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No 1 in Voice, Data & Mobile Convergence Channels More readers, more advertisers<br />
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NEC Infrontia<br />
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FEBRUARY 2009<br />
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ore readers, more advertisers<br />
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04THIS MONTH<br />
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8 Architecture Envelope<br />
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9 Fused Hold Prices<br />
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10 <a title="Comms Business - February 2009 page 1" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=1"> FEBRUARY 2009 No 1 in Voice, Data & Mobi</a>le Convergence Channels More readers, more advertisers NEC Infrontia New Home, New Vision P24-25 INSIDE: Adding value wit
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<a title="Comms Business - February 2009 page 3" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=3"> FROM THE EDITOR 03 No 1 in Voice, Data & Mobile </a>Convergence Chann NEC Infrontia New Home, New Vision P24-25 els M FEBRUARY 2009 ore readers, more advertisers
<a title="Comms Business - February 2009 page 4" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=4"> 04THIS MONTH 07 NEWS 7 BT Leads Charge </a> Inclusive 0845 minutes 8 Architecture Envelope As pushed by Shoretel 9 Fused Hold Prices Despite Wholesale Hikes 10
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<a title="Comms Business - February 2009 page 7" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=7"> WWW.COMMSBUSINESS.CO.UK </a> NEWS07 BT Leads 0845/0870 Charge BT has offered some New Year cheer to 14 million customers by becom
<a title="Comms Business - February 2009 page 8" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=8"> 08NEWS </a> WWW.COMMSBUSINESS.CO.UK Shoretel to push architecture envelope Over the last three or four months most of the C level e
<a title="Comms Business - February 2009 page 9" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=9"> WWW.COMMSBUSINESS.CO.UK </a> NEWS09 Fused hold prices Fused Networks, part of the Manchester based converged solutions provider Fus
<a title="Comms Business - February 2009 page 10" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=10"> 10NEWS </a> WWW.COMMSBUSINESS.CO.UK UK Channel Roll Out MIND, with over 300 employees and potentially the largest global manufacturer
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<a title="Comms Business - February 2009 page 12" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=12"> 12NEWS </a> WWW.COMMSBUSINESS.CO.UK BT Lose major contract Business communications service provider SpiriTel has won a major private
<a title="Comms Business - February 2009 page 13" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=13"> WWW.COMMSBUSINESS.CO.UK </a> NEWS13 Executive Briefing Centre Avaya has opened a new EMEA Executive Briefing Centre (EBC)
<a title="Comms Business - February 2009 page 14" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=14"> 14NEWS </a> WWW.COMMSBUSINESS.CO.UK Expanded Desktop & Service SpliceCom has announced the immediate availability of a new display p
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<a title="Comms Business - February 2009 page 16" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=16"> 16NEWS </a> WWW.COMMSBUSINESS.CO.UK Good to be in business The fact that the UK fixed line minutes market is in decline, doesn't mean
<a title="Comms Business - February 2009 page 17" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=17"> MTV TELECOM IS BECOMING SCANSOURCE EUROPE COMMUNI</a>CATIONS Welcome to ScanSource Europe Communications, the new name for MTV Telecom. What's New? Our experienced team will stil
<a title="Comms Business - February 2009 page 18" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=18"> 18NEWS </a> WWW.COMMSBUSINESS.CO.UK Logicalis proposes Logicalis, the international provider of ICT solutions, has proposed that a de
<a title="Comms Business - February 2009 page 19" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=19"> WWW.COMMSBUSINESS.CO.UK </a> NEWS19 Incentives winners Opal has announced the winners of two of its channel incentive schemes, culmi
<a title="Comms Business - February 2009 page 20" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=20"> 20NEWS </a> WWW.COMMSBUSINESS.CO.UK Countdown to legislation David Siegal of Highnet New legisla
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<a title="Comms Business - February 2009 page 22" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=22"> 22INTERVIEW Perfect partners Whilst they have b</a>een very successful in recruiting and supporting a growing channel base over the last 18 months since re-launching operations here, until recently Sho
<a title="Comms Business - February 2009 page 23" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=23"> 10 year warranty Doro AUB Business Telecom Range</a> Compatible with most PBX systems Superior durability Order as late as 6.30pm for next day delivery* 0871 376 4312 www.nim
<a title="Comms Business - February 2009 page 24" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=24"> 24COVER STORY NEW HOME, NEW VISION, FOR NEC</a> INFRONTIA I like to think of us as running a corporate village store. Sales Director Andrew Cooper For years NEC Infrontia was
<a title="Comms Business - February 2009 page 25" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=25"> A friendly welcome do this on only two platf</a>orms. Our XN120 is targeted at the sub 15 extension sector and our recently launched SV 8100 offers a revolutionary new approach that addresses the ne
<a title="Comms Business - February 2009 page 26" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=26"> 26SALES SKILLS Adding value Paul Service of Com</a>msLearning believes that selling in tough times is all about adding value. Paul Service of CommsLearning In the
<a title="Comms Business - February 2009 page 27" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=27"> CREATIVE SOLUTIONS THAT GENERATE NEW REVENUE STRE</a>AMS At BT Wholesale we love making things really simple for you. Take our Wholesale Calls packages. These enable you to speedily create your own bra
<a title="Comms Business - February 2009 page 28" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=28"> 28MARKET REPORT Switchlessresale Comms Business</a> takes a look at some of the wider, more strategic issues surrounding the switchless reseller market Matthew Lamber
<a title="Comms Business - February 2009 page 29" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=29"> MARKET REPORT29 Summary of call volumes by o</a>perator (millions of minutes) (OFCOM) Period All operators BT Virgin Media Other Direct Access Other Indirect Access BT share 2006
<a title="Comms Business - February 2009 page 30" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=30"> 30MARKET REPORT FACT & FIGURES Ofcom has quite</a> a time lag before they report their quarterly market figures for telecommunications connectivity. The latest published are for Q2 2008, i.e., to the
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<a title="Comms Business - February 2009 page 32" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=32"> 32EXPERT WITNESS Expert witness Adr</a>ian Sunderland, Technology Director of Griffin Internet More Information: www.griffin.com comms business MPLS Networks Ad
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<a title="Comms Business - February 2009 page 34" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=34"> 34MARGIN OPPORTUNITY Simplicity itself Video ma</a>de easy? Comms Business Magazine talks to video conferencing specialist Kevin O'Shea about Simplicity, a new service provider that is looking to make
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<a title="Comms Business - February 2009 page 36" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=36"> 36CONVERGENCE SUMMIT Committed to convergence We</a> are just a few weeks away from the Premiere Northern Channel Event, the Convergence Summit in Manchester where resellers can find the latest solution
<a title="Comms Business - February 2009 page 37" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=37"> REGISTER NOW AT WWW.CONVERGENCESUMMIT.CO.UK37 </a> changed in a very short period of time and converged solutions will be judged by end- customers on whether they fu
<a title="Comms Business - February 2009 page 38" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=38"> 38CONVERGENCE SUMMIT common Web 2.0 interfac</a>e making it easier than ever for end-users to make best use of its advanced features. New exhibitor Union Street Union Street Technologies say the
<a title="Comms Business - February 2009 page 39" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=39"> REGISTER NOW AT WWW.CONVERGENCESUMMIT.CO.UK39 </a> edition to the HiPath OpenOffice range, the Entry Edition for up to 30 users. Proven Concept Marketing Manager Darren Farnden says As proven by pr
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<a title="Comms Business - February 2009 page 41" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=41"> OPINION41 21CN easy decisions? Entanet is at t</a>he forefront of rolling out next generation network services through their close relationship with BT. Here head of marketing Darren Farnden begins a
<a title="Comms Business - February 2009 page 42" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=42"> 42OPINION BT's N</a>GN offers a number of access options for the channel up to 24Mbps (the fastest Entanet has seen so far is 21Mbps), neither are able to support curre
<a title="Comms Business - February 2009 page 43" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=43"> 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 - February 2009 page 44" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=44"> 44INTERVIEW Tempest raises a storm in the chann</a>el Rob Sims, MD of Tempest, says the tide is changing in the channel and 2009 is being earmarked as the dawn of a new era for the communications indus
<a title="Comms Business - February 2009 page 45" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=45"> INTERVIEW45 managed service that allows you </a>to keep hands on control of your billing but retain the support, structure and expertise of Tempest. Or quite simply, an off-the-shelf purchas
<a title="Comms Business - February 2009 page 46" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=46"> Rewarding excellence in the Channel... </a>Get recognised for your success in the Channel by entering the acclaimed Comms Business Awards 2009. For details on this years awards categories an
<a title="Comms Business - February 2009 page 47" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=47"> That Winning Feeling Being a finalist for the Com</a>ms Business Awards is great but nothing beats hearing your name read our as the winner. Two top channel suppliers whose continued persistence in ent
<a title="Comms Business - February 2009 page 48" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=48"> 48ADDING VALUE Conferencing Conferencing allows</a> individuals around the globe to share information and collaborate on projects without ever leaving home or the office. They avoid the high costs of
<a title="Comms Business - February 2009 page 49" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=49"> ADDING VALUE49 </a> Joint Managing Director Vince Leahy says that his company continues to champion Konftel audio conferencing units to the channel. And Trust i
<a title="Comms Business - February 2009 page 50" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=50"> 50ADDING VALUE In Skin Solutions PBX vendor M</a>itel has its own video conferencing solution which has built around another of owner Terry Matthews' companies, Magor. The key advantages of th
<a title="Comms Business - February 2009 page 51" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=51"> 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 - February 2009 page 52" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=52"> 52SIXTYSECOND INTERVIEW This month we talk t</a>o Martyn Lambert, Vice President, Marketing, EMEA, Avaya. Avaya is a global leader in business communica
<a title="Comms Business - February 2009 page 53" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=53"> Unlock Your Customers Potential Join us </a>at our Partner Roadshows Manchester on 4th March 2009 London on 5th March 2009 We have grown one of the largest partner channels in the UK by B
<a title="Comms Business - February 2009 page 54" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=54"> 54FEEDBACK Reader panel Reaction to the int</a>roduction of our reader panel last month has been fantastic so here are more responses to the weekly question we pose in our web site surveys. Each
<a title="Comms Business - February 2009 page 55" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=55"> FEEDBACK55 providers</a> who utilise them, the upper edge on competitors; something essential in today's market and economic state. So, Christmas is over but what sort of b
<a title="Comms Business - February 2009 page 56" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=56"> When planning your advertising spend for 2009 Co</a>mms Business leads the way! Comms Business has the HIGHEST average monthly circulation - 685 more than our nearest rival! Comms Business recei
<a title="Comms Business - February 2009 page 57" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=57"> RESELLER CASE STUDY57 Solving cable issues Free</a>dom, the converged solution provider, has completed an installation with Thurrock District Council to upgrade its network cabling at its Civic Offi
<a title="Comms Business - February 2009 page 58" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=58"> 58BUSINESS ADVICE Cutting Your Tax Bill Le</a>gal or Not? Receiving a tax rebate is one of life's most satisfying experiences. Unfortunately, for many it is such a rare occurrence. Even the new
<a title="Comms Business - February 2009 page 59" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=59"> READER SURVEYS59 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 - February 2009 page 60" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=60"> 60STATISTICS Researchreveals... Statistics are </a>available of any subject you care to mention here are a selection from our recent post-bag. Remote Working on the Rise A survey by online business
<a title="Comms Business - February 2009 page 61" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=61"> Looking to promote your VoIP solutions to the cha</a>nnel? Then you need to be in the annual Channel Guide to VoIP! The Channel Guide to VoIP is the leading reference tool on VoIP covering all the lates
<a title="Comms Business - February 2009 page 62" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=62"> 62DISTRIBUTOR PROFILE Overcoming barriers Rob L</a>eggett, Sales Director of Basingstoke-based distributor Siracom, talks to Comms Business Magazine about his company. Siracom was founded in 2002
<a title="Comms Business - February 2009 page 63" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=63"> INDUSTRY INSIGHT63 Get the lingo right Are you </a>speaking the same language as your prospects? In this article Richard White, Director of Pro Excellence explains why it is so important to communicate
<a title="Comms Business - February 2009 page 64" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=64"> 64DIRECTORY ACD AUTOMATED DIALLING P</a>redictive & Power Dialler Solutions World Class TouchStar System Blended Predictive Dialler with SMS, CRM & email integration Power/
<a title="Comms Business - February 2009 page 65" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=65"> DIRECTORY65 CONTACT CENTRE RESELLER SOLUTIO</a>NS ENGINEERING Delivering white label maintenance, engineering & professional services nationwide. 087
<a title="Comms Business - February 2009 page 66" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=66"> 66MOBILE Remote Management Marios Ktisti, C</a>ommercial Product Manager at Brightpoint, says the rise in use of Smartphones is creating management and security issues for IT departments. The
<a title="Comms Business - February 2009 page 67" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=67"> Dont miss out! Book your stand today and be p</a>art of the ONLY channel event in the North! Exchange Hall Manchester Central 17th 18th March 2009 To exhibit contact Paul Johnson on: 01892
<a title="Comms Business - February 2009 page 68" href="http://www.zmag.dk/showmag.php?mid=wtpgts&pageid=68"> </a>
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