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Rise of the wholesaler
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FROM THE EDITOR
03
COMMS APR 09
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MADE-UP:Layout 1
www.
1 in Voice, Data & Mobile Convergence C
Entanet:
Rise of the wholesaler
See p24-25
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www.commsbusiness.co.uk April 2009 No 1 in Voice, Data & Mobile Convergence Channels More readers, more advertisers Entanet: Rise of the wholesaler See p24-25 IN THIS IS
HiPath OpenOffice grows with EE & ME, so can your business Offer clear UC benefits to your customers Get up and running with simple training and installation Siemens Distributor
FROM THE EDITOR 03 COMMS APR 09 No MADE-UP:Layout 1 www. 1 in Voice, Data & Mobile Convergence C Entanet: Rise of the wholesaler See p24-25 comm
7 PBX Sales Tumble Are staring into the abyss? 23 8 Chess Broadband Launches to channel 26 9 Cash Accelerator Daisy ramps up payments 34 10 Nine Joins the Clu
Complete the solution Jabra wireless headsets For use with traditional deskphones and IP technology GN9350e and GN9120 series Seamless wireless working through Electronic Hook Switch
WWW.COMMSBUSINESS.CO.UK NEWS07 PBX sales tumble MZA has recently released its latest figures on the PBX and IP PBX market in the UK in its public
08NEWS WWW.COMMSBUSINESS.CO.UK Chess Broadband Chess Telecom has launched its new high-speed V@lue Broadband product to Wholesal
WWW.COMMSBUSINESS.CO.UK NEWS09 Cash Accelerator daisy is offering business partners the chance to boost their income with its
10NEWS WWW.COMMSBUSINESS.CO.UK Nine joins the Club Nine Telecom and Club Communications have joined forces, under the Nine Tele
Enterprising solutions for dealers and resellers from Nine Telecom and Club Communications... The Logical Choice Call us now for the best industry offers. Live Long and
12NEWS WWW.COMMSBUSINESS.CO.UK Uniworld conferencing Switchless reseller Uniworld has signed a new partnership with InterCall Co
14NEWS WWW.COMMSBUSINESS.CO.UK Credit crunch package Viatel has launched a series of initiatives to help companies as the curren
WWW.COMMSBUSINESS.CO.UK NEWS15 Hotspots identified A new report from Opal could bring new revenue opportunities and change se
16NEWS WWW.COMMSBUSINESS.CO.UK Business media phone Polycom say they have redefined desktop communications with the introductio
Save money for your customers. Free up ICT budget which they can spend with you. It sounds simple, and actually it is! You do the maths . . . Using
18NEWS WWW.COMMSBUSINESS.CO.UK Nortel channel incentives Channel Partners working with Nortel in EMEA can now boost their reven
WWW.COMMSBUSINESS.CO.UK NEWS19 Avayas new UC apps Avaya is delivering a new range of unified communications technologies to
20NEWS WWW.COMMSBUSINESS.CO.UK The M&A market In the first of a series of articles on Mergers and Acquisitions, Alastair Mil
How do you convince your customers to invest in the latest technology? Meet the Experts join us for a Webinar on Tuesday 7th April Industry experts Paul Fullman (Datasharp UK Sales Director) an
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INTERVIEW23 Path to success Veropath supply a Telecoms Expense Management service to the channel that provides a compelling margin model for resellers. Sales Director David Pitts explains. What e
24COVER STORY Rise of the wholesaler An interview with Jason Tsai, CEO & Founder, Entagroup From small acorns great oak trees do indeed grow. When Jason Tsai started Entanet in 1996 he ha
Entanet staff celebrate its ADSL2+ broadband launch, July 2008 `Entanet's Network'). In addition to investing several million pounds in equipment at these locations, Entanet worked with multiple c
26COMMS BUSINESS AWARDS Toughingit out The 2009 Comms Business Awards take place in June and there are but a few days left to get entries in for selection as finalists to go before the judges later
Join us at the most acclaimed and glittering Channel Awards event! Royal Lancaster Hotel, London 4th June 2009 Dont miss your opportunity to attend the Comms Busine
28MARKET REPORT Securityconscious For many of our traditional readers the security market is a greenfield site.We spoke to some of the key security product and application vendors as well as their
MARKET REPORT29 Paul Phillips of Extreme Networks ...security is rather like peeling an onion; there are many layers all of which do slightly different things.
30MARKET REPORT How can you make security products less of a black art for these resellers? Ian Kilpatrick, While security at first glance can seem quite daunting, much of it isn't as c
32ROUND TABLE Business transf Cisco distributor Comstor is transforming the business potential of their resellers with an innovative Mentor Programme which has produced results that defy the current
ROUND TABLE33 ormation 12 months ago buyer attitudes changed their resistance to VoIP melted away. APS. Globally Cisco has done a lot to address the perception of VoIP in the market which has bee
34CASE STUDY Swyxconversion A move to new headquarters in April 2008 prompted The New Testament Church of God to examine their communications needs. Founded in 1952, The New Testament Church of G
3 Mobile Broadband Easy as 1,2,3 1. Added to 3 contract For as little as £10 per month to the customer and up to £129 revenue for you. 2. Pay upfront From £69.99 to the customer with a 3, 12 o
36THE RANT PAGE Sometime, never? The Rant page returns to Comms Business Magazine after a long leave of absence with SpliceCom's Robin Hayman claiming VC will never go mainstream. In the blue corne
INNOVATIVE SOLUTIONS Ask us about Its Broadband for voice, available nationally with a service guarantee on channel availability. You simply cant get better quality making connectivity eas
38FROM THE TRENCHES Fast learner Comms Business Magazine talks to Steve Cox, Operations Director of Essex-based reseller Utilize and recent winner of the Siemens Channel Award for Small and Mid-siz
40ISPs ADDING VALUE The road to `sup Internet Service Providers are facing many challenges today. Providing value for resellers and maintaining market share whilst remaining profitable is key.
er fast' Ed Richards, Ofcom Chief Executive Existing Networks One way of building fibre-optic networks is by using the existing network of underground pipes that carry telecoms infrastructure.
42ISPs ADDING VALUE Mark Donne from reseller Index ebusiness, commented, I attended the MOPS Technical Training session in Pride Park, Derby and found the session to be excellent. My c
Carl Churchill of murphx 40% would change to save money. 98% of SMEs consider reliable Internet access to be critical to the needs of their business.
44CASE STUDY Wirebird gives voice to John Laing With the support and expertise of Wirebird, voice and data convergence experts, John Laing plc has successfully introduced a VoIP network which is no
46EXPERT WITNESS Expert witness Adrian Sunderland, Technology Director of Griffin Internet More Information: www.griffin.com comms business Prime time Adrian Sunder
48FEEDBACK Reader panel Many thanks to all the readers that responded this month to our web-based reader surveys. Reaction to our introduction of a reader panel remains fantastic so here are m
FEEDBACK49 see what further finance is extended to the LLU providers to see if they can finish their service roll out of the UK. Brendon Cross: STL has been using WBC equivale
50OPINION Criticalmass Despite 100 million mobile VoIP users being predicted by 2011, mobile VoIP is still a long way from achieving critical mass. Rodrigue Ullens, CEO & Cofounder of Voxbone evalu
Introducing the best priced, most innovative, fully featured call recording solution on the market... CommsOf?ceVoice Features include: O Full telephony reporting as standard O Play back recording
Dont miss out - promote your VoIP solutions to the Channel Be part of the annual Channel Guide to VoIP The Channel Guide to VoIP is the leading reference tool on VoIP covering all the latest techno
INSIGHT53 The future of voice is content Daniel Doulton, co-founder and chief strategy officer of automatic Voice-to-Content conversion company, SpinVox examines the ways in which we communicate
54SIXTYSECOND INTERVIEW This month we talk to Graham Granville, Managing Director, Zircom Established in 1992, Zircom is a data cabling and wireless solutions provi
Be wise when you advertise As a rule, our advertisers don't trust their marketing budgets to random passers by or lottery tickets. No... they put it our way because ABC audited circulation figure
56READER SURVEYS The Channel Speaks Each week 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 con
Call Management, Call Recording and CTI Group Helping businesses improve the productivity of their communication systems for over 30 years. At CTI Group we make it our business to help improve yours
58BUSINESS ADVICE Wouldn't it be nice if we could pay as little tax as we wanted to? Just imagine for a moment that you could actually negotiate with the taxman exactly how much tax you wanted
60WMWC UPDATE The mobile broadband phenomena Marios Ktisti of Brightpoint reports back from the Mobile World Congress in Barcelona and notes that the term mobile broadband has grown with the ground
one For all the VoIP phones, analogue phones, headsets and accessories your business needs, theres just one manufacturer who has it all. Doro Business Electronics. For more informationa about o
62INSIGHT Speed is it really the be-all and end-all? At the beginning of the year Ofcom published some interesting research into the performance of broadband in the UK. And not surprisingly, it w
JOIN IN WITH OUR SUCCESS BECOME A TOSHIBA PARTNER Bene?ts of becoming a Toshiba partner include: t Toshiba Advantage - where you can earn up to £260 for a system sale and potentially
64DIRECTORY 01892 538348 WWW.CBMAGAZINE.CO.UK AUTOMATED DIALLING Predictive & Power Dialler Solutions World Class TouchStar System Ble
01892 538348 WWW.CBMAGAZINE.CO.UK DIRECTORY65 CONTACT CENTRE RESELLER SOLUTIONS DECT Your One Stop Communications Shop Specialist Suppl
6621CN PRIMER What 21CN means to the voice market This month in our series on next generation networks Entanet's voice specialist Jon Farmer discusses the impact 21CN/NGN will have on voice reselle
Put these dates in your diary... Organised by: 13TH 14TH OCTOBER 2009 Media partners: s The largest UK Channel event of the year The Convergence Summit South s Regi
Zmags improved online publishingComms Business - April 2009 issue
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