Why 'show and tell' is critical
Despite modern technology, it is traditional ideas of demonstration, education and use cases that are key to cloud and mobility sales success, according to VanillaIP Sales and Marketing Director Iain Sinnott.
Features
Ten years and counting
An impressive head of steam has built up in Inform Billing’s growth engine, marking its tenth anniversary with an affirmation that innovation, investment and diversification remain the essence of its momentum, says MD Shaun Bodsworth.
Hark the sonic boom
For workplaces to be fit for purpose emergent technology in audio, such as voice assistants, AI, ML and biometrics must be fully embraced, urges Jesper Kock, Vice President Research and Development at Sennheiser Communications.
Nicol eyes expansion
Few, if any, would contest the viability of Commsworld CEO Ricky Nicol’s ambition to build the equivalent of a Scottish Telecom, and the signs are that he could achieve his objective sooner rather than later.
Modha's growth plan
Luminet’s Head of Business Development & Marketing Bimal Modha shows little interest in camouflaging his strategic intentions as he lays bare big expansion plans that speak volumes about his channel ambitions.
Tomlinson rebuilds Windsor
Windsor Telecom has a golden opportunity to restrategise, branch out and blossom, according to CEO Pete Tomlinson who’s pressed the button on plans to recast the Inbound supremo as an all encompassing bespoke solution provider.
Making the Summit
Jonathan Sharp, Sales and Marketing Director at Britannic Technologies, is a past master at putting on customer events and the company’s latest Convergence Summit again showcased the advantages of rallying clients to the Britannic flag.
Big innovations in Wi-Fi
AI and ML have ushered in a new age of intelligent Wi-Fi networks, and the integration of Bluetooth and emergence of Wi-Fi as a Service are game changers, says Mist co-founder and CTO Bob Friday.
Innovation drives UCaaS
The channel will be well equipped to take the gaping UCaaS market by storm so long as resellers do not neglect the strategic advantages offered by AI, ML and 5G, argues Keith Jackson, 8x8’s Director of Channel Sales EMEA.
Piper plays strategic hand
On Aidan Piper’s career menu… food, wine and comms for afters: Here’s how the Welcomm Communications Chief Executive kept the best course ‘till last.
Pennington's £100m plan
The unwavering conviction of 4net Technologies MD Richard Pennington is that he can achieve his business goals only by continuing to re-engineer the company. This is his big £100 million strategy.
Comms sector review
Philip Carse, Analyst at Megabuyte.com, reports on the trading performance of leading companies in the comms space during the last quarter.
Age of autonomousity dawns
It would take a cool nerve to deny that the future of connectivity does not lie in autonomous networking, says Masergy’s EMEA Channel Director Emily Nerland.
Inspiring diversity
Industry research and discussion alone will not solve the channel’s diversity and inclusion (D&I) deficit, it needs a cultural stimulus from shining examples of D&I champions such as 9 Group.
Fanvil breezes into UK
The fruition of Fanvil UK’s channel building strategy would see it become the number one provider of VoIP endpoints, according to MD Craig Graham who has already made expansive inroads across swathes of home territory.
Time to strategise fibre
The statistics and trends imply ultimate finality to Ethernet business as they do traditional fixed and mobile voice. At this point – today – all roads lead to FTTP, argues Zen CTO Justin Fielder.
IT Lab talks growth science
With their sights set on becoming a £100 million business IT Lab’s CEO Peter Sweetbaum (pictured) and Group Managing Director Geoff Kneen share insights into their growth strategy...
Masergy on UK ascent
Masergy has targeted a greater presence in the UK channel as it seeks to take partners global, innovate the network and remove complexity from SD WAN deployment, according to EMEA Channel Director Emily Nerland.
The collaboration factor
Resellers must target a full set of collaboration and delivery goals if they are to catch the eye of ICT buyers in the future, says Atos Global Director for Solution Management Darren Gallagher.
Clear planning pays off
Having a clear vision of the end game from the outset has proved an invaluable tactic in Vapour Cloud’s progress as an evolving MSP, says founder and CEO Tim Mercer.