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How a Savvy Service Provider can Survive and Grow – Part III August 23, 2017

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shutterstock_150110996Creating Bundles of Success

We have frequently heard that selling telephony services on features is simply emulating the old PBX sales approach and that hosted services benefits for a solution-based sale. Now we have figures to prove it. Cavell figures for 2016-17 confirm that where Service Providers in the channel are seeing success is in the SME where Service Providers are bundling a tight solution and with a very defined set of capabilities. The advantage of bundling is that it creates a solution-based proposition with a vertical or horizontal approach where the Channel understands their pricing, margin and the commercial and technical solution.

Vertical bundles are very strong, enabling the Service Provider to sell down a single vertical and targeting on features needed by that vertical. Cavell has seen a number of Service Providers target specific verticals by integrating into key business solutions that that vertical works with. It requires that the Service Provider understand the business processes of the customer and demonstrates this value to the customer.

Horizontal solutions can be equally strong with specialised CRM integration, or solutions with voicemail control options for road warrior use. Bundles can be commercial or technical, the secret is to tailor them to your target market and demonstrate an understanding of their requirements. A sound business approach for a Service Provider would be to start with commercial bundles and then develop into a technically integrated bundled solution as the customer requirements become clear. The approach for the Service Provider is to analyse your USPs, examine your customer base and products and then look at the rest of the market to determine your competition.

Bundling is more about how to do better with what you already have than about offering anything new.

Service Providers who embrace these opportunities and build solutions with specific value in mind are most likely to be the winners in the market.


If you wish to read more about how the market is changing, please get in touch for more information on Cavell’s market reports due to be released next week on Thursday, August 31st.

 

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Preparing for GDPR? Everything you need to know at the upcoming European VoIP Summit. August 16, 2017

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As the General Data Protection Regulation is due to be implemented on May 25th 2018, businesses in the communications space need to plan and prepare accordingly.
In order to get you up to speed, we have organised a special session on Regulation Changes: GDPR at our upcoming European VoIP Summit on the 10th of October at the Hotel Arena in Amsterdam, presented by:

ICTRecht

If you are a Service Provider and find yourself asking what you should do next to ensure your business complies with the new regulations, this session is for you.

Visit our website for the complete Agenda.

Register here today

Have you seen our short European VoIP Summit highlights video?

We look forward to seeing you in Amsterdam on the 10th of October!Gold_Sponsors_EVSAms17

Timely, Thought-Provoking Topics & Robust Discussions at EVS Amsterdam 2017 June 8, 2017

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Following a hugely successful inaugural event in Amsterdam in October 2016, with over 135 attendees from 60 different Service Providers, we are excited to announce our second European VoIP Summit edition with a focus on the Benelux Service Provider market. Empowered by AudioCodes, Broadsoft and Cisco, the event will be held at the Hotel Arena in Amsterdam on the 10th of October 2017.

An unmissable networking opportunity, the conference promises an impressive line-up of speakers and enlightening industry discussions. Addressing a wide spectrum of communications related dilemmas, the European VoIP Summit will answer your questions on the future role of Service Providers, collaboration and digital transformation, as well as regulation changes and security.
Visit our website for the complete Agenda.


Early Bird tickets available now! Please bear in mind that ticket sales are open exclusively to Service Providers. Vendors will only be allowed access if they sponsor. To find out details of the available sponsorship opportunities, please email us directly.

Coffee/tea, lunch and post-event drinks are all included in the ticket price.

We look forward to seeing you in Amsterdam on the 10th of October!

#EVSLDN17: Who will run the Communications Platform of the future? January 31, 2017

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SONY DSCThe future is about providing a VoIP platform that people can integrate and develop on, to solve both specific and generic customer problems.

With an ever increasing number of Service Providers considering whether to buy or build their own platforms, there is a huge question of who will be running the Communications platform in the future. Service Providers, Vendors, System Integrators and Developers are all trying to work out what their role is going to be in this new world of communications and they may as well have to fight for their very future and relevance.

Find out more from the experts at the European VoIP Summit 2017
at the QEII Centre in London on 9th March:

  • Dean Elwood – CEO, Voxygen
  • Rob Pickering – MD, IPCortex
  • James Slaney – Co-founder, Dubber
  • Rob Cox – Commercial Director, Mondago
  • Prof. Matthew Wilson – CEO, Telecoms Cloud
  • Mike Wilkinson – VP Marketing & Product Management, Lumeon

These are just some of the experts who will be discussing the dynamics, providing input from all parts of the ecosystem and sharing their views on market opportunities for Service Providers.


With the Service Provider Pass you can bring your colleagues along to discover ideas on how to prepare for your future. It includes 3 tickets for £300+VAT offering you 20% off each ticket when bought together.

Book your ticket here

If you have any questions, please get in touch. We look forward to seeing you on the 9th of March!

Save the date! 25th of April, 2017: Channel Leaders Conference, organised in association with Comms Business December 6, 2016

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Cavell Group is excited to invite you to a new one-day conference: Channel Leaders, organised in association with Comms Business.

In a ceaselessly changing world where customers can communicate by using WhatsApp, Slack, and can buy their IT solutions from the cloud, the event will explore what channels will need to do to remain relevant to customers both in the short term and in the future.

The conference will be held at the America Square in London on the 25th April 2017 and it is targeted at C-level executives within reseller businesses, SIs, and consultants that sell directly to end users.

The day will include several high-level key note presentations and panel discussions, a combination of expert analysis and thought provoking views from respected analysts and commentators delivered as key note and panel sessions with input from some of the UK’s Channel leaders themselves.

We will be exploring end customer trends, supplier and vendor relationships, Customer knowledge and intimacy, the future Role for a Channel business, and how to create value for the Channel business in the future. There will also be a chance to network with top level executives and discuss topics and themes around the event

Talking about the new event, Cavell Group Director Matt Townend said: “As the pace of change accelerates it has never been more important to be looking at the horizon in a number of different ways. Customer requirements can change very rapidly in today’s market and for Channel partners it is vital they remain relevant.”

Miles Bossom, CEO of Miles Publishing, commented: “We have seen several industries ‘shaken-up’ over the last few years by what many refer to as Digital Disruption. Business communications and IT is evolving quickly and new entrants are coming to market with disruptive products and services all the time. Channel Leaders will address these issues for the top-level Channel executives and will act as a platform to educate and inform attendees of challenges they will face in the market. For anyone with high ambitions in the Channel this will be a must attend event.”

Spaces are limited, so if you would like to book a place, please email us. Tickets cost £250.

Also, sponsorship opportunities are available! If you are interested in finding out more about the event, please get in touch with us.

Join us for the 4th edition of the European VoIP Summit November 18, 2016

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We are pleased to announce that the 4th edition of the European VoIP Summit will be held on the 9th of March 2017 at the QEII Centre in London.

The European VoIP Summit has become the leading industry event where Service Providers meet to discuss the key issues in the market, so this time we have expanded to accommodate 300 delegates for a series of insightful panel discussions and presentations as well as Industry Keynotes from Cavell’s analysts Matt Townend & Dominic Black.

Knowledgeable, experienced thought-leaders will share their experiences and practices, and enlighten us with their controversial views. Key industry players such as Gamma, Kcom, Broadsoft, AudioCodes, Voxygen, NFON, Voztelecom, Telecoms Cloud, and QAdvisors, as well as the experienced CMO Lisa Hutt, and Mike Wilkinson, one of the most respected senior marketing figures in the Technology market, have already been confirmed as speakers. Click here to see the complete Agenda.

The day also includes ample time for you to connect with your peers, and lunch and networking drinks are all included in the ticket price.

gold_sponsors_evslondon17
Also, we are proud to announce that Audiocodes, Broadsoft and Yealink have committed as our Gold Sponsors for the event, with Edgewater Networks and SIPHON joining as exhibition sponsors.

We have sold out all of our previous events, with over 220 attendees registered from 60 different Service Providers in London in March 2016 and we expect to do the same next year, so sign up now to secure your seat and avoid disappointment.

Also, this year we have introduced the Service Provider Pass, offering 3 tickets for £300+VAT which provides 20% off each ticket when bought together, so don’t miss out on this opportunity and bring your colleagues along.

If you have any questions, please get in touch.
We look forward to seeing you on the 9th of March!

Telcos missing out on Digital Disruption opportunity whilst CPaaS providers act October 27, 2016

Posted by Matthew Townend in Uncategorized.
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You cannot help but read about how digital disruption is helping revolutionise existing businesses and enable new businesses to establish and disrupt complex industries. I think most people would also agree that at the heart of most business models are communications of different types.

So why is it that we find that Traditional model and fixed Telecoms companies are in general leaving this market opportunity to the CPaaS and development market to address?

Today, Cavell launches a report co-authored by Matthew Townend, Research and Consulting Director at Cavell, and Mike Wilkinson, one of the most respected senior marketing figures in the Technology market, former VP Product Marketing at Broadsoft and a pioneer in the whole UC and VoIP marketplaces.

In the report “The Communications Platform as a Service Market – Market Opportunities for Service Providers”, Cavell are exploring why companies like UBER, AIRBNB & WhatsApp all have chosen CPaaS providers like Twilio to power the transformation we are witnessing.

The paper addresses why the longstanding traditional Service Providers have not been able to embrace this opportunity, and what they might have to do in the future to be relevant both to these large scale global players, but also to their traditional national Enterprise customers who seek to establish new business processes and value propositions.

Matthew Townend, commented:

“As we move into a period of Digital transformation, we want to have real-time communications embedded into all sorts of business and consumer applications, and users want communication delivered in the context of their business and personal lives, however, not in the way vendors and communications providers prescribe it. Communications providers are going to have to deliver CPaaS platforms and capabilities that enable this change. “

“We are already seeing Business customers who demand their communications be imbedded in their vertical applications, as in their business they spend their life in say a hospitality business process tool. They do not want to receive it in the PBX or Cloud vendors UC all singing all dancing portal.”

For more details on the report please click here.

Cavell are Co-Hosting an industry dinner with the Internet Telephony Service Provider Association (ITSPA) in London, where we will be exploring these issues with a group of different service providers whilst also enjoying a great dinner and networking opportunity. Matt and Mike will both be at the dinner. For more details and how to book tickets please visit our website.

Cavell’s European Research Shows VoIP Markets at Very Different Stages of Development October 12, 2016

Posted by Dominic Black in Uncategorized, VoIP Numbers.
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Amsterdam – 11th of October 2016 – Cavell Group today launched its European VoIP research which includes detailed studies of the French, German, Dutch, Belgian, Italian, Spanish and Portuguese markets.

Cavell can see that the UK is the largest market in terms of number of customers, however, the Dutch market continues to be the most developed. The French and German markets are showing signs of growth and maturity with increasing numbers of Service Providers launching a service.

The research shows three groups of countries in terms of market maturity with Netherlands and the UK leading the way, followed by France, Germany and Spain, with Italy and Portugal being the least mature.

Cavell also has seen a particular focus in the French market which is likely to lead to strong growth in the coming year.

Dominic Black, Senior Analyst at Cavell Group, stated: “Each market operates with slightly different dynamics and we see different pricing approaches and platform choices by the market. It would be fair to say that no two countries are the same in terms of their development or their individual market dynamics.”

The research team is happy to share further comments and views on their findings, so should you have any queries, please contact Francisca Dinga, Marketing & Research Assistant at Cavell Group:

Email: francisca.dinga@cavellgroup.com

Telephone:  +44 (0) 1206 911393

European VoIP Summit Amsterdam: Last chance to book your seat with only 12 tickets left! October 3, 2016

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SONY DSC

The European VoIP Summit is only one week away and over 100 delegates from around 35 service providers have already registered to join us on the 11th of October at Hotel Arena in Amsterdam.

This is our 3rd summit and the first in Amsterdam, and it brings together traditional telcos and innovative cloud companies and suppliers for a day of insightful panel discussions and keynote presentations on how the market is developing.

Top-level industry experts and market leaders such as Liberty GlobalKPNBluefaceDestinyFuzeNFON and Voiceworks will share their views and unique experiences in the European VoIP space.

The event is empowered by our Gold Sponsors, top vendors AudioCodesBroadsoft and Genband, and our exhibitors Panasonic BusinessSiphonPolycom and Yealink.

Last but certainly not least, Cavell will be launching its new European VoIP market reports, covering Benelux, France, Germany, Portugal, Spain and Italy. Our geographical expansion will offer you a more accurate overall picture of the market, so if you are interested in finding out more, please stay tuned.

All in all, we are witnessing history in the making, so book now to avoid disappointment!

If you have any questions, please get in touch.
We look forward to seeing you in Amsterdam!

Twitter_bird_logo_2012.svg.png #EVSAms16

Many thanks to our Gold Sponsors:

Cavell Research Shows Customers Leapfrogging SIP to a Hosted VoIP Solution September 2, 2016

Posted by Matthew Townend in VoIP Numbers.
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Cavell Group’s latest IP Voice market reports show unexpected market dynamics, with the SIP Trunking market performing slower than expected and the Hosted VoIP market continuing to grow strongly.

Cavell has seen strong growth across all segments of the Hosted VoIP market in the last six months. The market has shown 11% growth reaching a total of 2,423,123 Business Hosted VoIP seats, while the SIP Trunking market has only grown 9.94% in the last six months to a total of 2,113,528 SIP trunks. This is a slowdown in the migration from ISDN to SIP Trunking and may show that customers are leapfrogging SIP to move directly to a hosted solution.

In the previous six months (June to December 2015) the SIP Trunking market had grown by 13.73%, hence during these six months the market has suffered a slowdown, which Cavell believe is due to a few key factors, such as BT’s announcement of 2025 as the End-of-Life of the ISDN Network having yet to stimulate customers and providers to make immediate migrations. Also, the market for SIP is becoming increasingly competitive from a price perspective, leading service providers to drive customers toward more lucrative Hosted VoIP solutions, and lastly, easy-to-migrate customers have already moved, meaning the remaining customers may need specific technical or commercial considerations.

Matthew Townend, Director of Research & Consulting at Cavell stated:

“There is probably not one Call Centre in the land that has not migrated from ISDN to SIP, but the remaining approximately 50% of the market set to migrate, is going to need more compelling commercial and technical reasons to move.”

“If providers do not build a migration plan for their ISDN customers, they are likely to see the Hosted VoIP providers move them to their services before they react”, he added.

If you are interested in finding out more about the UK Hosted VoIP and SIP Trunking markets, the reports have been released for purchase today and are available on our website: www.cavellgroup.com/uk-research-reports. or contact Francisca Dinga francisca.dinga@cavellgroup.com