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How a Savvy Service Provider can Survive and Grow – Part II August 17, 2017

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Delivering Tools to Increase Efficiency

Last week we touched on the value of Call Recording and Analytics – Another way to improve businesses competitiveness is to increase staff efficiency. Team Collaboration is a hot topic in the Service Provider space at the moment and directly addresses this need. Team software can build efficiencies into the way the business is communicating. Cavell report that the investments they are seeing in tools to help people to communicate better are huge. The starting point for team Collaboration was Internal messaging using IM services on a VoIP server. Early products were not very clever, or able to do much. The next step was to make it work better and allow teams to work more closely included SMS services with drag and drop capabilities and the ability to create workgroups providing the opportunity for integration of team solutions into the services offered by providers. Products such as Hipchat were free to download and initially were primarily used by developers, and they were provided as a standalone service. Slack today is still free to download but it has created the first company valued at over a billion dollars in under a year, and they have 1.5 million paid users as well as a free service with over 5m users.

Today, team Collaboration is becoming a ‘must have’ service offering and it is no longer just chatting on your own network, it is about integration into key business tools such as Salesforce and Google drive. Users of team software are able to automatically call files up or pull up salesforce details when talking. It is about linking products and making communications better, and as a result the number of integrated products has become a key differentiator between service offerings.

Team Collaboration is a product that sounds like it is a good fit for the large enterprise, but Cavell report that it is increasingly being used by small and medium businesses with remote workers. Launches from RingCentral, Broadsoft and Microsoft in the last few years as well as the standalone offers has invigorated the market and given Service Providers lots of choice of who to partner with to deliver these services to their customers. When launching new products, they are integrating messaging and Team Collaboration into their voice services with value adds such as click to dial. The approach is to create free, easy to use, communications solutions and offer links to call on the phone.

Many Collaboration software users are still not paying for their software, and Cavell speculate that Team Collaboration may become a competitive requirement for Service Providers in the future as companies look to enable their employees to communicate better. The issue that it may provide for Service Providers is can be consumed free but Service Providers will need to work on the sales challenge to learn to present and expand from selling lines and minutes to selling Collaboration – different sales techniques and a more consultative approach are needed as well as an understanding of how their customers work. But it’s not all bad news – integrated into services may not make any money per-se but it creates a stickiness that has a huge value to the Service Provider, since the more integrated the solution the less likely the customer is to change provider.

Stay tuned for our third post in the series where we will be touching on how smart bundles can be a game-changing differentiator.

If you wish to learn more about the industry, join us at the upcoming European VoIP Summit in Amsterdam on the 10th of October for an unmissable networking opportunity.


Cavell’s market reports offer in-depth analysis of the key market trends and are due to be released on August 31st. Please get in touch for more details.

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

#CLeaders17: An unmissable day that will influence the strategy for your business going forward March 24, 2017

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We are currently undergoing some of the most fundamental changes to the ICT industry that anyone working within it has ever seen. That is why is it important for Channel Leaders to take a day out of their busy schedule to attend Channel Leaders 2017!

The conference combines practical knowledge with forward-thinking strategic advice and discussion. We believe that attendees will enjoy and benefit from an unmissable day that will influence their strategy for their business going forward. The content for the conference is a combination of expert analysis and thought-provoking views from respected analysts and commentators, delivered as keynote and panel sessions with input from some of the UK’s Channel leaders themselves.

We have over 20 speakers confirmed including: Russell Lux – CEO TelcoSwitch, Richard Bligh – COO Gamma, Steve Harris – CEO Siphon, Kristine Olson-Chapman – General Manager Talk Talk Business, John Whitty – CEO Solar Communications, Adam Zoldan Knight Corporate Finance. We also have a great lineup of sponsors.

View the agenda here.

Channel Leaders conference attendees will have a unique opportunity to network with their peers at this gathering of the senior management of the UK’s leading ICT Reseller businesses. Our agenda allows plenty of time for delegates to discuss business opportunities and build relationships.

To register, please click here.

Update your Diary for the 9th of March! January 16, 2017

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European VoIP Summit 2017 – QEII Centre, London

The Service Providers event of the year is coming soon and tickets are selling fast! Here are 5 reasons you should book today and avoid disappointment:

1. Insightful Panel Discussions

Key Topics to be Explored:

  • Who will be the winners and losers following the ISDN/PSTN Switch Off?
  • Who will run the Communications Platform of the future?
  • What role do developers play in the future of communication?
  • Regulation: What is changing and how does this impact you?

 

2. Unmissable Presentations

Meet the Industry Leaders:

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3. Industry Keynotes on the State of the Market

Cavell’s respectable analysts will share their thoughts on the state of the market:
  • How to compete in the new communications landscape
  • Trends in the European VoIP Markets
  • What does the future of communications hold?

 

4. Excellent Networking & Opportunity to Share Experiences and Practices

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5. Special Offer

Bring your colleagues along! The Service Provider Pass includes 3 tickets for £300+VAT offering you 20% off each ticket when bought together.

Buy your ticket here

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

Many thanks to our Sponsors!

Gold Sponsors:

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Exhibition Sponsors:

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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.

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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

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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

Telepacific acquisition signifies continued consolidation of US market September 21, 2016

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On September 19th Telepacfic announced the acquisition of DCSI, this demonstrates the continued consolidation of the Cloud Comms and managed service market in the US. It is a very significant deal in the US market and Cavells strategic partner Q Advisors acted as the exclusive financial advisor to Telepacific in this deal.

It also raises the question of when we will see increased consolidation in the European Market, we saw Arkadin complete the acquisition of UK Microsoft expert Applicable in July but still we have a relatively fragmented marketplace. Cavell and Qadvisors have seen increased interest from both potential acquirers and sellers although deal volume is still relatively low.

Q Advisors Partner Michael Quinn will be presenting at Cavells European VoIP summit in Amsterdam on October 11th, and will also be at our March event in London. Their are a few tickets still available for the Amsterdam event available at:

http://www.cavellgroup.com/index.php/events/2016-05-24-15-31-41/benelux-voip-summit-agenda-2016

For more details on the DSCI acquisition links are below:

TelePacific Completes DSCI Acquisition, Creating National Powerhouse Delivering Managed Services with Five-Nines Guaranteed Performance

http://qllc.com/news/2016/09/20/q-advisors-represents-telepacific-transformative-managed-services-transaction-and-related-financing/

 

 

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

Posted by Dominic Black in Uncategorized.
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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

Posted by Dominic Black in VoIP Numbers.
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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