Martello BLOG : 2017

When we came away from last year’s inaugural SaaS North conference in Ottawa we were impressed with the calibre of sessions and keynotes, but most importantly were excited to be at a conference with a laser focus on the SaaS industry. The success of SaaS North is yet another sign of Ottawa’s shift from a telecom to a software as a service city. Want to know the top reasons why we are counting down the days to SaaS North? Read on…

Let’s Take a Deep Dive

Sometimes when you attend a technology conference, there are a handful of sessions that highlight issues that you might encounter in SaaS but the content can be pretty light. We love how at SaaS North you can count on every session having a laser focus on our industry – offering specialized and niche sessions that address the nuances and specific demands of SaaS. The presenters have truly ‘walked the walk’ and are able to give clear, experience-driven advice and guidance.

All Things SaaS

There really is no other conference in Canada with such a hyper-focus on SaaS, from customer acquisition and success, to scaling up and marketing growth hacks. For our team at Martello, to spend two days immersed in SaaS and to be surrounded by a community that are facing the same struggles and successes is refreshing. We have been looking over the agenda and are excited and impressed by the breadth of sessions offered. So, what’s on our ‘must attend’ list?

Doug Bellinger, VP, Research & Development: The AI Race is on: AI first startups are emerging all over and the big players are gobbling them up
Ben Tucker, Sales & Marketing Coordinator: Going Global- The Do’s, The Don’ts, The How and The Why and Retention – They Came for The Free Coffee, They Left With a Full Meal
Paul Chatigny, Chief Financial Officer: Mergers and Acquisitions: Making Successful Exits and Money Talks: From Seed through to series A,B,C. Hear from Angels, Micro VCs, VCs, and Alternative Lenders
Sara Purdon, Marketing Specialist: A fully loaded Marketing Stack: Must have tools and resources and the roles your need on your marketing team
Tracy King, Director of Marketing: Culture, Diversity, Inclusivity: Defining it, Building it, and Maintaining it and SaaSenomics: Hometown Heroes from Startup to Scale-Up
Pardeep Koonar, Director of Sales:  Mergers and Acquisitions: Making Successful Exits and Customer Success & Sale Leading to Scale: Founder Story
Mohamed Boukaa, Product Manager: Selling the Future: 3 Surprising Principles Modern Sellers Need to Master and Going from 3 to 500: What does aging gracefully look like for a fast-growing company?
Salina Tran, Marketing: AI: Understanding the value of Data

Partnering for SaaS Growth – Why It Takes an Ecosystem

We’re often asked about our unique experience partnering with a larger player in our industry. That’s why this year we jumped at the opportunity to share our lessons learned partnering as part of Mitel’s ecosystem. Martello CEO Bruce Linton will look at partnering as a growth strategy for SaaS companies, joined by Mitel’s Jim Davies for a perspective on how to successfully leverage relationships with SaaS players. Add this moderated panel discussion to your list of sessions to attend and we will see you there!

The Keynotes

When you are working at a SaaS start-up, the day-to-day is mostly spent focused on the nitty-gritty details of getting your job done. At SaaS North, we relish the opportunity to take a breath and get a fresh perspective on what we are doing. One of the best ways to do that is by attending the keynote presentations – they are always inspiring and make you come back with a slew of new ideas and a fresh take on the industry. Some of the Keynotes we are excited to attend this year include that by Sukhinder Singh Cassidy, TheBoardlist founder as well as that delivered by local success story Shopify COO, Harley Finkelstein.

Network, Network, Network

Yes, we kind of hate the word ‘network’ and all the shmoozing imagery it can bring up but we really would be remiss if we did not mention the great networking opportunities that abound at SaaS North. It is not every day that you have so many SaaS heavyweights in one space. Whether we are walking the floor in the Investors Zone or deep in the hustle and bustle of The Workspaces area – it’s always a great event for our team, bringing us closer together as we learn new things and get inspired by the sessions we attend.

SaaS North’s inaugural event last year was impressive to say the least and solidified the SaaS community in North America. This year at Martello, our team is excited to return and see how much it has grown in 2017 – a true reflection of the traction and excitement surrounding SaaS as it continues to gear up, getting bigger and better.

An emergency call to 911 is made from inside a large university campus, someone has been hurt and needs immediate assistance. The clock starts ticking…

As the network administrator, you and your team need to receive instant notification that this call has been made and properly actioned. This latest release of Mitel Performance Analytics (MPA) R2.2 now listens for incoming Emergency Response (ER) SNMP traps from MiVoice Business devices ensuring that 911 notifications are properly routed.

How Does it Work?

MPA’s new Emergency Response (ER) alarm is generated when an ER SNMP trap is received from MiVoice Business.  The Major ER alarm notification that is sent out includes:

  • Details about the emergency call
  • Extension that made the call
  • Time of the call

Below is an example of the alarm notification:
Mitel Performance Analytics
The ER Alarm never expires and must be acknowledged by an MPA user. For users who are using Mitel’s Enhanced 911 services for routed calls to a Public Safety Answering Point (PSAP), this notification can also include the information provided in the Customer Emergency Services ID (CESID) to properly route the call to the appropriate emergency services district. While MPA does not guarantee the delivery of these alerts. The CESID must be coupled with a database that will allow first responders to pinpoint the location of the call, MPA sends an additional notification to those who need to know that the emergency number was dialled but MPA does not guarantee the delivery of these alerts.

Behind the scenes, MPA sends an SNMP Set message to the source MiVoice Business following an incoming ER SNMP trap. Once this message is sent, a response is expected and required. If it fails to get the expected response MPA tries again up to five times.
Mitel Performance Analytics
For MPA users, ER Alarms are tracked in a separate Emergency Call audit log. This log can be accessed from a container or a device dashboard and can include:

  • That an emergency call has been made.
  • Alarm status has been updated to “Forced Clear”.
  • Ticket has been assigned a ticket number.
  • Alarm had been favorited.

Alert profiles can also be created to send a notification to one or multiple users when the alarm occurs. If accessed directly from a container dashboard, each log entry also records the name of the device that originated the alarm and that device’s container. Clicking a device or container name displays the associated dashboard. As with all queries, you can generate a regularly scheduled report of the emergency call log entries.

Mitel Performance Analytics

To activate Emergency Response alarms in MPA, minor configurations are required on both the MiVoice Business and MPA dashboard. Need help? Contact Martello’s Customer Success Specialist, Ankita Saini.

It can be hard sometimes to pinpoint that exact moment when an idea becomes a company. That time when casual conversations over coffee and ideas sketched onto a whiteboard solidify into a tangible thing. For Martello, our inception had several key players and the Rochester Institute of Technology(RIT) and its proximity to telecom titan Terry Matthews played a significant part.

It was back in early 2009 that Terry Matthews introduced Niall Gallagher to Emilio DiLorenzo who was working at RIT as the Associate Chief Information Officer. At the time Niall was looking into business ideas for a new WesleyClover company. He and Emilio developed the business concept that would eventually become Martello Technologies.

So how does RIT factor into Martello’s inception? Founded in 1829, the Rochester Institute of Technology is a privately funded university that focuses heavily on career education and experiential learning. When Niall and Emilio first met, Emilio was a graduate of RIT and was working for the university. After Martello was founded, Emilio chose to stay on at RIT and rented a small office space in RIT’s technology business incubator. It was there that Emilio met fellow RIT graduate, Bill Kuker. At the time, Bill was employed by RIT as a systems programmer creating telecommunication, computer, and data network monitoring and management software for the university. Bill was also an active member of RIT’s Computer Science House (CSH), which is one of the oldest and most active special interest houses at the university. Since 1976, CSH has created a unique space where the focus is on immersing students in technology, giving them the resources and facilities they need to develop exceptional software solutions. Of CSH, Bill said

“No matter what kind of phone you use, websites you visit, car you drive, method you use to pay for coffee, you’ve used a dozen pieces of software developed by the people at CSH or from companies they’ve founded, before breakfast.”

While at RIT, Emilio and Bill were working on several product ideas that they were looking to develop into a company. After meeting Niall, with his Mitel and telecom expertise, the idea for Martello clicked.  As Martello grew, so did the relationship with RIT and the company eventually hired on additional graduates of the program. The very first release of any software is bound to make its developers wince a bit when looked at years later, but the first release of MarWatch clearly planted the seeds for what would become the product we sell today.

It allowed you to keep tabs on customer networks and access sites remotely. As the company evolved, our early Martellians soon realized that telecom service providers using the software would have a real differentiator in a competitive market if they had greater visibility into voice quality and the performance of their telephone systems. Today, that software has evolved into a network performance management and monitoring solution that speeds problem to resolution time and provides tools to proactively detect faults and pinpoint issues on the network.

Now a lead software developer at Martello, when Bill Kuker first heard about our Employee-Directed Gift Program, he knew that he wanted to make his first donation to RIT’s Computer Science House (CSH) to support the work that they were doing. CSH has multi-purpose rooms with ample resources for its members to use including email, newsgroups, databases, web space services, private wired networks, in addition to servers and workstations. Bill honed his skills while using the CSH resources and wanted to give back to the group that had helped him advance his professional and academic career.
Early Martello Office
Martello’s relationship with the Rochester Institute of Technology was pivotal in the founding of our company and its alumni have made significant contributions to product development and towards the shaping of our company. Through Bill’s involvement with RIT and the donation that he made to the Computer Science House we hope to be a small part of the legacy of great work from this university.