2013
Touch Blue PLC

Avaya SMB Fastest Growing Reseller Award 2013
QDOS Communications

Polycom Top Reseller Award 2013
Internet Videocommunications

Polycom Fastest Growing Reseller Award 2013
Yorktel

Extreme Networks Top Reseller Award 2013
Alternative Networks

Extreme Networks Fastest Growing Reseller Award 2013
LAN3

Jabra Top Reseller Award 2013
ComputerLand UK

Plantronics Fastest Growing Reseller Award 2013
Communications Solutions UK

Cloud and colocation firm UKFast has completed its first acquisition just days after appointing its M&A director.

CEO Lawrence Jones confirmed that the firm has completed the deal to purchase the UK arm of American hosting firm BurstNET for an undisclosed sum.

The acquisition, which grows the UKFast client base by 30%, was turned around quickly thanks to the firm's recent appointment of mergers and acquisitions director Catherine Houghton.

Jones said: "We've invested heavily in best-of-breed technology and purpose-built properties to house our clients in the most efficient, secure and reliable environment. We're thrilled to be bringing our new clients on board, giving them access to the highest level of network and support to help them achieve their own growth plans."

Shawn Arcus, BurstNET CEO, commented: "We approached Lawrence initially to discuss the migration of ten racks from Telecity because of the value proposition UKFast could offer. We realised quickly that UKFast, with a strong focus on the UK, could offer our UK customers an enhanced level of service."

Following the acquisition, BurstNET's customers have successfully migrated to UKFast's wholly owned data centres.

Jones added: "We completed the deal quickly thanks to the expertise of our latest appointment, M&A director Catherine, without whom we could have missed the boat on the sale and lost out to a competitor."

Houghton said: "This is an exciting first step in our M&A programme and we already have a number of other acquisition opportunities in the pipeline which are currently under assessment."