INSIGHT
From the market
In this feature we hear from various corners of the market on Digital Britain, the changes we are seeing in the
market and how partners can capitalise on the opportunities around connectivity
TOM MAXWELL, HEAD OF CHANNEL SALES AT NIMANS
“It’s hard to imagine the seismic change our industry has witnessed
from when I first began working as a Telephone Account Manager three
decades ago. Back then the internet was just about to be ‘born’ and a
telephone system was just a telephone system. Today’s cloud-based
collaboration technologies were a world away.
When I first got involved in comms it was an analogue world. Pulse
dialling phones to DTMF then into IP; it’s been quite a journey. In the
early days the only choice was how many lines and extensions were
needed and whether it was a ‘key and lamp’ service or a PBX which
generally had a lower cost per terminal as they were more basic.
As the networks changed more functionality was added such as
DDI - before we entered a whole new world when a phone call became
digitised through IP. This was the gateway to non geographic numbers
and many other services. Today phone calls are no longer just limited
to desk phones but any device – mobiles, tablets, laptops etc. It’s not a
phone call anymore but an app.
Resellers are typically selling hosted now but on premise is still
holding its ground as it often has a stronger feature set and can be
more economical. The modern worker can utilise different platforms
to share documents and presentations as well as speak. The other
big change has been increased bandwidth which
means video calls are much more accessible,
reliable and convenient. Technology enables
people to move away from a fixed office into
a true mobile workforce. Huddle rooms have
snowballed too.”
ANTHONY SENTER, MANAGING DIRECTOR,
SDWAN SOLUTIONS
“The UK government’s published IT
programme sets out their steps for the next
couple of years and their top priority is to exit
large, single supplier multi-year contracts.
We are seeing this mindset replicated in our
SD-WAN customers. As we become more digital,
customers are presented with more choices that
allow them to easily self-select and install solutions.
However, having more choices means that the reliance on someone
to guide and advise customers is at an all time high. As customers
move away from buying networks from a single large provider, that
responsibility lies firmly with the Channel. Customers look to the Channel
to advise them and trust that the channel has their best interest at heart.
Digital also means simpler processes and less interaction – but an SDWAN
sales process is completely the opposite. It’s a highly consultative
process with over 30 steps to complete and requires a big investment in
education and product training. Add in the need to offer multiple SD-WAN
products and the investment needed triples. Channel partners that offer
a highly consultative SD-WAN sales process, backed by demonstrated
knowledge and experience, but in a simplified yet structured format, will
see the most success.”
TERRY O’BRIEN, CEO OF DIGITAL WHOLESALE SOLUTIONS
“For me, it is about making sure we have the underpinning
infrastructure in place for everyone in the UK so they can take
advantage of some really clever technology. What I mean by that is
proper connectivity which is secure. I am really pleased to see some
disruptive things going on in the market with fibre going into the
ground and exchanges being unbundled etc. While it’s a challenge
for Openreach… I think it is fantastic! Once we have that in place then
I think businesses can really start to make the most of the overlay
services which are out there. That’s the bit which really excites me, that
could be cloud infrastructure, applications, software or anything else
which you need reliable connectivity for. We are starting to see some
real challenger spirit in that space which I think has been long overdue.
That’s obviously not our forte, we don’t dig up roads, our job is to make
it easy to consume those disruptive new services by taking all the
headache away for partners.”
We’re all about people. Dedicated, highly skilled
teams, supporting your business growth. No scripts.
Just brilliant ideas and reliable, eective solutions.
zen.co.uk/partnerwithus
© MAGNIFIER-stock.adobe.com
10 | Digital Britain 2019 www.commsbusiness.co.uk
/partnerwithus
/MAGNIFIER-stock.adobe.com
/www.commsbusiness.co.uk