Comms Dealer

Nimans' evolution from traditional comms distributor to solution architect has taken another step forward with the renaming of its Systems Sales team to Solutions Sales.

Solutions Sales comprises 14 skilled professionals across five system brands - Unify, Panasonic, Samsung, NEC and iQ PBX - each with their own dedicated business development team.

Head of Category Sales, Paul Burn, said: "Some people still perceive us as just a traditional voice distributor but there's much more to us than that. We focus on delivering complete end to end solutions,from the planning through to installation and post sales support.

"The rebrand is a flag in the ground and a statement of intent of who we are as a company and most importantly how we serve our customers.

"Our expertise encompasses much more than just the box on the wall. For example we are developing new areas of activity around WLAN as well as data connectivity and Skype For Business integration - and we also have our own dedicated leasing and network services divisions."

Mitel's Mavenir Mobile Division has won the NFV Innovation of the Year award at the Network Virtualisation and SDN World event staged in London.

This is the third Network Functions Virtualisation (NFV) Innovation award in 12 months for Mitel's Mavenir Mobile virtualised solutions, which enable mobile service providers to offer innovative services such as VoLTE, VoWiFi and Rich Communications and messaging services.

Pardeep Kohli, President of Mitel's Mavenir Mobile Division, said: "Service Providers are looking to NFV to not just virtualise, but revolutionise.

"The move to all-IP LTE and IMS networks based upon NFV/SDN architectures is bringing revolutionary change to mobile networks and services.

"We have consistently seen significant cost and time-to-market advantages for service providers with advancements such as NFV which enables fast, efficient rollout of network services and enhancements, with minimal disruption and easy scalability.

"Our customers are no longer tied to proprietary hardware solutions from large traditional vendors."

Powerdial Services has linked up with Avaya and Sinclair Voicenet to build a VoIP and call recording solution for the Teesside operations centre of global emergency services provider Falck Fire Services UK.

Falck delivers a fire fighting service across the whole Teesside area including Wilton, Billingham and North Tees, and manages a number of other services in different parts of the country from its Teesside operational UK headquarters.

Jakob Thinggaard, Project Manager at Falck IT Fire Services, said: "We have the same degree of responsibility across the Wilton site as any other emergency service would have, which means that absolute reliability and robustness is essential for the technologies we use to manage any emergency alarm calls that come in."

Paul Farn, MD and co-owner of Powerdial Services, added: "Maximising uptime was an absolute pre-requisite for this project.

"Our system provides Falck with a critical reliability solution that has no single point of failure and duplicates critical components at every point along the way to ensure maximum reliability.

"The Falck project represents what we believe Powerdial is especially good at - delivering precisely what they client needs and adding much more along the way."

A new interactive desktop device is proving popular among resellers according to Nimans.

The Maxwell 10 from Gigaset pro is an Android-based multi-purpose comms solution with a HD ready 10.1" touch display, cordless or corded handset, built in camera, three loudspeakers, microphone and integrated PoE.

Ian Brindle, Nimans' Head of Conferencing and Telephony Sales, says the Maxwell 10 is growing in popularity thanks to features such as integrated Wi-Fi, Bluetooth and DECT capabilities, with the capacity for up to 12 SIP accounts.

"Everything a user needs is at their fingertips as part of a powerful, slick and sophisticated all-in-one desktop solution," he explained. "It's the next chapter in desktop business communication and demand is growing on a monthly basis."

Designed for professional and vertical market applications, Maxwell 10 creates a new product class for channel partners keen to address markets that need integrated telephony and video conferencing solutions - combined with integration to either hosted or traditional IP-based PBX and collaborative tools, Brindle points out.

"The Maxwell 10 is also ideal for meeting rooms. It comes with a front-facing HD camera (720p), an integrated microphone, three speakers and HD audio to reduce delays and echoes. The Maxwell 10 is also equipped with technologies such as Bluetooth, HDMI, USB, WiFi and Ethernet to allow connection of external devices such as an extra conference loudspeaker, headset or access control equipment."

Each component - the screen, the cordless or corded handset, the base and the wall attachment set - is available separately.

Reading an article by Adrian Marlow, Chairman of the ARC, I agree entirely with his concern about how recruitment agencies are mostly held responsible for rising costs. It seems that blaming the agent is an instinctive reaction to avoid the nasty subject of market forces at work, writes Clive Jefferys, MD of Telco Recruiter, JMA Network.

This situation belies the general, widespread problem in the UK economy - the chronic shortage of experienced 'white collar' professionals available for new hire. Unfortunately, the media persists with the populist view that with 1.5 million unemployed there are still loads of people seeking work. However, the reality is that within high talent sectors like IT, telecoms, medicine, construction and engineering, hardly anyone is looking for a new job.

In all my 25 years in recruitment I have never seen such low staff turnover, no doubt because of post-recession adversity to risk.

Consequently, the price of basic salaries, advertising and linked recruitment costs has risen and employers don't like it. Some look for the nearest backside to kick. Unfortunately there is little to be gained from blaming the middle-man, whose own costs of service and employment have risen dramatically too.

So now we see that companies are choosing who their best clients truly are. For hirers that don't 'get it' about recruitment, they are finding it ever harder to secure an agent to work with them. More market forces.

Like all things in business and yours are no different, the 'relationship' is key to how you pick and work with clients. If you look at your own customer list, it won't be defined by who pays the highest price, it's not all about money!

Your best business will be typified by relationships that allow you to work closely together, the same side of the desk, often in difficult circumstances, to get the job done. That's why we continue to do well. Human nature never ceases to please me that time, and time again, the best business is created by people who understand and trust each other.

True Telecom's profile-building campaign has received a welcome boost following the appointment of Claire Crane as Head of Marketing. She brings 30 years experience working at Shell Oil Company as Global Digital Marketing manager where she oversaw all of the digital work for Shell's Fuel Retail Marketing.

Since leaving Shell Oil Company in 2011, Crane travelled and worked at an Elephant Sanctuary. She has also completed a Diploma in Interior Design, and built up a small portfolio of SMEs that drew on her marketing expertise.

"I'm enjoying the passion and energy at True Telecom, and I'm looking forward to working with the team to make True Telecom the number one telecoms company in the UK," said Crane.

Lindsay Miller has joined Red Box Recorders as Operations Manager for the APAC region.

He arrives on the back of a record sales quarter in the area after securing a number of major deals for its Quantify voice and data recording solution in the finance, contact centre and public safety sectors.

Based in Hong Kong, Miller will assume responsibility for the management of all regionally based Red Box engineers and technical support teams that have now enhanced their service to provide 24/7 support across APAC.

He will also work closely with the company's key partners and customers in the region to ensure that operational issues are dealt with swiftly and effectively.

Miller joins from BT Global Services where he held the position of Senior Projects & Service Manager.

"The financial results for APAC achieved in the first quarter of this year are a fantastic reflection of the work we are doing to improve our presence and infrastructure within the region," said Lee Anstiss, Sales Director APAC.

"As our client and partner base continues to grow it is vital for the company to maintain its first-rate level of service and support. As a specialist in project management and customer service delivery, with significant experience in the region, Lindsay is a great addition to the team and will be instrumental in helping to shape our ongoing success."

Early this month Comms Dealer was sad to report the death of comms industry stalwart John Massey. John's funeral arrangements have now been made and his partner Jean has invited friends and colleagues to attend (details below).

Perhaps best known as the founder and MD of Essex-based Actimax, Massey's channel roots reach back 30-plus years and his experience enabled Actimax to deliver impressive results ahead of the acquisitions of Universal Office Automation and Network Resource Group, and the relaunch of Actimax under the Cloud XL brand name in 2011.

Latterly Massey was Director of Acquisition at Arrow Business Communications.

Nigel Sergent, Editorial Director Comms Dealer, commented: "John Massey was one of the 'nice guys' of the industry and he will be sorely missed by all that knew him.

"I first got to know him as the owner of Callback Communications in the mid-nineties and was a long standing industry friend and advisor since then.

"As Managing Director of Actimax he was often featured in  Comms Dealer and, through his leadership, Actimax were regularly a finalist or winner at the Comms National Awards.

"In his 'retirement' from frontline industry roles he served as a  judge for the CN Awards and his professionalism, attention to detail and determination to be fair and honest in his appraisals summarised his life and career. Our thoughts are with his family and his partner Jean."

John's funeral will be held at Harwood Park Crematorium, Watton Road, Stevenage, SG2 8XT, on Thursday 18th June at 11.45am, followed by a celebration of his life at John's family home in Hertford.

Jean has requested family flowers only, and donations can be made to the Isobel Hospice which looked after John so well.

TWL Voice and Data has acquired Bridgend-based JVH Communications in a deal that boosts TWL's turnover by 22% to £2.2m this financial year.

The acquisition brings TWL's customer base to 450 and is a precursor to more strategic buys according to MD Andrew Nicholson who is targeting small mobile and telecoms firms in South Wales.

"Acquiring smaller businesses with healthy client bases allows us to grow as a company while consolidating our strong position," he said.

JVH Communications is TWL's second purchase following Danwood Telecoms in 2012. "As well as bringing JVH staff and clients on board, this deal will allow us to make a huge stride towards dominating the telecoms market over the next five years," claimed Nicholson.

Trimble has extended its FieldMaster suite of mobile applications with a Supervisor app that enables managers to leave the office and keep visibility into their fleet and mobile workers from their smartphone or tablet.

"Mobility is an increasingly valuable tool for field service organisations," said John Cameron, GM of Trimble's Field Service Management (FSM) Division.

"It allows a traditional office role to move into the field and still access up-to-date information about the performance of the field operation. The result is a more effective operation where managers in the field have the information they need at their fingertips."

FieldMaster Supervisor is available with Trimble Fleet Management and Trimble Work Management solutions.