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The concept of selling UC is dying! Service Providers offer industry/sector specific propositions to meet customer demand September 13, 2016

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For well over a decade, the industry has been talking about Unified Communications, with vendors trying to push the idea that end users want to unify all their communications through one interface (normally vendor specific), and that they need to utilise a number of new communications mediums through this interface (including: Video, Presence, Collaboration, etc.).

When we look at the players who have been successful in selling hosted communications both in the UK and Europe, we see that very few are selling a concept of UC at all. What they have done well is they have segmented their customer base and they have produced bundled solutions that understand the “Context” within which the customer is operating and have offered solutions accordingly. Yes, there are some customers who want an all-singing, all-dancing UC experience, like you see in most vendors videos, but this appears to be a minority.

Our recent research on the Hosted Comms market shows that most service providers have developed their segmentation further, and they are now offering solutions that are designed to suit their customers’ needs in relation to the Vertical industry segment they operate in.

Figures have shown that 41% of the service providers tracked by Cavell, offer a selection of vertical solutions, 66% of which offer a public sector proposition, some providers selling solutions specifically tailored for one of the following public sector segments: local government, central government, education, healthcare, housing, public administration, justice, and emergency services.

The main commercial segments have been Financial (41%), Retail (38%) and Hospitality (23%). Other prevalent business categories vertically targeted by service providers are construction, media, travel & transport, and organisations operating in the legal sector. Cavell has also witnessed signs of verticalisation in technology, automotive, recruitment, logistics, manufacturing, third sector and professional services.

Matthew Townend, Director of Research & Consulting at Cavell stated: “The increased verticalisation shows an increasing requirement for Service Providers to offer solutions that recognise the context that their customers work and communicate in, rather than attempting to offer a broad based UC solution that attempts to dictate how they should communicate”.


Cavell Group have launched their latest UK Hosted VoIP and SIP Trunking market reports on the 2nd of September. For more information, please read our previous blog post.

Cavell is beginning latest round of research on the UK Hosted VoIP and SIP Trunking markets July 7, 2016

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Cavell is commencing our latest round of research on the Hosted VoIP and SIP Trunking markets and is looking for input from Service Providers into our survey. As many of you are aware, the data that is inputed for our research is used to build a total market picture for the VoIP and SIP markets across the UK and individual company data is confidential.

Cavell will be running a webinar in August to go over the top level findings with those companies that have contributed to the survey and will receive discount codes to our upcoming European VoIP Summits.

Please follow the links for each survey below, each one should take around 5 minutes and your input is greatly appreciated

Hosted VoIP

SIP Trunking

If you would like to discuss this research or speak to one of our analysts, please contact Dominic Black at dominic.black@cavellgroup.com

 

Cavell is pleased to announce two new European VoIP Summit dates. June 15, 2016

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After the success of the past two European VoIP Summit’s in London, Cavell is please to announce that we are taking the event to Amsterdam on the 11th of October 2016 and returning to London on the the 9th March 2017.

The European VoIP Summit is the largest event focused on Service Providers with the leaders of the VoIP industry coming together for a day of panel discussions, keynotes and presentation from experts and market leaders in the market from across Europe. Our previous event earlier this year in London had over 220 delegates from 58 European Service Providers, see more information here from that event

Amsterdam – 11th October 2016

As Cavell expanded our research team into the Dutch market with Rob Kurver joining the team in December, it was an easy decision to try to replicate the event in the most advanced VoIP market in Europe. We are happy to announce that Broadsoft and Genband will be returning as Gold Sponsors although there are plenty of opportunities still available.

You can find out more about the event and buy tickets here, we have finalized the Agenda and are currently signing up speakers for the event.

London – 9th March 2017

The European VoIP Summit 2016 in London earlier this year saw over 220 delegates from 58 Service Providers from around Europe come together for a discussion on the trends and dynamics of the European VoIP industry.

We have booked the QEII conference center in the heart of Westminster, London for the event, with views looking over the Houses of Parliament and Westminster Abbey. As we sold out last year, we have expanded the space to accommodate many more attendees and expect around 250 this year. Yealink have continued their association with our event and will be Gold Sponsors for the 2017 event.

We have our agenda here for the London event and will be propagating the list with speakers when they confirm. Tickets can be purchased here

Speaking and Sponsorship

Speaking slots and Sponsorship is still available for both events, please contact Dominic Black at dominic.black@cavellgroup.com if you are interested in sponsoring or speaking

GoDaddy enters the VoIP communications space with acquisition of FreedomVoice May 19, 2016

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GoDaddy have acquired FreedomVoice, a US based VoIP Provider, to deliver voice services to their portfolio of services tailored towards SME customers. With 14m customer globally, GoDaddy has a huge opportunity to cross sell services to these customers and recognises that voice communications solutions are key to SME customers and this acquisition will enable them to target their customers effectively.

FreedomVoice cost GoDaddy a reported $42 million in cash plus up to $5 million in potential future milestones payments with most of the team remaining with FreedomVoice. With over 200,000 SME customers, the synergies between the two companies are clear. It will be interesting to see whether GoDaddy can find ways to use technologies like WebRTC to deliver integrated voice products into their current solutions to really deliver an differentiated voice product to their customers.

Read about the acquisition here

“I want to be the platform”,  “No, I want to be the platform”… “Who is going to be the Communications Platform of the future?” May 11, 2016

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In a week, when Vonage USA spends $230m on Nexmo, a Communication Platform business that most of you will not have heard of, and when a traditional communication hardware provider like Genband spends a large proportion of its annual conference talking about its own “Kandy” Communication Platform as a Service (CPaaS) platform, many Service Providers will be wondering what is all the fuss about.

Well, it’s simple: 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.

Where the battle is going to be won and lost is by making communications relevant and in context of customers and consumers’ current and future working patterns, and help revolutionize business process or disrupt markets with new models of working. This is going to require many to have the capability and ability to move quickly and agilely whilst maintaining low costs in serving these requirements.

Gone are the days when it was about UC and Providers being proud that they have packed a whole load of irrelevant features into their UC client or equipment, often provided by slow moving vendors.

The future is about providing a platform that people can integrate and develop on, to jointly solve both specific and generic customer problems. This development may be done by the Platform provider or by enabling developers externally to access the platform and develop their own solutions on top.

Not surprisingly traditional ecosystems are also being reinvented with people realizing the majority of the value will be in providing the platform. Traditional Vendors are pitching themselves against their Service Provider customers, and System Integrators are realizing that they might own the key to accessing the development resources. Within this melee, new providers such as Twillio and Nexmo have filled this void, offering developers with a global platform on which they can develop.

At the recent Genband Conference we started to hear the Service Provider angle with CenturyLink describing how they are looking to build such a platform, which will bring them the benefit of quick and agile product development for their own customers. They will be able to go to a 2 or 3 developers with a brief of their requirements and potentially get custom differentiated apps developed cheaper and quicker than previous models.

It’s not all over for the Service providers as a couple of key questions are still to be answered in many cases:

  • Who has the ability to: sell, assure, bill and deliver these applications?
  • Who either has their own development resources or controls access to these resources?
  • Who can provide a truly global or regional capability for customer?
  • Who can translate customer business requirements into real life solutions?
  • Who has the ability to potentially integrate to multiple platforms for a customer?

In up coming posts and research we are exploring these questions further, and we are already running strategy sessions with Service Providers to answer these questions.

For more details please contact: Matthew.Townend@cavellgroup.com or Dominic.Black@cavellgroup.com.

UC Expo: Millennials, Collisions & Video April 28, 2016

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Last week at Olympia London we saw many vendors repeat the same messages as they addressed the impact of millennials on the workforce, digitisation and video. Cisco highlighted the importance of using collaboration tools to create ‘collisions’ in the workforce – we understand the point they were trying to make but the term is often perceived with negative connotations, particularly in the insurance industry!

Microsoft’s put significant effort into the event with a big presence on various stages and in the exhibition space. They are now strongly positioning themselves in the UC space and Cavell believes that their success will continue in the coming years, especially in Large Enterprises. Microsoft also demonstrated their Cloud PBX for the first time in the UK which allows users to run Skype for Business services in Office 365. Handset manufacturer Yealink were also showcasing their Skype for Business integrations with their new range of handsets.

What Cavell are seeing more and more of is vendors driving innovation by encouraging developers to develop on their platform. We are interested to see how this plays out in the future as all major vendors, including Broadsoft, Genband, Cisco, Microsoft, are undertaking various Hackathons. Cisco’s announcement in March shows their commitment to having external developers use their platform as they hope their Spark Innovation Fund of $150m dollars will drive development.

“Disrupt or be disrupted.” – Marianne Calder, Cisco opening keynote, UC Expo 2016

Cavell will looking in-depth in the next few months of what how the relationship between Service Providers, Vendors and Developers will change in the future as this is an area where there is some really interesting changes that we think will impact the Voice market in the future.

Cavell are off to Orlando next week for GENBAND Perceptives 2016 where Matt Townend is speaking. We look forward to seeing all those who are attending there!

UK SIP Trunking market shows strong growth but mainly from a few specialist Service Providers February 22, 2016

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The SIP Trunking market has seen strong growth, especially in the Large Enterprise segment with the midmarket also growing faster then expected. By the end of December, the UK SIP Trunking market had grown by 232,070 Trunks (13.73%) since June 2015. This was one of the largest growth periods that Cavell has tracked only surpassed by the same period in 2014.

This has however led to 2015 showing the largest growth the whole year as the market added a total of 453,131 Trunks (31%). Cavell expects that the SIP market will continue to show strong growth as Service Providers take advantage of the end-of-life of the ISDN and PSTN networks. Cavell is already starting to see signs of how Service Providers are using this announcement as valuable marketing material, sowing the seeds of uncertainty to potential customers who are still utilizing those networks.

We are seeing growth in SIP driven by a focused set of Service Providers, both specialist SIP players and some traditional Tier 1 & 2 operators. As competition hot’s up Cavell believes that there will be continued pressure on pricing and possibly even further pressure for market consolidation. We are already seeing certain Service Providers look at how they can differentiate from SIP Capacity type services by looking to integrate more advance applications as completion and customer requirement changes.

Cavell will be releasing the full report on the UK SIP Trunking market in the next few weeks which includes:

  • Five year forecast for the market size by customer size
  • Market revenues and Forecast for Channel and Voice revenue streams
  • Pricing analysis
  • Future drivers and roadblock to future market expansion
  • Technology changes
  • List of Service Providers selling SIP Trunking services in the UK
  • Other important developments and analysis on the SIP Trunking market

The report is available to pre-order from our website here: http://www.cavellgroup.com/index.php/research/reports

 

UK Business Hosted VoIP market breaks 2 million seats at the end of 2015. February 22, 2016

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Cavell has finished their latest research on the UK Hosted VoIP market which, as of 31st December 2015, had grown by 266,392 seats (13.95%) since June to reach a total number of 2,175,065 seats. This represents the largest growth in terms of actual seats over a six monthly period since Cavell started tracking the market 10 years ago, beating the next largest growth period which was incidentally recorded in the first six months of 2015. This meant that 2015 was by far the strongest year for Hosted VoIP as the market added 525,846 Seats (31.88%) over the whole year, far exceed 2014’s total growth of 355,153 seats.

This growth came mainly from the SME end of the market although there were encouraging signs of growth in the midmarket where there are starting to see some Service Providers have success in packaging solutions that can compete with PBXs as well as a stream of PBX vendors entering that area of the market with their own solutions including: Mitel, Avaya, Shoretel, MDS, IP Cortex etc.

The Large Enterprise did not grow at all as forecast with Service Providers reporting that in a lot of cases customers are starting to choose Skype for Business, where previously they may have sold a solution such as Cisco HUCs. The majority still do not use it voice but this is changing as an increasing number of Skype for Business customers are now using it for voice alongside presence and messaging.

Although growth had come from different customer size segments, the market was only 1,341 seats less than Cavell’s previous report, representing a 0.5% difference between Cavell’s forecast and the actual figure.

Cavell will be releasing the full report on the UK Hosted VoIP market in the next few weeks which includes:

  • Five year forecast for the market size by customer size
  • Market revenues and forecast for seats, minutes and handsets
  • Pricing and bundling analysis
  • Future drivers and roadblock to market expansion
  • M&A analysis
  • Technology changes
  • List of Service Providers selling Hosted VoIP services in the UK
  • Other important developments and analysis on the Hosted VoIP market

The report is available to pre-order from our website here: http://www.cavellgroup.com/index.php/research/reports

Q Advisors and Cavell Group Announce Strategic Alliance February 4, 2016

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DENVER and LONDON, Feb. 3, 2016 /PRNewswire/ — Q Advisors and Cavell Group are pleased to announce that they have formed a strategic alliance.  Through this alliance, the two firms will capitalize on Q Advisors’ deep global investment banking expertise in the telecommunications, media, and technology (TMT) industries and Cavell’s research and consulting capabilities in the cloud, VoIP and managed services arenas to offer expanded services to clients in the U.S. and Europe, the Middle East and Africa (EMEA.)  The impetus behind the alliance stems from a growing European hosted unified communications (UC) market that is anticipated to almost double in size within the next three years and a maturing U.S. cloud market with significant growth potential in the mid-to-large enterprise segments.  U.S. service providers are particularly well poised to tap into the accelerating European cloud growth opportunity, while large European operators are looking to expand their operations into the sophisticated U.S. cloud market to serve U.S.-based enterprises with multi-location, global operations.  Q Advisors and Cavell are therefore joining forces to ensure they can fully service the spectrum of investment banking, research and advisory requirements that global firms typically need to pursue cross-border transactions.

“Our strategic alliance with Cavell Group, a leading research and consulting firm in the telecom, cloud, and managed services sectors, will enhance our offering, particularly for U.S. TMT companies seeking to expand into Europe.  We will be in a better position than ever before to provide deep intelligence on these highly specialized sectors and more local access in Europe,” stated Michael Quinn, a partner at Q Advisors.

Matthew Townend, Director, Research & Consulting, Cavell Group said, “Our strategic alliance with Q Advisors is a natural extension of our current activities. It will expand our reach into the U.S., while enabling our EMEA customers to benefit from Q Advisors’ expertise. Our firms are confident that through our combined market-leading expertise and experience, we can help our clients accelerate the growth of their businesses.”

Q Advisors and Cavell will officially kick off their alliance at the upcoming European VOIP Summit on March 1 in London, hosted by Cavell Group.  Quinn and Townend are both slated to speak at the conference, along with a roster of industry leaders.    More information on the conference can be found at http://www.cavellgroup.com/events/european-voip-summit.html.

About Q Advisors LLC

Q Advisors LLC is a leading global boutique investment bank formed in 2001 serving public and private companies, PE firms, entrepreneurs and large multi-nationals in the telecom, media, and technology (TMT) sectors. The firm has extensive, global reach, while also providing the personalized service of a boutique advisory firm. Thanks to our partners and senior staff, who come from leading investment banks and operating companies, we leverage extensive industry knowledge and analytical insights to help our clients achieve successful M&A and capital markets transactions. www.qllc.com

About Cavell Group

Cavell Group was formed over 10 year ago by a team of Senior Executives, who had been instrumental in building the early internet market both at UUNET and Level 3. Since 2003 the firm has delivered consultancy, professional services and technical training projects in well over 30 countries around the world.  Originally focused on service providers the firm has expanded its reach to serve both large enterprises, public sector organizations as well as Vendors.  Through a merger with Illume Consulting in 2012 Cavell acquired a research capability as well as extended its customer base and consulting capabilities. www.cavellgroup.com

SOURCE Q Advisors

 
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Cavell’s European VoIP Summit 2016 is gathering momentum and tickets are selling fast! January 11, 2016

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Tickets for Cavell’s European VoIP Summit 2016 are selling quickly with over 100 attendees confirmed from around Europe. We have a great speaker line up and agenda confirmed and both Cavell and our sponsors are looking forward to seeing you there!

The event will be held on the 1st of March 2016 in London and is one of the best places to hear from industry experts, meet & network with likeminded Service Providers from around Europe and learn about your industry and market from the experts!

We only have limited space and tickets sold out last year so please book now to avoid disappointment.

Discounts available to Service Providers

Cavell are also offering a 15% discount on tickets to UK Service Providers who fill in their online survey on the Hosted VoIP and SIP Trunking market. All the data is confidential and is used to build a view of the total market. If you want to contribute please fill out the following surveys

Hosted VoIP: https://www.surveymonkey.co.uk/r/voipsurveyjan16

SIP Trunking: https://www.surveymonkey.co.uk/r/SIPsurveyjan2016

If you have any questions please contact Dominic Black at dominic.black@cavellgroup.com who can provider further details.