The IT industry is currently going through a radical change driven mainly through cloud computing and its impact on how customers purchase their future infrastructure and systems, but IT’s pain will also have significant repercussions for the telecoms industry, says Outsourcery channel business unit director Simon Howitt

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“Focus on service is essential, particularly in view of customers’ specific needs as their business requirements and profiles change. This is a new dawn”

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�With the absence of a truly unified network product, dealers must look for alternative ways to offer an integrated product. But it is possible�

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�New restrictions on ISPs, which Wi-Fi providers are now considered, are leading many providers to question whether providing access is worth the trouble�

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Unicom operations director Chris Earle: "To receive all your services from a single company with a single point of contact would be a huge step forward"

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MoCo managing director Ian Robinson: "Even if we snigger at the term, and prefer to call ourselves 'dealers' or 'salesmen', we are comms 'consultants'"

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O2 business sales boss Ben Dowd: "Customers want a complete service wrap – mobile and fixed services, plus additional managed services and support"

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�Hosted unified comms is a leveller in that companies will soon be able to provide powerful solutions large systems integrators cannot compete with�

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Unifying many technologies over a single infrastructure presents customers with different challenges. Azzurri mobile boss gives guidance

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There are angles to unified comms that get overlooked, like the opportunity for the channel to evolve, writes Avenir UK boss Andy Tow

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