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There have been high levels of optimism about the German VoIP market at CeBIT this week; Deutsche Telekom launched their own BroadSoft solution and NFON have announced further expansion into new territories. March 22, 2017

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Since launching our German report last October, Cavell have seen Germany as a key growth market for Hosted VoIP services. Resulting from this, Cavell have invested in growing our team, with Adam Kowalski joining to focus on the DACH region.

Cavell attended CeBIT this week to catch up with our Service Provider customers and expand our knowledge of the developing German market. While there were not as many major telecoms vendors at the event as at other global conferences, with major PBX providers like Mitel, Shoretel and Avaya not attending, German VoIP providers were in strong attendance.

The Service Providers we caught up with were really excited about the opportunities in the German market, and are all starting to see strong growth in Hosted VoIP services. Although numbers of international competitors entering the market are increasing, there doesn’t seem to be much concern amongst local providers. Nevertheless, it will be interesting to see the how the increased number of competitors affects the dynamics of the German market.

CeBIT 2017, 20. - 24. März

Deutsche Telekom introduces DeutschlandLAN CloudPBX Native UC, Powered by BroadSoft

Several Service Providers have made some interesting announcements at CeBIT, especially by Deutsche Telekom, who launched their partnership with BroadSoft. Deutsche Telekom are also launched the first product that they both manage and own (they already offer Swyx and NFON solutions), which they see as “a significant game changer for businesses of all sizes in the German market.”

The service, named DeutschlandLAN CloudPBX, is based on a Broadworks platform and integrated with bMobile to be able to offer a fully integrated mobile and fixed solution to their entire customer base. By combining deep mobile network integration and fixed capabilities, Deutsche Telekom hope that this will be a key differentiator in the German market.

Deutsche Telekom are still planning on continuing sales of their Swyx and NFON solutions alongside the DeutschlandLAN CloudPBX service, but will it be interesting to see how the relationship evolves in the future. It is also interesting to note that Deutsche Telekom have taken a Broadworks platform instead of a BroadCloud solution, noting that ownership of the platform was important for them when making the platform choice.

Expansion, SIP Trunk & Wholesale: NFON

Other key announcements came from NFON, who launched their NFON SIP Trunk product at the event. This not only fills a gap in their portfolio, but will also enable them to take advantage of the All IP strategy in Germany, which is set to end the ISDN network by 2018. The SIP Trunking service also offers full access to the potential of carrier management in 12 European countries and telephone number management, as well as meeting regulatory requirements. This may disrupt the international SIP Trunking market.

NFON continued their expansion into two new European countries with NFON Iberia covering Portugal (launching in May) and expansion into the Italian market forecast for September. This will put them in 14 countries by the end of 2017, which will establish them as one of only a few Pan-European Service Providers.

NFON have also launched a wholesale model, partnering with ScanSource Communications in the UK and T-Systems in Germany, to target large SMEs and large enterprises. NFON will allow the services to be integrated by their wholesale partners into full products or sold alone as single services to their customers.

Read more: https://www.broadsoft.com/press-releases/deutsche-telekom-introduces-deutschlandlan-cloudpbx-native-uc-powered-by-broadsoft

Read more (DE): https://www.nfon.com/de/unternehmen/presse/presse-mitteilungen/?tx_nfonpress_release%5BpressRelease%5D=93&tx_nfonpress_release%5Baction%5D=show&tx_nfonpress_release%5Bcontroller%5D=PressRelease&cHash=91fdbd4c67c4c32dbfc6e6be89ad80f8

Read more (EN): http://www.lfchannel.com/expansion-sip-trunk-wholesale-nfon-news-at-cebit-2017/

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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!

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

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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!

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Many thanks to our Gold Sponsors:

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

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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

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

Posted by Matthew Townend in Uncategorized.
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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. 

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