www.technologyreseller.uk THE MAGAZINE & ONLINE CHANNEL NEWS & RESOURCE FOR MSPS, IT RESELLERS & SUPPORT PROVIDERS PAGE 16 COLLABORATION TECH LIVE CLOUD WORKSPACES PAGE 09 PAGE 26 How IGEL is repositioning itself as a security company Gamma expands strategic partnership with Cisco Last chance to register for Tech Live 2024! TECHNOLOGY RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2016 See pages 22-23
technologyreseller.co.uk 04 Distributor News Double win for Giacom at Vodafone Business Partner Awards 07 Opinion The key to unlocking 5G’s potential 08 Mobile telephony EE installs first 5G small cells in Croydon trial 09 Partnerships Gamma strengthens partnership with Cisco 10 Reseller News OptivITy acquisition a pivotal moment for Redsquid 16 Cloud Workspaces IGEL repositions itself as a security company 18 VDI How ebb3 is using ControlUp to improve clients’ Digital Employee Experience 20 60 seconds with... Jamie Akhtar, CEO of CyberSmart 22 Cover Story Climb Channel Solutions MSP Partner Day 2024 24 I couldn’t do my job without… James Mistry, CTO of SenseOn, picks his favourite work tools 26 Technology Live 2024 Who to see and what to do 30 Telecoms How NFON helps IT resellers get into voice 32 Disaster Recovery The differentials powering Keepit’s UK growth 34 Print IT & Technology Reseller Golf Society Paul Johnson’s report from Coventry Hearsall Golf Club 36 Q&A With Mark Pillow and Paul Gibbs of Voip Unlimited 40 People New faces, new places 03 If you no longer wish to receive Technology Reseller magazine please email your details to [email protected] COMMENT At the time of writing, Technology Live is just a couple of weeks away. If you’re reading the digital version of Technology Reseller, you may still have time to register and come along to the Business Design Centre on September 17 to seek out potential new sources of revenue, engage with vendors, catch up with your peers and/or get inspiration and advice from industry leaders in the accompanying seminar programme (see page 27 for more details). If you are reading this at the show, in digital or printed form, please drop by the Kingswood Media stand and introduce yourself to the editorial team. We would love to talk to you about your experiences of the market, where you are achieving greatest success, where you are struggling but also what you would like us to give more (or less) coverage to in the magazine. When we launched Tech Live the focus was very much, but not exclusively, on promoting new technologies that a reseller/MSP could quickly and relatively easily add to their offerings to provide an additional source of recurring revenue. A good example is cloud telephony provider NFON, which is exhibiting at this year’s event in the hope of attracting IT resellers/MSPs with expertise in the Microsoft ecosystem at a time when businesses are going straight from on-premises PBXs to collaboration-only solutions i.e. Teams. You can read more about this on page 30 or scan the QR code on page 31 to watch a video recording of the interview. Telephony is a common add-on, but there are also opportunities with less obvious solutions, like iplicit cloud accounting software. They make the point that the more functions customers move to the cloud, the greater the opportunities for technology providers to deepen relationships and provide additional services. Another business gaining traction outside traditional channels is Fidelity Energy which gives resellers/MSPs the opportunity to generate revenue from EV charging points and solar panels as well as energy. Of course, that is just one side of the story, and this year we are delighted to co-locate with Uptime Live, which is focused more on the other, business management side of MSP operations, on the tools that enable them to service clients more efficiently and on the strategies they can adopt to supercharge their growth. These two sides are equally important and by giving free access to both exhibitions and some of the seminars, we hope visitors will make a day of it. I look forward to seeing you on September 17. James Goulding – Editor, [email protected] Technology Reseller is published by Kingswood Media Ltd., 7 Amherst House, 22 London Road, Sevenoaks TN13 2BT • Tel: 01732 759725 Email: [email protected] www.technologyreseller.co.uk No part of Technology Reseller can be reproduced without prior written permission of the publisher. © 2024 Kingswood Media Ltd. Design: Sandtiger Media www.sandtiger.co.uk technologyreseller.co.uk Comment Register online To receive your regular FREE printed copy of Technology Reseller Magazine simply fill in our online registration form at www.technologyreseller.uk/register Read Technology Reseller online, on tablets and smart phones www.technologyreseller.uk Join us : Follow us technology-reseller-magazine Editor: James Goulding 07803 087228 · [email protected] Publishing Director, Social Media and Web Editor: Neil Trim 01732 759725 · [email protected] Advertising Director: Ethan White 01732 759725 · [email protected] Account Manager: Jeff Root 01732 759725 · [email protected] Art Director: Nick Pledge 07767 615983 · [email protected] ISSN 2632-9301 (Print) ISSN 2632-931X (Online) TECHNOLOGY RESELLER MAGAZINE IN PRINT & ONLINE SINCE 2016 Business Design Centre · London · 17 September 2024 ICT · MANAGED IT · MOBILE · PRINT 24 in partnership with www.tech-live.co.uk
01732 759725 04 DISTRIBUTOR NEWS Cost-per-click option added to TD SYNNEX OpenMPS TD SYNNEX has reacted to changing customer demand and added a ‘cost-perclick’ option to its OpenMPS managed print service, enabling partners to invoice customers for the exact number of pages they print, with automatic replenishment of ink and toner cartridges. Chris Bates, Business Unit Director, Print and Supplies, UK at TD SYNNEX, said: “Everything in IT is moving towards a subscription model and a lot of customers like the idea of cost-per-click. We’re always taking feedback from our partners and decided that this would be a good option to add to OpenMPS. It’s easy to see the appeal, as it allows customers to see exactly what print is costing them. From a reseller perspective, it’s excellent as the whole process is automated and brings in recurring and profitable income.” https://uk.tdsynnex.com/ ··· Everfox continues relationship with e92plus Everfox, formerly Forcepoint Federal, has appointed cybersecurity VAD e92plus to bring its suite of Cross Domain, Threat Protection and Insider Risk solutions to its partner community. The new partnership builds on a longstanding relationship between e92plus and Forcepoint Federal, which has been defending the world’s critical data and networks against complex cyber threats for more than 25 years. Mukesh Gupta, CEO of e92plus, said: “We’re delighted to be partnering with Everfox and enhancing our portfolio in the critical area of cross-domain and infrastructure cybersecurity. We’ve enjoyed continued... Arrow appointed Cloud Commerce Manager for VMware VMware Cloud Service Providers (VCSPs) in Europe will be able to access VMware Cloud Foundation (VCF) via Arrow Electronics, after Broadcom selected the distributor as its Cloud Commerce Manager (CCM) for the VCSP Program in 19 European countries. Following VMWare’s acquisition by Broadcom, the VCSP Program is focused on VCF, the company’s flagship private cloud platform, which is claimed to combine public cloud scale & agility, private cloud security, cyber resilience & performance and a low total cost of ownership. Nick Bannister, President of Arrow’s enterprise computing solutions business in EMEA, said: “For over two decades, Arrow has distributed VMware solutions across Europe. Our deep understanding, combined with our market expertise, is ideal for us to empower MSPs in an evolving landscape. Our local teams will keep supporting customers’ revenue growth, while helping them get the most from the new Advantage Partner Program for VCSP.” Launched earlier this year, the Advantage Partner Program is designed to provide VCSP partners with simplified pricing, improved margins and richer benefits. Arrow will support VCSP partners in Austria, Belgium, Luxembourg, Czech Republic, Denmark, Iceland, Baltics (Estonia, Latvia, Lithuania), Germany, Finland, France, Netherlands, Norway, Poland, Portugal, Spain, Sweden, and the UK. arrow.com great success with the technology, when it was part of Forcepoint, one of our longest standing vendor partnerships, and the new standalone entity as Everfox is hugely exciting. With such a complex geopolitical environment and threat landscape, the ability for government, CNI and defence organisations to connect and collaborate with the highest level of security is essential – and that represents a huge opportunity for partners to deliver those products.” Everfox recently announced a partnership with Microsoft that will enable it to integrate its CDS (cross domain solution) technology into the Azure cloud services offering for the U.S. Government and develop and deploy new cloud offerings for federal agencies that deliver on-demand multi-level cloud desktop services. Shaun Bierweiler, Chief Revenue Officer at Everfox, said: “The relationship we have with e92plus will allow us to expand our partner network so that we can connect with like-minded organisations across the globe who not only align to our key target markets but are also committed to delivering innovative, high-assurance cyber solutions to their customers.” www.e92plus.com ··· Engineer callouts to become a thing of the past says Sol Distribution Sol Distribution predicts that engineer callouts for resolving IT issues will quicky become a thing of the past as more businesses adopt out-of-band management (OOBM) solutions to streamline network management. In a recent article produced in collaboration with Lantronix, which has named Sol Distribution as its ‘preferred channel partner’, the IT distributor describes traditional engineer call-outs as ‘timeconsuming, expensive and often messy’, especially when compared to AI-powered out-of-band management solutions. Graeme Sutton, Managing Director of Sol Distribution, is quoted as saying: “The era of technician callouts is rapidly coming to an end. Companies cannot afford the inefficiencies associated with traditional troubleshooting methods. AI-powered out-of-band management solutions offer a proactive approach. This technology enables productivity and reduces downtime, thus saving the end-user time and money.” He points out that rules-based AI enables Lantronix OOBM solutions to recover and mitigate network infrastructure issues automatically, securely, reliably and quickly. In addition to automated troubleshooting and predictive maintenance, the Lantronix portfolio provides: n Granular authorisation that integrates with existing access controls; n True automated recovery using integrated network-independent monitoring, IPSLA testing and a customisable rules engine; and n Automated change management functions e.g. storing multiple config and OS files with local backups to enable automated rollback of failed config changes or zero-touch deployment of Chris Bates TD SYNNEX Mukesh Gupta e92plus Nick Bannister Graeme Sutton
technologyreseller.co.uk 05 AD NIMANS At Nimans, we understand that choosing a Unified Communications provider can involve many considerations. So, as the ‘go to’ people for technology, and as a channelonly distributor, we help our partners make more informed technology choices. Not only are we big on product choice and value, we are really big on knowledge and expertise. This is why our customers trust us time and time again. Think Bigger - Think Nimans Talk to our friendly technology experts to discover how today’s advanced UC technology can help your customers become their most productive and powerful selves. Think UC Think Nimans The ‘go to’ people for technology
01732 759725 06 DISTRIBUTOR NEWS continued... replacement managed devices. Sol Distribution adds that the breadth of Lantronix’s out-of-band portfolio enables customers to choose a console server optimised for the size of each deployment and the type of OOB link and serial console connections needed, with the convenience of single-pane-of-glass management on-prem or in the Cloud. https://sol-distribution.co.uk/ ··· Cisco Security Club optimised for UK partners TD SYNNEX is supporting increased Cisco security sales with the launch of a Cisco Security Club optimised for UK partners. With added services and business support, this will act as a focal point for all information, programmes and incentives available to help partners build their capabilities and customer base. Organised jointly by TD SYNNEX and Cisco, the Cisco Security Club will give partners access to TD SYNNEX Cisco and security specialists; exclusive events and discussions around current security challenges; and the opportunity to share best practice and collaborate with other partners. Partners can enter at one of three levels and will receive rewards for their success in the form of additional rebates and incentives. Simon Bennett, Managing Director, Advanced Solutions, UK and Ireland at TD SYNNEX, said: “Cisco Security Club will enable partners both to deepen their technical knowledge and enhance their capability to sell Cisco Security solutions. It will also act as a forum for the sharing of experiences and best practice, enabling partners to broaden and deepen their perspectives and refine their strategy and approach.” https://uk.tdsynnex.com/ ··· Arrow hits the spot Arrow Electronics has been named Splunk’s 2024 EMEA Regional Distributor Partner of the Year in recognition of its performance across quote-to-order management, sales, technical support and marketing with and for channel partners. Mike Worby, EMEA Head of Strategic Alliances for Arrow’s enterprise computing solutions business, said: “This award reflects our EMEA team’s hard work and dedication in supporting Splunk and our channel partners. We are proud to contribute to the success of our mutual customers and look forward to more collaboration in the coming year.” arrow.com ··· Synology expands partnership with Exertis Enterprise Synology, a provider of high-performance, scalable secure storage solutions, has appointed technology solutions distributor Exertis Enterprise to spearhead its expansion into the enterprise market. The strategic partnership builds on Synology’s existing relationship with fellow DCC Technology subsidiary Hypertec, which deals with resellers and integrators targeting small to medium-sized businesses. Jeremie Francois, Sales Director at Synology, said: “We are thrilled to partner with Exertis Enterprise in the UK. Their extensive network and proven track record makes them the ideal partner to help us expand our reach within the enterprise market. This collaboration will enable us to better serve modern business customers and meet the growing demand for highperformance and secure storage data management solutions.” Under the agreement, Exertis Enterprise will distribute Synology’s FS (FlashStation), HD (High Density), SA (Highly Scalability) and UC (Unified Controller) systems. https://exertisenterprise.com ··· Predictive data boosts Westcon-Comstor partner revenue by $768 million Westcon-Comstor’s Intelligent Demand (ID) programme, which harnesses data and predictive analytics to uncover growth opportunities for channel partners, generated $768 million in additional revenue for partners in fiscal year 2024 (1 March 2023 – 29 February 2024) – a 70% increase on the previous year’s figure of $450 million. This boost helped the distributor grow FY24 annual revenue by 8% to $3.69bn, with gross profit up 23% and adjusted EBITDA up 26% year-on-year. During the year, Westcon-Comstor completed 532 Intelligent Demand analyses for partners in 28 countries across EMEA and APAC. There are now nearly 2,000 individual users of Intelligent Demand across Westcon-Comstor’s partner community. Atul Damani, Chief Data Officer at WestconComstor, said: “As a business we recognise that empowering our partners with actionable insights is crucial for their success. That’s why we’re committed to providing a comprehensive, marketleading data offering, enabling partners to make informed decisions, identify growth opportunities and accelerate sales. Intelligent Demand is a crucial element of our data-driven approach and we’re pleased to report that it has generated net new revenue for our partners and vendors.” Earlier this year, Westcon-Comstor launched Partner Insights, a reporting tool that enables partners to monitor key performance metrics and embed a datadriven approach to performance analysis, comparing growth by vendor against industry benchmarks and tracking trends by geography, end user, product type and more. Double win for Giacom at Vodafone Business Partner Awards Giacom won two awards at Vodafone’s Business Partner Awards 2024, picking up the Distribution Partner of the Year award on the strength of its double-digit year on year growth and increased number of active partners, and the Transformation and Growth award in recognition of its successful launch of the Cloud Market for Vodafone Business portal. Andrew Wilford, Giacom Managing Director – Mobile, said: “Our partnership with Vodafone is central to our mobile proposition, so being named winner in the Distribution Partner of the Year and Transformation and Growth categories is a fantastic recognition of our team’s hard work and dedication. These wins reflect our commitment to innovation, excellence in customer service and the strong partnerships we have built.” Launched in November 2023, the Cloud Market for Vodafone Business portal automates repetitive manual processes, integrates with Vodafone’s mobile management systems and enables partners to self-manage customer onboarding, service provisioning and in-life management of Vodafone mobile services. Since launch, revenues have grown and partner wait times for business connections and customer service have fallen. Giacom.com Andrew Wilford Simon Bennett TD SYNNEX Mike Worby Arrow Atul Damani
technologyreseller.co.uk 07 OPINION Dave Stonehouse properly offers many other benefits… q Speed This is the one everyone thinks of first. Quite simply, a 5G network allows gigabit speeds for data transfer, and this increased speed comes with incredibly low latency – sub 5 milliseconds. This guaranteed speed of connection gives users access to live data from across their private network faster than ever before, making it ideal for datasensitive applications across telemetrydependent environments. In an industrial or manufacturing setting, for example, it allows an operations team to monitor full process automation and interface into control and SCADA management solutions, enabling them to see anomalies and act on this information to avoid more serious issues such as breakdowns or even major accidents. w Connectivity Along with the speed advantage, guaranteed connectivity and latency enable control and commands to be deployed reliably. Connectivity can be deployed without cables into difficult to access or remote areas across sites and can be utilised to connect all manner of telemetry, sensors, remote vehicle/ handheld devices and a whole range of IOT devices. This supports process automation requirements within manufacturing and industrial environments, as well as in distribution and warehousing for conveyors, picking, grid management and control in marshalling yards. e Flexibility Closely linked to 5G’s speed advantage are the flexibility and manoeuvrability of Private Wireless 5G networks. In the past, businesses would need to use wired local area networks (LANs) to unlock high-speed connections. Equipment was hardwired in place and any change to the layout would usually require new cabling and infrastructure to be installed onsite. With a Private Wireless 5G network, all devices connect wirelessly using SIM Cards, giving a manufacturing business, for example, the ability to adapt their environment far more quickly. If a production line is updated, there is no need to invest further in the building’s infrastructure. In addition, both Apple and Android systems have now been configured to allow connections to Private Wireless 5G Networks, which means there’s no requirement for new or specific devices. r Scale One of the most common complaints about normal WiFi networks are blackspots where no signal can reach. This The power of the Internet of Things (IoT) to increase productivity and drive growth has been discussed for years. However, connectivity challenges mean that to date only a few organisations have enjoyed its potential benefits. That’s all about to change with the increased availability of 5G connectivity, claims Dave Stonehouse, Technical Director at NG Bailey IT Services. The digital connectivity business, part of the UK’s largest independent engineering and services company, has been working with Nokia and Infinigate, an EMEA distributor specialising in cybersecurity, secure networks and secure cloud, to accelerate the adoption and usage of 5G technology within key industries. This includes the deployment of 5G private wireless network solutions, including Nokia Digital Automation Cloud (DAC), that offer game-changing opportunities for automation and safer, more efficient operations in sectors such as manufacturing, logistics and ports. Infinigate will partner with NG Bailey to provide logistical support, expert consultancy and specialist services for the seamless delivery of Nokia solutions to customers. To create Private Wireless networks, we use the 5G part of the electromagnetic spectrum. This is the same part utilised by major Telco providers for their public 5G mobile services. One of the interesting things about the 5G spectrum is that it can be ‘sliced’ into many thin layers, allowing multiple operators to co-exist across the same postcode, each transmitting on their licensed slice of the spectrum. This technology needs to be carefully controlled as there are significant penalties for interfering in other network operators’ spaces. To avoid hefty fines, correct configuration of the network transmission equipment is key. Doing it 5G: the key to unlocking untapped potential Dave Stonehouse explains how NG Bailey and Infinigate are helping businesses transform their operations by collaborating on the deployment of Private Wireless 5G networks Continued...
01732 759725 08 OPINION is because a WiFi network only extends 150 to 300 feet from its broadcast point and requires boosters to extend further. In comparison, a Private Wireless 5G network can cover thousands of square feet, making it a game-changer for businesses spread across large sites. Moreover, unlike WiFi spectrums, 5G is broadcast on an uncontended frequency, meaning it is owned and licenced on the basis that no one else can broadcast into that space. Add scale to guaranteed connectivity and manoeuvrability and it’s clear that Private Wireless 5G networks could be the key that enables larger sites to adopt full automation. They would allow the utilisation of robots and drones across a full site without fear of network drop-off due to distance or another user launching a WiFi hotspot, both of which could result in bandwidth contention, interrupted/ inconsistent service and accidents. Private Wireless 5G networks have the ability to revolutionise the way sites such as ports, warehouses, industrial facilities, distribution facilities and stadiums operate. t Cyber Security In a world of hacks, ransomware and cyber security breaches, a Private Wireless 5G network has significant digital security benefits as it’s a closed network controlled and managed by the issuing of networkspecific SIM cards or eSIMs that act as keys to the network. Unlike a mobile phone, which uses a SIM card with a 5G frequency to connect via a service provider to the world wide web, the networks we create are designed to connect only to specific devices via specific SIM cards/eSIMs. This increases connectivity and security. y Freeing up bandwidth The first five benefits relate directly to the way Private Wireless 5G networks operate. The sixth, often overlooked, is the impact that moving traffic from an existing network onto a Private Wireless 5G network has on users of the original network. Consider, for example, a hospital WiFi network that is used by patients and staff and for the connectivity of medical devices, communications equipment, hospital records and the entertainment systems offered to patients. That level of use can put a serious strain on network bandwidth, leading to limitations. We are currently looking at use cases for installing a Private Wireless 5G network that connects specific areas of a hospital’s digital infrastructure. Using a private wireless network to connect medical devices, hospital records and onsite communications equipment could improve internal connectivity and free up the wider WiFi network for other users. The opportunities offered by Private Wireless 5G are almost endless. That’s why I’d always encourage businesses to speak to an expert and share their objectives. You may be surprised at the impact the technology can have and how it can improve productivity and support business growth. continued... mobile network, small cells are installed on existing street infrastructure, including red phone kiosks, BT digital street hubs and lampposts, to boost mobile capacity in busy areas. In addition to new 4G small cell sites in Cardiff, Dundee, Luton, Norwich and Stokeon-Trent and in tourist hotspots like Torbay and Cumbria, EE has installed its first 5G small cells as part of a trial taking place in the London Borough of Croydon. Seven sites, including four along Croydon’s busy London Road, are now live and seeing over 3TB of traffic daily. Greg McCall, Chief Networks Officer at BT Group, said: “Small cells are an integral component within our mobile network, ensuring that even in the busiest places our customers have access to the full performance of the UK’s best network. To reach 1,000 deployments, including our first 5G sites, demonstrates our commitment to delivering unrivalled mobile connectivity to all four corners of the UK.” EE uses advanced network analytics to identify specific locations that would benefit from the performance boost enabled by a small cell and then works with partners Nokia and Ericsson to deploy the solution. Customers benefit from speeds of up to 300Mbps for 4G cells and 600Mbps for 5G. Gavin Jones, Channel Director of BT Wholesale, has welcomed EE’s ongoing deployment of street-level miniature mobile masts, known as small cells, including its first 5G sites in Croydon, London. Commenting on the news that the mobile network has completed 400 small cell deployments in the last 12 months, bringing its UK total to more than 1,000, Jones said: “In a digital society, 4G and increasingly 5G connectivity is more important than ever. As operators, we must focus on improving network capacity, latency and quality for the increasing demand and utilisation being witnessed. These trials show that small cells can be the key to optimising and increasing capacity within built-up areas and buildings with dense populations.” He added: “Channel providers must ensure they are partnering with operators that can help them deliver their end-to-end mobile mission, through a combination of in-depth technical knowledge and vast industry experience.” An integral component of BT Group’s Tackling congestion in Croydon EE adds 400 small cells to mobile network, including first 5G deployments BT Street Hubs, which provide communities with public Wi-Fi, local advertising and public information, are also being used to extend EE’s mobile network capability with 4G and 5G mini cells. Photo shows Bas Burger, CEO – Business at BT, and Stephen Miron, CEO of Global Group, earlier this year shaking hands on a 10-year deal to convert 2,000 BT pay phones and kiosks into Street Hubs in more than 20 towns and cities across the UK. Gavin Jones BT Wholesale
technologyreseller.co.uk 09 PARTNERSHIPS this is not an aggressive, forced migration or an aggressive, forced end of life. It's very much about demonstrating the additional value and encouraging people to move. It's much more carrot than stick.” User benefits So what are some of the benefits of Horizon for Webex for customers and how impactful will they really be? “First, there’s the general-purpose use case of people wanting to expand their use of the platform, for example being able to take their telephone number home with them, as it were, on a mobile or laptop. That's a general thing, and the overall experience of that is better. The video experience is better. The IM is better,” said Wade. “Then, there are specific use cases concerning things people may not particularly think about today, things like audio processing. If you're on a call with someone in a busy train station, it can be difficult to separate what’s being said from background noise. The audio processing in Webex means that both ends of that call benefit from AI processing to make the call clearer. That may sound a bit abstract and techie, but if you’re a small business and you're trying to take down details over the phone, it's easy to get an email address wrong. Suddenly, you've not just missed the business, you've created a bad experience for that customer. The technology in Horizon for Webex will level up everyone's ability to have productive conversations. "Then, there are benefits for specific industries, like professional services where you might bill in 15-minute increments. After a half-hour phone call, you might take 30 minutes to write up your notes, document actions and distribute them. AI and some of the SKUs in the Webex client can transcribe that conversation and summarise action points automatically, saving time that can be spent on billable work. Only by working with one of the global hyperscalers are we able to deliver that sort of capability through to every organisation in the UK.” Growing partnership The launch of Horizon for Webex is the latest initiative in Gamma’s strategic partnership with Cisco. This received a boost at the end of July with Gamma’s acquisition of BrightCloud Group, Cisco’s leading European Enterprise partner for CCaaS, and is due to be strengthened further at Gammaverse 2024 on October 10 when Gamma will announce the addition of Cisco’s Webex Calling cloud-based phone system to its enterprise offering. “We want to make sure that we are moving ahead of the market, and we can't do that with self-developed platforms,” explained Wade. “We made that decision some time ago, and Cisco has the attributes you want from a partner – it’s global, partner-centric and has sensible commercials and good products.” www.gammagroup.co On September 16 Gamma is improving the communications and collaboration experience for users of its Horizon phone system with the launch of Horizon for Webex. Leveraging its long relationship with Cisco and before that BroadSoft (acquired by Cisco in 2018), Gamma is layering the Cisco Webex client over the BroadSoft platform used by Gamma Horizon, effectively bringing together Gamma’s experience in connectivity and voice services with Cisco’s technological expertise. Horizon for Webex will replace all versions of Horizon Collaborate, the previous client developed by Gamma, and give users a single point of contact for all their communication and collaboration needs. “Bringing the Webex client over the BroadSoft platform means people can continue to leverage the investment they've made in Gamma Horizon but start to benefit from the investment Cisco is making in its platform, in things like AI, in noise reduction, in collaboration capability, in video, so that they get the best of both worlds,” explained Gamma Chief Marketing and Product Officer Chris Wade. Gamma plans to migrate all Horizon users onto Horizon for Webex and, following a number of pilots, has already developed tools and guidance to help partners and customers through that process. “What we've seen in the first instance is that that move was far from painless, and in certain use cases was quite painful, but we've been able to learn from that experience and develop tooling to support that migration so that everybody should be able to see a much richer experience and a much smoother experience of moving from one to the other. Over time we'll obviously turn those old services off,” said Wade. There is no timescale for doing this, but Wade is confident that the benefits of the new client will motivate users to make the switch sooner rather than later. “Initial feedback from partners who've been part of our early adopter program has been very positive, and that gives us reason to be relatively bullish, but you never really know until you run a reasonable volume of people through that migration experience how good, bad or indifferent it is going to be. At this stage, More carrot than stick Gamma strengthens Cisco partnership with launch of Horizon for Webex Chris Wade
01732 759725 10 RESELLER NEWS Flotek’s dozen Flotek Group is expanding its presence in the Midlands with the acquisition of IT managed services provider Colbek Systems Ltd – its 12th acquisition in less than two years. Founded in 1987, Colbek Systems provides a wide range of solutions, including IT support, cloud services and cybersecurity. Its expertise in the Microsoft and Google G Suite platforms adds new capabilities to Flotek’s portfolio, particularly in relation to Google cloud solutions. Flotek is looking to make further acquisition as it seeks to expand its geographical coverage, with a particular focus on the Bristol region. ··· Levelling-up with BT Wholesale London-based telecom provider Zoiko Telecom has joined the BT Wholesale Partner Plus program, giving it access to the EE network and a wider range of services for residential and business customers across the UK. These include broadband internet, IoT, landline services, fibre optic services, business solutions, cloud & hosting services and, coming soon, television services and home security & automation. Gavin Jones, Channel Director at BT Wholesale, said: “BT Wholesale is excited to welcome Zoiko Telecom to Partner Plus and, in turn, bring our leading connectivity solutions to their customers. Thanks to this partnership, Zoiko Telecom can also levelA pivotal moment for Redsquid Redsquid has significantly enhanced its expertise in network and security services with the acquisition of OptivITy, a managed services provider specialising in the film and media industry. Building on three other recent acquisitions, this is the largest yet undertaken by the certified B Corporation, bringing in an additional 12 team members. CEO Sohin Raithatha said: “This acquisition is a pivotal moment for the Redsquid Group, propelling us into our next phase of growth. With OptivITy, we are entering a new industry and welcoming some of the most prestigious global brands into our community.” The acquisition was part funded by an ongoing facility from Triple Point, paired with balance sheet cash funds. www.redsquid.co.uk up their portfolio by offering services that leverage the speed, strength and reliable connectivity provided by EE’s network.” www.zoikotelecom.com ··· 3DOT Solutions acquired by Nortal UK cybersecurity consultancy 3DOT Solutions, a certified supplier to the UK Armed Forces and Intelligence Services, has been acquired by Nortal, a strategic digital transformation partner for governments and businesses around the world. Founded in 2012, 3DOT Solutions delivers end-to-end cyber security solutions to private and public sector customers with demanding security challenges, including central government departments, military agencies and intelligence services. The acquisition will increase Nortal’s footprint in the UK and strengthen its cybersecurity and defence business across Europe, the US and the Gulf. Priit Alamäe, CEO and Founder of Nortal, said: “The combination of longterm experience in the defence sector, a formidable reputation among its customer base and strong cybersecurity expertise makes 3DOT Solutions an ideal partner for us. With this acquisition, we will significantly enhance our cybersecurity capabilities and address the growing demand for cybersecurity services in the US, the GCC (Gulf Cooperation Council) and across Europe.” www.nortal.com ··· Prism Infosec launches agile red team engagement service Independent cybersecurity consultancy Prism Infosec is bridging the gap between penetration testing and full-scale red team engagements with the launch of an agile red team service based on threat actor simulation and intensive testing. PULSE gives organisations that may not have the resource to dedicate to a full-scale red team exercise the ability to assess their perimeter, endpoint security and environment from the perspective of an opportunistic threat actor using a series of flexible, repeatable and measurable tests. Conducted over five days, using techniques aligned with the MITRE ATT&CK framework, PULSE is suitable for organisations that have invested in security tooling but lack a full-time dedicated Security Operations Centre (SOC). Prism Infosec claims the timeframe and methods used ensure PULSE tests are not disruptive yet still subject systems to rigorous assault, with the option of customisation to meet specific requirements. David Viola, Head of Red Team at Prism Infosec, said: “Red Teaming is a fantastic tool for exercising security tooling, staff, policies and procedures in a realistic, secure and safe manner. It does this by taking the Tactics, Techniques and Procedures (TTPs) of genuine cyber threat actors and applies them in intelligence-led scenarios which can span multiple weeks. However, not every organisation is ready for the cost, time and effort that a full red team engagement requires to deliver value for the business. “It’s here where PULSE comes in, allowing the organisation to real-world test its systems but without the commitment or disruption associated with red teaming. The PULSE tests emulate the approach an opportunistic cyber threat actor would take when seeking to breach the perimeter, establish a foothold and compromise the environment, all within the space of a working week.” www.prisminfosec.com ··· Node4 and Elastio join forces against ransomware Node4 is offering customers enhanced protection against ransomware and the ability continuously to check the integrity of their Veeam backups, through a strategic partnership with cybersecurity company Elastio. Elastio’s RansomwareIQ AI/ML engine performs file-level inspections on Veeam backups, detecting ransomware encryption that bypasses other solutions with 99.99% accuracy. In the event of an attack, it automatically directs IT to a clean recovery point. Mark Skelton, Chief Technology & Strategy Officer at Node4, said: “In today’s Vince Mignacca, COO (l) and Sohin Raithatha, CEO (r) continued... Gavin Jones BT Wholesale
Article TiTLE technologyreseller.co.uk 11 Giacom’s cloud marketplace provides over 6,000 MSPs and Resellers access to Cloud, Comms, and Hardware products and services from the world’s top vendors and carriers. Our range of automation tools and integrations will streamline your business ops. And, with our enablement resources and tech expertise, you can build the skills you need for the future. Imagine growing your business faster. You can, with Giacom. 03304 333 888 www.giacom.com what we can do together
12 01732 759725 RESELLER NEWS continued... digital age, effective and reliable backups are crucial for business continuity. Our partnership with Elastio ensures that our clients not only have state-of-the-art backup solutions but also the assurance that these backups are uncompromised by ransomware.” Node4’s collaboration with Elastio complements its N4Backup Veeam Cloud Connect solution. www.node4.co.uk ··· Running out for Alan Thirty runners from workplace technology provider Agilico’s 17 UK sites are taking part in the 13-mile Great North Run on September 8 to raise money for the Alan Shearer Foundation. Agilico is a long-time supporter of the charity, and funds raised will go directly to the Alan Shearer Centre, a specialist respite, residential and social facility for people living with complex disabilities and acute sensory impairments. Alan Shearer said: “Agilico have been unwavering in their support of the Foundation for a considerable time, and we are incredibly grateful for their efforts. Their fundraising is vital for the Foundation’s sustainability, and their commitment to training and participating in the run is equally impressive. We hope they all have a fantastic day.” www.agilico.co.uk ··· Complete control YASH Technologies, a global IT solutions and services provider, has announced a strategic partnership with Quod Orbis that will enable it to provide complete, continuous visibility into a company’s cybersecurity, compliance and risk posture. By integrating the Quod Orbis Continuous Controls Monitoring (CCM) platform with its 360 Cyber Posture Management Service, YASH will be able to give customers real-time visibility across their entire IT infrastructure and automated monitoring of all security controls. Quod Orbis CEO Martin Greenfield said: “The need for proactive risk management strategies is becoming more and more pertinent, with so many organisations battling with poor system visibility. Our partnership with YASH Technologies will not only provide businesses with the single source of truth they desperately need, but it will equip them with the platform needed to achieve new levels of security.” The Quod Orbis platform connects to any data source, aligns with any framework and monitors any control. ··· GreenIP brand boost Poole-based business communications specialist Green IP is aiming to raise its profile locally and internationally by becoming an Executive Regional Partner of Premier League football club AFC Bournemouth. Matthew Brown, Business Development Executive of Green IP, previously known as TXl Communications, says the deal will give the brand visibility within the Vitality Stadium and on television screens around the world. He said: “Look out for our logo on the digital pitch-side advertising boards. This prime location ensures that our logo will be seen by thousands of fans at every home game. Green IP will also be featured on numerous TV screens throughout the concourses and hospitality areas so when fans are grabbing a bite to eat, Green IP will be present! “For those watching games from the comfort of their homes, there’s a chance they might catch a glimpse of our adverts during the televised matches. This is an incredible way for us to reach an even wider audience and demonstrate our support for the club.” Green IP was recently named Sustainability Partner of the Year by UCaaS and CCaaS provider Evolve IP in recognition of its strong environmental ethos. This extends from products and services that support a ‘work anywhere’ approach, reducing the need for travel, to investment in a fleet of electric vehicles and a commitment to renewable energy. https://www.greenip.co.uk/ ··· Creative ITC and Panzura to revolutionise global file-sharing AEC cloud services provider Creative ITC and Panzura are taking global file sharing to the next level with the launch of a service that consolidates files from multiple locations into a single, global system. Transforming how businesses centralise, manage and access their data, File as Service (FaaS) brings together Panzura’s hybrid, multi-cloud data management software (with cutting-edge features like global file-locking and military-grade continued... True MSP saves a tonne of e-waste from landfill Derbyshire IT service provider True MSP has saved its first tonne of unwanted IT from landfill, including laptops, monitors, cables and keyboards. The Castle Donington-based firm introduced its e-waste recycling scheme three years ago to help customers dispose of old technology responsibly, with all donations either put back on the market or harvested for parts before being recycled by Cheshire-based recycling specialist Green IT Disposal. True MSP Co-founder Neil Shaw said: “Green IT Disposal’s zero landfill policy really appealed to us. Working in the technology industry means we are very aware of how frequently technology is thrown away and replaced. Last year, we hit the 100-client milestone, with many more coming on board this year, so we knew we had the potential to make a big difference.” According to The United Nations Global E-waste Monitor 2024 report, 62 million tonnes of e-waste was produced in 2022 – 82% more than in 2010. It expects e-waste to hit 82 million tonnes by 2030. www.truemsp.co.uk True MSP collects e-waste from clients and securely recycles it Co-founders of True MSP, Tim Rookes and Neil Shaw
technologyreseller.co.uk 11 BUSINESS BRIEFING AD NFON
01732 759725 14 RESELLER NEWS Diego Devadas Panzura W2005 Cradelepoint router continued... encryption) and Creative’s managed services wrap and global footprint of energy-efficient data centres. Key benefits include no hidden data egress charges; faster data delivery; less likelihood of users being slowed down by issues arising from unstructured data, such as duplicate file versions and document corruption/loss; immutability; file system-wide, read-only snapshots taken every 60 seconds; and a better ESG scorecard and cost-savings from not having to purchase and maintain local file servers and backup solutions. Jolyon Vernon, Head of Enterprise Architecture at Creative ITC, said: “With FaaS, Creative clients can now swap costly, dispersed, hard to manage data for high-speed, global file sharing, enabling real-time collaboration across continents as if their teams were in the same room.” Diego Devadas, Vice President of International at Panzura, added: “As our leading UK partner with the most Panzura accreditations, customers are in the safest hands with Creative. Pairing our technology with their industry-leading managed services and cloud expertise offers a quick, easy win. Not only by unshackling IT teams from burdensome storage and backup tasks, but in terms of guaranteeing top-quality user experience as well.” https://www.creative-itc.com/as-aservice/faas/ ··· Complete control YASH Technologies, a global IT solutions and services provider, has announced a strategic partnership with Quod Orbis that will enable it to provide complete, continuous visibility into a company’s cybersecurity, compliance and risk posture. By integrating the Quod Orbis Continuous Controls Monitoring (CCM) platform with its 360 Cyber Posture Management Service, YASH will be able to give customers real-time visibility across their entire IT infrastructure and automated monitoring of all security controls. Quod Orbis CEO Martin Greenfield said: “The need for proactive risk management strategies is becoming more and more pertinent, with so many organisations battling with poor system visibility. Our partnership with YASH Technologies will not only provide businesses with the single source of truth they desperately need, but it will equip them with the platform needed to achieve new levels of security.” The Quod Orbis platform connects to any data source, aligns with any framework and monitors any control. ··· New partner for EvolveIP Cloud-based collaboration solutions specialist EvolveIP is continuing to sign up more reselling partners, maintaining momentum from last year when it attracted a record number of new resellers. The latest addition to its ranks is Gloucester-based F&M Telecommunications, which plans to sell enterprise-grade white-label solutions from Evolve IP’s Anywhere Product Suite, giving customers the ability to work anywhere. Jon Evans, Director at F&M Telecommunications, said: “Our ethos is simple. We connect everyone, everything, everywhere. We fully support the modern workplace and hybrid workforce by offering our customers simple subscription services that meet requirements and budget. Partnering with Evolve IP allows us to further develop our technology set and continue to offer our customers best-ofbreed innovations.” Jamie Hughes, UK Sales Director at Evolve IP, added: “Our expanding eco-system of best-of-breed solutions includes call capture, business insights, conversational moments, API integrations, receptionist console, PCIcompliant payment services, outbound AI communications, CCaaS solutions and business mobile technology. It’s about providing our partners with seamlessly integrated workplace technologies to support their customers.” This includes native integration with Webex and Microsoft Teams collaboration platforms. www.evolveip.net www.foneandmobile.co.uk ··· Enhanced Windows 365 management for MSPs N-able, a global software company helping IT services providers deliver remote monitoring and management, data protection as-a-service and security solutions, has added Windows 365 management capabilities within N-able Cloud Commander. Introduced in collaboration with Microsoft earlier this year, Cloud Commander is a multi-tenant solution that enables MSPs and cloud solution providers (CSPs) to manage and monitor Microsoft users, Microsoft Azure resources, Microsoft Intune and now Windows 365 from a single console. n-able.com ··· Instant decisions Lease Group is taking advantage of the Application Programming Interface (API) capabilities offered by Siemens Financial Services (SFS) to speed up financing decisions for technology purchases, from smartphones and laptops to software and servers. The integration of Lease Group’s systems with the SFS digital financing platform SieSmart means that it is now able to give ‘rubber stamped’ approved credit decisions typically within five seconds. In addition, technology vendors KFP chooses Cradlepoint routers for primary connectivity Specialist IT solutions provider KFP Total IT Solutions has selected Cradlepoint 5G routers to provide primary cellular connectivity at its new Wakefield office after experiencing problems installing fibre cables. The elite Cradlepoint channel partner already provides Cradlepoint connectivity solutions to its retail customers and has used routers to provide failover support at its warehouses in Abingdon, Ireland and the Netherlands. It therefore had complete confidence in selecting W2005 Cradlepoint routers to provide primary connectivity for its new office. The reliable network, with proactive monitoring through Cradlepoint’s Netcloud Manager, enables KFP staff to keep better track of stock through the use of IoT devices, ensure day-to-day work can function without disruption and support alarm systems. John Moss, Founder and CEO of KFP, said: “I am a firm believer you shouldn’t sell something you can’t use yourself, which is why KFP trained over 80 engineers how to use Cradlepoint, and why it was an obvious choice when we needed to provide connectivity at the new Wakefield site.” www.cradlepoint.com
www.binfo.co.ukRkJQdWJsaXNoZXIy NDUxNDM=