Exertis Future Business by ExertisMarketing

GROW WITH EXERTIS

SMART WORKING NEEDS SMART TECHNOLOGY

We talk to Gerry O’Keeffe about why resellers should plug into Exertis

We explore the various options for smarter working practices

Winter issue 6.

R E L I A B I L I T Y. CO N N E C T I V I T Y. THINKPAD 13.

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One small step for man.

One giant leap

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UBD-K8500

Enjoy 3 great UHD movies with the Samsung Ultra HD Blu-ray player.

Please contact your Exertis Account Manager for more details.

Award applies to: Ultra HD Blu-ray UBD-K8500; Which? Best Buy Award. (July, 2016).

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To buy online: store.exertis.co.uk

TALES OF THE UNEXPECTED

FUTURE

TECHNOLOGY IN THE PUBLIC SECTOR

DISASTER RECOVERY WITH STORAGECRAFT

CONTENTS 05 EXERTIS COMMENT Phil Brown introduces the Winter edition of The Future Business

06 NEWS IN BRIEF A quick look at what’s happening in the technology market

08 MARKET STATS UPDATE We look at the current technology trends you should be aware of

12 GROW WITH EXERTIS The Future Business talked with Gerry O’Keeffe, Exertis Managing Director UK & I, about the company’s acquisitions, the importance of specialism in different market sectors and why resellers and retailers should plug into Exertis

16 TALES OF THE UNEXPECTED Why businesses should plan for the unexpected

20 SMART WORKING NEEDS SMART TECHNOLOGY

The ability to work anywhere, at any time, on any device, requires business to adopt a flexible approach to the workplace, combined with robust technology

26 HAVE YOU CHECKED OUT YOUR DIGITAL PERSONA?

What does your online persona say about your business? The Federation of Small Business’s new profiling tool allows you to take control of your online business reputation

30 HOT PICKS A range of best-selling products designed to make you more margin

32 TECHNOLOGY IN THE PUBLIC SECTOR We highlight the best products to help Public Sector customers keep security up and costs down

35 HOW TO USE INCENTIVES TO REALLY BOOST PERFORMANCE Tips on what makes a good incentive

39 IT’S TIME TO START TALKING ABOUT WINDOWS SERVER 2016 Improving efficiency and productivity for companies and IT departments, we take a look at the benefits of Windows Server 2016

43 NEW YEAR, NEW YOU? Exploit the opportunities in managed services with Exertis

45 HOW TO PREVENT DISASTER WITH STORAGECRAFT We explore the importance of back-up and disaster recovery

46 AT THE SUMMIT OF CONVERGENCE Resellers and Vendors give the thumbs up to Convergence Summit South

50 LIVING ON THE EDGE We explore DCIM and MSP programmes with APC

54 MUST HAVE ACCESSORIES Our top 10 recommended accessory products for business

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Altham 01282 776 776 | Basingstoke: 01256 707 070 | store.exertis.co.uk

THE

To buy online: store.exertis.co.uk

FUTURE

Publisher Exertis Editor Nerissa Tong Design Sophie Hammond Website store.exertis.co.uk

WELCOME FROM EXERTIS Welcome to the last edition of The Future Business for 2016, a year which has seen us active in acquisitions that will make us stronger in key areas of our business, providing expertise, knowledge, additional products and solutions which you will be able to take advantage of in the future. You can read about what this means for you in our interview with Gerry O’Keeffe, Exertis Managing Director UK & I on page 12.

employers are having to provide the right infrastructure irrespective of the workplace in our “Smart Working Needs Smart Technology”, page 20 article. Talking of being smart, it would surely be unwise to ignore any new launch from Microsoft, particularly one where they own between 85% and 90% of the market. We take a look at some of the exciting features of Windows Server 2016 on page 39.

Winter can provide us with some challenges, but we look at some of the opportunities if you get ready and prepare for the unexpected (“Tales of the Unexpected”, page 16). If you are looking for certainty, then managed services is an area which looks destined to continue to grow. Our professional services can help you enter or augment your existing capabilities in this profitable sector. It’s a topic we cover in the “New Year, New You?”, page 43 article and it surfaces again in two other features. One focuses on back up and disaster recovery (“How to prevent disaster with storagecraft”, page 45) and the other on adding power and cooling (“Living on the Edge”, page 50) to your MSP portfolio. Both can significantly add to your recurring revenue stream.

Exertis was pleased to be a partner at the Convergence Summit South event and the feedback was excellent from both vendors and resellers. If you missed it, you can read some of the comments in this issue. Also, don’t forget to take in our “Hot Picks”, page 30, and “Must Have Accessories”, page 54, before the year is out. If you intend to kick off the New Year with an incentive, then read about some great tips on what can really boost performance. It might surprise you.

Altham Sales: 01282 776 776 Address: Shorten Brook Way, Altham Business Park Altham Accrington Lancashire BB5 5YJ To place an order please call 01282 776 776 between 9am – 5.30pm Monday to Friday Basingstoke

Lastly, on behalf of everyone at Exertis, I would like to wish you all a Happy Christmas and a prosperous new year. Thank you for your continued support.

Of course, these days we have a workforce that can take advantage of mobile technology. We look at how

Phil Brown Sales and commercial Director, IT and Enterprise

Sales: 01256 707 070 Address: Ashwood Chineham Business Park Chineham Basingstoke Hampshire RG24 8EH To place an order please call 01256 707 070 between 9am – 6pm Monday to Friday

THE

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According to research, conducted for Dell by Dimensional Research and reported in Tech Target, global firms have a long way to go to learn what the General Data Protection Regulation (GDPR) entails and how they’re going to comply with it by the time it takes effect in May 2018. Only 31% of respondents were confident they were prepared for GDPR compliance, while 37% admitted their firms were not ready, leaving 32% with no idea of whether or not their firms were prepared. Only 3% said their companies had plans in place to be ready for the new regulation, though 37% reported they were still working on their plan and 27% were trying to determine who needs to be involved in GDPR planning. The remaining third of respondents said their company had not even begun to plan for the change.

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protect personal data, even if the collecting organisation is located entirely outside of the EU. Only companies with fewer than 250 employees are exempt. See The Future Business, issue 4, for further information.

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Niall Ennis, DCC Technology, Managing Director said “Hammer has enjoyed considerable success in providing value-added services and bespoke solutions in a number of vertical markets for their customers and has a well-earned reputation as a storage specialist. The acquisition has significant benefits for both companies, increasing Exertis’ expertise and solutions in the storage market, complementary to our existing server and enterprise business, and providing Hammer customers and vendors with a platform for growth within a diverse and financially strong technology distribution company. In addition, this deepens Exertis’ presence across several European countries.”

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Government plans to spend a previously announced £1.9bn sum on cybersecurity include recruiting more than 50 specialists who will work at the cybercrime unit at the National Crime Agency. These recruits will help tackle organised gangs with the objective of making it far costlier and less attractive for criminals to engage in hi-tech crime.

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Also, included in the plan is the creation of a Cyber Security Research Institute - “a virtual network of UK universities” that will co-ordinate research into efforts to improve defences for smartphones, laptops and tablets. Security-based start-ups will also get help via an innovation fund that will commercialise work on novel tools and defences.

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A self-driving truck, developed by the Uber-owned startup Otto, recently made the first autonomous commercial delivery by driving 120 miles across Colorado to deliver 2,000 cases of Budweiser beer. Reported in Live Science, the truck departed the Anheuser-Busch facility in Loveland, Colorado, and drove itself on Interstate 25 through Denver - alongside regular car traffic - to Colorado Springs. According to Otto, a trained driver was in the truck at all times, but never had to intervene for the entire 120-mile stretch of interstate.

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Mobile devices were used more than traditional computers for web Mobile Services Networks Audio Automation Mobile Business browsing, as smartphone and tablet use overtook desktop for the first time globally, according to web analytics firm StatCounter. Not surprisingly, mobile web browsing has been steadily growing since 2009, while the desktop’s share of web traffic has steadily Office Networks People Automation Business Channel decreased. In October, the two crossed over, with global mobile and tablet browsing accounting for 51.3% versus the desktop’s 48.7%. However, in the UK, we’re not quite there yet as desktop still accounts for 55.6%.

The judges at the prestigious 2016 AV Awards Exertis Security Gadgets Games lauded Exertis as “Highly Commended” in

recognition of our continued growth and development in our AV business. In addition to recognising Exertis’ growth in all markets Gadgets Servers Games - ProAV, projectors, LFD, interactive solutions, TFT, control, networking, cabling and accessories – the award noted some significant innovations in partner support, including our Servers Gaming Software Growth Games AV Enablement Suite (where digital signage, interactive technology, networking and control technologies come together in real world environments) and the continued high level of support provided to partners through the success of Specialist our AV Academy in training our team to CTS level. Growth Software Gaming Software

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When using icons in designs, the colour should remain RcP Supplies Home Entertainment Marketing Lighting Supply Chain A leading manufacturer of control systems, video switching and video extension products, SY is recognised for its innovative design and high quality.

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Retail Services Retail Revenue /and Finance Consumables Exertis can now provide resellers retailers with Alcatel’s vibrant Consumer Digital and robust range of feature rich but competitively priced tablets (PLUS10 and PIXI 4), phones (IDOL, POP and PIXI) and wearables (GO WATCH). Recently ranked #3 in the UK Market, #1 in Prepay, Feature Phone and Revenue MBB, #3 in tablet and #4 in SIM Free after taking their Retail Services / Finance Digital Consumer biggest market share ever, their products and solutions resonate with millennial and Gen Z consumers with a simple, personal, authentic and fun approach. Security Revenue / Finance

For more information on Alcatel’s range, please contact your account manager today.

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LogPoint, an advanced Security Information and Event Management (SIEM) vendor that enables businesses to live up to compliance regulation, optimise their enterprise’s potential and protect valuable assets, is now exclusively available for resellers. Gareth Bray, Exertis head of commercial for enterprise solutions said “LogPoint complements our existing portfolio of networking and network security solutions, giving our partners a new and exciting proposition. LogPoint’s incredible leading edge technology and very competitive cost mean we can offer a genuinely compelling alternative to other SIEM applications. Combined with Exertis’ full services wrap including scope, design, proof of concept, training, installation and 24 x 7 support, we can ensure our partners have a complete offering with assistance at every point of the sale”.

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Chris Godsalve, Exertis, AV and Collaboration Business Manager said “Our partnership with SY significantly strengthens our solutions in digital signage, video wall and collaborative technologies, providing a oneTablet stop proposition that increases value and margin for our Marketing Technology Microsoft Mobile resellers and systems integrators. SY has built a reputation for providing robust and high quality products that are an integral part of an AV solution, perfectly complementing our existing range, and meeting the increasing demands by end users for collaboration and Technology Microsoft Mobile Television digital signage across a variety of vertical markets”.

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and rapidly-developing Internet of Things (IoT). The E3900 has more than 1.7 times more computing power over the previous generation within the same thermal envelope, enabling the faster memory speeds and memory bandwidth needed for edge-to-cloud network computing. The series has several enhanced and multiple new security features. For more information on Intel’s® E3900 series, please contact your account manager today.

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FUTURE

BUSINESS

BUSINESS TRENDS DRIVING DEMANDS BY

2020

$1 TRILLION

OF IT SPENDING WILL BE DIRECTLY OR INDIRECTLY

AFFECTED BY THE SHIFT TO THE CLOUD GARTNER

2,500,000,000,000,000,000 OR TWO AND A HALF QUINTILLION BYTES OF DATA ARE USED WORLDWIDE EVERY DAY! VOUCHERCLOUD

2021

127%

VR GAMBLING

WILL GROW 800% FROM $58.5M IN 2016 TO JUST UNDER $520M TODAY

IS SET TO GROW FROM

$75BN TO $170BN

IN THE NEXT 5 YEARS

JUNIPER RESEARCH

18% GROWTH WIRELESS LAN CONTINUES TO GROW YOY DUE TO INCREASING MOBILITY DEMANDS

THE IT SECURITY MARKET

25%

CONVERGED INFRASTRUCTURE WILL GROW BY 25% OVER THE NEXT 4 YEARS DUE TO LOWER TCO AND

IMPROVED PERFORMANCE Altham 01282 776 776 | Basingstoke: 01256 707 070 | store.exertis.co.uk

Exertis recommends Windows devices.

Linx ViewHub Take your Tablet further with Windows 10. Part code: LINXDOCK

All-in-one. One for all.

Media hub.

Designed exclusively for use with the 820 or 1020 Windows Tabs, the unique Display Station brings the most seamless and expandable experience available for both consumer and business environments. With features like tablet charging, extended display and additional full-size USB ports, you can create the environment you want, anywhere.

Whether in the home or work office, you can seamlessly continue your personal or business projects by adding a keyboard and mouse to work streaming services such as Netflix, Amazon Prime and Sky Go. Two full-size high-speed USB 3.0 ports let you easily plug in your own external hard drives, letting you put your own files and content on the big screen.

Using the industry standard fixing bracket, you can select and mount a wide variety of TVs and monitors that connect using HDMI for a simple, no hassle setup solution.

Workstation. Dock a tablet to make any TV Smart and connect to all of your favourite media using the extended display for the perfect desktop environment that keeps you productive and ready for you to detach-and-go when you need to.

Order your Linx ViewHub tablet today by calling our specialist sales teams. Basingstoke Stoke Altham

or visit: store.exertis.co.uk

01256 707070 01782 648300 01282 776776

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Gain a better understanding of the latest sales trends, opportunities and up-to-date release information from the world of Gaming, Consumer Electronics and Gadgets in one bite-size magazine.

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Samsung Partner Programme The Samsung Partner Programme offers a distinct competitive advantage by allowing you to promote your business as an Accredited Samsung Partner. You will be provided with logos for use on your website and within your sales and marketing material, a dedicated 5 days a week support line and much more. Programme benefits • Dedicated channel support • Marketing funding • Bespoke incentives • Seeding devices • Marketing assets (co-branded) • Access to training • Product news and information • Sales tools kits

To find out more and to register

visit www.samsungpartnerprogramme.com

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GA B UM S I IN NE GS A SN D E N T E R T A I N M E N T

GROW WITH EXERTIS The Future Business talked with Gerry O’Keeffe, Exertis Managing Director UK & I, about the company’s acquisitions, the importance of specialism in different market sectors and why resellers and retailers should ‘plug into’ Exertis. Here’s what he had to say. It’s true to say that we have continued to be active this year in acquiring companies that complement our business. These acquisitions are part of a long term plan and often take years to come to fruition. All good businesses look at opportunities and potential targets but the timing needs to be right for both parties. Our rationale to acquire any business is to make us better and stronger in a specific technology area. An acquisition needs to deliver a new base of customers, provide additional technical expertise that we can leverage into our existing customers, open up new routes to market for our vendors and/or broaden and deepen our geographic footprint in Europe.

RECENT ACQUISITIONS FIT STRATEGIC CRITERIA Our recent acquisitions are testament to this strategy. Last year, we acquired Computers Unlimited that brought new product categories and specialisms to the Exertis portfolio. Their strength in the premium audio market and ability to nurture new and emerging vendors was an important consideration. They have helped establish us as the leading smart tech distributor in the UK. We also acquired the CUC Group, a distribution business providing a broad range of cabling, components and IT accessories to over 9,000 customers (resellers, systems integrators and electricians) in France and Germany. We have since been able to offer this range to UK customers as part of our strategy to provide a complete solution that includes these types of products. During this year, we have added Siracom, a company that provides a wide range of third party branded wireless infrastructure and security products, complementing our existing enterprise offerings and providing specialist expertise and knowledge in this market. Their penetration into the education market has allowed us to provide a wider range of solutions into a key area of the public sector where technology is a significant enabler. We recently announced our intention, subject to approval by the regulatory authorities, to acquire Hammer, a specialist distributor of server and storage solutions. Hammer has enjoyed considerable success in providing value-added services and bespoke solutions in a number of vertical markets for their customers and has a well-earned reputation as a storage specialist. The acquisition has significant benefits increasing our expertise and solutions in the storage market, complementary to our existing server and enterprise business and deepening Exertis’ presence across several European countries. Lastly, we have just announced our acquisition of Medium, a specialist audio-visual distributor of projectors, flat panel displays, interactive systems and digital signage. Medium has an unrivalled reputation for customer service, industry knowledge and offering specialist support and solutions in key areas of the AV market. Their technical expertise will strengthen our ability to implement a full suite of professional AV

Altham 01282 776 776 | Basingstoke: 01256 707 070 | store.exertis.co.uk

To buy online: store.exertis.co.uk exertis.co.uk

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These acquisitions have many criteria in common. The companies are very strong players in their respective markets, complement our current business activities, enhance our existing technical and service capability, increase our customer base and provide new and exciting opportunities for resellers to grow their business with Exertis. Certainly, we see opportunities for resellers to utilise these technical skills and the expertise of our employees to provide specific technology solutions into vertical markets.

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MAINTAININGto SPECIALISMS IS KEY are available download from the brand hub at www.exertisb They are usedand to help visu ons represent key technology areas, services areas vertical Channel Cloud Computing Consumables Clearance Consumer Most importantly, we recognise that these companies have been successful in their own right with a business model that has benefited their customers and vendor partners. Exertis can provide additional benefits of scale, financial security, investment in tools and systems, and coverage whilst, at the same time, ensuring that these specialist category areas continue to flourish and evolve by retaining that high level of expertise and knowledge. There is no one size fits all model and maintaining that key differentiation is of paramount importance. Indeed Exertis has developed into one of the leading technology distributors through acquisition, as well as organic growth, since its inception as Micro-P in 1980. However, we have clear areas of operation covering IT (commodity and enterprise), Home, Mobile and Supplies and specialist divisions and business units within each of these that cater for the differing needs of our customers in the retail and B2B market. Our resellers have the opportunity to â&#x20AC;&#x2DC;plug intoâ&#x20AC;&#x2122; these different specialisms according to their requirements.

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All templates are available using icons in designs, the colour should remain consistent acr Consolidation has always been a feature of our industry and this is likely to continue right through the channel. Being able to offer a wide range of differing technology categories has other advantages. Whilst some traditional distribution markets such as computing might at best be flat or even in decline in terms of growth, other areas present opportunities and this is reflected in our strategy to develop and grow other areas of our business through acquisition or investment. Enterprise and the AV markets are good examples of where we see our acquisitions increasing the service and value we can offer to our customers. Print, in particular the OA market, and smart tech and IoT are examples of where we are investing to help our resellers and vendor partners take advantage of market opportunities. In print, we have opened a new office in Norfolk with a highly experienced team that is focused on driving the business and is already showing exceptional levels of growth against the market trends reported by Context. In smart tech, we have established a clear leadership position opening up new channels and routes to market through DIY superstores, professional installers and building contractors. These are new areas in distribution. In addition, we see further opportunities in VR and AR, and in PC gaming where we are also well established as a market leader.

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Our customers are always a priority and we are committed to provide the best possible service by having the most knowledgeable and technically skilled employees in distribution. Resellers and retailers build trust and loyalty with their customers and they are best placed to take solutions and new technologies to their clients or consumers. By plugging into our technology areas, resellers and retailers have the opportunity to broaden their portfolios and deepen their engagement with their customers.

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When is it time to fit the winter tyres on the car and get everything ready for winter? Such sentiment and thinking doesn’t ring true for most inhabitants of the British Isles – our relatively warm, wet and temperate climate has one over-riding characteristic, uncertainty. Sure, we have seasons, but there is so much variability within and between them and in an era where climate change introduces even greater variety and extremes, then planning for winter becomes a bit like pinning the tail on the donkey.

But, if one thing is clear, the adage of ‘failing to plan is planning to fail’ applies perfectly to our ability to take winter in our stride and cope with its effects, whatever they may be and whenever they occur. A look at a few telling stats show that winter can have a devastating impact on many businesses, an impact many could avoid.

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The sharp freeze of 2013, remember that? Well, around 52m working hours were lost, 8.5m people couldn’t make it to work, and the cost to the economy was considered to be almost half-a-billion - a day that is! Or go a little further back to 2010 – 37% of SMBs were impacted - over a third of workers encountered problems getting to work and the economy shrank by 0.5%. How about last winter? That was the mild one, but one where storms got given names and we rapidly started to go through the alphabet getting to Frank by the end of December. The wettest winter since 1934 saw up to 185,000 businesses threatened by flood and of those that were, many found their insurance cover was inadequate and didn’t extend to things like loss of market, continuity of employee pay and loss of business value.

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It’s never clear when winter is and what it will bring, hence our shared national surprise and collective temporary paralysis whenever more than an inch of snow presents itself.

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mitigating its effect? For example, are critical staff enabled to work remotely; how cloud enabled are a customer’s core apps; is power to the building safeguarded; are servers and storage adequately protected; are communication plans adequate to inform customers and staff, who is responsible and for what? What about the UC system – how can calls be handled in the event of an event and a sharp rise in inbound calls? There are a host of scenarios and factors, but the planning process, ideally involving teams from all areas of the business will surface them all and then a priority can be placed on the various elements and associated costs involved. •

How to react? What is in place to respond to an event? So, for example, an element of the disaster recovery audit may highlight that the accounts payable team need to work remotely to ensure suppliers are not affected in the event of, say, a server failure or power outage. The response element may be the provision of laptops, home based communication services, virtual hosting of files and apps, and provision of remote back-up server capability.

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Post-event recovery. Once the initial response has kicked in, what is needed to identify the cause, recover back to full operational status and, ideally, in a more resilient state to prevent a future recurrence? In the example above, it may be that more resilient, upgraded, server, back-up and power technology is deployed or maybe the whole architecture is reviewed and, if on-site, it becomes more cloud enabled. Severity of impact is the key driver here and if very severe then possible changes to working practices and more remote working are feasible if facilities are, say, badly flood damaged.

IT’S ALL A MATTER OF CONTEXT

BE PREPARED So, it makes sense to get business in a winter ready state. Resellers can take a lead here with customers and provide advice and services that will enable them to keep the ‘open’ sign on the door and remain as fully operational as possible should a big freeze happen or large winter storms bring heightened flood risk. The first thing any business should do is prepare and plan for any potential issues and problems. It might sound like an obvious thing to do, but the stats would indicate otherwise and one study showed 59% of SMEs have no plan to deal with whatever extremes the weather decides to throw at them, or the subsequent impact this will have on systems, people and processes. As a guiding principle, any plan will assess the potential problems that are specific to the business and prepare strategies to deal with them, involving time to recover these various systems and points in time to recover. Resellers can play a big part in helping customers develop a disaster recovery plan to restore IT systems to a state where they support the business operation, ideally with no or very low downtime. The plan could encompass three stages: •

Current state of systems, processes and people – audit what threats look like and the likely impact on IT, people and facilities. What can be done to prevent the event from occurring or at least

When it comes down to what to help customers with first in terms of business continuity planning and disaster recovery, there is no single solution or answer, given that any business’s situation is totally unique to them. What is clear is that there is an obvious need for all businesses to have plans in place to prepare for the worst in winter and be clear how it may affect them. It’s a great opportunity for resellers to open up the conversation if some of their customers are among the 60% or so with no plan (or the more than two-thirds who have been affected by severe weather at least once in the last three years) and for customers who are prepared and ready, to look at reviewing existing plans and recommending improvements and associated architectures, products and services that increase resilience and speed up any time to recover. After all, given the only certainty about a British winter is uncertainty, then not knowing what its effects are and where they fall is a risk and one not worth taking. So, if there are days when the ‘closed’ sign is in the window, then surely it’s better in the window of a customer’s competitor. For more information on how to get your customers’ business ready this winter, please speak to your Exertis account manager today. Sources: Federation of Small Businesses; RSA; You Gov; Computer Weekly; The Environment Agency.

Introducing a smart way to work better Comprehensive protection, the smartest business apps and trusted Sony support included in the state of the art Xperia XZ and XCompact • Work faster and smarter with Android • Keep your company data to yourself with one of the best multi-layered security systems • Advanced business-to-business apps for better productivity • 23MP camera to capture precise shots, even when you’re rushing around

Please contact your Exertis Account Manager for more information

Icons and images are simulated and are for illustrative purposes only. Sony is a trademark or registered trademark of Sony Corporation. ÂŠ2016 Sony Mobile Communications Inc. All rights reserved. Network operator services not included.

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In theory and now more and more in practice, provided you have the right IT and communications infrastructure in place, employees can work almost anywhere. Indeed, if properly implemented, organisations can reduce their overheads, increase productivity and provide employees with the opportunity to choose where and, to some extent, when they work. Laptops, tablets, smartphones and wireless internet connections have made this possible along with effective methods of maintaining office based routines, such as meetings and team collaboration through using technologies such as audio and video conferencing. Unified communications have become increasingly important and the ability to do away with desk phones by rerouting calls to mobiles or laptops can streamline the process even further. Of course, this freedom doesn’t come without some issues. Concerns over security, both personal and data, confidentiality and even health considerations.

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There are of course a number of different options for smarter working practices. Perhaps the first and most notable change to working practice came from sharing office space, often referred to as hot-desking. Nowadays, people seldom stay desk-bound for 8 hours a day. Research has shown that the average desk occupancy rarely rises above 50%, tying up large areas of expensive real estate. This was further compounded as the workforce became more mobile through the use of technology. Indeed, not only could organisations reduce their space but in some cases they risked duplicating some of their technology investments. A recent study from Steelcase reported that almost half of UK workers are based in open plan offices, more than twice the global average with almost one in five without a designated desk due to hot-desking, remote and home working.

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The Steelcase study raised some interesting facts and opportunities for technology to help improve the working environment. Whilst the report demonstrated that the most highly engaged employees tend to be those that have the highest degree of control over how and where they worked, more than one third of workers in 17 of the world’s most important economies were said to be disengaged, and more than 10% of global workers were highly dissatisfied with their workplace. That isn’t necessarily a reflection on technology, the ambience and environment are also key factors. However, despite the mobile revolution the Steelcase report found that the vast majority of workers worldwide still use fixed technology at work, with 86% of workers being provided with a landline telephone, and 80% with a desktop computer. Compare that with the 39% of employees who are equipped with a mobile phone or laptop, and 14% with a tablet. Hardly surprising that many prefer to bring their own mobile device into the workplace.

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MOBILE AND HOME WORKING Besides a shared desk facility which can of course be in any number of locations, there are other options for smarter working that require smart technology. The ability for organisations to work and collaborate as virtual teams, avoiding expensive travel and additional meeting space, is now more widely available using online communications and collaboration tools. The use of virtual reality may well widen this opportunity and allow design teams, for instance, to share prototypes with colleagues working in different continents. Mobile workers have become more empowered and equipped to work with tablets, apps and even payment systems providing a more efficient way of working. For many the distinction between home and office is already quite blurred with the ubiquitous use of smartphones. Certainly remote working is inevitably going to grow as more employees take advantage of flexible working legislation. Companies will need to embrace mobile working and provide up-todate devices or meet the challenge of BYOD to remain competitive.

Hot-desks have come under significant fire in some quarters for not meeting the needs of employees, but ultimately a productive office will look different for every business. However, beyond the environmental considerations, organisations can certainly make use of technology that enables employees to be productive by ensuring they have the basic computing and software, such as Office 365 and other cloud based services, robust network access, fast WiFi speeds, “follow-me” phone systems and extra screens to work from. Naturally, workers will need access to files and documents from anywhere they are working and therefore security also needs to be in place.

A SMART SOLUTION TO COMPATIBILITY ISSUES Supporting a shared desk facility can have its headaches. Leaving aside the domestic issues, one of the biggest complaints has been around compatibility. Not everyone has the same equipment. Targus provides a universal docking station that is a one size fits all solution, allowing employees to work from any desk and plug in one USB cable to their device for connection to the network, extra screens and desk accessories. It’s also the only universal docking station to offer integrated power, enabling workers to stay charged when they are in the office and avoid downtime when they are not. Furthermore, its software also ensures that anyone plugged into a Targus docking station will be automatically switched to the Ethernet network, decreasing the burden on WiFi bandwidth. Their new Multiplexer and Hydra cable also solves compatibility issues with the introduction of the new USB-C devices which will enable businesses to maintain flexibility without costly upgrades to existing equipment.

Home working is another option, either occasionally or in some cases as a permanent office base. Interestingly, while the total number of people in employment in the UK has increased over the past 10 years, this has been outstripped by the growth in working from home, which has increased by 800,000 to more than 4m employees in 2015 (or 13.7% of the workforce) according to the Office for National Statistics. It estimates that a further 1.8m people would work from home if they were given the opportunity. The information and communications industry is above average with 17.7% working from home, suggesting that they are using the technology to their advantage. Home working has many advantages, saving on office overheads, increasing employee morale and productivity, and even securing specifically qualified candidates who don’t want to move house. Home workers require the same resources as if they were in the office to be productive and that requires IT departments to provide the right tools for the individual whilst maintaining security for the company. Changes in how we work provide increased opportunities for resellers to advise companies on the best way to use technology to keep their employees engaged, productive and loyal. Exertis can provide the range of products and support to address these needs.

Fujitsu recommends Windows Pro

BREAK THROUGH TO EFFICIENT WORKING

STYLISTIC R726

LIFEBOOK T936

The STYLISTIC R726 transforms into a full performance and full productivity notebook by simply attaching the slim Magnetic Keyboard. Its magnesium-aluminium housing delivers durability for business pros on the move, presenting in tablet mode or working in notebook mode on a plane, a train or anywhere else.

The LIFEBOOK T936 is a versatile 2-in-1 Ultrabook™, built for demanding professionals with new dynamic work styles. Its ultra-thin, durable aluminium housing with magnesium lid, and its light weight lets you travel in comfort. With a simple flip of the super crisp, rotatable 13.3” FHD display, you can easily switch to tablet mode.

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Unlimited usability and productivity with 2-in-1.

Windows 10 Pro Intel® Core™ i7-6600U Processor 8GB RAM 512GB SSD 12.5” FHD Display 2 Year Warranty

Part Code: FUJR7260M27APGB

Windows 10 Pro means business.

Top performer, with a twist.

Windows 10 Pro Intel® Core™ i7-6600U Processor 16GB RAM 512GB SSD 13.3” FHD Display 2 Year Warranty

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LIFEBOOK E746

LIFEBOOK A556

CELSIUS J550

The LIFEBOOK E746 is the right choice if you need a stylish notebook, with high value features, to support you with your daily work. With its 14” display, light weight of only 1.7 kg, extensive set of interfaces and high-end security features, this modular notebook offers you full convenience and flexibility.

The LIFEBOOK A556 with latest processor and memory technology is a powerful partner for daily tasks. The 15.6” anti-glare display offers comfortable viewing, even when outdoors. The integrated WLAN and Bluetooth, HDMI, Anytime USB Charger and numpad keyboard offer mobility and convenient working.

If you need a powerful, yet small workstation, searching for the level of 3D performance previously only available in a workstation tower, then the Fujitsu CELSIUS J550 is the ideal choice. Thanks to its innovative 10 litre design, the CELSIUS J550 small form factor workstation is the first to support standard, full-height graphics cards.

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Uncompromising elegant design and functionality.

Windows 10 Pro Intel® Core™ i5-6200U Processor 8GB RAM 256GB SSD 14” HD Display 2 Year Warranty

Part Code: FUJE7460M25ABGB

Your essential powerful partner.

Windows 10 Pro Intel® Core™ i5-6200U Processor 4GB RAM 500GB HDD 15.6” HD Display 1 Year Warranty

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Small and Powerful.

Windows 10 Pro Intel® Core™ i7-6700 Processor 8GB RAM 1TB HDD NVIDIA® Quadro™ K620 2GB 3 Year Warranty

Part Code: FCELJ5500W27ABGB

Don’t miss the chance to reward yourself with double points through the FUJITSU Loyalty Award, by selling FUJITSU Workstation CELSIUS and Windows 10 Pro.

For more information, please contact your Exertis account manager today

Voyager 5200 UC ®

Your voice, your day, your way. Today any place can be a workplace, whether it’s a coffee shop, a cubicle, a conference room or a cab, you can be sure that with every call, your mobile workers can focus on the voice on the line, not the wind or noise around them. Featuring our most advanced, adaptive noise cancelling and WindSmart® technology to cancel out disruptive noise, enabling you to be heard so no one ever sounds less than professional. It is not how far you travel. It is how close you sound. Superior audio on both sides of the call • Four adaptive microphones and proprietary DSP work together to reduce disruptive background noise • Six layers of WindSmart technology ensure your voice comes through clearly Intuitive features • Smart sensors answer calls by simply putting on the headset and transfer calls between mobile phone and headset • Up to 30 metres/98 feet of range from supported smartphone or laptop with BT600 USB Bluetooth adapter • Enhanced voice alerts announce caller ID, mute, connection status and talk time level • Rigorously-tested ergonomic design for all-day comfort Simply say “answer” or “ignore” to manage incoming calls • Activate Siri, Google Now, or Cortana with the touch of a dedicated button Worry-free mute assurance

• Dynamic mute alert senses and alerts you when you begin to speak while muted

• Dedicated mute button for quick mute access and timed voice alerts announce mute status

• Visual mute status shown on BT600 USB Bluetooth adapter and desktop screen* *Requires Plantronics Hub.

Contact your Exertis Account Manager to learn more!

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Mobile Networks Accessories MobileServices If there is one facet of today’s modern business Office environment with which many smaller businesses Accessories Audio Networks People struggle to cope, it is undoubtedly that of keeping abreast of developments in the fast-moving digital world. More worryingly, fewer smaller businesses can say, hand on heart, what information is circulating in the digital domain that could be damaging their ‘digital persona’.

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Whilst many have mastered, or taken baby steps towards developing, social media strategies, got to grips with software applications and even protected themselves against cybercrime, few SMEs have either the time or internal resources to research the plethora of information that can be turned up online by those wanting to discover more about them.

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This is hardly surprising, as there has been nothing to help them. Without a dedicated member of staff, or team, to monitor what is out there in the digital domain, it has been almost impossible for them to consider how they are perceived online, or what picture of their organisation can be created by those who put all the digital

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‘jigsaw pieces’ together. Thankfully, this need no longer be the case, thanks to a unique new service available to members of leading business support and advice provider, The Federation of Small Businesses (FSB).

FSB Business Profiling launched on 7th November, to help smaller businesses strengthen their position in what one has described as their “constant battle with the invisible”. It was trialled by FSB members earlier this year and generated great feedback.

DVDs and Channel Business Gadgets Digital Clearance Exertis Servers Softwar Entertainment As FSB member Rebecca Aldridge, managing director of Balance: Wealth Planning explains: “As a business that finds the majority of its new clients online, FSB Business Profiling allows us to see how we are being perceived and then take control of our online reputation.”

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So, what is FSB Business Profiling? Well, in essence, it is a sophisticated online tool that enables typically time-poor owners of smaller businesses to quickly understand, digest and take action on the array of digital information available online, which others are using to judge them.

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For the first time, business owners, as the subjects of this information, can gain more control over their digital profile – a real advantage for any business seeking to grow in a digital world where lack of control over user perceptions is a huge problem. FSB Business Profiling pulls together information from a business’s website, social media accounts, finances, credit data and user reviews, in one easy-to-understand dashboard. This reveals the online business persona that customers, prospects, suppliers, financiers and potential recruiters could all be using as the basis for making key decisions on whether to work with the business or not. The insights are derived from five main sources: data relating to their website’s performance; their social media channels; financial information held at Companies House; credit and borrowing data from the credit reference agencies and online reviews and comments by customers and others who have interacted with the company. All this is brought together, delivering a digital ‘health check’ in seconds. This enables a business to not just know what information is available about them online, but also assess which of it affects business performance and how they can take steps to resolve it. FSB Business Profiling offers actions and advice that the business can follow, to remedy any issues, or protect what they have already built. Users are not blinded with detail. The varied and complex findings are distilled down into relevant insights so the smaller business can instantly see how their profile shapes up. The business is given scores in each key area and is benchmarked against other businesses, enabling it to understand how it compares. As Rebecca Aldridge says: “The scores on the dashboard have motivated me to work on my business’s SEO. I found the website easy-to-use and have actually already recommended it to several people.” Using insights gained, a business can unlock the value in its social networks, improve its credit score, enhance the performance of its website, content and social media posts and better manage and

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influence public perceptions and comments that appear online. In this way, FSB Business Profiling helps ensure a business is seen in the best possible light, by everyone that matters. FSB members are automatically entitled to two free FSB Business Profiling reports and can then opt to continue to receive monthly reports, if they wish, at an extremely affordable cost. This is a massive bonus, as Bizfitech’s cutting-edge ‘Handle’ technology, which powers the service, is completely unique and a world-first. The move to empower members through this service has partly been driven by recent FSB research that shows that 86% of FSB members use the internet for their business’s development and 79% use it for selling goods. FSB Business Profiling is, therefore, hugely relevant to existing FSB members and should prove attractive to other smaller businesses using digital technologies on a daily basis. “FSB members can now better understand, monitor and manage all the digital information about their business that exists online”, says FSB’s Commercial Director, Dave Stallon. “A business’s digital profile is more critical than ever to its success and our aim is, of course, to see smaller businesses succeed.” A smaller business can use this technology to gain a competitive advantage in its market and keep on track with business goals, if insights from FSB Business Profiling are built into Key Performance Indicator planning. Undoubtedly, therefore, this service will allow more business owners to increase sales, create happy customers and get the best payment terms, so it seems almost a no-brainer not to adopt this unique tool, especially when FSB membership starts from a cost of just £130 a year, plus a £30 registration fee for the first year alone. This provides access to a comprehensive package of business services, advice and support, beyond anything obtainable from any other business support organisation. Details of how to join FSB, and take a step towards managing your digital persona, can be found at www.fsb.org.uk

Top Reasons to Refresh Give your workforce better laptops and desktops, and your company a better workforce. Reason 1: Employees will be more productive* - Today’s laptops and desktops may boost employees' productivity up to 50% compared with those from 5 years ago.*

Reason 2: Security that works wherever your employees work. - And Advanced Authentication will ensure only the right users have access to company materials no matter where they are working.

Reason 3: The Company will save more money. - And newer technology features quick and cost efficient adaptability to whatever requirements might arise for your company.

So the question isn’t, “Why refresh with the latest Dell laptops and desktops powered by Intel?” The question is, “Why wouldn’t you? View the Dell range at http://exertis.co.uk/go/whyrefresh

IT'S TIME TO REFRESH

* Techaisle Whitepaper, The Ageing PC Effect – Exposing Financial Impact for Small Business; Survey of 736 small businesses in six countries finding that systems four+ years old have twice the downtime of newer ones.

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HOT PICKS LG X POWER

TOP 5 MOBILITY PRODUCTS

Don’t sacrifice style for power! This device packs the large battery into a sleek, rounded body for a comfortable grip. Minimise the battery consumption through efficient UX control.

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SONY XA The Sony Xperia XA smartphone has been designed with a new look and feel to truly harmonise with any lifestyle. This cuttingedge design brings together a stunning full-width display, a smooth, curved form and a size that’s not-too-big and not-toosmall. It’s just right.

SAMSUNG GALAXY S7 EDGE Running on powerful processors, Galaxy S7 Edge runs smoothly and quickly, handling every bit of the additional data on the microSD card with confidence. Even with the bigger battery, charging’s still fast. Available in black and gold.

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Part Code SAMG935PKGLD

TOP NEW PRODUCTS LENOVO THINKPAD 13 ThinkPad 13 balances mobility and productivity for professionals, students, and educators alike. Built to pass 12 Military Specification tests for durability, it can withstand the travails of the boardroom and the classroom - yet it’s ultralight, and features a battery that lasts a full work day.

Part Code LEN20GJ006HUK

LG 55EH5C With cutting-edge OLED technology, LG introduces an innovative Dual-view Flat OLED Signage that has perfect picture quality and revolutionary pencil-thin design, adding artistic value to its display functionality.

Part Code LG55EH5C

PNY NVIDIA® QUADRO P5000 GRAPHICS CARD Work with larger models, complex visual effects and simulations, larger rendering tasks, and lifelike VR experiences in your workflow. Part Code PNYVCQP5000-PB

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TOP 5 BEST-SELLING BUSINESS PRODUCTS

LENOVO B50-50 This notebook delivers best in business-class performance with 5th Generation Intel® Core™ i processors and a bright 15.6” HD anti-glare display, all in an affordable package. Part Code LEN80S2000SUK

TP LINK UNIVERSAL WIFI RANGE EXTENDER Tired of WiFi ‘dead zones’? TP-LINK’s range extender connects to the router wirelessly, strengthening and expanding its signal into areas it can’t on its own. The device also reduces signal interference to ensure reliable Wi-Fi coverage throughout the home or office.

LINX 1020 The Linx 1020 gives your customers everything they need to work and play the way they want to. Featuring a 64-Bit QuadCore™ Intel® processor, dual-band WiFi for better connectivity and all the great features of Windows 10, your customer can access their favourite apps, games, and videos.

EPSON EXPRESSION HOME XP-235 The perfect printer for anyone looking for high-quality and good value printing at home. This printer, scanner and copier uses individual inks so only the colour used needs to be replaced, saving money on ink costs. It’s versatile too; Epson Connect offers a whole suite of mobile printing options.

Part Code LINX1020/BUN

WILEYFOX SWIFT 2+ Technology and affordability! The awardwinning WileyFox Swift 2+ has both. With a sharp 13MP camera, a powerful Qualcomm® Snapdragon™ 410 processor plus 4G LTE connectivity, it offers innovation and value on every level. When seeking exceptional, seek Swift. Part Code WILEYSWIFT2PLUSBLUE

Part Code TL-WA850REPT

Part Code EPSXP235

PLANTRONICS SUPRAPLUS HW251/A Crystal clear sound for all environments, the Plantronics SupraPlus HW251/A features an ultra noise-cancelling boom to screen out background noise and reduce distractions.

EPSON EH-TW5350

SAMSUNG PM32F

Using Epson’s 3LCD technology for high brightness and vivid colour, this Full HD projector features high White and Colour Light Output of 2,200 lumens and 35,000:1 dynamic contrast ratio. Together this technology ensures bright, vivid colours and deep blacks.

The new 2016 SMART Signage supports SSSP 4.0 allowing for a stronger, faster and more stable performance than its previous models. Transcending past hardware performance, the new SSSP 4.0 enables CMS partners to develop and deploy advanced web applications. Part Code SAMPM32F-LH32PMFPBGC/EN

Part Code EPSEH-TW5350

Part Code PLAHW251

HANNSPREE HE225DPB Work with a higher quality picture every day with the Hanns.G 21.5” Widescreen LED monitor. Its Full HD 1920 x 1080 resolution provides a sharp and vivid display with bright colours and deep blacks. Part Code HGHE225DPB

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TECHNOLOGY IN THE

PUBLIC SECTOR ACER TRAVELMATE P238-M

ACER TRAVELMATE P249-M

Equipped with the new 6th generation Intel® Core™ processor, providing great mobile performance, fast responsiveness and incredible battery life, the TravelMate P238 easily deals with common office tasks. The P238-M is a great choice for organisations of all sizes looking for devices capable of handling business operations whilst being budgetfriendly.

TravelMate P249-M allows users to have everything under control with useful management and security tools. Acer ControlCenter includes several functions that allow thorough monitoring of the system status, from computer health to software deployment, to policy checking updates. Acer ProShield allows users to manage their credentials and create extra layers of protection.

• Intel® Core™ i3 6100U Processor • 4GB RAM • 128GB SSD • 13.3” HD LED LCD Display • Windows 10 Pro

• Intel® Core™ i5 6200U Processor • 4GB RAM • 256GB HDD • 14” HD LED Display • Windows 10 Pro

Part Code: ACENXVBXEK006

Part Code: ACENXVD4EK002

EATON ENCLOSURE POWER DISTRIBUTION UNITS (ePDU)

EATON INTELLIGENT POWER MANAGEMENT (IPM)

The Eaton ePDU G3 platform provides best-in-class power distribution, enabling data centre and information technology managers to effectively monitor and manage rack environments. Featuring Eaton’s third-generation technology, the ePDU G3 is easy to install and reduces operating costs while increasing reliability.

Eaton’s IPM software provides the tools needed to monitor and manage power devices in a physical and virtual environment. This innovative software solution ensures systems uptime and data integrity by allowing the user to remotely monitor, manage and control UPSs on a network.

• • • • •

Low-Profile Form Factor Flexible Mounting Options Pre-Installed, Tool-Less Mounting Buttons Remote Site Management* Group Reboot for A and B Feed*

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*Only available on the Managed version

Monitor and Manage Multiple Devices Suspend Non-Critical Virtual Machines Set Server Power Consumption Limits Integrate with VMware’s vRealise Operations Manager Automate Disaster Avoidance with Planned Migration Options

Call today for more information

Altham 01282 776 776 | Basingstoke: 01256 707 070 | store.exertis.co.uk

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Whilst public sector organisations must deploy advanced security solutions to protect high-value data and comply with increasingly stringent regulatory requirements, they must also adhere to strict budgets. These organisations must therefore use reliable technology that can maintain high levels of efficiency, durability and security, whilst remaining at a low operating cost. Exertis have a range of products suited to these organisations.

ASUS CHROMEBOOK C202SA

ASUS TRANSFORMER T200TA

The C202SA is the ideal education computer for every school IT manager, student and teacher. With a rugged construction designed to meet the daily rigours and intense usage both inside and outside of the classroom, the C202SA is built for easy maintenance and minimised downtime. The result is a Chromebook designed for maximum usage whilst creating more learning opportunities for students.

ASUS Transformer Book T200 is an ultraportable 11.6” Windows tablet. Detach the tablet to work and play anywhere, and dock to enjoy the full-size keyboard. With advanced connectivity, easy-upgrade storage, style, power and convenience, the Transformer Book T200 gives users everything they need to multitask seamlessly and get more done in less time.

• Intel® Celeron™ N3060 Processor • 4GB RAM • 16GB HDD • 11.6” HD Display • Chrome OS

• Intel® Atom™ Z3795 Processor • 4GB RAM • 500GB + 32GB SSD • 11.6” HD LED Display • Windows 10 Pro

Part Code: ASUSC202SA-GJ0025-OSS

Part Code: ASUST200TA-CP016R

VASCO IDENTIKEY AUTHENTICATION SERVER (IAS)

VASCO: THE DIGIPASS APP

VASCO IAS is a comprehensive and centralised authentication platform designed to deliver a complete two-factor authentication management via a single, integrated system. VASCO IAS is the perfect fit for any organisation looking to centralise and simplify the way they manage their authentication schemes for corporate employees and customers.

The Digipass APP is a hardened application with self-protection features that mitigates the most sophisticated hacking attacks. The Digipass APP offers a convenient, user-friendly two-factor authentication and e-signing option, so no matter the application, your customers are ensured a simple and secure user authentication process.

• • • • •

Multi-Factor Authentication with OTP CRONTO and Bluetooth Technologies DIGIPASS for Web (zero footprint) Hardware DIGIPASS Software DIGIPASS

Call today for more information

Easy activation & provisioning through CRONTO image scanning Increased user convenience with biometric support Enhanced security through PIN support & device binding. Multi device installation per licence Compatible with Android and iOS

Call today for more information

PLEASE CONTACT YOUR ACCOUNT MANAGER FOR MORE INFORMATION

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Sales - the lifeblood of every business, and for business to grow, sales need to grow, so how to reward this growth? In addition to regular commission, incentives are often used but there is a world of difference between the various types and their effectiveness at improving performance, especially over the longer term.

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Incentives are typically used tactically to address a shortfall in overall sales, a particular issue or to accelerate the launch of a new product or service, and use cash as a reward. However, too often the effect of the incentive is compromised (and the cost too high) with the use of the wrong reward, by being poorly applied or being too short term or narrow in application (why stop with the sales team?). Here are some pointers about how to use incentives to best effect and ensure you get the optimum bang for the proverbial buck, beware though, some of it is counter-intuitive.

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Why should sales be the only recipients of rewards and the goodies incentives can bring? Performance levels improve right across the board if teams and other departments – service and support, finance – are involved, compete and have appropriate goals and performance measures. Studies show team based incentives outperform individual ones by up to 60%, and for the same reward cost – that’s a lot of ‘free’ sales.

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an interesting thing. When asked what reward is preferred, Channel Business Gadgets Here’s Games Clearance the majority state cash, yet it’s a woeful motivator. Why? Well, cash registers in our cold, logical, analytical left brain, whereas our desire, imagination and emotion foments in our right brain and guess what? We change behaviour because we want to, so things we desire and imagine deliver incremental effort, i.e. sales. Non-cash rewards, things out of normal reach and ones we struggle to put a cash value on, outperform cash every time – travel, luxury goods, and unforgettable experiences. It’s a fact.

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Sounds crazy, but, there’s a whole science behind goal setting showing self-selection of (attainable) sales goals – gold, silver, bronze - above a base level of sales performance (set according to an individual’s ability) delivers markedly improved sales performance. In essence, rather than being told what to achieve, by nailing your colours to a mast means you’ll deliver.

KEEP COMMUNICATING ExertisGames Gadgets Mobile Networks Accesso MobileServices No point in having goals if you’ve no idea where you are and how much you have left to do to win. Timely, personal and relevant communication keeps the eyes on the prize (and the competition), keeps everyone in the game and will accelerate performance. It’s proven that the closer someone is to a goal the more effort they expend to reach it - look at a 100m race; they’re faster in the final 10m than at any other time.

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So, there it is. Incentives don’t need to be complex or difficult to administer. Following these few principles can result in a really significant improvement to overall business performance, raise teamworking and morale and not break the bank, unlike simply throwing more cash around.

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Sources: McKinsey, Columbia University, Incentive Research Foundation, Journal of Economic Psychology.

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Optimize Power Management Optimize the power of IT architecture with Eaton Modern businesses need a better response to ever-changing market dynamics and competitive pressures. This need is shaping computing infrastructure strategies and set higher requirements to IT, asking for improved business continuity, lower costs and enhanced operational efficiency. But even the most advanced computing infrastructures canÂ´t cope when power fails. Optimize power management of your IT architecture in 5 steps to fully reap itÂ´s benefits and avoid business continuity risks.

Contact your Exertis Account Manager today for more details

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IT’S TIME TO START TALKING ABOUT WINDOWS SERVER 2016 With Microsoft owning between 85% and 90% of the server operating system market, any new release deserves attention. Indeed, the first major release for four years, Windows Server 2016, has a host of new features that help businesses enhance their security, improve IT efficiency and productivity, take advantage of opportunities in the cloud and save on IT costs. This presents opportunities for resellers to start engaging with not only the early adopters but also those still running earlier versions.

BETTER SECURITY STARTS AT THE OS Worryingly, more than half (53%) of companies worldwide still have at least one instance of Windows Server 2003 still running in their estate, according to a report by Spiceworks. As the product went End of Life back in July 2015, with Microsoft ceasing to support the product with no software patches or updates being provided, these companies are putting themselves at high risk of cyberattack. Besides the bad publicity and loss of customer trust that these attacks promote, PCWorld magazine estimated that $3.79m is the average cost of a data breach, an increase of 23% over the past two years. Increasingly sophisticated, often using compromised, highly privileged admin credentials to control access means attacks can remain undetected for long periods of time. Virtualised environments are particularly at risk as virtual machines don’t have the security capabilities of physical servers. Windows Server 2016 includes built-in breach resistance mechanisms to help prevent attacks, limit the damage they can cause and enable companies to meet compliance goals. Several credential isolation and threat defence capabilities are activated on deployment and other security features can be implemented as required that can help prevent compromise of admin credentials, malware and ransomware attacks and identify irregular behaviours that identify a server breach.

IMPROVING EFFICIENCY AND PRODUCTIVITY FOR COMPANIES However, Windows Server 2016 isn’t just about security, it has a number of other key benefits for organisations that can improve efficiency and productivity. One of the key changes is to provide the option for Nano Server. Nano is similar to Windows Server in Server Core mode, but significantly smaller (boasting a 92% smaller installation footprint than the Windows Server graphical user interface installation option), takes up far less disk space, sets up significantly faster, and requires far fewer updates and restarts than Windows Server. When it does restart, it restarts much faster. In addition, the server has a much-reduced attack surface when compared with Windows Server, and is so small that it can be ported easily across servers, data centres and physical sites. Nano Server is ideal for being deployed as a ‘compute host’ for Hyper-V virtual machines (either in clusters or not), as a storage host for Scale-Out File Server, a DNS server, a web server running Internet Information Services (IIS), or even as a host for applications that are developed using cloud applications and run in a container or virtual machine guest operating system. Nano is intended to be managed completely remotely. Substantial operational efficiencies are possible using PowerShell capabilities in Windows Server 2016, which enable IT admins to use one console to automate, deploy, configure, manage and decommission applications, servers, settings and users on one server or many. The enhanced Desired State Configuration environment can save time by defining the desired state and delivering automatic alerting and remediation if things go wrong.

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that Business differentiates our brand from competitors. Gadgets Automation Channel Windows Server 2016 can help organisations realise the benefits of hyper-converged environments. It has included enhancements to Hyper-V: the ability to add or remove network adapters, and change the amount of memory allocated (add or subtract) even if the VM was not originally set up for dynamic memory allocation. VMs can now be granted discrete access to devices on the PCIe bus, such as disk controllers, providing for much faster performance. The number of virtual processors a guest can be allocated has increased to 128, and the total amount of memory is now over 4TB.

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In a highly virtualised environment, the underlying storage system can affect overall performance. A traditional, manually configured storage system can prevent organisations from fully realising the benefits of the software defined datacentre. Software-defined storage capabilities have been improved in Windows Server 2016 with the ability to create HA data storage infrastructures that can easily scale out, without breaking the bank. With software defined storage, even SMBs can start to take advantage of high availability storage within their existing budgets, including synchronous or asynchronous replication modes and Storage QoS to guard against poor performance.

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If you would like to find out more about how you can help your customers upgrade to Windows Server 2016 and the benefits they can bring to organisations, please talk to your Exertis account manager or ask to speak with one of our subject matter experts in our Enterprise team today.

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PRIMEFLEX® vShape® gets your data center into shape. Immediately.

All in ONE Solution. All from ONE trusted provider. Just imagine... that you could make the complexity of your customers’ IT infrastructure simply disappear. Just by installing an Integrated System. A complete solution that would also enable them to cope with rapidly growing data volumes, without capacity or performance problems. Do you have any idea how much this could save them? It would be up to 40 percent in terms of time and 30 percent in terms of cost. And without the risks of typical do-it-yourself projects. Sounds convincing? If so, you should take a closer look at the benefits FUJITSU PRIMEFLEX vShape can give them. Customer Benefits: Reduced risk • Integrated Systems – designed, tested and validated • Reduced time to market • Preassembled systems for different usage scenarios • Simple, fast and risk-free implementation • One part number, one price, one support contract Reduced cost • Ideal IT infrastructure for virtualized environments based on industry standards - cost-efficient to scale • Easy administration – reduced operational costs

Contact your Exertis Account Manager for more details

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ReadyNAS – Storage Made Easy ReadyNAS Network Attached Storage (NAS) brings state-of-the-art data storage and protection technologies in an affordable and easy-to-use system to the SMB. All ReadyNAS are built on the revolutionary ReadyNAS OS 6 operating system and next-genBTRFS file system. A best-in-class 5 levels of data protection - X-RAID, Unlimited Snapshots, Bit rot protection, real-time anti-virus and easy offsite replication work in concert to securely protect your data from common risks. These days, your data is your world. With ReadyNAS, protecting and accessing that world has never been easier.

Features: • • • • • • • •

Automatic Backup & Sync Bit Rot Protection Unlimited Snapshots XRAID2 & Instant Provisioning Cloud-managed Replication iSCSl and Thin Provisioning Anti-Virus & Encryption Modern GUI and Cloud/Remote Access from Anywhere

Contact your Exertis Account Manager today!

Altham 01282 776 776 | Basingstoke: 01256 707 070 | store.exertis.co.uk

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Managed services. It’s a catch-all term that covers a People Home Entertainment Growth Heating Cooling Accessories whole & host of solutions, options, models and methods

to broadly describe the market for outsourced IT operations and applications. It’s well-known that technology and services now enable greater flexibility in the provision of IT and the traditional on-site, in-house model has been challenged for many years. Is a service model right for all customers, in all situations and for all services? That is something driven by the needs and the will of the customers, but what is clear is that having the option to provide services can add a significant additional revenue stream to partners (at very little or no additional cost) and the demand for serviced IT solutions continues to rise.

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Professional Services (VAD) Entertainment Taking advantage of the rise in demand for services is not the hurdle

andSector YOUR SERVICES, YOUR NAME DVDs Print Servers Public Softwar Digital Consumables Consumer for resellers it once might have been. Exertis Manage provides a series of fundamental IT solutions, available immediately, to help and support reseller partners to tap into this whole new incremental revenue stream. Exertis ‘as a service’ solutions cover: • •

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network access, including mobile and BYOD options Firewall - protect the business gateway with powerful Unified Threat Management appliances Email Security - secure the gateway that leads to many security breaches Authentication - secures remote access, web applications, online portals and other systems

Professional Services • GOLighting WITH THE GROWTH Marketing Home Entertainment Peripherals Print Audio Accessories Automation • (VAD) Widely differing definitions of the market mean estimates of the size, growth and scope of the managed service market vary considerably. However, whilst IT budgets are flat or exhibit single digit growth, growth in managed services is commonly accepted as being double-digit across pretty much all service segments. Gartner predicts a CAGR of 17% and a market of $245bn by 2017, whilst MarketsandMarkets estimate a 66% growth by 2021 to a global market size in excess of $240bn. For reseller partners with customers who are not currently operating IT solutions as a service, a major growth opportunity is evident, and customers who do switch to a service model can realise significant benefits, including:

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operations is expensive Qualified, certified and experienced staff, up to speed with the latest developments and knowledgeable of common issues and problems seen multiple times deliver greater operational efficiencies Raised efficiency and effectiveness – the need to research, test and evaluate goes away, new technology can be implemented faster and more effectively Less risk - the outsourced organisation assumes the risk and thereby compliance with regulations, security and other specific industry requirements Improved security – through dedicated security specialists Customer intimacy – the big one maybe, but a reliable, KPI led and proactive service provider frees up time for a business to be more outward looking and customer focused

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All of the ‘as a service’ solutions are operated by Exertis, using Exertis people working in the Exertis Network Operations Centre – an ‘always on’ secure operation ensuring customer installations are supported by qualified, experienced staff working to best-in-class processes and service levels. For the ultimate in service experience, all the managed services can be delivered under the banner of the reseller partner. A true white label option delivers in the partner’s name, with a virtual 24/7 support team and partner branded ticket portal.

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If it’s right for the customer, then now is the time to take the step into managed service provision with the full support of Exertis. Reseller partners already delivering Exertis Manage solutions have opened up new revenue streams and become true trusted advisers to many of their customers. To find out more about the Exertis Managed Services, or any other white-label service, please get in touch with the Exertis Enterprise Services team via your account manager or by emailing ees.services@exertis.co.uk.

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Linx 1020 Take your Tablet further with Windows 10.

Available at Exertis The powerful and versatile Linx 1020 has great features like a 64-Bit Quad-Core Intelâ&#x201E;˘ processor, 5GHz and 2.4GHz dual-band Wi-Fi for better connectivity and all the great features of Windows 10, making it the ideal business partner for everything you do.

Complete connectivity. With 2 full-size USB ports and a Micro HDMI connector, the Linx 1020 lets you use all your external devices without the need for additional hubs or adapters. Whether you need files from your external HDD, prefer to use a keyboard and mouse when working, or need to present a file using a projector; the Linx 1020 lets you work the way you want to.

Introducing the Linx Connector. The Linx Connector is a unique super-low profile connector that has been developed to open up a world of new options that let you take your tablet further. With the ability to seamlessly transfer data, power, video and audio, you can expand your experience like never before with supported accessories and peripherals.

Exertis recommends Windows devices.

Touch or type. Work the way you like. Reach peak productivity and transform from tablet to laptop by docking your Linx 1020 tablet into the official Keyboard Dock using the Linx Connector. The full QWERTY keyboard features a gesture-supported Trackpad and island-style mechanical keys which have been specifically selected to allow for a fast, familiar and tactile typing experience, perfect for maximizing those productive commutes.

Compatible with Linx ViewHub. The unique Linx Connector lets you simply dock your Linx 1020 into the Linx ViewHub for the most seamless and expandable tablet workstation available. With features like extended desktop, duplicate screens, tablet charging, resolution upscaling and additional full-size USB ports, you can create the perfect desktop environment for productivity, ready for you to detach-and-go when you need to. Use the universal display mount to select and mount the perfect TVs and monitors and connect using a full-size HDMI for a simple, no hassle setup.

Order your Linx 1020 tablet today by calling our specialist sales teams. Basingstoke Stoke Altham

or visit: store.exertis.co.uk

01256 707070 01782 648300 01282 776776

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Having a back-up and disaster recovery plan is crucial and not People obile Services Home Entertainment Heating &Peripherals Cooling Lighting Microsoft Mobile just for enterprises because there is Print no discrimination when it comes to data breaches. Based on some findings in the US last year, downtime that lasts for one hour can cost small companies as much as $8,000, mid-size companies $74,000 and $700,000 for large enterprises. According to the National Archives and Records Administration, more than 90% of companies that experience at least seven days of data centre downtime go out of business within a year. Yet some 65% of all businesses currently have no backup or recovery solution in place! Analysts Forrester and Gartner have reported that 60% of businesses regard data backup or recovery as a critical priority, but that only 35% of businesses actually already have any form of this data protection in place. As data volume continues to increase with big data, cloud computing, BYOD and IoT, it remains a huge challenge for businesses to protect their own data.

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MSP backup and recovery solutions solve two critical problems for companies: that their data is not protected and that they can’t afford to spend the money to ensure that it is. DRaaS means not just selling back-up, but a full disaster recovery solution that can keep data safe, accessible and recoverable at a moment’s notice. Estimating the cost of downtime for a client is key to demonstrating why a complete disaster recovery service is well worth the price.

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Retail Revenue /Public Finance Software Sector Speciali STORAGECRAFT:Security YOUR PERFECT PARTNER FOR DR The StorageCraft® Recovery Solution™, known for its outstanding reliability, gives you tools to back up systems, applications, and data, replicate them locally or in the cloud, and restore everything from a single file to complete systems throughout a network. Physical or virtual, Linux or Windows, it delivers fast, reliable and complete system and data recovery.

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Disasters can occur in a number of ways. Natural disasters such as floods, earthquakes and hurricanes, whilst less common, can be devastating. Cybercriminals have been on the rise focusing on companies of all sizes with malware and ransomware attacks. Systems can fail as no solution is guaranteed to be 100% perfect. Of course, human error can also occur. Indeed, it’s responsible for about 80% of disasters. The benefits of having a back-up and disaster recovery plan might seem obvious: mitigating risk, minimising downtime and remaining compliant, but too often it’s either forgotten or under resourced which makes it a great opportunity for the channel, with analysts predicting the market to grow ten-fold over the next three years. Furthermore, the margin in selling DR and the profitable and recurring revenue that can be gained from selling it as a service (DRaaS) make it an attractive proposition. MarketsandMarkets have forecasted that DRaaS will grow from $1.68bn in 2016 to $11.11bn by 2021 with an estimated CAGR of 45.9%. MSPs can offload the burden of data protection and data security and ensure business continuity. Simply licensed, easily managed and rapidly delivered

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In early November, StorageCraft launched a new solution called “StorageCraft File Backup and Recovery with Backup Analyzer”. This solution plays in the field of file and folder backup and has unique data analytic capabilities, separating data into what to protect and what to exclude. To this effect, StorageCraft is a pioneer in the notion that “Not all Data is Equal” thereby offering the appropriate solutions to protect mission critical data and ensure this can be restored very quickly. In December, StorageCraft will be launching a backup and recovery solution for hosted applications called StorageCraft CloudBackup for Office 365, with a solution for Salesforce, Google Apps and Box to follow in January 2017. This is a monthly subscription solution that will be available to all partners through the StorageCraft single sign-on portal.

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StorageCraft delivers backup and recovery solutions that enable any customer to recover from any disaster, anytime and anyplace. If you want to become a StorageCraft partner and gain the benefits from providing disaster recovery solutions and DRaaS, then talk to your Exertis account manager today.

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AT THE SUMMIT OF CONVERGENCE

The recent Convergence Summit South, held at Sandown Park racecourse, saw event partner Exertis showcase the latest solutions from more than 20 leading vendor partners representing voice, data, mobile, IT and everything in between. Almost 2,000 channel partners attended the UK’s only channel event focused purely on convergence, immersing themselves in dialogue with vendors and hearing from leading industry figures about current market drivers and trends, and future developments. Exertis, as a distributor of technologies and services that cover the entire information and unified communication technology spectrum, shone the spotlight on the central, and critical, role professional services play in delivering optimal system uptime, hence enabling end customers to provide enhanced levels of customer experience and service. Exertis also showcased its most recent developments in partner services and support, highlighting the areas of wireless and mobility and its Connect range of cables and connectors. The event itself received great feedback from attendees. John Bird, Exertis’ Head of UC Systems and Support Services: “We operate in a fast moving, ever changing channel, where technology continues to evolve at a startling rate. If we look back at the mid 1990’s, the ‘buzzword’ was unified messaging – the integration of voicemail to email and the desktop. Now the focus goes several steps further with UC and collaboration – such as utilising instant messaging or integrating mobile telephony into the solution. Add to this a range of collaboration tools such as virtual whiteboards, realtime audio and video conferencing, and much more, and you have a total solution that is able to be delivered by a single, channel only, distributor and services partner. Our partnership with Convergence Summit was a natural fit and allowed us to not only demonstrate our vast unified communications and collaboration portfolio and capabilities, but join up our UC

message with our colleagues and vendor partners in our networking, security, mobility, server and storage teams to cover all elements of any end-user’s requirements. Importantly allowing the channel to both consolidate their supply chain and maximise margins by allowing Exertis to bring new technologies to the table as part of a fully integrated solution”. Warren Hampton, Samsung general manager: “Exertis is a key partner for Samsung – a specialist distributor for Samsung business products. With our joint breadth of portfolios, Samsung and Exertis deliver the entire Samsung UC ‘story’ to reseller partners – our enterprise UC platforms (OfficeServ and Samsung Communications Manager), mobility and wireless LAN, supported by a suite of dedicated applications including call reporting and recording, PCI compliance, desktop CTI, Contact Centre, FMC and much more. We’ve seen an increasing trend and desire for mobile handsets to be included as part of solutions, and the Convergence Summit gives us a great platform to showcase our entire, integrated UC portfolio with a range of mobile, IT and UC resellers. We’re already looking forward to next year’s event”. Jeff May, UK Regional Sales Director, Konftel: “What a fantastic event. The Konftel team met many new resellers at the Exertis enterprise showcase and they all expressed a lot of interest in our Audio Conferencing solutions, especially our new ‘Ego’ product which impressed the hundreds of resellers who got to hear about it and came to see it first-hand. Can I also take this opportunity to thank the Exertis team – you were all brilliant, from the organisation of the event to the professional and friendly commercial team that supported us for the two days.” Exertis delivers advice, solutions, services and support to resellers and system integrators involved in the convergence of IT, mobile and unified communications. For more information on any of our UC and Enterprise solutions please call your Exertis account manager today.

Altham 01282 776 776 | Basingstoke: 01256 707 070 | store.exertis.co.uk

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TO BRING UNIVERGE 3C TO THE CHANNEL

Professional Services Connect, Communicate and Collaborate with NEC’s DVDs and Print Public Univerge 3C Sector highly resilient, software based UC Exertis Digital Consumer solution. Single or multi-site. On-premise, cloud or (VAD) hybrid. 3C is not Entertainment only the “voice server” but a high end collaboration screen and document sharing and video conference solution than can scale to thousands of users.

Services AsProfessional the exclusive distribution DVDs partner, Exertis have already enjoyed and Public Sector Retail considerable success with 3CExertis following ourGadgets on-boarding, roadshows, Digital events and training. Here’s what Dave Stephens, technical sales (VAD) Entertainment manager at Aerial Telephones said “We are a leading UC and IT solutions provider. Exertis helped us to deliver our first Univerge 3C solution for one of the UK’s leading vehicle repair companies - a multisite, 24x7x365 nationwide customer who totally relies upon real time communications.”

Retail PublicRetail Sector Services ExertisGames Gadgets Dave continues, “3C proved to be the perfect fit for their needs providing

Andrew Cooper, NEC sales director adds, “In today’s converged world, business communications demand more integrated and collaborative ways of working. Univerge 3C offers the best of traditional functionality, security and reliability with the fully integrated collaborative experience customers expect. I’d encourage every Exertis partner, be they an IT, mobile or UC reseller, to take a look at the opportunity 3C offers their business and more importantly their customers. What’s more, the unique 24x7 wrap around service and support capability Exertis provides makes the adoption of 3C simple and straightforward for partners.”

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Open the door to UC&C with Exertis and NEC. Contact John Bird today for further information at enterprise.uc@exertis.co.uk

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a highly resilient solution, using multiple voice and applications servers with multimedia contact centre and call recording deployed across the estate, and implemented with practically no downtime for the customer. A de-facto case study for UC deployments! We’re already working on the next one with Exertis as we know we’re in safe hands!”

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Winning Business Post Brexit

With the Treasury and newspapers forecasting financial disaster, it’s only natural for business confidence to be knocked and for the captains of industry to hold the purse strings a little tighter. That’s why we are offering businesses like yours a FREE Network Site Survey! We provide you with the opportunity to provide added value to your customers without the burden of conducting the network survey yourself. This way you can provide the best value solution and added extras that are low cost to you but high perceived value to the customer. One of our highly trained technicians will visit the site to perform a comprehensive network audit in order to provide you and the customer with a report and recommendations. This summary includes a run-down of the

network strengths and opportunities plus practical advice on how to best achieve the customers’ project goals. When a Wi-Fi deal boils down to cost, you should take a close look at our range. Where some brands require a controller unit for their business Wi-Fi solution, we provide a free software controller which enables the network manager to manage and monitor hundreds of TP-LINK EAPs across multiple sites.

For a FREE site survey, please visit: http://uk.tp-link.com/wifi-survey/partner/

New AC1900 Ceiling Mounted Access Point A Breakthrough in Business Class Wireless

The combination of next generation 802.11ac Wi-Fi and advanced MIMO and TurboQAM technology allows EAP Series devices to offer an unbeatable Wi-Fi experience. Includes: • Airtime Fairness to improve total Wi-Fi throughput by limiting access time for low speed devices. • Band Steering to push dual-band devices to the wider and faster 5GHz band, improving overall network performance, especially in high client density environments. • Beamforming Technology to achieve superior Wi-Fi bandwidth utilization and increase Wi-Fi range by creating efficient, highly targeted Wi-Fi connections

Airtime Fairness

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Contact your Exertis Account Manager today for more details!

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