Comms Dealer

The Mobile Security Management (MSM) market is emerging as a strong, fledgling submarket of Enterprise Mobility Management (EMM), says research. As Mobile Device Management (MDM) evolves into application and content management, the core driver for this evolution is the demand for greater security around corporate assets, wherever they may reside and regardless of format.

Concerns for data leak prevention, access control, compliance reporting, and monitoring are pushing EMM providers to increasingly provide more security-based mobility features to their existing solutions.

The ripening demand for security is enabling vendors to differentiate their offerings and stand out from the competition. But the window for MSM is short; security will become a basic requirement for all EMM solutions and successful differentiation will demand a long-term sustainable strategy. This could be through a number of different channels; either mergers and strategic acquisitions, or investment into other EMM submarkets, such as mobile network and identity management.

ABI Research estimates the current MSM market to total $560m by the end of 2013 globally. "While MDM will continue to provide the largest share of revenues, growth rates from other sectors, and, in particular, security and content management, will increasingly account for a much larger portion of the market," says Michela Menting, ABI Research's senior analyst in cyber security.

The market will offer significant opportunities for vendors in the EMM value chain, including pure-play mobility management vendors, original equipment manufacturers, technology companies, mobile network operators, and Internet security software developers. Leading and innovative niche vendors interviewed for this report include: AirWatch, BlackBerry, Citrix, F5 Networks, Fixmo, Fortinet, Good Technology, Juniper Networks, ManageEngine, MobileIron, Samsung, and SAP.

Independent hardware distributor Gamma Global has added three new directors to its board. Gamma's Head of Value Added Distribution (VAD) Business, Andy Kelly, is promoted to Sales Director with responsibility for all sales and marketing activity. Simon Greenhalgh has joined as the firm's new Financial Director and Mark Gilbert is promoted to the role of Operations Director.

Commenting on the new appointments, Gamma's Managing Director, Martin Smith, said: "These new additions to our senior team will give the business an injection of energy and a welcome new approach, adding increased pace and professionalism to the business"

"Andy, Simon, Mark and Craig Newell, who joined us on 1st July as Andy's replacement, have a wealth of knowledge and experience between them as well as many new ideas and business development plans which will help us to steer Gamma through the next exciting phase of our amazing journey.

"Our main objective is to ensure we have a world beating team who are in the right place at the right time, enabling us to exploit existing and emerging opportunities in our core and new incremental markets."

Kelly added: "Having worked my way up from entry level sales to proving my business building ability in the VAD business unit, I feel now is the right time for me to take on this new role. There are many opportunities to grow the business and, by involving the excellent sales team we already have in place, we can take Gamma to the next level."

Existing board members, Mark Winter and Mike Cookson continue in their respective posts as Commercial Director and IT Director.

Tech Data Europe says it will participate in the Microsoft Devices Program, enabling the company to distribute the Surface Pro and Surface RT. Tech Data will supply the Surface products to Microsoft Authorised Device Resellers (ADRs) across Europe.

Reza Honarmand, vice president, Software and Cloud at Tech Data Europe said: "We are excited to participate in the Microsoft Devices Program and distribute one of Microsoft's most anticipated products and its complementary accessories. The Surface Pro and Surface RT fit the needs of business customers seeking devices that adapt seamlessly to both work and play. Our participation in this program further demonstrates our commitment to our Microsoft channel partners."

"Bringing Surface Pro and Surface RT to the European commercial channel through Tech Data extends the reach of our devices-and-services strategy, delivering our family of devices enabled by cloud services to more organizations than ever before," said Michael Hartmann, General Manager EMEA Small and Midmarket Solutions and Partners at Microsoft Corp.

"We look forward to working closely with our Microsoft devices authorized distributors to better serve their partners and create compelling solutions together."

CEO Meg Whitman has cited 'challenges' in PCs and the enterprise group for a downbeat view of fiscal 2014 revenue that followed Q3 numbers that did not impress. Among the management changes, Bill Veghte has replaced Dave Donatelli as head of HP's key enterprise business group.

CEO Meg Whitman said: "We see a continued weak enterprise spending environment. Sentiment in the US is improving although not translating to our results yet due to inconsistent execution. I would characterize Europe as challenging and China continues to be soft."

Chief Financial Officer Cathie Lesjak said the company was facing 'extreme competitive pricing in industry server storage and continued weakness in traditional storage demand', while the software business posted a 1% year-over-year growth.

Lesjak said: "We are especially pleased with the continued performance in our strategic areas of cloud, security, and big data.

"At a macro level we expect consumer demand weaknessin the PC industry will likely continue to impact personal systems and we expect continued pricing pressure in printing, personal systems, and Industry Standard Servers."

Whitman added: "We must see networking grow faster. We are the upstart in this business so a flat networking performance is not what we need to see."

HP made a big push into networking a few years ago, challenging Cisco Systems, which, in turn, challenged HP in blade servers. Analysts say Cisco has been gaining in servers, and HP is now conceding that it's struggling in networking.

Dr Sotirios Paroutis, Associate Professor of Strategic Management at Warwick Business School, has researched the company extensively.

Dr Paroutis said: "Where should the focus of Hewlett-Packard's strategic efforts lie? Three areas demand attention. First, the pace of execution needs to accelerate both on the internal and external front. Internally, there needs to be more effort towards quicker resource reallocation from lower performing to higher demand units. Externally, an aggressive set of strategic acquisitions need to materialise in the next few months - similar to Yahoo CEO Melissa Mayer's push for acquisitions. Second, the firm should also put more effort to develop customised solutions for emerging markets, and particularly China. Third, the firm needs to bring to market even more innovative products to meet the increasingly converging consumer and enterprise needs."

"For the past two years, Chief Executive Officer Meg Whitman and her leadership team have been exploring ways to develop a strategy that could help the firm keep in tune with falling global PC sales and increasing tablet and smartphone demand. As HP leaders have admitted, this required some serious soul-searching. But while this soul-searching was taking place, key competitors like Lenovo have been aggressively moving into the mobile space. As a result, Lenovo is now the world's fourth largest smartphone supplier, helping the firm post a 23 per cent increase in profits for Q1 2013, while HP is 'unlikely' to see revenue growth in 2014. It shows just why the company needs to accelerate its pace of execution."

Avaya has unveiled its Software-Defined Data Center framework designed to deliver productivity, agility and time-to-service enhancements to businesses operating virtualised data centres.

The Avaya Software-Defined Data Center (SDDC) framework aims to break down traditional data centre silos that require weeks or months to turn up an application and replace it with a simple five-step process that takes minutes.

The Avaya SDDC framework includes an orchestration process that combines, customises and commissions compute, storage and network components.

Use of the OpenStack cloud computing platform will allow data centre administrations to deploy virtual machines, assign storage and configure networks through a single graphical user interface.

Avaya Fabric Connect further enhances the OpenStack environment by removing restrictions in traditional Ethernet VLAN / Spanning Tree-based networks to enable a more dynamic, flexible and scalable network services model than exists today.

Avaya's Software-Defined Data Center framework is the first phase of its Software-Defined Networking roadmap.

Avaya Fabric Connect is available today on a range of networking platforms including Virtual Service Platform 9000, Ethernet Routing Switch 8800, Virtual Services Platform 7000 and Virtual Services Platform 4000.

The Avaya Horizon-based Management Platform and open APIs will be generally available next year. Future initiatives include the extension of Fabric Connect and Orchestration to deliver end-to-end service creation and delivery from data centre to desktop.

Rohit Mehra, vice president, Network Infrastructure, IDC, said: "In many ways this is a logical evolution of Avaya's Data Center networking portfolio. Having executed on its vision of using Fabric Connect (based on enhanced Shortest Path Bridging) as an end-to-end architecture, it only makes sense to wrap it with an orchestration and automation enabler like OpenStack. This is a natural and powerful extension for Avaya, and their present and future customers will surely embrace it."

Marc Randall, Senior Vice President and General Manager, Avaya Networking, added: "This announcement demonstrates that enterprises can immediately realise the operational benefits of real-time orchestration and automation."

Sennheiser has launched the Century series of wired headsets built to withstand the rigours of the toughest contact centre or office, claims the firm.

The new Century series is available in single-sided and double-sided configurations. There are models designed specifically for use with desk phones; for USB connection optimised for unified communication solutions and softphones; and optimised for Microsoft Lync with USB connection.

The Century series comes with large leatherette ear-pads and unibody headband construction to provide a comfortable user experience for all-day wearing in the most demanding contact centre or office environments. The use of quality materials such as stainless steel hinges, brushed aluminium parts and Kevlar cables ensures maximum durability and low total cost of ownership, claims Sennheiser.

All models feature Sennheiser ultra noise-cancelling microphones to filter out background noise for perfect wideband communications in busy and noisy environments, improving speech intelligibility. Hearing experience is enhanced with top grade neodymium speakers providing outstanding high definition audio quality.

An important health and safety feature of the Century series is Sennheiser's patented ActiveGardTM technology. ActiveGard technology detects unsafe audio levels and compresses the signal within milliseconds. ActiveGard doesn't just reduce, but rather removes dangerous energy from an acoustic burst, eliminating the distortion from an excessive incoming signal and keeping the volume of a sound peak at a safe and comfortable level to protect the users hearing.

Jane Craven, Director of Sales, stated: "The flexible choice of wearing styles and connectivity options, including Microsoft Lync optimisation, will ensure that the Century series is a hit with desk-oriented users that require convenient functionality and build quality."

Cloud services provider Vapour Media has entered the channel market with the launch of its communications platform, Vapour NxG.

Alongside Vapour's cloud-based network access and SaaS offerings, Vapour NxG is set to play a key part in the company's core SME and small corporate strategy.

The launch of Vapour NxG represents the culmination of months of preparation by Vapour's trio of founding directors, serial entrepreneur Dom Waterson; former Group Finance Director at Daisy Telecom, Jason Sharp; and experienced telecoms sales professional Tim Mercer.

Over the past six months, Vapour's team of directors have pooled their expertise to plot an ambitious go-to-market campaign for the business. A key element of this campaign has been investment.

Backed by venture capital, Vapour has invested in building its own MPLS network. With interconnects to each of the four tier 1 carriers, Vapour's infrastructure is set to enable the delivery of NxG services on a national scale.

Central to Vapour's ambitious growth strategy is the business' strong belief in the potential of cloud technology. A dedicated cloud business, Vapour is committed to providing fully managed end-to-end services for its customers. This, explains Mercer, is all part of the company's hands-on approach to the channel.

"When we founded Vapour we wanted to take ownership of the solutions that we were going to deliver for our customers," he said.

"Price is important but service is our number one priority. We wanted to break away from a reliance on vendor technology and build our own bespoke solutions that would elevate the level of service we can provide for our customers."

Vapour's commitment to this philosophy is reflected in its choice of core technology. Vapour NxG is built using Content Guru's NGware platform, providing a seamless suite of functionality that can be switched on or off as required, allowing Vapour Media to adapt services to the constantly evolving needs of the end user.

"Having a vision for delivering quality service is vital, but realising that vision requires the right technology," commented Mercer. "The flexibility of our cloud platform has given us the freedom to innovate and make communications technology work for our customers in a way that traditional delivery models cannot. The complete level of control that Vapour NxG offers will be instrumental in helping to deliver the kind of end-to-end service we have set out to provide."

Mercer's excitement surrounding the launch of Vapour NxG was echoed by technology partner, Content Guru.

John Rees, Content Guru Commercial Director, added: "True cloud is all about providing a complete end-to-end experience for the customer. With the know-how and financial backing that Vapour brings to the table they have the potential to go on and become a key player in the channel."

The EC is reportedly planning the establishment of a single telecommunications regulator for all 28 EU member states, which would take over many of the responsibilities of bodies such as Ofcom in the UK and ARCEP in France.

A leaked document from European Commission for Competition Joaquin Almunia claims that a single body is needed in order to effectively remove 'national divergences'.

Such a move will face opposition from national interests, including governments and incumbent suppliers. It faces other issues such as differences in national law and custom.

James Robinson, telecoms regulation analyst at Ovum believes an EU-wide telecoms regulator would face issues with spectrum allocation and differences in national infrastructure.

He said: "A move away from the present scenario of 28 individual authorities would pose significant challenges for a pan-European regulator. Firstly, spectrum that is currently auctioned on a national basis could fall under the jurisdiction of this new, super-regulator. Governments would certainly be reluctant to let this happen as such auctions have provided valuable revenue in recent years.

"A single regulator would also face issues with the inherent differences of national markets. For example, EU member states are at varying stages with the rollout of next-generation broadband networks. The regulation of these networks also varies considerably: Fiber unbundling has been mandated in Denmark whereas this obligation does not exist in France where next-generation broadband rollout has been relatively slow. When imposing remedies NRAs have taken into account the conditions of their domestic markets and sought to encourage investment in superfast broadband while simultaneously guaranteeing competition.

"In Ovum's opinion establishing of a single EU telecoms regulator is a logical proposal given the EC's aim to establish a common market within the region. But doing so would require the EC clearing difficult hurdles such as spectrum auctions and national differences. We will watch with interest, however, when a new draft regulatory framework is published in September to see the proposals in further detail and how they intend to overcome these obstacles."

Panasonic resellers now have a fast-track way to migrate their customers onto a full IP platform while using existing analogue and digital technology.

The NS1020 is a legacy interface expansion cabinet for the NS1000 IP comms platform. It allows digital and analogue cards and devices to be installed to the maximum capacity of a hybrid NCP1000 - providing an integrated and cost effective solution for analogue and digital handsets to be installed onto an NS1000.

Paul Burn, Head of Category Sales at Nimans, says the NS1020 represents a significant step forward for Panasonic resellers. "It's ideal for sites using perhaps an older TDA or NCP system for example. Their customers can migrate onto an IP solution but maintain their existing analogue handsets.

"This clever and cost effective solution is a powerful addition to a reseller's sales armoury. It provides a pain free process for businesses that want to migrate to the power of the NS1000 whilst still using their existing equipment."

Nimans has linked up with Tecdesk to stock three devices that combine the functionality of a deskphone with the fixed wireless phone technology suitable for building sites, start-up businesses, offices, hotels and taxi ranks.

"The Tecdesk 1000, 3500 and Smart 5500 can help resellers break into new markets and unlock lucrative revenue potential, providing attractive returns on investment based on quick set-up, low Capex due to no wired setup and maintenance costs, and low Opex savings through the user's choice of SIM card," said Nimans' Ian Brindle.

"A 3G Fixed Wireless Phone uses a SIM card rather than being plugged into a PSTN or PBX. The phones can even be charged up much like a mobile phone and then used completely wire free.

"The desktop devices are suitable to a variety of vertical markets with the construction industry one of the most popular. Portable cabins have to have a line installed by BT, which can be costly and the lead time can be up to 14 weeks. A desktop 3G phone is a much easier and cheaper alternative and it is also transferable from site-to-site so the expenditure is a one off. There's a variety of call management capabilities at different price points.

"Taxi firms for example are having great success by putting the Tecdesk 1000 into local pubs due to functionality that can be pre-set to auto-dial their company's number when the receiver is lifted."