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www.commsbusiness.co.uk · May 2010 No 1 in Voice, Data & Mobile Convergence Channels – More readers, more advertisers The Nine Telecom Group Going the Extra Mile Full story – P24-25 In this issue: Market Report: Cabling & Cabinets Adding Value: Selling Security Applications Mobile: Filling Fat Pipes Comms Business Awards 2010 Finalists Announced! Stronger Presence with the new OpenScape Office MX platform The new Siemens OpenScape Office MX platform is the next generation in unified communications for small and medium-sized enterprises. The many enhan<a title="maymag.pdf page 2" href="http://viewer.zmags.co.uk/publication/5de62be7?page=2">Stronger Presencewith the new OpenScape Office M</a> Stronger Presencewith the new OpenScape Office M<a title="maymag.pdf page 70" href="http://viewer.zmags.co.uk/publication/5de62be7?page=70">7062ND INTERVIEWComms Business Magazineprof</a> 7062ND INTERVIEWComms Business Magazineprof<a title="maymag.pdf page 60" href="http://viewer.zmags.co.uk/publication/5de62be7?page=60">60MARKET REPORT - SECURITYComms Fraud Warni</a> 60MARKET REPORT - SECURITYComms Fraud Warni<a title="maymag.pdf page 25" href="http://viewer.zmags.co.uk/publication/5de62be7?page=25">the extra mile “Leadership and being ver</a> the extra mile “Leadership and being ver<a title="maymag.pdf page 78" href="http://viewer.zmags.co.uk/publication/5de62be7?page=78">78COMMS BUSINESS GOLF SOCIETYMiles Bossom re</a> 78COMMS BUSINESS GOLF SOCIETYMiles Bossom re<a title="maymag.pdf page 14" href="http://viewer.zmags.co.uk/publication/5de62be7?page=14">14NEWS </a> 14NEWS <a title="maymag.pdf page 22" href="http://viewer.zmags.co.uk/publication/5de62be7?page=22">22INTERVIEWEnterprising ambitionsComms Busine</a> 22INTERVIEWEnterprising ambitionsComms Busine<a title="maymag.pdf page 36" href="http://viewer.zmags.co.uk/publication/5de62be7?page=36">36MOBILE BUSINESS NEWSO2, T-Mobile, Vodafon</a> 36MOBILE BUSINESS NEWSO2, T-Mobile, Vodafon<a title="maymag.pdf page 38" href="http://viewer.zmags.co.uk/publication/5de62be7?page=38">38MOBILE BUSINESS INDUSTRY PANELQuestions&Dem</a> 38MOBILE BUSINESS INDUSTRY PANELQuestions&Dem<a title="maymag.pdf page 39" href="http://viewer.zmags.co.uk/publication/5de62be7?page=39">WWW.MBMAGAZINE.CO.UKAnswersnetworks have now h</a> WWW.MBMAGAZINE.CO.UKAnswersnetworks have now h<a title="maymag.pdf page 63" href="http://viewer.zmags.co.uk/publication/5de62be7?page=63">Purple SIPIncrease your product offeringwith S</a> Purple SIPIncrease your product offeringwith S<a title="maymag.pdf page 52" href="http://viewer.zmags.co.uk/publication/5de62be7?page=52">52INSIGHTUC: It's a change of mindsetJeff</a> 52INSIGHTUC: It's a change of mindsetJeff<a title="maymag.pdf page 29" href="http://viewer.zmags.co.uk/publication/5de62be7?page=29">The System – Faster,Better, World wideWe couldn</a> The System – Faster,Better, World wideWe couldn<a title="maymag.pdf page 66" href="http://viewer.zmags.co.uk/publication/5de62be7?page=66">66INSIGHTQuality assuredDavid Rands of Oak Te</a> 66INSIGHTQuality assuredDavid Rands of Oak Te<a title="maymag.pdf page 51" href="http://viewer.zmags.co.uk/publication/5de62be7?page=51">INTERVIEW51Fully focusedComms Business Mag</a> INTERVIEW51Fully focusedComms Business Mag<a title="maymag.pdf page 69" href="http://viewer.zmags.co.uk/publication/5de62be7?page=69">- THE UNDISPUTED NUMBER 1- Comms Business has th</a> - THE UNDISPUTED NUMBER 1- Comms Business has th<a title="maymag.pdf page 80" href="http://viewer.zmags.co.uk/publication/5de62be7?page=80"></a> <a title="maymag.pdf page 71" href="http://viewer.zmags.co.uk/publication/5de62be7?page=71">With 17 successful years under our belt, Charterh</a> With 17 successful years under our belt, Charterh<a title="maymag.pdf page 8" href="http://viewer.zmags.co.uk/publication/5de62be7?page=8">08NEWS </a> 08NEWS <a title="maymag.pdf page 75" href="http://viewer.zmags.co.uk/publication/5de62be7?page=75">The Comms Business Grand PrixSPONSORED BY</a> The Comms Business Grand PrixSPONSORED BY<a title="maymag.pdf page 76" href="http://viewer.zmags.co.uk/publication/5de62be7?page=76">76DIRECTORY </a> 76DIRECTORY <a title="maymag.pdf page 50" href="http://viewer.zmags.co.uk/publication/5de62be7?page=50">50INSIGHTEmbracingconsumer technologyAndrew </a> 50INSIGHTEmbracingconsumer technologyAndrew <a title="maymag.pdf page 64" href="http://viewer.zmags.co.uk/publication/5de62be7?page=64">64INSIGHTConvergence nirvanaTrefor Davies, CT</a> 64INSIGHTConvergence nirvanaTrefor Davies, CT<a title="maymag.pdf page 59" href="http://viewer.zmags.co.uk/publication/5de62be7?page=59">Rack Space from only £650 per monthBut if your n</a> Rack Space from only £650 per monthBut if your n<a title="maymag.pdf page 1" href="http://viewer.zmags.co.uk/publication/5de62be7?page=1">www.commsbusiness.co.uk · May 2010No 1 </a> www.commsbusiness.co.uk · May 2010No 1 <a title="maymag.pdf page 27" href="http://viewer.zmags.co.uk/publication/5de62be7?page=27">ADVERTORIAL2730 Years of SuccessThe past thre</a> ADVERTORIAL2730 Years of SuccessThe past thre<a title="maymag.pdf page 23" href="http://viewer.zmags.co.uk/publication/5de62be7?page=23">More technical supportdisappointments?Ne</a> More technical supportdisappointments?Ne<a title="maymag.pdf page 81" href="http://viewer.zmags.co.uk/publication/5de62be7?page=81">Bring your magazines and marketing literature to </a> Bring your magazines and marketing literature to <a title="maymag.pdf page 77" href="http://viewer.zmags.co.uk/publication/5de62be7?page=77">01892 538348 WWW.CBMAGAZINE.CO.UK </a> 01892 538348 WWW.CBMAGAZINE.CO.UK <a title="maymag.pdf page 44" href="http://viewer.zmags.co.uk/publication/5de62be7?page=44">44MOBILE BUSINESS – HOW TO SELLEU protectin</a> 44MOBILE BUSINESS – HOW TO SELLEU protectin<a title="maymag.pdf page 31" href="http://viewer.zmags.co.uk/publication/5de62be7?page=31">VoIP for yourbusiness!</a> VoIP for yourbusiness!<a title="maymag.pdf page 5" href="http://viewer.zmags.co.uk/publication/5de62be7?page=5"> </a> <a title="maymag.pdf page 42" href="http://viewer.zmags.co.uk/publication/5de62be7?page=42">42MOBILE BUSINESS – HOW TO SELLFilling fat pip</a> 42MOBILE BUSINESS – HOW TO SELLFilling fat pip<a title="maymag.pdf page 46" href="http://viewer.zmags.co.uk/publication/5de62be7?page=46">46MOBILE BUSINESS – COMPANY TALKSSpotlightUnd</a> 46MOBILE BUSINESS – COMPANY TALKSSpotlightUnd<a title="maymag.pdf page 19" href="http://viewer.zmags.co.uk/publication/5de62be7?page=19">WWW.COMMSBUSINESS.CO.UK NEW</a> WWW.COMMSBUSINESS.CO.UK NEW<a title="maymag.pdf page 53" href="http://viewer.zmags.co.uk/publication/5de62be7?page=53">The Right Choice for Call RecordingMy busines</a> The Right Choice for Call RecordingMy busines<a title="maymag.pdf page 16" href="http://viewer.zmags.co.uk/publication/5de62be7?page=16">16NEWS </a> 16NEWS <a title="maymag.pdf page 74" href="http://viewer.zmags.co.uk/publication/5de62be7?page=74">74OPINIONDo people buy from people?As he w</a> 74OPINIONDo people buy from people?As he w<a title="maymag.pdf page 56" href="http://viewer.zmags.co.uk/publication/5de62be7?page=56">56MARKET REPORT - SECURITYA secureopportunity</a> 56MARKET REPORT - SECURITYA secureopportunity<a title="maymag.pdf page 26" href="http://viewer.zmags.co.uk/publication/5de62be7?page=26">26CASE STUDYRevitalised!With a brand new camp</a> 26CASE STUDYRevitalised!With a brand new camp<a title="maymag.pdf page 4" href="http://viewer.zmags.co.uk/publication/5de62be7?page=4">04THIS MONTH08NEWS6 Help for Heroes </a> 04THIS MONTH08NEWS6 Help for Heroes <a title="maymag.pdf page 24" href="http://viewer.zmags.co.uk/publication/5de62be7?page=24">24COVER STORYGoingAt a time when many in the</a> 24COVER STORYGoingAt a time when many in the<a title="maymag.pdf page 73" href="http://viewer.zmags.co.uk/publication/5de62be7?page=73">Being GREENcan SAVE £££</a> Being GREENcan SAVE £££<a title="maymag.pdf page 49" href="http://viewer.zmags.co.uk/publication/5de62be7?page=49"></a> <a title="maymag.pdf page 72" href="http://viewer.zmags.co.uk/publication/5de62be7?page=72">72FROM THE TRENCHESUpselling to succ“Like man</a> 72FROM THE TRENCHESUpselling to succ“Like man<a title="maymag.pdf page 15" href="http://viewer.zmags.co.uk/publication/5de62be7?page=15"></a> <a title="maymag.pdf page 45" href="http://viewer.zmags.co.uk/publication/5de62be7?page=45">May 2010</a> May 2010<a title="maymag.pdf page 10" href="http://viewer.zmags.co.uk/publication/5de62be7?page=10">10NEWS </a> 10NEWS <a title="maymag.pdf page 32" href="http://viewer.zmags.co.uk/publication/5de62be7?page=32">32CASE STUDYThe right roadHybrid Virtua</a> 32CASE STUDYThe right roadHybrid Virtua<a title="maymag.pdf page 57" href="http://viewer.zmags.co.uk/publication/5de62be7?page=57">Everything you need to become a successful telco.</a> Everything you need to become a successful telco.<a title="maymag.pdf page 21" href="http://viewer.zmags.co.uk/publication/5de62be7?page=21">NEWS21Financial PowerhouseNimans and Rocom </a> NEWS21Financial PowerhouseNimans and Rocom <a title="maymag.pdf page 33" href="http://viewer.zmags.co.uk/publication/5de62be7?page=33">Losing out on ethernetleased line and WAN busine</a> Losing out on ethernetleased line and WAN busine<a title="maymag.pdf page 7" href="http://viewer.zmags.co.uk/publication/5de62be7?page=7">WWW.COMMSBUSINESS.CO.UKSmart deskphones</a> WWW.COMMSBUSINESS.CO.UKSmart deskphones<a title="maymag.pdf page 11" href="http://viewer.zmags.co.uk/publication/5de62be7?page=11">+ORNGOGPVKPIJQUVGF+2VGNGRJQP[UQNWVKQPU+HKVYCUT</a> +ORNGOGPVKPIJQUVGF+2VGNGRJQP[UQNWVKQPU+HKVYCUT<a title="maymag.pdf page 3" href="http://viewer.zmags.co.uk/publication/5de62be7?page=3">COMMS MAY M FROM THEADE-UP PK:Layout 1 </a> COMMS MAY M FROM THEADE-UP PK:Layout 1 <a title="maymag.pdf page 34" href="http://viewer.zmags.co.uk/publication/5de62be7?page=34">7Zhi^cXaVhhbZhhV\^c\"dc"i]Z"bdkZ!WZVihlZVk^c\^cV</a> 7Zhi^cXaVhhbZhhV\^c\"dc"i]Z"bdkZ!WZVihlZVk^c\^cV<a title="maymag.pdf page 35" href="http://viewer.zmags.co.uk/publication/5de62be7?page=35">MOBILE BUSINESS NEWS35Sony Ericssonreports</a> MOBILE BUSINESS NEWS35Sony Ericssonreports<a title="maymag.pdf page 68" href="http://viewer.zmags.co.uk/publication/5de62be7?page=68">68INSIGHTThe `low high'contradictionRajesh T</a> 68INSIGHTThe `low high'contradictionRajesh T<a title="maymag.pdf page 40" href="http://viewer.zmags.co.uk/publication/5de62be7?page=40">40MOBILE BUSINESS – VIEW FROM THE TOP</a> 40MOBILE BUSINESS – VIEW FROM THE TOP<a title="maymag.pdf page 30" href="http://viewer.zmags.co.uk/publication/5de62be7?page=30">30MARKET REPORT: INFRASTRUCTUREmethod of c</a> 30MARKET REPORT: INFRASTRUCTUREmethod of c<a title="maymag.pdf page 28" href="http://viewer.zmags.co.uk/publication/5de62be7?page=28">28MARKET REPORT: INFRASTRUCTURECabling and cab</a> 28MARKET REPORT: INFRASTRUCTURECabling and cab<a title="maymag.pdf page 65" href="http://viewer.zmags.co.uk/publication/5de62be7?page=65">PhreakingHell! Are your installations secure? </a> PhreakingHell! Are your installations secure? <a title="maymag.pdf page 43" href="http://viewer.zmags.co.uk/publication/5de62be7?page=43">Focus 4 U rocks mobile broadbandChris Goodman, </a> Focus 4 U rocks mobile broadbandChris Goodman, <a title="maymag.pdf page 79" href="http://viewer.zmags.co.uk/publication/5de62be7?page=79"></a> <a title="maymag.pdf page 54" href="http://viewer.zmags.co.uk/publication/5de62be7?page=54">54COMMS BUSINESS AWARDSSPONSORED BYFinalists </a> 54COMMS BUSINESS AWARDSSPONSORED BYFinalists <a title="maymag.pdf page 62" href="http://viewer.zmags.co.uk/publication/5de62be7?page=62">6262ND INTERVIEWComms Business Magazine prof</a> 6262ND INTERVIEWComms Business Magazine prof<a title="maymag.pdf page 67" href="http://viewer.zmags.co.uk/publication/5de62be7?page=67">But this equipment hasnever been tested.....</a> But this equipment hasnever been tested.....<a title="maymag.pdf page 61" href="http://viewer.zmags.co.uk/publication/5de62be7?page=61">Are your Legacy BTPOTS alarm lines a painyou co</a> Are your Legacy BTPOTS alarm lines a painyou co<a title="maymag.pdf page 48" href="http://viewer.zmags.co.uk/publication/5de62be7?page=48">48MOBILE BUSINESS HANDSETSPretty in pinkN</a> 48MOBILE BUSINESS HANDSETSPretty in pinkN<a title="maymag.pdf page 41" href="http://viewer.zmags.co.uk/publication/5de62be7?page=41">Enhance your business withlandline & mobilefrom</a> Enhance your business withlandline & mobilefrom<a title="maymag.pdf page 17" href="http://viewer.zmags.co.uk/publication/5de62be7?page=17">FUSEDGROUP'SChannel Programme really</a> FUSEDGROUP'SChannel Programme really<a title="maymag.pdf page 55" href="http://viewer.zmags.co.uk/publication/5de62be7?page=55">The NEW SoundStation IP5000The NEW SoundStation </a> The NEW SoundStation IP5000The NEW SoundStation <a title="maymag.pdf page 9" href="http://viewer.zmags.co.uk/publication/5de62be7?page=9">for sa es speakto Andy Clark orMike Harrisonfo</a> for sa es speakto Andy Clark orMike Harrisonfo<a title="maymag.pdf page 12" href="http://viewer.zmags.co.uk/publication/5de62be7?page=12">12NEWS </a> 12NEWS <a title="maymag.pdf page 58" href="http://viewer.zmags.co.uk/publication/5de62be7?page=58">58MARKET REPORT - SECURITY </a> 58MARKET REPORT - SECURITY <a title="maymag.pdf page 18" href="http://viewer.zmags.co.uk/publication/5de62be7?page=18">From the boxto the ringGriffin Internet are wel</a> From the boxto the ringGriffin Internet are wel<a title="maymag.pdf page 6" href="http://viewer.zmags.co.uk/publication/5de62be7?page=6">06NEWS </a> 06NEWS <a title="maymag.pdf page 13" href="http://viewer.zmags.co.uk/publication/5de62be7?page=13">WWW.COMMSBUSINESS.CO.UK </a> WWW.COMMSBUSINESS.CO.UK <a title="maymag.pdf page 47" href="http://viewer.zmags.co.uk/publication/5de62be7?page=47">· AVAYA · BT · LG · MITEL · NITSUKO · PANASONIC ·</a> · AVAYA · BT · LG · MITEL · NITSUKO · PANASONIC ·<a title="maymag.pdf page 37" href="http://viewer.zmags.co.uk/publication/5de62be7?page=37"></a> <a title="maymag.pdf page 20" href="http://viewer.zmags.co.uk/publication/5de62be7?page=20">20ADVERTORIALInbound Number Management –The</a> 20ADVERTORIALInbound Number Management –The