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The Uks leading magazine for the Convergence Channel<br />
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INSIDE:<br />
Market Report:<br />
Voice and Data Distribution<br />
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FROM THE EDITOR<br />
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COMMS JAN 09 MADE UP y<br />
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The Uks leading magazi<br />
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O-bit explores the<br />
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JANUARY 2009<br />
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r the Convergen<br />
7 Slump in PBX Sales<br />
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8 Ofcom Proposes <br />
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9 Rocom Managed Service<br />
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10 Mitel<a title="Comms Business - January 2009 page 1" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=1"> JANUARY 2009 The Uks leading magazine f</a>or the Convergence Channel O-bit explores the need for speed see P24-25 INSIDE: Market Report: Voice and Data Distribution Addin
<a title="Comms Business - January 2009 page 2" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=2"> </a>
<a title="Comms Business - January 2009 page 3" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=3"> FROM THE EDITOR 03 COMMS JAN 09 MADE UP </a> y The Uks leading magazi O-bit explores the need for speed see P24-25 ne fo JANUARY 2009 r the Convergen
<a title="Comms Business - January 2009 page 4" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=4"> 7 Slump in PBX Sales But silver linin</a>gs in the cloud 26 8 Ofcom Proposes New Openreach pricing 32 9 Rocom Managed Service New for Panasonic 40 10 Mitel
<a title="Comms Business - January 2009 page 5" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=5"> </a>
<a title="Comms Business - January 2009 page 6" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=6"> </a>
<a title="Comms Business - January 2009 page 7" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=7"> WWW.COMMSBUSINESS.CO.UK </a> NEWS07 Slump in PBX sales MZA has released its latest figures on the PBX and IP PBX market in the UK
<a title="Comms Business - January 2009 page 8" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=8"> 08NEWS </a> WWW.COMMSBUSINESS.CO.UK Ofcom proposes Ofcom is consulting on a new range of proposed prices that Openreach can charge co
<a title="Comms Business - January 2009 page 9" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=9"> WWW.COMMSBUSINESS.CO.UK </a> NEWS09 Rocom Managed Service Distributor Rocom has launched a new Managed Service Offering for Panaso
<a title="Comms Business - January 2009 page 10" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=10"> 10NEWS </a> WWW.COMMSBUSINESS.CO.UK Mitel 5000 grows up Mitel has announced the general availability of the Mitel 5000 Communications
<a title="Comms Business - January 2009 page 11" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=11"> </a>
<a title="Comms Business - January 2009 page 12" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=12"> 12NEWS </a> WWW.COMMSBUSINESS.CO.UK Frontier forges ahead Frontier Voice and data is set to appoint a new Managing Director in Januar
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<a title="Comms Business - January 2009 page 14" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=14"> 14NEWS </a> WWW.COMMSBUSINESS.CO.UK Cisco grabs lead The worldwide enterprise telephony market grew 8% between 2Q08 and 3Q08, to $2.
<a title="Comms Business - January 2009 page 15" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=15"> WWW.COMMSBUSINESS.CO.UK </a> NEWS15 Thriving on new business Datasharp UK has announced that business continues to be strong for t
<a title="Comms Business - January 2009 page 16" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=16"> 16NEWS </a> WWW.COMMSBUSINESS.CO.UK Toshiba bucks trend According to analyst MZA Toshiba has generated the largest rise in the 2-10 e
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<a title="Comms Business - January 2009 page 18" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=18"> 18NEWS </a> WWW.COMMSBUSINESS.CO.UK New services from Griffin Griffin Internet has made two significant broadband announcements for
<a title="Comms Business - January 2009 page 19" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=19"> WWW.COMMSBUSINESS.CO.UK </a> NEWS19 Call Recording fuels sales Dealers have a golden opportunity to drive their sales forward as d
<a title="Comms Business - January 2009 page 20" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=20"> 20NEWS </a> WWW.COMMSBUSINESS.CO.UK Datapulse has announced a compliant call Mobile
<a title="Comms Business - January 2009 page 21" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=21"> same Siemens products BUT¬A¬WHOLE¬NEW¬BALL¬GA</a>ME What do you look for in a distributor? Online ordering? Nationwide next day delivery? ISO accreditation? High calibre technical support? A par
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<a title="Comms Business - January 2009 page 24" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=24"> 24COVER STORY The Need for Paul Cloudsdale, Tec</a>hnical Director at O-bit telecom, considers speed, LLU and the applications that drive the internet. Paul C
<a title="Comms Business - January 2009 page 25" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=25"> Speed needs, and after you have done that does it</a> really matter what the technology is as long as it delivers? LLU has its place in the market and many customers benefit from the differential it offe
<a title="Comms Business - January 2009 page 26" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=26"> 26SALES TIPS Recession-proof product Adrian </a>Burt of MIND looks at why one product, call management, is an invaluable tool for the channel when it comes to beating the recession. Adrian Burt o
<a title="Comms Business - January 2009 page 27" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=27"> AUB200 </a> AUB300i Both AUB200 and AUB300i are available in white and black. Get an AUB business phone today and well talk again in 2019 Doros hig
<a title="Comms Business - January 2009 page 28" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=28"> 28MARKET REPORT DISTRIBUTION Value-added Dist</a>ributors are coming under pressure to perform for their channel partners; come up with something different and add value. Here's their response to the
<a title="Comms Business - January 2009 page 29" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=29"> MARKET REPORT DISTRIBUTION29 distribution spe</a>aker will be providing an overview of the market and its funding models, as well as providing case studies / sample engagement models. SME Focus Acc
<a title="Comms Business - January 2009 page 30" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=30"> 30MARKET REPORT DISTRIBUTION their busines</a>s and increase their productivity. Looking after your existing customers will bring long-term rewards. Secondly, when it comes to new customer
<a title="Comms Business - January 2009 page 31" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=31"> An iPod touch to listen to SmartRecord GO recordi</a>ngs ...and other artists! Place 5 orders for SmartRecord GO and claim a FREE iPod touch! No competitions, or league tables, just a simple offer o
<a title="Comms Business - January 2009 page 32" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=32"> 32INTERVIEW Perfect match Three months after ap</a>pointing MTV Telecom as distributor for their IP PBX product range, Tom Perry, Director of Channel Marketing at Shoretel UK provides an update on how
<a title="Comms Business - January 2009 page 33" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=33"> CREATIVE SOLUTIONS THAT KEEP YOUR BUSINESS GROWIN</a>G At BT Wholesale we're passionate about your success. That's why we're always coming up with innovative, business-led initiatives that help you get
<a title="Comms Business - January 2009 page 34" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=34"> 34MOBILE WEBSITES Communication convergence </a> new channels, new markets, new revenue This month Comms Business Magazine and sister title Mobile Business have launched their new mobile websites,
<a title="Comms Business - January 2009 page 35" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=35"> Chris Brassington Group Managing Director 2ergo </a>highly effective marketing campaigns and customer relationship management to audiences - via the mobile channel. Its customers include some of the big
<a title="Comms Business - January 2009 page 36" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=36"> 36ADDING VALUE Call recording Comms Business lo</a>oks at how to add value with call recording applications The call recording market is still booming and there are now affordable SME solutions fo
<a title="Comms Business - January 2009 page 37" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=37"> excellent margins and simplicity of installation.</a> To give an example, a 30-channel recorder including the TIM Plus 100 call logger with unlimited leader boards and wallboards comes in at under £10K R
<a title="Comms Business - January 2009 page 38" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=38"> 38ADDING VALUE growth. Simon Whatley, Sales </a>Director at Tollring explains how his product fills an identified gap in the marketplace. From the very beginning with Samsung we realised tha
<a title="Comms Business - January 2009 page 39" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=39"> Geoff Wilson, Business Development Director of Op</a>al SpiriTel are called upon more than ever by existing clients and prospects to look at the integration of multimedia recording solutions
<a title="Comms Business - January 2009 page 40" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=40"> 40CASE STUDY Learning curve Established in 1971</a>, The Consortium is the largest independent supplier of education resources in the UK. With over 240 people at its HQ in Wiltshire and 30,000 products
<a title="Comms Business - January 2009 page 41" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=41"> 2009 opportunities with Mobile Business - the a</a>ward-winning magazine for the mobile trade Do you sell mobile solutions to the Channel? Then make sure Mobile Business is part of your marketing
<a title="Comms Business - January 2009 page 42" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=42"> 42INTERVIEW Bonding session Launching this mont</a>h is UBMi, a unique product from Leeds-based vendor Xrio, which heralds in a new era of bandwidth management and bonding opportunity for the channel.
<a title="Comms Business - January 2009 page 43" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=43"> INTERVIEW43 Danny Waite says UBMi is</a> simple to install and nobody else has a product like it on the market. ISPs have been extremely keen to get hold of the product. The UBMi func
<a title="Comms Business - January 2009 page 44" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=44"> 44INTERVIEW A chairman's perspective Anthony</a> St John is a sitting member of the House of Lords, the 21st Lord of Bletso. A qualified attorney in South Africa, he worked as a stockbroker in the C
<a title="Comms Business - January 2009 page 45" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=45"> FROM THE TRENCHES45 Test of time Brendon Cross,</a> MD of Witney-based STL traces his Samsung relationship back to 1995 and says it is a relationship that has stood the test of time and seen his compan
<a title="Comms Business - January 2009 page 46" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=46"> 46INSIGHT Meet the judges The awards categories</a> for The Comms Business Award 2009 were announced last month. It's now time to `meet the Judges'. The categories for the industry's leading and most
<a title="Comms Business - January 2009 page 47" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=47"> Get recognised for your success in the Channel! </a> Independently judged, the Comms Business Awards 2009 are designed to recognise excellence in the Channel. These awards are the industrys mos
<a title="Comms Business - January 2009 page 48" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=48"> 48VENDOR REVIEW Better, best philosophy Comms B</a>usiness Magazine meets Sennheiser at their UK headquarters in High Wycombe to understand their product philosophy and their quest to gain market share
<a title="Comms Business - January 2009 page 49" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=49"> DISTRIBUTOR PROFILE49 Back to basics Establishe</a>d in 2006 by Vince Leahy and Terry Ambrose as a `back to basics' telecommunications distributor, Trust Distribution has forged a reputation for resell
<a title="Comms Business - January 2009 page 50" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=50"> 50FEEDBACK Reader panel This month sees th</a>e introduction of a reader panel providing their own views on the issues of the day. Each week on the Comms Business Magazine web site we run a reade
<a title="Comms Business - January 2009 page 51" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=51"> FEEDBACK51 Interference on</a> the Line? With Brussels set to end the UK opt out of the 48 hour maximum working week how many hours a week do you work now? Rob Pickering, IP Cort
<a title="Comms Business - January 2009 page 52" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=52"> 54CONVERGENCE SUMMIT Committed to Convergence T</a>he outlook for 2009 remains bright for a comms channel dedicated to providing user solutions that increase productivity and save customers money. The
<a title="Comms Business - January 2009 page 53" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=53"> REGISTER NOW AT WWW.CONVERGENCESUMMIT.CO.UK </a> Julian Barnes of Samsung Electronics NCP is a `serverless' Unified Communications platform allowing small and medium sized business to capi
<a title="Comms Business - January 2009 page 54" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=54"> 54MOBILE Whatever the weather Marios Ktisti, Co</a>mmercial Product Manager at Brightpoint, believes the `Mobile Phone' user has evolved in recent years to the `Smart Phone' user. Here's how. The num
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<a title="Comms Business - January 2009 page 56" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=56"> 56READER SURVEYS The Channel Speaks Each wee</a>k our web site asks readers for straightforward Yes/No type decisions on the channel issues of the day. Here's how you voted! Of the four surveys co
<a title="Comms Business - January 2009 page 57" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=57"> THEY SAID ONE SECOND WITHOUT POWER. . . . . .COUL</a>D CRASH MY NETWORK If only this data centre manager had installed a Riello UPS his network would have kept running. Its something we guarantee when
<a title="Comms Business - January 2009 page 58" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=58"> 58STATISTICS Researchreveals... Statistics are </a>available of any subject you care to mention here are a selection from our recent post-bag. Save Our Office New research by Vodafone for their Worki
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<a title="Comms Business - January 2009 page 60" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=60"> 60DIRECTORY </a> 01892 538348 WWW.CBMAGAZINE.CO.UK AUTOMATED DIALLING Predictive & Power Dialler Solutions World Class TouchStar System Ble
<a title="Comms Business - January 2009 page 61" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=61"> 01892 538348 WWW.CBMAGAZINE.CO.UK </a> DIRECTORY61 CONTACT CENTRE RESELLER SOLUTIONS DECT Your One Stop Communications Shop Specialist Suppl
<a title="Comms Business - January 2009 page 62" href="http://www.zmag.dk/showmag.php?mid=wrhtfg&pageid=62"> 62COMMS BUSINESS GOLF SOCIETY Fore! The Comms Bu</a>siness Golf Society (CBGS) convened for our last event of the year on a cold but bright November day at the wonderful Forest of Arden Golf Club in th
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