jump to navigation

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.
Tags: , , , , , , , , , , , , , , , , , , , , , , ,
2 comments

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

 

Advertisements

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

Posted by Dominic Black in Uncategorized.
Tags: , , , , , , , , , , , , , ,
1 comment so far

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

Genband Perspectives 2016: Contextual Communications, Disruptors, the Future of Service Providers, CPaaS and Kandy May 13, 2016

Posted by Dominic Black in Uncategorized.
Tags: , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,
add a comment

IMG_8865.JPG

David Walsh saw the rise of Contextual Communications being one of the drivers of increased communication. His belief that by enabling people to communicate with whatever device and through any application that they want will increase the level of communications between parties which will in turn facilitate collaboration and increased productivity.

XO, the largest SIP Trunking provider in the USA, gave a good example of this with their Contact Center solution which use the Kandy platform with WebRTC integrations to allow customers to contact them using any medium that they want, be it voice, email, IM or video. By giving customers the choice of communication, they are able to improve the customer experience and address the customers’ needs – a key priority for contact centres.

Disruptors are driving innovation as companies look for ways to stay relevant in their industry

Katrina Troughton says that IBM are seeing that business leaders are facing more challenges then ever before. With the lifespan of Fortune 500 companies dropping under 15 years due to disruption, CEOs are looking at ways that they can keep their employees engaged and stay relevant in today’s market. There is a big push for companies to innovate to survive but many find it difficult to do so as they don’t have the skills.

This is relevant to VoIP providers as an increasing homogenisation of products, where differentiation is around pricing and features, is becoming ubiquitous across the board. As the Service Providers have a great understanding of their customers, as they work with them on a daily basis and understand their challenges, they are in an unique position to be able to give them the tools to communicate and enable greater collaboration.

What will a Service Provider look like in the future?

The issue for Service Providers is that they have generally been poor at creating their own applications as they do not have the development skills to create solutions for their customers, as their focus is around providing a voice service, not enabling collaboration. Roy Timor-Russo of Genband thinks that Genband will be able to fill that role of adding value with their apps and knowledge of what has worked for other Service Providers in other markets and alongside the Service Providers core voice competency.

Genband see their position in the market is providing the platform for application developers to integrate their features into. As one of the first movers into the CPaaS (Communications Platform as a Service), the Kandy platform was built to allow developers to build applications for Service Providers, Enterprises and Vendors to quicken the time to market. David Walsh highlighted in the press conference at the end of the first day the need for all members of the telecoms ecosystem to be able to ‘Fail Quick’ with new features and that long development times do not always translate into successful stories. 90% of applications built will not be a success but there needs to be an acceptance and understanding that failure will yield results.

IMG_8879.JPG

It is still unclear what role Service Providers will play in the future, whether they will simply be running dumb ‘pipes’ or their customer will be facing background, meaning that they are well positioned to understand their customers needs and build the solutions to fit certain business verticals. What will be interesting is whether there will be a demand for a basic VoIP/UC solution in the future and how Service Providers will be able to cope with an increasingly development driven approach.

Is Kandy going to be future?

Screenshot 2016-05-13 09.29.42.png

We have seen a number of CPaaS providers appear over the last few years and it is still not clear who will emerge as a success. What is interesting and will be a challenge for Genband going down the route of Kandy and CPaaS is how they will maintain revenues in the future as customers adopt a ‘Click to Consume’ model, choosing only the applications that are relevant to themselves. From a company that is used to selling large CAPEX solutions, making a move to tight margins on applications over a base price of $2/user/month may prove difficult in the short term. Genband have created a good story with the Kandy platform and it will be interesting to see how the CPaaS ecosystem progresses in the future.

“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

Posted by Dominic Black in Uncategorized.
Tags: , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , ,
add a comment

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

Posted by Dominic Black in Uncategorized.
Tags: , , , , , , , , , , , ,
add a comment

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!

The European VoIP Summit 2016 was a great success! March 9, 2016

Posted by Dominic Black in Uncategorized.
Tags: , , , , , , , , , , , , , , , , , , , , , , , , ,
add a comment

1On Tuesday, the 1st of March, The Cavell Group hosted the second European VoIP Summit, where over 200 attendees from over 60 VoIP service providers gathered in central London to address the opportunities and challenges the industry is facing and explore what to expect from the future of voice communications.

As with the range of topics, we also had a range of opinions with speakers from all key VoIP providers in Europe joining us, such as BT, Blueface, 6 Degrees, Vonage, TalkTalk Business, NFON, Liberty Global, Gamma, Voxbone, Siphon, Destiny, 8×8 and many others, as well as Vendors such as Yealink, Broadsoft and Genband who were our Gold Sponsors

 
Although much of the day was focused around how the industry is currently operating, a lot of focus was put on what the future of VoIP and SIP Trunking will look like. The industry believes a ‘disruptor’ might appear, like what messaging has seen with WhatsApp, which will enter the market and take significant market share.

SONY DSC

A very interesting discussion around WebRTC and Applications with viewpoints from Vendors, Service Providers and developers showed that it might not be the Service Providers developing the applications themselves, but instead they will allow developers to work with them to provide vertical solutions for their customers. WebRTC looks like it is starting to become that enabler for services in the future as communications move onto the web and away from the traditional end-point. Whether Service Providers will be able to charge for minutes in the future was again a hot discussion point.

We had a very interesting talk from Matthew McDermott and Mark Swarbrick on the state of regulation across Europe, followed by Cavell’s newest partner Q Advisors who gave a background on the M&A work they have been doing around the world.

SONY DSC

With Matt Townend’s closing remarks and networking drinks we concluded this year’s event was a great success! Our aim was to bring together VoIP service providers and create an opportunity to discuss current and future market aspects in a friendly and open networking environment. We believe our diverse group of speakers and panellists provided different points of views, at times even conflicting, thus enabling you to understand the bigger picture of the European setting.

We are happy to say we have received many positive comments and your feedback truly reflects the atmosphere everyone experienced. We are very thankful for your participation and we hope to see you at our events again! Last, but certainly not least, a big thank you to our Gold Sponsors: Broadsoft, Genband, and Yealink, and to our silver sponsors: AudioCodes, MDS Amiba, Mitel, Polycom, ProVu, RingCentral, Siphon, and Vanilla IP for their amazing support!

Broadsoft the latest player to enhance capability through Acquisition February 13, 2016

Posted by Matthew Townend in Uncategorized.
Tags: , , , , , , ,
add a comment

On the 8th of February Broadsoft announced the acquisition of Transera. Transera will help fill the widely acknowledged gap in Broadsoft contact centre portfolio. Transera is a omni channel (voice, email, chat and social) and analytics-driven cloud contact center software business focussed on small-medium business (SMB) and large enterprises. Broadsoft announced that the service will enable Broadsoft service provider customers of both BroadWorks® and BroadCloud® solutions to offer the service. Broadsoft commented:

“Today’s acquisition brings together the leading cloud unified communications provider with a pioneer redefining contact center performance through omni-channel and big data analytics,” said Michael Tessler, chief executive officer, BroadSoft.

Transera is the latest of many acquisitions made in this space over the last 12 months, as Platform and Service Providers race to augment their traditional Hosted Comms package with new capabilities.

We have seen activity particularly in the Cloud Contact Centre market with West Corp acquiring Magnetic North in November and also 8*8 purchasing DXI in May 9th. As well as Contact Centre assets we have also seen other activity with Thinkingphones acquiring video platform Fuze in November and now rebranding the whole company to Fuze. Also we RingCentral acquire messaging & collaboration player GLIP in November.

We expect this trend to continue as providers look to augment their core revenues by increasing their ARPU (average Revenue Per User) by extending their product set. Also providers are trying to move up the market and need more advanced capabilities to do this. We are looking forward to hearing from Michael Quinn from QAdvisors at our European VoIP Summit on March 1st, who has been involved in many of the acquisitions in this area including Magnetic North.

Genband Nuvia launch latest demonstration of a fundamental change in the industry from a “Supply” to Adoption paradigm April 16, 2015

Posted by Matthew Townend in Uncategorized.
Tags: , , , , , , , , , , , , ,
1 comment so far

On March 17th we saw Genband launch their Nuvia Cloud service in the UK to be distributed by their long-term partner IHUB. The Nuvia service is based on an OPEX pay-as-you-go model, which is sold on a per user basis, rather than Service Providers having to invest in their own large platform. Cavell were able to have a sneak preview of the service and were impressed by the proposition, readers can see more at http://www.nuviacloud.com.

Genband have done a lot of work on the portals and the ‘look & feel’ of their services which used to be their major weakness a few years ago and the results of this are clear in this latest announcement. This release follows on from their launch in the US around a year ago and indicates Genband’s ambition to offer this as a Global service to help address multinational end customers who require a global homogenised service.

Genband’s Nuvia Cloud Service is the latest in a series of launches of pay-as-you-go platforms from the likes of Broadsoft, Mitel and other Softswitch providers and traditional IP-PBX manufacturers. These launches signify a major change in the supply chain of the industry from a “supply” to an Adoption paradigm. It also signifies a change in where the risk and reward is born within the supply chain and a change in focus onto end customer & end-user Adoption.

In the old Enterprise voice world, the supply chain was relatively simple. There was a traditional PBX Channel/Distribution model where the focus was on getting a large upfront fee for equipment from the customer and a smaller ongoing maintenance. The Channel and Manufacturers focused on efficient distribution of equipment, which saw large warehouses popping up and sales teams incentivized by acquiring new customers and making large one-off equipment sales. The manufacturers supported the equipment and there was a clear demarcation between them and the communications infrastructure.

In the initial wave of Hosted VoIP, providers either built their own platforms or purchased a platform from the likes of Broadsoft, Cisco or Genband often for a fee well over £500k. In simple terms, the providers took most of the risk as they purchased or built their own platforms, whilst also managing their own communications infrastructure and driving sales independently. The model from the manufacturers point of view was still based on supply, where the focus was on receiving a large upfront fee. The Service Provider and indirect channel models were starting to change, as they had to become very much focused on the adoption of their services as they were being paid on a per user basis. Service Providers also struggled to convince the channel to adopt this new risk sharing adoption method, as the channel was still being enticed by PBX providers offering large upfront payments.

The recent announcements are now seeing the whole supply channel becoming focused on the Adoption of services on a per-user basis. Manufacturers/Service Providers and indirect channels are now all reliant on users coming onto the platforms and staying on the platforms and consuming new services.

This is forcing players in the supply chain to make fundamental changes to the way they operate and consider carefully their role in the future. Throughout the supply chain, sales teams of all organizations have to undertake a fundamental transformation to an “Adoption” and solutions sales approach. This includes the manufacturers who sales teams now need to focus not just on selling the platform but driving ongoing adoption and usage by the end customer. It’s not ok to just be a “Hunter” you have to be a “Farmer” as well.

‘Who are going to be the Service Providers of the future?’ and ‘What is going to be their role?’ is also an open question. In some ways we have the likes of Broadsoft, Genband & Mitel becoming services providers but also some of the traditional providers are reconsidering their current model of operation and starting to sell their platforms on a Wholesale basis to compete, whilst others focus more on the go-to-market elements and may ditch owning a platform and purchase the platform on an OPEX model from a third party. Some people still appear to be struggling with this fundamental change, with some PBX providers are trying to build complex pricing and go-to-market models which were a kin to the old paradigm and overlay them on the new world, not appearing to understand their new role in the market.

Clearly there is going to continue to be a mix of approaches, some providers who have established platforms are going to continue with their existing model where they take the risk and reward, and in other circumstances we are going to see new and existing channels move to the new model. Already we have seen companies like BT utilize the consume model as a stepping-stone to delivering their own solution. We see players like RingCentral & NFON who developed their own platform now both sell direct but also enable large providers such as AT&T, O2 Germany and BT.

Cavell believes that the whole supply chain is now becoming more focused on the adoption of services, by not only the Enterprise but also the actual end user. It is no longer viable to supply the platform and move onto a new customer. From a Go-to-Market approach, there needs to be more of a focus on Sales Enablement helping partners, channels and direct sales teams bring users onto their platform and keep them there rather than just selling large platform. This will require manufacturers to undergo a Sale Transformation of their own sales teams put in place new programs to support partners.

The traditional PBX distributors have been scratching their heads for a while, although with Hosted VoIP there is still equipment (such as phones) that needs distributing. On the other hand we see a group of technology enablers who both distribute technology but also enable and manager service for their customers with the likes of Siphon Networks. The issue of adoption is not limited to UC we are seeing that as providers driver services to the cloud the requirement is covering multiple services.

Cavell is seeing the above translate both into real challenges but also opportunities; we are already helping services providers and manufacturers with sales enablement and transformation programs. We are working with players in all elements of the supply chain on what their role and strategy in the future.

If you want to discuss the above further, and find out how we could help your organization with the challenges drop us an email matthew.townend@cavellgroup.com

SME drives strong growth in the Hosted VoIP market March 24, 2015

Posted by Dominic Black in Uncategorized.
Tags: , , , , , , ,
add a comment

Cavell have released our latest Hosted VoIP report that focuses on the trends and developments in the last six months of 2014 and also includes our 5-year forecast for seat numbers and revenues.

Cavell have seen the market fulfill the strong growth that was forecast in our midyear report with the SME segment, where average employee size is between 10-50 seats, driving growth. As of 31st December 2014, there were 1,649,219 Hosted VoIP seats in the UK, growing by 245,489 seats (17.49%) in the last six months. The large enterprise segment (1000+ seats) has also seen stronger growth than in previous years as some large bids that had been won earlier in the year were finally in deployment phase.

The market is still very fragmented with over 80 providers serving the UK market although what is interesting now is that many are speaking to Cavell about looking to expand overseas. We have also seen US giants Thinkingphones and Vonage setting up operations in the UK, who join other large international providers such as 8×8, RingCentral and Nfon who have entered in the last few years.

What has been interesting in this report is the impact of fibre, which has not had the predicted effect on driving growth in the midmarket. Although BT is on target to reach their fibre rollout figure, the fibre is still not in the right areas, which is making it difficult for providers and channel partners alike to offer it as a service, especially as the availability and price ranges differ so significantly depending on location.

If you would like more details on the full report please contact Dominic Black at dominic.black@cavellgroup.com for all enquiries or purchase at http://www.illumeresearch.com/shop-research.html

THE FIRST “EUROPEAN VOIP SUMMIT” IS A GREAT HIT WITH THE INDUSTRY March 2, 2015

Posted by Matthew Townend in Uncategorized.
Tags: , , , , , , , , , , ,
2 comments

On Wednesday 25th of February The Cavell Group hosted the first European VoIP summit, where we  brought together 110 people from 7 countries and over 40 service providers to London to discuss the opportunities and issues the industry was facing. We had speakers from all the key VoIP providers in Europe including; NFON, Blueface, Gradwell, 8×8, RingCentral, Vonage, BT, Gamma, Talk Talk, Tipicall and many others, also we heard keynotes from Broadsoft and Genband. T

The presenters and panellists were able to share their experiences from different countries, from the discussions it was clear that there was strong optimism among service providers about the growth of the market, which was also backed up by our latest market figures which we announced to the audience and will be updated on the blog shortly. Matt Townend Cavells Director of research and consulting started the event, by presenting both Cavells latest market data and also demonstrated the projects that we had been undertaking both in our research, consulting and professional services businesses to assist service provides around the world

Peter Gradwell (Gradwell) Marcus OTTO (NFON) and Alan Foy (Blueface) kicked off the panel discussion with a fascinating insight into the market and its challenges from 3 of the leading pioneers. We then had a presentation from Todd Wilkens VP of Broadcloud at Broadsoft who discussed some of the key challenges they had overcome in launching their platform in Germany and the UK and he mentioned France was probably the next location in Europe.We then had a great panel of providers who had recently entered the UK market from both Germany and the US, including; Ringcentral, Vonage, Nconnect and Broadsoft. In this debate we discussed how do you get the correct team to do the new country startup, and what was the best channels to market initially and how do you deal with localisation and Regulation.

Just before lunch we  had some lively discussion particularly around the SIP market, where speculation about when the UK ISDN network might be end of life, caused some lively discussion about whether government and the regulator should play more of a role in this discussion rather than it being a decision at the mercy of BT Openreach. 

The afternoon was started with a fascinating presentation on the role of WebRTC with Genband giving a Keynote on their thoughts and then a panel with great inputs from IPCortex and VOxhub. It is clear that use cases are coming thick and fast but Webrtc is unlikely to replace the existing market, but rather augment it. One of the most amusing panels was the discussion about whether service providers should Build, Hire or Buy a new platform, we had Colin Duffy from VoIPfone who have been extremely successful building their own platform, explaining how he liked to own everything and have  control over the customer service he provided and did not understand the principal of buying licenses or seats!. This was contered by both Genband/Boadsoft and SIPHON who are focussed on the commercial delivery of platforms.  After a fascinating debate including a long discussion about the role now of OPEX based models, Colin pointed out that although he was passionate about building his own platform, it would be quite hard to replicate that model again now.  

The final session of the day was about what UC services you could charge a premium for!, with 8×8, Kcom, Inclarity and 6DG. I found it particularly interesting that the hole concept of UC, was probably now to blunt an instrument to describe the market. In fact where customers perceived value and therefore where potentially you could charge a premium differed greatly both by size of company and between companies of similar size. The bigger issue was helping your channels or direct sales force become more of a solutions sales force to understand where value lay for individual customers. The day was ended with a networking drinks session sponsored by Siphon Networks, where the lively debate and networking was continued with the assistance of a few drinks. 

We have had some great feedback already with all our attendees giving the event a 4 or 5 out of 5 in the exist interviews with comments including – “Terrific to get so many industry peers in the same room to share experiences”,”Really enjoyable day and some excellent content delivered by credible industry experts”

The date for next year is already set for 24th of February, in London and we will be expanding the venue so we can accommodate more attendees and potential sponsors/exhibitors. A big thank you again to all who attended or spoke and a particular thank you to our Gold sponsors; Broadsoft, Genband & Yealink for their great support. 

IMG_0705 IMG_0707