CHANNEL PROFILES 2021 - SPONSORED BY PRODUCED BY - MYPHONES
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CHANNEL
PROFILES
2021
Sponsored by
Produced by
Powered by TelcoSwitch
CLOUD SERVICES / SOFTWARE - TELCOSWITCH
COMPANY PROFILE
TelcoSwitch is a leading provider of unified communications and compliance solutions, delivered
through its award-winning CallSwitch hosted telephony platform.
CallSwitch allows teams to connect and collaborate through voice, video, instant messaging,
www.telcoswitch.com call recording, online meetings, screen sharing, and more.
T: 0330 122 7000 For partners looking to provide a proven solution for unified communications, the CallSwitch
E: comms@telcoswitch.com platform enables channel partners to offer an advanced and white-labelled service, while
@telcoswitch maximising ongoing revenue through competitive licensing.
TelcoSwitch also delivers comprehensive support through its TelcoSwitch Academy
programme, providing sales and technical certifications to its channel partners.
Headquartered in London, and with offices throughout the UK, US, and South Africa, the
company has enjoyed rapid growth, ranking 25th in the Sunday Times Sage Tech Track 100
league table of the fastest growing UK technology companies.
Why Work with Us?
As a channel-led business, partnerships are
at the core of our DNA. We don’t believe in
throttling partners with excessive minimum
commitments or forecasting to work with
us. And crucially, it costs nothing to become
a TelcoSwitch channel partner and start
reselling our solutions.
Our licensing models are simple and
transparent, and almost every feature within
CallSwitch is included, enabling you to build
out margin-rich solutions on your terms.
To help partners achieve the success they
want from us, we deliver sales and technical
training through our TelcoSwitch Academy
programme, providing your teams with the
knowledge they need to sell and support
TelcoSwitch solutions. Once on-boarded,
channel partners are granted access to our increase customer engagement. administration consoles to your company (or
partner portal, including a host of white-label We also know how important it is to have your end customer, as required).
marketing materials, brochures, battlecards, your brand front-and-centre when engaging
high resolution imagery, and more, delivering with customers. With our white-label The CallSwitch Platform
a suite of regularly updated resources to programme, we can even brand handsets and CallSwitch is our unified communications
platform for the channel market, delivering
powerful features and competitive licensing
models that enable you to earn lucrative
ongoing revenues.
We continually invest in both the platform
and integration with other core services.
In version 6 we introduced a host of new
features, including HD video, centralised
phonebook, enhanced meetings, and chat
within our Communicator app - features
that, alongside group conferencing, screen
and document sharing, and presence, have
supercharged CallSwitch for our channel
partners.
Our latest integration with Microsoft Teams
now gives channel partners a competitive
edge for Teams-based customers, and
our SIMSwitch mobile network takes
CallSwitch fully ‘native mobile’ for FMC
deployments and compliance, with no
requirement to install apps. Additionally, our
approach to omnichannel communications
4 | Channel Profiles 2021 www.commsbusiness.co.uk
ensures contact centres can deliver more
personalised customer experiences,
increase customer engagement, and reduce
dependencies on existing mechanisms of
communication.
To complement the offering, customers
can also opt for traditional IP desk and DECT
phones, with a wide range of supported
endpoints. All hardware is shipped pre-
configured, offered at competitive trade
prices, and our Yealink handsets attract a
TelcoSwitch lifetime warranty – it couldn’t be
easier.
We place a huge amount of focus on
simplifying deployment and administration
for channel partners and their customers.
The CallSwitch administration console is
under constant development with our internal
DevOps team, who work on our technology
roadmap alongside partner feedback to
deliver new features and benefits, including
our recent ‘zero-touch’ provisioning for
handsets.
Supporting Microsoft Teams
With the prevalence of Microsoft Teams,
TelcoSwitch channel partners don’t need to is an increasingly common requirement for structure is fragmented.
view Teams as a threat: they can profit from it. companies deploying unified communications. To address this we have launched our
In a market cluttered with Direct Routing CallSwitch can be enabled for native cloud- SIMSwitch mobile network, enabling channel
offerings, with little to differentiate between based call recording, and our channel partner partners to extend their customers’ UC
one provider and the next, we developed offering includes a 90-day rolling archive of platform to any mobile device natively,
CallSwitch for Teams to deliver a commercially all calls, complete with secure data centre without needing applications, by integrating
competitive offering with generous inclusive storage at no charge. Where your customers their mobile numbers with their CallSwitch
minute bundles, along with our intelligent wish to retain copies of call recordings beyond hosted PBX. This allows employees to enjoy a
call routing, market-leading features such this, CallSwitch enables them to archive uniform inclusive call bundle, whether they’re
as inclusive call recording, and extensive recordings to Amazon S3, Google Drive, or making calls from their desk phone, soft client
network resilience. Dropbox storage solutions. (Communicator and Microsoft Teams), or
This enables channel partners to deliver a For customers operating in regulated mobile phone dialler, and with traffic routed
powerful and fully supported UC offering for industries with strict compliance through the CallSwitch platform, the customer
Teams, and all under our single, simple license requirements, such as MiFID II or PCI, we benefits from features such as our inclusive
cost. also offer a fully compliant, cloud-based call call recording.
recording and analytics platform – Atmos. To ensure we keep up with the demands
Powerful CRM Integration The Atmos platform comes complete with of a ‘mobile-first’ workforce, the SIMSwitch
Key to any unified communications solution advanced search and retrieval, AI analytics, network is built on the leading UK enterprise
is integration with other critical services to 256-bit encryption, long-term storage, and mobile carriers (complete with automatic
improve productivity and accuracy. payment platform integration, delivering the network failover), is available with a host
CallSwitch offers plug-and-play integration ultimate telephony compliance suite. of inclusive data bundles, and promises a
with Salesforce, Microsoft Dynamics, Sugar powerful roadmap that includes eSIM in 2021.
CRM, Hubspot, Zendesk, Bullhorn, Pipedrive, True Fixed-Mobile Convergence
Suite CRM, Zoho and Vtiger, with new Independent research shows that only 6%
PRODUCTS & SERVICES
integrations coming on-stream regularly. Less of millennial employees use a company-
common, web-based CRMs are also catered deployed UC app to make outbound calls, u Call & Contact Centres
for, offering both ‘click-to-dial’ and ‘screen preferring chat, video, and presence features u Call Management
pop’ functionality. on apps, and native smartphone diallers u Call Recording
for voice. This reduces company ownership u Hosted Telephony
Call Recording & Compliance and visibility, creates disparate pools of call u Networks
With the advent of more rigorous compliance records, and fails to leverage company- u PBX
across financial services and contact centre deployed call recording or analytics solutions. u Unified Comms
environments, and the increase in remote and And by separating mobile and fixed line u Video Conferencing
hybrid working arrangements, call recording telephony, the billing, contracts and support
www.commsbusiness.co.uk Channel Profiles 2021 | 5
FROM THE EDITOR
Editor Charlotte Hathway
T 01322 221144
M 07876407173
charlotte.hathway@markallengroup.com
Reporter Melissa Bradshaw
melissa.bradshaw@markallengroup.com
Publisher Mat Swift
T 01322 466019
M 07919 177099
mat.swift@markallengroup.com
Sales Director Moh Lalani
T 01322 466016
M 07766 081822
moh.lalani@markallengroup.com
Production Manager Jo Claydon-Smith
T 01732 748064
jo.claydon-smith@markallengroup.com
No ordinary
Managing Director, MAB Jon Benson
Designer Hannah Walsh
Circulation
disruption
T 01322 221144
circulation@markallengroup.com
Subscriptions
T
Annual Subscription £75.00/Notification of
change of address should be accompanied by he Channel has been changed by the pandemic, with resellers,
a wrapper bearing the address MSPs and vendors all encountering new challenges and
building success in unlikely circumstances.
Printer This outward interference has hit the industry at a time
Pensord Press Limited when internal disruption was already underway. Things are
changing. Tried and test technologies are reaching the end of
COMMSBUSINESS is published by
their lifecycles, innovative technologies are coming into focus. But
MA BUSINESS, Hawley Mill, Hawley Road,
Dartford, Kent, DA2 7TJ partners remain their customers’ trusted advisors and are best placed
to help UK businesses navigate their way through this uncertainty
While every effort is made to ensure accuracy, no
responsibility can be accepted for inaccuracies,
into a bright future.
howsoever caused. No liability can be accepted for To stay on top of the shifts taking place across the industry, you
illustrations, photographs, artwork or advertising materials must pay attention to the trends that are transforming business
while in transmission or with the publisher or their agents. priorities and the technological advancements that promise to solve
The views expressed in Comms Business magazine are
not necessarily the views of MA Business, its editor or
old and emerging problems in new ways.
contributors. Please read our privacy policy, by visiting This supplement aims to guide you through that. Read on to find
www.privacypolicy.markallengroup.com. This will explain out about the companies and products that could offer something
how we process, use & safeguard your data new for your customers.
Your secret weapon could be waiting for you on the next page.
Charlotte Hathway
Editor
MISSION STATEMENT
www.markallengroup.com Comms Business is the Channel resource for the B2B ICT market. From the vendor technologies through to distributor activities and service
provider offerings, we are the leading plaform for Channel Partners to educate themselves on every aspect of the market.
We provide resellers with the knowledge to confidently procure the products and services they need to supply to their business customers.
We do this via accurate and timely reporting on key Channel companies, trends, regulatory changes and more through a series of interviews,
in-depth features and market reports.
Technology is evolving at a rapid rate today, staying abreast of the changes and advances in the ICT space can prove invaluable to readers
Average Net Circulation for period to help them stay ahead of the competition. Comms Business strives to hunt for the most relevant cutting edge technologies across the ICT
January to December 2019 19,024 space which includes IT, cloud, comms, mobile, security, data and more.
www.commsbusiness.co.uk Channel Profiles 2021 | 7
A-Z
Dealers, resellers and VARs
Below is a listing of
Cloud Services/Software
the categories featured
Call & Contact Centres
Equipment (Hardware)
Ethernet/MPLS/EFM
within this guide
Call Management
Fraud Solutions
Call Recording
Collaboration
Data Centres
Call Services
Data Backup
Aggregators
Distributors
Co-location
Advertisers are listed
End points
Fibre/SIP
with the page number
Billing
BYOD
for their profile
2 Circles 38
Abzorb 40
AudPro 11
Blabbermouth 70
BNS Distribution 47
Comms365 52
DWS 19
Epsilon 56
Gamma 58
Glide 60
High Speed Office Ltd 55
Maintel 18
MyPhones 16
Netsapiens Inc 12
Nextgenaccess 62
NFON UK 24
NTA 27
Nuvola Distribution 46
Sangoma 32
Shire Leasing 72
Siphon Networks 43
TelcoSwitch 3
Trenches Law 71
Trust Distribution 44
Vaioni Wholesale 64
Vertiv 66
Wavenet Wholesale 34
8 | Channel Profiles 2021 www.commsbusiness.co.uk
Geo Location
Handsets
Headsets
Hosted Telephony
IP Phones
www.commsbusiness.co.uk
ISPs
IT
Leased Lines
S4B/Office 365
M2M/ IoT
MDM
Mobile
Mobility
MVNO's
Network Services
Networks
Numbering
Operators (fixed and mobile)
PBX
Peripherals
Professional Services
SaaS
Unified Comms
SD -WAN
Video Conferencing
Virtualisation
VoIP
Wireless
A-Z
Channel Profiles 2021 | 9
CALL SERVICES / NUMBERING
Powerful call services
The call services and numbering market has continued to innovate, with on-hold services, analytics, billing and
analytics providing partners with new tools to showcase to their customers
R
esellers are finding call services can seemingly endless. Call recording has taken Call analytics can also help businesses
help them uncover revenue hiding on new significance with the onset of mass understand if they’re missing calls, if
in their existing pipelines, with the homeworking for call centre agents, whilst they’re keeping customers waiting for long
pandemic demonstrating how essential call analytics and on-hold services are periods of time, or if a particular customer
these solutions are. There are numerous enabling businesses to keep a closer eye on is suddenly calling or messaging frequently.
considerations partners should weigh up to customer satisfaction. This understanding can help managers
ensure they are getting the most out of call Call recording has moved to the cloud resolve problems, or even potential
services. on a large scale, with resellers gravitating problems, before they become deep rooted.
A good billing engine lies at the heart of towards vendors that can make this simple, There is also the potential for on-hold
call services success. After all, losing revenue effective, and compliant. That last element services to truly move the needle on how
or dissatisfying customers due to inaccurate is of course the most important in the age call services are used by end-customers.
or indecipherable billing can be a big issue of GDPR. Businesses are now very aware of These can help route enquiries to the right
for channel partners. Billing is fundamental their responsibilities to both customers and team, resolve queries without the need to
to results, and is often the most important employees. speak to an agent, or simply give a better
piece of software in the business. With the Automation, machine learning, waiting experience to customers.
potential for slow or inaccurate billing, the and artificial intelligence are just some It should be noted that waiting times
knock-on effect on cash flow cannot be technologies vendors are leveraging to have increased for many businesses due to
underestimated so every reseller should pay streamline various tasks attached to call many face-to-face customer interactions not
attention to their billing solution. recording. Quality management, process being possible in the last year. Tailored on
Cloud-based solutions can be vital, with management and agent training and hold messages with voice actors, or music on
features like data records, network traffic mentoring are being improved and/or hold that suits the audience can improve the
management, and usage records enabling made more accessible for resellers and their customer experience. Resellers are ideally
resellers to apply tariffs, discounts, and customers. placed to spot if their customers could
compile charges for each customer account. With customer experience a priority for benefit from adding services like this on top
businesses across the UK, call analytics is of their existing solutions.
Add-on services also a big opportunity for the Channel. Of course, there is potential for resellers
Once billing is running smoothly, resellers Analytics can help sales and customer to bundle these services to make their
should evaluate add-on services that they service managers understand how VoIP and hosted telephony customers even
can offer their hosted telephony and/ their team is performing, and whether stickier. With so much in one place, why
or VoIP customers. The possibilities are customers are satisfied after an interaction. look anywhere else?
© A Stockphoto-stock.adobe.com
10 | Channel Profiles 2021 www.commsbusiness.co.uk
www.commsbusiness.co.ukCALL SERVICES / NUMBERING - AUDPRO (AUDIO PRODUCTIONS UK)
COMPANY PROFILE
AudPro is one of the UK’s leading Music on Hold (MoH) providers; creating bespoke, professional on-
hold messaging that keeps callers engaged. No matter what the size or scope of the business, it’s
the perfect value-add solution (considering today’s challenges) for both you and your customers.
MoH enables your customers to maximise the potential of every call they receive, ensuring each
is answered warmly and on brand. Your customers’ captured audience of callers is therefore more
engaged, with bespoke information about the end-user business, and callers can even be upsold to
www.audpro.com while waiting to be connected.
T: 0161 483 4668 Plus, it gives resellers a reason to stay in consistent communication with their customers. Not
E: info@audpro.com only to touch-base, but to suggest date-specific on-hold messaging, or even recommend other
@AudProUK value-add services from your portfolio.
Our calculator works out the
hidden profit that’s already in
your base and pipeline.
Scan the QR link or visit our website to see
how much revenue you’re missing out on!
info@audpro.com | www.audpro.com | 0161 483 4668
Overview of products and services message or bundle it with your services – it’s Partner Toolkit, full of marketing assets and
Resellers can quickly uncover hidden revenue completely up to you! sales training, so you can win more sales and
in pipelines and increase average sales values run your own MoH marketing campaigns.
by offering a more comprehensive solution The benefits to the Partner
without sacrificing additional resources. If resellers are to keep existing customers Additional Information
Plus, you choose the price (typical mark-up engaged, they need to offer services that AudPro has been at the forefront of Music-
is 200%) and how it’s charged, making MoH keep them from looking elsewhere. Music on on-Hold messaging for over 15 years. That
one of the most flexible methods to increase Hold is exactly that. When your customers experience, as well as its library of Sales and
margins and reach targets! first experience the difference, they’ll see the Marketing support, ensure partners maximise
Customers choose between industry- value of working with you even more! their margins from both existing customers,
specific scripts which are then recorded by Also, AudPro will design a fully white- as well as new prospects.
professional voiceover artists. With hundreds labelled order page, where your customers But don’t listen to us...
of combinations to choose from, end-users will can try different combinations of voice and “Both customer satisfaction and revenue
definitely find an option that fits, including some music and submit their scripts, all to help build have increased since we started using
of the most recognisable voices in the UK, like your brand’s credibility. AudPro’s MoH.”
the voice of I’m A Celebrity and X-Factor! Gary Strickland-Smith, Aerial Direct
How a Partner can add the product/service to “It’s really easy to offer MoH to our
The unique selling points their portfolio customers because it enhances the wrap-
If someone is calling one of your customers, Whatever your portfolio contains, partnering around service of our telephone systems,
it’s likely for one of two reasons: a complaint with AudPro is a no-brainer! making them less likely to move away from
or a sale. MoH ensures callers are engaged Music on Hold is completely tech- and the business.”
while waiting for an answer, which is vertical-agnostic. So, whatever your Sales Director, Start Communications
especially important if callers are frustrated, customers’ specialities, they will have a need
or while businesses are using call diverts to and it will be compatible with your services
stay reachable. too. PRODUCTS & SERVICES
Plus, you get to choose what to charge and Onboarding is fast - typically less than a u Call Services
how you bill your customers – recurring, per week. AudPro also provides a comprehensive
www.commsbusiness.co.uk Channel Profiles 2021 | 11CALL SERVICES / NUMBERING - NETSAPIENS
COMPANY PROFILE
At netsapiens, we are your Smart Network Application People specializing in B2B
unifiedcommunications (UC&C) solutions. We support service providers of all sizes as well as large
enterprises with existing network infrastructure who want to improve their operational efficiency
www.netsapiens.com and grow their customer base. Our award-winning signature UC offering – SNAPsolution – is custom-
T: 858-764-5200 built, offering our partners a customizable, easy-to-use platform that can be quickly deployed for
E: info@netsapiens.com maximum ROI. Take advantage of our expertise in VoIP, Hosted PBX, UCaaS, SIP trunking, contact
@netsapiens centers, device provisioning, multi-tenant user portals and software-as-a-service (SaaS).
Overview of products and services • Consume the way you want - subscription or • All the feature sets of the big guys.
netsapiens empowers service providers with purchase, in your cloud or ours.
the tools they need to deliver a complete • 240+ API’s Enabling Full Control and How a Partner can add the product/service
Unified Communications and Collaboration Extensibility to their portfolio
experience to their end users. • Over 250 Integrations, including Microsoft netsapiens offers two deployment options
• Video Conferencing Teams Integration that can be customized for service provider.
• Collaboration • Multiple Layers of White Label support. The traditional deployment model gives
• Cloud Calling our customers complete control over their
• Mobility The benefits to the Partner network architecture by allowing them to
• Contact Center • Break away from reselling in a cost-plus host our software in their own databases.
• Flexible API model, disconnect your vendor costs from We also offer SNAPaccel,a Managed
your pricing with active call solutions. Infrasturcture-as-a-Service deployment
The unique selling points • With Active Calls (sessions) Oversubscription model, for customers who would like to offload
• Disruptive Business Model - you don’t pay you can add up to 20% more users per year some of the work to our in-house experts and
per seat, just active calls. Placing the margin without any additional vendor purchases. eliminate the traditional startup costs.
back in the Service Providers hands, not the • Flexibility to consume that best way that fits
vendors. your needs. Additional Information
• Universal Licensing - All Unified • Differentiate from your competition by Looking for more information about
Communications, Contact center & Mobile wrapping value around the extensive API’s & netsapiens or Unified Communications?
Apps under one license fee. integrations. Browse our resource library for interviews
with industry experts, customer testimonials,
and white papers to help you jump-start your
business. netsapiens.com/resources
PRODUCTS & SERVICES
u Billing
u Call & Contact Centres
u Call Management
u Call Recording
u Call Services
u Cloud Services/Software
u Collaboration
u Mobile Mobility
12 | Channel Profiles 2021 www.commsbusiness.co.ukCLOUD SERVICES AND SOFTWARE
The cloud opportunity
Cloud computing has entered the mainstream, and there are plenty of opportunities for resellers to develop
offerings that allow them to compete with both direct sales and larger service providers
B
usinesses across the UK have woken up Canalys said that all the major cloud can manage technical issues directly on the
to the reality that the cloud and cloud- providers are increasing their investments in web platform – so resellers can maintain and
hosted software could deliver plenty of the Channel, both to leverage the consulting support their customers in a much more
improvements for customers, employees and managed services capabilities of partners, streamlined way.
and the bottom line. Key advantages include and to expand sales capacity to drive cloud For these reasons, SaaS is likely the best
greater flexibility, business continuity, cost consumption. It added that Microsoft holds starting point for resellers that are weighing
efficiency, improved collaboration, and the largest share of the indirect channel with up the cloud opportunity – but PaaS and IaaS
scalability. Recent research by UKCloud Azure, with AWS and Google Cloud gaining are also worth exploring.
revealed there is an almost universal desire to ground.
move IT environments into the cloud, with PaaS and IaaS
9 in 10 decision makers saying they would Opportunities Gartner recently forecast SaaS will grow
move all their IT into the cloud if a ‘perfect The reseller community has a huge to $117.7 billion in 2021, yet application
solution’ existed. opportunity to help their customers infrastructure services like PaaS are
Similarly, research from the Cloud navigate the move to the cloud. To convert anticipated to grow by a higher margin at
Industry Forum found that the pandemic that potential into results, resellers that 26.6 per cent. The analyst firm said that the
put the cloud to the test, with 91 per cent of are developing their own offerings need to increased consumption of PaaS is driven by
decision-makers claiming the cloud played an ensure they have a clear understanding of the the need for remote workers to have access to
important part in their response. Of those, nuances of different cloud models. high performing, content-rich and scalable
40 per cent described the role of the cloud Cloud services are delivered via three infrastructure to perform their duties, which
as critical, and 69 per cent of organisations main categories: software as a service (SaaS), largely comes in the form of modernised and
said they have sped up their plans in some platform as a service (PaaS), and infrastructure cloud-native applications.
way as a result of the pandemic. This cloud as a service (IaaS). SaaS is a compelling model PaaS, or platform as a service, is used
acceleration looks set to continue, the Cloud for a large portion of the reseller community by developer teams to create and run
Industry Forum also found 88 per cent of simply because their customer bases to be cloud applications. The cloud provider’s
organisations expect their adoption of cloud made up of SMBs, where SaaS platforms are infrastructure provides the operating system,
services to increase in the next 12 months. an accessible way to move to the cloud. the runtime system, database and web server
Analyst company Canalys has found that SaaS applications commonly run that the developer team builds on. This
the channel, from global systems integrators through web browsers, which means the means organisations can develop, deploy
and MSPs to resellers and distributors, is end customer’s IT team do not need to and maintain their own cloud applications
playing an increasingly important role in download and install the application onto without significant hardware or development
driving cloud growth around the world. every computer. What’s more, SaaS vendors investments.
Organisations can also use PaaS to
migrate existing applications into the cloud,
making their products more accessible to
an increasingly cloud-first world. Resellers
around the UK are using PaaS offerings –
including AWS Lambda, Google App Engine
and Oracle Cloud PaaS – to build their own
offerings for their customers.
Prior to the pandemic, Forrester estimates
that about 20 per cent of developers regularly
used container and serverless functions to
build new apps and modernise old ones. The
analyst firm predicts that, by the end of 2021,
© ST.art-stock.adobe.com
this will rise to between 25 and 30 per cent.
IaaS, or infrastructure as a service, is the
management of cloud infrastructure. Cloud
computing service providers provide the
foundations on which organisations can
manage their own software. IaaS can be
used to build offerings including test and
14 | Channel Profiles 2021
2019 www.commsbusiness.co.ukCLOUD SERVICES AND SOFTWARE
development, website hosting, storage and
back up, web apps, and data analytics. This
market is ramping up: throughout the course
of 2021, Forrester predicts that the global
public cloud infrastructure market will grow
35 per cent to $120 billion.
Canalys estimates that, as of February
2021, AWS now commands 32 per cent of
total cloud infrastructure spend, compared to
20 per cent for Microsoft Azure, 7 per cent
© WrightStudio-stock.adobe.com
for Google Cloud, and 6 per cent for Alibaba.
Working with resellers
This year, the majority of resellers offering
cloud services will opt for SaaS solutions. Yet
it’s not all plain sailing, SaaS is a crowded
market that calls for vendors and their
resellers to build customer ‘stickiness’ into
the product. The web-based delivery of SaaS
products can strain customer retention, but
resellers are experienced in developing add- business see moving to the cloud as a question move to the cloud.
ons that decrease customer churn and secure or ‘when’, not ‘if’. Kees Birkhoff, group offer leader
long-term revenue. Sid Nag, research vice president at for cloud at Capgemini, explained,
Bundled solutions, integrations, and Gartner, who led the analyst’s cloud forecast “Organisations will take an increasingly
managed services are three approaches for 2021 gave a succinct explanation of considered and analytical approach towards
resellers are using to differentiate themselves why cloud offers such promise. He said, “As cloud adoption in 2021 as they decide
and provide customer experiences that help CIOs think more strategically about how to what technologies should and should not
build customer loyalty. lay the foundations to support a return to live in the cloud. This strategic approach is
growth, it is clear that the move to digital commonly known as cloud economics. It
Moving ahead and associated services will play a big role for uses a fiscal model to record and monitor
Understanding these market movements organisations in the future. Cloud adoption cloud usage and expenditure, and comprises
should help resellers get a clear view of the therefore becomes a significant means to of a sophisticated analysis of the cloud
cloud opportunity. With many investments stay ahead in a post-Covid world focused on applications used. This is joined up with the
put on hold by businesses due to the agility and digital touchpoints.” transformation of infrastructure to optimise
pandemic, cloud is one area that is bucking To compete in 2021 and beyond, cost and efficiency.”
the trend. businesses simply cannot afford to go without This means organisations will increasingly
Businesses have been shown why cloud is the cloud. They must explore how to integrate track cloud usage through the fiscal year, so
such a powerful tool in helping employees get or evolve their usage of cloud applications. that adjustments can be made to ensure long-
on with their jobs – no matter where they are. Resellers can explore this with their customers term productivity and efficiency. Resellers
What’s more, benefits like business continuity to deliver the on-the-ground guidance that have the opportunity to help their customers
and cost efficiencies are increasingly making many UK businesses will need to navigate the make this process successful.
Applications and services that businesses are migrating to the cloud. Source: 2020 IDG Cloud Computing Survey
www.commsbusiness.co.uk
www.commsbusiness.co.uk 2019 | 15
Channel Profiles 2021CLOUD SERVICES / SOFTWARE - MYPHONES
COMPANY PROFILE
MyPhones provide cutting-edge, white-labelled, hosted telephony with an exceptional
reputation for service and reliability.
Altos, the MyPhones flagship hosted telephony platform, is a cost effective and easy to on-
board channel only product. It is designed, developed and supported by our own staff in the UK
with partners benefitting from disruptive commercials allowing them to maximize margin at every
www.myphones.com opportunity, from day one.
T: 01494 410000 As a channel only provider we understand ‘our partners success is our success’ and
E: partners@myphones.com continually listen to the market to deliver what they need. We value feedback and pride
@myphones17 ourselves in delivering outstanding service from your initial enquiry through to the supply, and
support of your unique solution.
Overview of Products and Services financing on lifetime licences
The Altos platform is rapidly gaining and offering new resellers the
market share with a 20% year on year choice to delay their payments
increase, over which time it has seen a for three months, to give them
plethora of changes and significant back an opportunity to sell several
end investment to sustain reliability during licences and bank the revenue
predicted growth and future development. before the first payments are
Altos offers partners the opportunity due. This effectively means that
to break away from traditional ‘me too’ repayments can be made from
products and create their very own unique the sales profit and the partner
solution, with a simple pricing structure, goes cash positive as quickly as
many advanced features and enhanced possible.
reporting, straight out of the box. The
slick portal design, with straightforward How a Partner can add the
navigation and filterable reports, makes it product/service to their
easy for your customers to use, manage portfolio
and administer their estates. Onboarding MyPhones is simple
1. Choose your preferred
The unique selling points purchase model.
Fully white-labelled with disruptive Select from lifetime and
commercials, the Altos platform includes subscription licences, with
extensive reporting capabilities through hardware and connectivity
Insights, with DDI level analysis, as options, to suit your business
standard. The pricing structure is simple. model.
Lifetime and 30-day rolling subscription 2. Send us your logos
options give flexibility to create the Allow us to personalise our white
packages you want to deliver to your label collateral and portal with
customers and the reliability they deserve. your brand.
Partners can choose to operate under 3. Schedule your free training
a SaaS model and use their own preferred The MyPhones Academy
handset and SIP trunking provider or they certified training courses provide
can access our inclusive call bundle, all the information your sales, provisioning incentive sign up as a reseller by the
HaaS and choose one of our connectivity and technical staff need to sell and end of June 2021 and receive 100 Silver
options or bring their own. support your product. Lifetime License seats worth £6000.
Whichever model they opt for, MyPhones Invoicing is simple and straight forward
partners can build their own product, with all the major features included in
hosted on a company neutral URL, with the licence price as standard, so you
PRODUCTS & SERVICES
their own product name and branding. can deliver feature-rich, super reliable
products, straight out of the box on terms u Call Management
The benefits to the Partner that suit you and your customer. u Call Recording
With zero upfront or setup costs, u Handsets
MyPhones partners have the flexibility Additional Information u Hosted Telephony
they need to deliver their own products, With the introduction of our new bundled u Skype/365
with marketing resources that can be model, there has never been a better time u Mobility
branded to that product. to re-evaluate your supplier choice and u SaaS
To make on-boarding even easier, make the change to MyPhones. u Unified Comms
we are offering 36-month interest free Still not sure? Really? As an added
16 | Channel Profiles 2021 www.commsbusiness.co.uk36 MONTH INTEREST FREE
FINANCING ON LIFETIME LICENCES
HARDWARE AS A SERVICE
& SOFTWARE AS A SERVICE
BESPOKE PACKAGES
WHITE LABELLED
CHANNEL ONLY
COMMITTED TO YOUR SUCCESS
FOR MORE INFORMATION, PLEASE CONTACT US TODAY.
Receive
100 FREE
lifetime licences
FLEXIBLE | RELIABLE | SCALABLE When you sign up as a new
MyPhones reseller before
the end of June 2021*
T E L : 014 9 4 41 0 0 0 0
E M A I L : PA R T N E R S @ M Y P H O N E S . C O M Worth £6000
VIEW:MYPHONES.COM
ift
*Subject to terms and conditionsCLOUD SERVICES / SOFTWARE - MAINTEL
COMPANY PROFILE
Maintel provides cloud and managed communications services. We help our customers to
transform their workplace, to deliver exceptional customer experiences, and to securely access
their applications and their data. Maintel Partner Services enables partners, channels and
www.maintel.co.uk/partner-services resellers to build UCaaS, CCaaS and UPaaS cloud, and managed service propositions around
T: 0344 871 1122 Maintel’s infrastructure, services and expertise. We make sure you can deliver – Maintel Partner
E: partnerservices@maintel.co.uk Services gives you the capabilities, communications expertise and coverage to ensure you can
@maintel always meet customer demand. Our leading cloud and managed services, and high volumes of
skilled resources span the complete ICT spectrum, enabling you to plug skills gaps and become a
truly one-stop-shop helping extending your portfolio reach.
Overview of products and services strategy for development and growth, expertise across Gartner’s magic quadrant
Maintel provides managed cloud enjoy lower costs by managing a single means we can add value to all aspects of your
communications services for both the supplier, increase customer retention and deployments, leaving you able to say “yes”
public and private sectors, helping deliver satisfaction to lock out competition, and more often. By transforming through cloud,
voice, unified communications, and contact generate new revenue through managed migrating and maintaining multi-vendor legacy
centre services communication systems. services and transformation. With over 350 technology, delivering managed services on
Our people becoming trusted advisors for highly skilled engineers nationwide and a your behalf and offering flexible deployment
our customers, creating value by helping global partner network of thousands, we’re and finance models, we enable you to stay in
them improve their business through digital able to respond to requirements quickly and control.
transformation. Through our three pillars of seamlessly. We’ve proven experience in
digital transformation we help them to make multiple technologies offering ‘upper quartile’
their people more effective and productive expertise and capability, as well as some of
with Digital Workplace technology. We help the best vendor relationships and highest
PRODUCTS & SERVICES
them to acquire, develop and retain their accreditations in the industry.
own customers with Customer Experience u Call & Contact Centres
technology. And we ensure they can always The benefits to the Partner u Cloud Services/Software
connect to their applications and their data Maintel helps your customers achieve real u Collaboration
through Secure Connectivity. business transformation. Because we’re u Hosted Telephony
vendor agnostic and deliver independent u Mobility
The unique selling points services and solutions, we can help you u Professional Services
As a Maintel Partner you will own more of design bespoke offerings that aren’t confined u Unified Comms
your customer’s estates, win and retain by technology partners. We’re not limited u VoIP
ICT business in line with your business by technology, so you’re not either. Our
18 | Channel Profiles 2021 www.commsbusiness.co.ukONE PLATFORM FOR ALL
YOUR CHANNEL NEEDS
Opportunities
in convergence
Open new
opportunities for
revenue and growth
within the ever-
converging ICT
partner Channel
Get ready
for the Great
Switch Off
Expand your
product portfolio
and future-proof
your customers’
businesses ahead
of the 2025 PSTN
Switch Off
Award-winning
Hosted Voice
solution
Migrate WLR and
ISDN customers to an
award-winning and
feature-rich hosted
voice platform
Digital Wholesale Solutions | March 2021CLOUD SERVICES / SOFTWARE - DIGITAL WHOLESALE SOLUTIONS
COMPANY PROFILE
Digital Wholesale Solutions is the one place for all the Channel’s digital infrastructure needs.
Our platform makes it really simple for resellers to access and profitably sell a broad range of
Telecoms, Cloud and IT products. We also offer our platform on a white label basis, enabling
partners to transform their sales, operations and billing processes through automation.
www.digitalwholesalesolutions.com
T: 0330 100 1233
E: sales@digitalwholesalesolutions.com
@dws2019
Who we are An Enabler their product portfolio. This year, we have
A True Partner Supporting our partners is our number already launched our Great Switch Off hub, the
Digital Wholesale Solutions is a 100% one priority, which is why we build product number one place for partners to visit for the
Channel-only business, meaning we never propositions that are focused on making our latest updates, future-proof products and sales
compete with our partners for end-user industry easier to navigate, helping end-users and marketing materials related to the PSTN
business. Our sole focus is on helping our become more efficient and, ultimately, enabling and ISDN withdrawal. We are regularly sharing
partners to win and grow in a competitive, our partners to thrive. We are a forward- valuable new content on the hub to equip our
fast-moving market because we believe thinking business, guiding the Channel through partners with the tools they need to make
there is Power in Partnership. the changing landscape of Telecoms, Cloud and digital transformation work for them.
IT with our portfolio of converging solutions.
A Super Aggregator Our technology specialists are always A Challenger
We are a super aggregator – the one place on hand to lend a hand, working to help our DWS is at the forefront of innovation, leveraging
partners can come to within the Channel for partners sell, close deals and grow, all the while our scale and disrupting the market to make
a breadth of digital infrastructure solutions. passing on our knowledge. And our operations the Channel an even better industry to operate
We maintain the highest-level relationships teams back up our partners’ services with within. As a buying consortium representing
and buying power with tier one telcos, deep expertise to ensure products are over 6,000 partners – many of whom are smaller
IT vendors, hardware distributors, and delivered and supported seamlessly. businesses who find it hard to make their voices
manufacturers. We break down barriers The DWS Enable platform gives partners heard – we have a responsibility to help shape
and make it simple to do business in a access to a valuable suite of resources to the industry, making sure that all businesses are
complicated industry. support them to upskill their teams and grow represented, no matter their size.
20 | Channel Profiles 2021 www.commsbusiness.co.ukWith close ties to the Channel’s largest
networks, vendors and suppliers, we are proud
to represent our partners at the highest levels
across our industry, challenging the status quo.
Our scale also makes us a resilient business,
making us the perfect long-term partner.
The Human Touch
Providing partners with the best products, at
the best prices, with the best support is only
possible if we strive to be the best people to
work with. We listen to our partners, holding
regular forums and acting on their feedback
to help shape our products and processes
to enable our partners to be even more
successful. And we are proud to have one of
the highest NPS scores in the industry.
Our Products and Services
Connectivity
Our partners benefit from a host of products
and suppliers in our connectivity portfolio,
from traditional broadband to the latest Single
Order solutions and the future of connectivity
– FTTP and SD-WAN, not to mention a variety of
Ethernet options for always-on connectivity.
We hold relationships with the nation’s leading their customers more efficiently. Our software
suppliers, including BT Wholesale, CityFibre, products and solutions are designed to
TalkTalk Business and Virgin Media Business, empower partners to easily price Telecoms,
enabling our partners to choose the product Cloud and IT products and services, deliver
that is best for them and their customers. quotes, e-sign contracts, produce accurate
billing and more.
Voice and IP Communications
With the approaching 2025 deadline for Product Supply
the PSTN switch off, the voice landscape is At DWS, we sell enterprise-grade hardware
rapidly evolving, moving away from traditional and devices to complement our services and
lines and calls to IP based hosted telephony. solutions, enabling partners to add value to
Our award-winning hosted voice platform, their business. Our e-commerce hardware
HV.Select, offers partners a simple, future-proof subscription website, TechStore, launches in
solution to help them migrate their customers 2021, stocking over 150,000 products from
to IP comms. A flexible and scalable solution market-leading vendors, all purchased in
that gives users bigger and better call bundles one place. With products from world-class
than any other supplier, HV.Select is a feature- achievements in the mobile arena. manufacturers including Apple, Avaya,
rich platform that also provides hybrid SIP Microsoft and Samsung, to name a few,
options and Teams Direct Routing add-ons Cloud Marketplace TechStore offers a complete procurement
making it the number one option for Channel Giacom’s Cloud Market platform, the UK’s solution, making it easier than ever for Resellers
partners and end-users. largest independent cloud portal, is all about to purchase hardware for their customers.
making life easier for Channel Resellers who
Mobile look after the IT needs of the UK’s SMEs.
PRODUCTS & SERVICES
Our mobile solutions keep customers Cloud Market delivers leading SaaS solutions,
connected, from anywhere, at any time. We including Microsoft 365 and Azure, security u Cloud Services/Software
work with O2 and Vodafone to bring partners and backup solutions to over 70,000 end-user u Ethernet/MPLS/EFM
both wholesale and network-billed solutions, SMEs through our channel partners. u Fibre/SIP
plus we offer connections onto EE with our u Hosted Telephony
dealer model, making it easier than ever to sell Software u IT
mobile solutions. As a platform business, we don’t just sell IT, u Mobile
In 2020, we were named Vodafone’s communications and cloud solutions. We also u Unified Comms
Business Reseller of the Year, and O2’s offer a portfolio of software to help partners u VoIP
Partner of Year, recognising our success and run and grow their business and support
www.commsbusiness.co.uk Channel Profiles 2021 | 21EMBRACE THE FULL
FIBRE FUTURE
The UK’s full fibre rollout and the 2025 PSTN switch
off are the driving forces behind the most significant
change to business connectivity in a generation.
Future-proof New FTTP Unlock new Full product, Join our
SOGEA, FTTP, products revenue streams sales, and exclusive Big
Ethernet and and pricing, and upgrade marketing Switch off and
Hosted Voice including 1Gb existing support FTTP monthly
products services customers available briefing
CONTACT US TODAY
t. 0330 100 1233 | e. sales@digitalwholesalesolutions.com
digitalwholesalesolutions.com
Connectivity | Mobile | Voice | IP Communications
Software Marketplace | Product SupplyWEBINARS
Our editorial team work closely with you to discuss the topic, content and agree
objectives. We create and deliver the webinar sharing your industry expertise with new
and existing clients and you benefit from the sales leads generated immediately.
MARCH WEBINARS
Monday 8th March - 2pm
Daisy Communications - TBC
Tuesday 16th March - 2pm
Masergy - UCaaS + SD-WAN =
$UCCESS for Solution Providers
Tuesday 23rd March - 2pm
NFON - Achieve commercial success in the public
sector with cloud communications and NFON
Tuesday 30th March - 2pm
Syndico Ditribution - TBC
Just
JUST
£4,495
£3,995
++ VAT
VAT
Find out more and Register at https://www.commsbusiness.co.uk/comms-business-webinars/
*All webinars are also available on demand after their live broadcast
Contact us to find out more about this service
Mat on 01322 466019 or email mat.swift@markallengroup.com
Moh on 01322 466016 or moh.lalani@markallengroup.comCLOUD SERVICES / SOFTWARE - NFON UK
COMPANY PROFILE
Headquartered in Munich, NFON AG is the only pan-European cloud PBX provider – counting
more than 41,000 companies across 16 European countries as customers. NFON enables
businesses to make considerable savings while streamlining their telecoms processes and
delivers true added value through a phenomenal range of 160 high-end functions. NFON’s
service includes connectivity to and from the PSTN, using standard UK DID numbers and
www.nfon.com/gb/partner/ with access to the emergency services – all delivered via the cloud.
become-partner Its system offers easy rollout, increased control, free automatic updates for life, built-
T: 020 3740 6740 in business continuity, and a scalable pay-as-you-grow model to provide flexibility for
@NFONcom businesses and organisations of all sizes and branches.
Overview of Products and Services
Cloudya, the cloud telephone system
from NFON, is extended with a number
of premium solutions, including:
Ncontactcenter: a complete, feature-rich
solution for effective and transparent
multichannel communication via your
web browser. Offering maximum flexibility
and future-proofing without the need for
hardware and software installation.
Teams collaboration and can be boosted
with Nvoice for Microsoft Teams. This
includes powerful communication features
in the familiar Teams environment that allow
employees to easily connect to customers
and colleagues and work together on joint
projects – whether they are in the office, at
home or on the move.
Additional premium solutions include:
Nhospitality and Neorecording.
The unique selling points
Developed with quality of experience in
mind, NFON delivers superb voice quality
regardless of location or device and is best vendors who have the right product, and following the installation guidelines
failure resistant due to the use of fully processes and people. At NFON we pride correctly.
redundant operated servers, delivering ourselves on having an industry-leading 2021 is set to be a huge year in cloud
greater than 99.9% availability and partner programme, which is focused on telephony. The market conditions are
guaranteed and certified for security. encouraging and rewarding success. You perfectly aligning to expediate adoption
NFON stands apart from its competitors can expect a partnership that is tailormade – the shift to hybrid and smarter working
because it offers the true embodiment of for your company. Dedicated inbound and has meant businesses are ramping up
cloud technology. We are not like other outbound marketing pre-sales and sales investment into their digital transformation
provider who are governed by the vendor support, access to MDF, Face-to-face programmes. The notion of having one
for their offering and bug fixing. Our change and online training (with professional supplier for both data and voice has never
control is much faster. Also, because we certification), co-defined remuneration been more attractive.
are independent and own our technology schemes, special pricing and best in class
we can react to market changes much marketing support come as standard.
more quickly and it enables our partners
PRODUCTS & SERVICES
and customers to have a real voice in our How a Partner can add the product/service
product development – they can request to their portfolio u Call & Contact Centres
features that get added to our roadmap. Getting started couldn’t be simpler - the u Call Recording
only investment required by the reseller is u Cloud Services/Software
The benefits to the Partner in personnel training. With good preparation u Hosted Telephony
In the UK, market cloud telephone and following the automated process, u IP Phones
penetration already amounts to 14 percent you can give customers a seamless u Unified Comms
and it’s expected to increase by around migration with no downtime when they u Video Conferencing
20 percent this year. The key for resellers move from their old setup to their new cloud u VoIP
is ensuring they are working with the system. Just documenting the process
24 | Channel Profiles 2021 www.commsbusiness.co.ukBe in pole position and
part of a winning team.
When you partner with NFON you’re always in the driving seat.
To get on board, contact Paul Sparks, New Business Manager.
020 3740 6720 / paul.sparks@nfon.com
The new freedom in business communications nfon.comCHANNELLIVE
21st – 22nd September 2021
NEC, Birmingham
e c i f i c
d e s p
C T t r a N E C
o n l y I o t h e
U K ’ s u r n s t
Th e o n r e t Find
Find out
out how
t i
how
x h i b i you’llmaking
we’re be in aa
e safe environment
and register your
interest at
www.channel-live.co.uk
channel-live.co.uk @Channel_Live_ #CHLive21CLOUD SERVICES / SOFTWARE - NTA LTD
COMPANY PROFILE
Who are we?
Your solution, your brand, your customers, your way!
We are NTA, a wholly owned UK based company with UK development and a global presence. We
www.nta.co.uk are an award winning VoIP provider, creating and supplying exceptional services for you and your
T: 01708 320 000 customers.
E: Sales@nta.co.uk
@ntaltd
Linkedin: NTA Ltd
Facebook: nta.co.uk
We understand the importance of staying
under the radar, that’s why we aim to be
the hidden backbone of your HVNO service,
creating a reliable foundation for your
company.
Allowing you to focus on your customers,
our Hosted Telephony Platform delivers
one of the most feature-rich, margin-driven
products you could have in your armoury
today.
Our service is “all about you”, your portal
100% white-labelled with your own sub-
domain for logging into the portal. Your portal
offers you and your customers complete
control of their telephony and whenever you
or they need to change the way things work,
add a new customer, or, add a new extension,
it can all be carried out at the click of a
mouse, no waiting around.
sales/support and the development team. for resellers. A customer would not know or
Partner testimonials As NTA offers a full billing platform, I receive recognise that NTA host our network as our
“Support for any reseller will be the most fantastic help and support from the accounts branding, domain and billing are all delivered as
important aspect when looking for a provider. team who are always able to assist.” our own. This gives us a real competitive edge
NTA’s support is at an exceptional standard, “The HVNO concept is probably unique to NTA with our marketing as we are not seen to be
not just from the technical team, but the pre- as they offer a true ‘White Labelling‘ package selling someone else‘s product.“
With so many hosted VoIP providers
offering you their services, it’s hard to choose
which is the right one for you. If you are new,
and looking for your first provider of hosted
VoIP services you will undoubtedly look at a
range of providers, not just us.
It’s important to make sure you partner with
the right product and the right team.
If you already have a provider and are
looking to replace or add to your current
portfolio, what we offer is designed to make it
all about you.
There aren’t as many providers as you may
think. Many of these ‘providers’ are actually
reselling someone else’s product, that’s what
sets us apart from the rest. The difference
with NTA is that we own the platform and the
network. We are the carrier and the number
range holder.
What sets us apart from all of the other
hosted providers? We are not here to promote
our name and our brand. Our objective is to
make it all about you and promote your brand.
28 | Channel Profiles 2021 www.commsbusiness.co.ukYou can also read
