Martello NEWS

March 22, 2019

By Erik Linask – Group Editorial Director

Networks are the lifeblood of businesses today.  They enable communication between companies and their customers and partners, as well as internally between colleagues.  They ensure services and resources are available, regardless of where they are accessed from and whatever those resources may be, including any number of bandwidth-intensive applications like unified communications, video conferencing, or streaming services.  When networks aren’t able to deliver reliable experiences with these real-time applications, businesses suffer.

As businesses move increasingly into more services, their ability to leverage these services not only defines their success, but also helps create competitive differentiation in their markets through greater operational capabilities.

“Companies are moving to services to offer more value and increase customer retention,” explained Martello’s Director of Alliances Pardeep Koonar when I spoke with him at Enterprise Connect.  “As a result, they are looking for tools to make their services better and become best-of-breed, to give them a competitive advantage.”

Seeing this evolution happening in its customer base, Martello, which has its roots in UC network monitoring, has sought out new opportunities to help its customers leverage their networks and services better by adding solutions that pair well with its existing solutions.

In 2017, the company acquired Elfiq and has been integrating its services into Martello’s portfolio to combine UC performance management tools with SD-WAN.  Then, late last year, it also acquired IT monitoring business Savision, increasing its ability to provide a more holistic view of enterprise service performance with integrated management capabilities.

“With these acquisitions, we are creating a competitive advantage,” said Koonar.  “We’re not just tacking on random services, but are providing service continuity with everything in a single-pane view.”

SD-WAN is an unquestioned opportunity for the company, considering the momentum that market has achieved of the past few years.  Martello’s ability to deliver clarity and control over IT services – including integration with ITSM tools like ServiceNow – across SD-WAN environments will allow the company to take advantage of the market’s momentum.

Koonar also says Martello has an advantage thanks to its legacy approach.  Specifically, because the company originally built its system on link and load balancing, rather than routing, it is well-positioned to effectively handle nearly any customer use case.

The company has longstanding expertise with Mitel solutions and is a Mitel Gold Preferred Solutions Alliance Partner, giving it access to a natural customer base with its expanded portfolio.  In addition to leveraging the Mitel channel, Martello also works through its own channel partners as well as going direct to many of its enterprise customers.

Connectivity providers represent an opportunity gold mine, Koomar believes, along with UCaaS providers and MSPs, and he sees the addition of further Microsoft capabilities, like O365 management, as only adding to the company’s value proposition as a complete IT monitoring solution.

“There’s nothing that bridges that gap between network providers and telecom right now,” he says.

Edited by Maurice Nagle

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Posted by Capital on March 8, 2019

By Jeff Buckstein

Erin Crowe’s impressive resume is a testament to the growing achievements of women in senior management positions in various sectors, industries and companies in the National Capital Region.

Crowe, a chartered professional accountant, has had an interesting career path that includes 18 years with the Ottawa Senators between 1996 and 2014, ten of which were as chief financial officer and executive vice-president of the NHL team. During her tenure the team went through a Companies’ Creditors Arrangement Act (CCAA) restructuring and change of ownership.

“When people ask me what was the biggest accomplishment of my career, I still think back to the Senators’ CCAA filing and the change in ownership and the sale of the team, – and my playing a big role in that transition,” recalls Crowe.

After leaving the Senators in 2014, Crowe subsequently spent about 18 months as chief financial officer and chief operating officer of The Regional Group of Companies, a large local real estate firm, and then just over a year as chief financial officer of ProSlide Technologies Inc., a global waterpark design and manufacturing company.

She was named chief financial officer at Martello Technologies Group Inc., a firm that provides clarity and solutions for network performance management, and which is headquartered in Ottawa, with about 100 employees worldwide, in 2018.

“Being a key resource in the go-public transaction with Martello last September rivals the Senators’ CCAA process as another great accomplishment in my career more recently,” says Crowe.

Crowe says although she continues to observe too few females in corporate leadership positions, particularly in larger firms, she has noticed that the situation has improved over the past five to ten years, with a lot more attention being paid to the gender gap.

“Organizations are starting to realize that gender diversity, along with other types of diversity are not things that are just ‘nice to have’ for business. They’re really imperative,” she stresses.

One advantage the Ottawa business community offers for leaders of both genders, says Crowe, is that the city is relatively small compared to other international venues, and is therefore very well connected, so individuals can be recognized quickly for their accomplishments.

Another advantage is that groups such as the Ottawa Board of Trade are making an effort to recognize and promote women who have been successful and to elevate the concept and value of diversity.

“You need to get the awareness out there. If I can bring awareness to the importance and value of having members on leadership teams and within companies, and of females being role models as the younger generation enters the workforce, I think that’s all very positive,” stresses Crowe.

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