Reflecting on 2019 at VQ Communications

2019 has been quite a year for VQ. Our relationship with Cisco has continued to develop and we’re really looking forward to working more closely with Cisco in 2020.

I’m incredibly excited about where we are with the product; 3.2 is stable and working well hosting customer workloads. The success of the product is winning new customers and opening a range of new opportunities.

Here in the labs at VQ Towers, we’re starting to see signs of life for some seriously cool functionality heading towards the door marked ‘customer’. High Availability (‘HA’) has been a goal for a long time; we’ve had ‘warm standby’ and then during the 2.x and 3.x years, ‘no standby’. Well, the great news is that HA is coming your way; the multi-year investment in advanced stuff like Kubernetes has meant that in the relatively short time since Summer, we’ve managed to configure and test a first-generation HA architecture. A three node HA cluster with integrated load balancer has just completed a 9.6 million call test that ran for just under 12 days running 24/7. The test features 2000 participants repeatedly joining and leaving calls. It simulates about 10 times the call volume per day of our biggest systems in the field. We were rather disappointed because it should have run to 10 million calls but failed because a network blip caused a fail-over event that the test tool didn’t contain and stopped. VQCM handled the issue perfectly. We still have work to do to wrap-up packaging so it’s easy to install and update but then we’ll make it available as an ‘Experimental’ 4.0 version for customers to get their hands on and start to prepare for. Dates to be confirmed but expect to see more on HA in Q1.

The other feature we’ve been talking about for a long time is Recurring Calls; they missed the cut back in 2015 for the ‘self-service’ focus of 2.x and have been absent ever since. They’re now wired up at the 3.5 platform level and next-up is adding a UI. All on a modern, state of the art architecture that’ll scale.

Activity 2 is making progress; in its first form it’ll include Participant Move and Pane Placement. Activity 2 and Scaling are yielding some very interesting possibilities which are being validated and have the potential to be fairly impactful. Dynamic Space Templates are coming; change the Space Template and all Spaces based on the Template change immediately…

Our investment in an advanced architecture is starting to enable some of the functionality we hoped it would and have spoken about; it’s now becoming real and looks great!

Finally, a big thanks for all of your support in 2019. Have a very happy Christmas and we look forward to seeing you in 2020.

Regards,

Mike Horsley

VQ Conference Manager 3.2

I’m really pleased to announce that VQ Conference Manager 3.2 is now available for download.

3.2’s an exciting release because of what’s in it and, moving forward, what it enables.

What’s in it? Lots of refinements:

  • The data written into Elastic and been restructured to make it easier to produce visualizations. Goodness like CMS Alarms are now available. We’ve updated all the Visualizations and Dashboards.
  • The Outlook Add-in now caches the login name so users don’t have to repeatedly type it in (passwords are still required in non SSO mode)
  • We’ve added support for Cisco Duo to the list of supported SAML2 providers.
  • The Blast-Dial app now includes an optional “press-1 to join” message when each of the Blast-Dial recipients receives a call.
  • CM-Admin refinements; changed certificates and Outlook Add-whitelists in SAML2 mode (to name but 2).
  • Bug fixes to the Call CoApp. Placing outbound calls from an inactive Space now works consistently.
  • The LDAP Configuration page has been cleaned up and restructured into a page with 3 tabs; much easier to use
  • The Bulk-Emailer contains a second template that includes functionality to auto-configure the iOS app. Very cool.
  • Bug fixes

What it enables:

  • One of the big ‘under the hood’ changes is upgrading Kubernetes to the latest version (1.15). 1.15 includes the Beta High Availability (“HA”) support. Please note that this is not VQCM High Availability at 3.2; it’s the enabler that will (should) enabled HA in the next release of VQCM (3.3; due Q4/2019).
  • With the Elastic data  restructuring just about complete, we also plan to enable syslog ingest in 3.3 (due Q4/2019) which we’re also really excited about. The goal here is that we’ll be able to save syslog data in Elastic and, by doing so, be in a position to include CMS/VCS logging as part of the data contained in visualizations/dashboards.

More information is available in the release notes which are available for download from vqcomms.com. Please ensure you select version 3.2.

Regards

Mike

Visiting customer site in Geneva

A few weeks ago, I had the opportunity to visit a brand-new customer we’d recently won in Geneva. The request from them was some on-site assistance and consultancy with installation and configuration of VQ Conference Manager. These kinds of professional services are not something we do a lot of; we simply can’t scale to provide them to all our customers and we already have a growing network of highly skilled and trained partners quite capable of performing these functions.

However, our transacting partner in this case wasn’t quite fully up to speed and I hadn’t been to Geneva for a while, so I decided to volunteer for the trip: Switzerland is a lovely place to visit this time of year.

We’re seeing a large number of customers who are migrating video conferencing services from legacy Cisco MCU (formerly Tandberg/Codian) infrastructure to their new Cisco Meeting Server estate. A request I often get in pre-sales product demonstrations for VQCM is, “Can you make my CMS work like my Codian used to?” And this customer in Geneva also fell into this category.

The old MCUs are hosting a set of permanent conferences, one for each of their meeting rooms. The idea being, once you have reserved a particular room, by definition you have also reserved that conference. Creating permanent conferences (or ‘Spaces’ in CMS parlance) is of course bread-and-butter for VQCM and CMS, so this part of it was completed in very short order.

But in this case, not only could we replicate the existing service, we could actually enhance it. VQCM’s ability to easily create multi-role Spaces via its Space templates meant we could create a different dial-in and in-conference experience for the hosts and guests. The hosts can dial a short dial code and enter the Space without being challenged for a PIN. The use of a couple of dial rules means that guests have to dial the full code and are required to enter the PIN before entry. We were thereby able to meet a requirement for quick easy access to the Spaces for internal users but added security for external participants.

It’s always interesting to see VQCM working its magic in live, customer environments. Especially when I see with my own eyes the benefits it brings now and the enhancements it makes possible in the future.

Giles & Barry’s Great American Adventure

I start this blog with an apology. It’s been over week since I returned with my colleague Barry Pascolutti from a whirlwind trip to the USA. Since Cisco announced at the SEVT earlier this month that customers deploy CMS with VQ Conference Manager we have been inundated with Cisco, Partners and now customers wanting to know more about how to enable the service model they need for their users.

But I digress. We had been invited by our partner WWT to an exclusive event in Tampa to present and meet with 180 Federal customers. Barry and I joined the team from WWT and ran back to back demos and had many discussions with both customers, Cisco and potential clients. In addition to features such as Single sign-on and Blast dial/Reactive calls, it was interesting to hear the need for simple user tools like the Outlook Add-in/Plug-in, and of course the comprehensive Analytics for the Ops teams. It’s clear that Federal users typically experience constant turnover of staff due to deployment demands, so simple, out of the box tools are essential.

Then a short hop up to Washington DC and a major presentation at the Cisco Herndon office. Not a lot we can share, but the customers have some major CMS projects, and after a stellar demo by Barry and some intensive technical questioning, we believe we may have un-blocked a couple of major projects. Whilst in the building we then ran to another meeting room to join an internal Cisco webinar session called “Know your Stuff”; the audience being internal Cisco and wide ranging in their responsibilities.

So what did we learn? I start many of presentations in the USA stating we are two countries separated by a common language. That wasn’t the case when we got into how VQ Conference Manager and CMS enable the services users want.

Frankly CMS and VQ Conference Manager rocks.

2018: A remarkable year for VQ

As we start a new year, I thought it was time to reflect on what a remarkable year 2018 was here at VQ.

Product wise, AM 2.x has matured into a rock-solid platform, doing valiant service at a wide range of locations and hosting some monster workloads. We released VQCM 3 mid-year and it’s now hosting production services; we’re really pleased with how well the product has been received, the breadth of new customers looking to adopt it and how well the product is working in the field. Coming up next is VQCM 3.1 which introduces Single Sign-On (Windows and SAML 2.0) as well as a whole raft of refinements and really useful new functionality (in particular, new Generators for Call Ids and URIs. This includes “Random” URIs and Call-Ids).

We work really hard on trying to make the product as robust as possible; we’ve had some great feedback from customers who “lost” VQ in the Acano/Cisco acquisition and “found” us during the year – they are still running the first generation AM 1.x product and want to move to the latest product generation. What they loved is the fact it just keeps running. The other “legacy” twist is that we’ve spent a lot of time during the year designing how the Activity page will evolve moving forward; the work is being driven by customer demand and the problem that legacy Codians (Cisco 4500, MSE, 5300 etc.) are heading towards retirement by 2020. Customers are looking to move their “white glove” Codian workload onto CMS and want (for those that used it) as much of the legacy VQ “Calls in Progress” functionality that is possible to migrate onto the CMS platform. For readers who face a similar problem and didn’t use earlier VQ versions,  think of Codian Director without the limitations (specifically, how many operators could use it at the same time) and running in  browser. It feels like coming around full circle.

I get real pleasure from meeting the people who either use, or are considering using, our software and working with them to understand the challenges faced and how we might help solve them. We get a definite sense of being on the leading (and sometimes, bleeding) edge of what is possible when delivering video/UC solutions and services. It is a great privilege to be able to work with such a range of open-minded, forward looking people from around the world.

You might have seen in our marketing material that we have one system doing over a million calls a month (approximately 1.1 most months) or 50,000 calls per day. During 2018 we learned that another system is doing over 1.3 million calls/month or approx. 70k calls/day (we knew it was a big system – 20 CMS nodes – we just didn’t have the call volume).  The two systems together are delivering approximately 1 billion call minutes per year. One of the goals behind VQ was to get people out of planes and help the planet; it is therefore very rewarding to see the installed base and call volumes grow and feel like we’re helping make the world a better place.

From a product development point of view, all the effort that went into the 3.x platform feels like its starting to yield results; we’ve got some funky stuff in development that wouldn’t have been possible on the earlier platform – we look forward to introducing you to some great new features and functionality as 2019 unfolds.

We’re very excited looking into 2019, we’ve got some great things planned and look forward to working with you during the year.

Have a great 2019!

Mike Horsley

CEO

Technical Training Update

Do you want to get more from your VQ Conference Manager/CMS deployment?

Users of VQ Conference Manager are invited to enrol on two new remote VQ Conference Manager (formerly Acano Manager) courses run by Scott Waschler from TEKnowLogical Solutions, (an Acano and Cisco certified instructor) our technical training partner.

By attending these courses you will gain in depth and hands-on experience…

– To enhance the capabilities of your CMS deployment

– Give your operators and administrators more knowledge thus driving adoption

– Get the most from your investment

The first beta sessions have been scheduled for 12-16 February 2018 between 9AM and 5PM (CET).

Beta training sessions give you the opportunity to help shape the course for future sessions so it can meet your organisations specific needs and requirements.

The pricing reflects that they are beta courses and are offered at a 50% discount from the standard rates. You can sign up via the links below or contact Scott at TEKnowLogical directly.

2 day – VQ Conference Manager Concierge and Call Management

3 day – VQ Conference Manger: Deployment and System Administration (VQCM-DSA)

Looking back at 2017…

I haven’t put out a blog post for some time; with the year-end looming, I thought it would be a good idea to put out a quick update.

Very loosely, 2017 turned out to be “Year of the PIN”. This might surprise you as much as it surprised me. As 2017 started to unfold, it became apparent that something we’d considered in the abstract during the design and development of the Acano Manager 2 platform had become a reality. With a twist. Our focus in legacy versions of VQ had been around call management: how could we allow operators and the service delivery teams schedule, launch and manage calls? In volume and make it fast.

We knew from previous product generations that predictability of call experience was key; calls had to work well and work consistently. If that happened, users came to like the in-call experience (great audio and video) and trusted they could use it for business calls. Calls worked. Every time. Usage normally grew relentlessly.

We therefore went to a lot of effort to design predictability of the in-call experience into Acano Manager 2.

The twist was the customers wanted to use not only different types of calls and exploit the ability to have multiple roles per call, they also needed some roles to have PINs and others to not have PINs. That would have been OK but there was a subtle change in how CMS 2.1 handled PINs. The year started with PINs (or, to be more correct, PassCodes).

With flexible PINs in place, we started to see wide adoption of Acano Manager’s coSpace Templates and the ability to define Service Tiers; different groups of users being able to make different types of calls.

Customers started switching audio conferencing workloads from external providers to on-premises CMS/AM. That does interesting things to the ROI models!

By mid-year, new large enterprise systems were being commissioned and going into production. coSpace Templates (and those pesky PINs) played a bit part in enabling them. We’ve learned the hard way about many of the obscure ways things can go wrong creating coSpaces and all the associated objects. In addition to a steady string of refinements into Acano Manager itself, we’ve also created some very useful tools to identify and fix coSpaces issues which will eventually find themselves in the product allowing the system to self-heal.

The “Year of the PIN” label should probably be more accurately defined as “Provisioning year” but it just doesn’t sound as good. It doesn’t stop there, other really good areas of progress include reliability/robustness, performance and new functionality. And plenty of bug fixes. We’re really pleased how the 2.x platform has matured since it was launched in April 2016.

The remarkable thing about the year is where we are at the end of it. We now have over 100 instances of Acano Manager 2.x installed globally. In November, one of the biggest systems managed by AM 2.3 went through the significant milestone of over 1 million calls (call legs) in one month; the system’s November call volume was over 33 million minutes. If we annualize the call volumes for systems we have visibility on, Acano Manager managed CMS systems are delivering approximately 1 billion call minutes/year. This is just amazing and we’re incredibly proud to be part of the global team (customers, resellers, Cisco and VQ) enabling this volume of calls.

If you have call volume data you could share with me, please let me know and we’d really appreciate it. We will not reveal customer names; the data will be aggregated and will remain anonymous.

Behind the scenes, we’ve invested heavily in how the product evolves and we’re really excited about how that is looking; expect more on that next year.

Oh, and one last thing…..

We’re hiring. If you or somebody you know is looking for a new challenge….we’ll be adding open positions onto the web site. The team say they really like working at VQ; some have even said it’s the best job they ever had.

Enjoy the rest of 2017 and have a great 2018.

Mike

VQ’s New Technical Training Partner

VQ Communications is delighted to announce our new technical training partner, TEKnowLogical Solutions.

We caught up with TEKnowLogical’s President, Scott Waschler to discuss the partnership and how the courses can benefit your organisation.

Can you give a brief summary of the courses?

We’re still in the design phase of our ISD (Instructional System Design) model however, the plan is to release three initial tiers of training. These will be…

  • End User Tutorials
  • Operator Concierge and Call Management Training
  • Deployment and System Administration Training

Who are the courses aimed at?

Depending on the course, each one is aimed at a different audience. For example the End User tutorial is much more for mass consumption; it’s for anyone who operates, maintains or schedules Cisco Meeting Server based meetings with VQ Conference Manager. The Operator Concierge and Call Management training course is targeted at people who are assigned to support the End Users through a concierge or scheduling service. The Deployment and System Administrator course is for audiences at an Engineering level. It’s for those who will be deploying VQ Conference Manager and CMS and who will also be responsible for troubleshooting and maintaining the operation of these systems for the long term.

Tell us about your background as a trainer in Acano and CMS?

It was a great compliment back in 2013 when Acano executives called me and asked if I would partner with them as their training distributor; I soon became Acano Certified Trainer #1. My partnership with Acano led me to create the Acano Basic Product course, Acano Certified Operator course and both Acano Certified Expert Parts I and II. Since the Cisco acquisition of Acano, I deliver hands on training on CMS and CMA. Alongside that I am currently engaged in CMS projects as a Deployment and Troubleshooting Engineer. Most recently I have worked with a major U.S Government department.

How have you found working with VQ?

The support and expertise I have received from VQ has really been exceptional. I’ve found the team welcoming and eager to support my efforts with their time and skillset. It’s really exciting to be part of a partnership where I am working with a team of knowledgeable engineers who are both dedicated and passionate about their product.

Why should a user go on the courses?

The truth about training in general is that there is little any trainer can do to replace real-life experience in the classroom environment. However, the idea of this particular training is to get the System Administrator or the Operator to the point where they can go into the field with confidence and be able to immediately impact the operations of the organisation. The training is designed to make sure you’re prepared for the real world environment.

How does the course offer a ROI?

The course is designed to put the organisations investment into use immediately. This involves having a shorter time to deployment, quicker operational time and having operators who are ready to impact the users capabilities. All of these add to the user adoption. Once users have adopted a platform immediate ROI can be seen from factors such as reduced travelling costs.

What will engineers get at the end of the course?

Users will receive two levels of certification, VQ Conference Manager Certified Operator and VQ Conference Manager Certified System Administrator.

What do you personally think is the most interesting and exciting parts of the courses?

From an engineering perspective, I believe these courses are interesting as they show the interaction between VQ Conference Manager and CMS. In particular the fact that VQ Conference Manager wraps the complex REST API (Application Programming Interface) exposed by CMS. This allows you to replace very complex hierarchical command structures of collections and objects with an easy to use browser based user interface. Within moments from when you tick these boxes you are able to create entire call leg profiles, user profiles and a lot of other things that would normally take hours of planning to generate.

When will you be running the courses and how frequently?

Beta classes are scheduled for the end of January 2018. Initially I will offer training once every two months, but I will adjust the schedule based on demand.

Where will you be running the courses? Are any parts of the course online?

All of these courses are designed to be held remotely, but will also be scheduled on site in the Washington DC area. As the demand and student concentrations become better understood, we will be glad to adjust to the need. The classes will not just be scheduled on East Coast US time they will be scheduled in three major regions, North America, Europe and APAC.

Interested? Here’s what to do next:

Interested System Administrators and Operators can contact us directly info@teknowlogical.com. There will also soon be more information available at www.teknowlogical.com.

VQ and Small Deployments

In the third of this blog series Barry Pascolutti shares his thoughts and experiences on why VQ Conference Manager is as relevant in a smaller deployment as well as in larger deployments.

Are there any differences between large and small deployments?

In terms of feature sets, no. A user’s experience should be exactly the same whether they are in a large or a small deployment and CMS was designed to be scalable from the outset from small to medium enterprises all the way to large service providers; the idea being that if you need more capacity you throw another box at it and everything scales up like that.

Very large conferences are obviously different from very small ones. The user experience is different particularly because you can’t see everyone on the screen at once and you need more meeting control. You probably need a moderator in large conferences but the process of provisioning that conference should be identical, irrespective of size. The steps you take to start the meeting, join the meeting etc., they are all identical.

With larger scales you do have more redundancy. In a small deployment, you may just have a single box and so that’s going to be a single point of failure. With larger scales you have more to do with your dial plan – do you have a regional versus a flat dial plan, or do you need to consider least-cost routing. All those sorts of considerations are important but the day to day operations between a large scale and a small scale should be absolutely identical.

Does VQ Conference Manager as a product stand up to the rigorous corporate standards for video conferencing?

Absolutely, we do. We have a 15 year pedigree, delivering video conferencing management solutions and we have developed our system in collaboration with some very large deployments and global organisations. We have gone along this journey with them. Today VQ Conference Manager is used by finance organisations, healthcare, private sector, public sector, manufacturers– all sorts of verticals all over the world. Organisations with the highest and most stringent standards for policy and compliance requirements.

How does the VQ Conference Manager pricing model work for a small deployment?

We price on scale so it’s designed to grow with your requirements. So if you have a small deployment the price will be at the low scale and as your requirements grow we will price it accordingly.

Is provisioning important for small deployments?

Yes for small and large deployments. Your users can’t access the system until they have been provisioned and manually provisioning your users is going to be an administrative burden and overhead whether you are talking about 10 or 10,000 users.

Is integration with CMS licensing important for small deployments?

The CMS licensing integration is irrespective of deployment size. The importance of CMS licensing is not dependant on the size of deployment but more on what type of licensing you have. A shared multi-party license is a shared multi-party whether you have one or a 100 of them. With a personal multi-party, on the other hand, you need to make sure that you are using them when you are entitled to because there is quite a price difference between an SMP and a PMP. This true whether you have 10 or 10,000.

Is self-service important with small deployments?

Yes. Although it is easier for a video conferencing admin group to scale down to small numbers, i.e. the white glove, concierge operator managed conference, just because you can do a thing, doesn’t mean you should do a thing. You don’t set up audio conferences for example, for people. When was the last time you were asked to set up a very simple audio bridge? Everyone knows how to dial into their own audio bridge and it should be the same with video conferences. The technology is definitely there to make it simple, pretty much the same as dialling into an audio bridge, so we should use it. This is certainly true of large organisations but you should do it for the smaller ones too. And then when you are ready to scale that service, if your organisation grows, you can grow the size of your video conferencing deployment because your users are already used to self-service. That self-service paradigm will grow as your deployment grows.

Is controlling video from one place important with small deployments?

I think so. One could argue that the view from the CMS web admin presents pretty much the same information as the view from the operator view of VQ Conference Manager. But it doesn’t allow the same call control. You can see what’s going on but you can’t control what’s going on. The requirement to provide operator control of video conferencing exists however large your organisation or video deployment. You still have a need to control that conference.

Is Analytics important with small deployments?

This is another example of something that is important irrespective of size of deployment. Even if you have one call and one user, you still need the historical data to track your usage and you also might have issues you need to trouble-shoot.

And even what we are calling a small deployment might still involve participants from outside your organisation and might involve large numbers of participants. One shared multi-party license is not limited in the number of participants you can include in the conference. You are only limited in the hardware scale. So even with what we are calling small deployments, the scale could be very significant and that has the potential to mean you require Analytics and Reporting.

 

So, if you are considering a small deployment, or indeed a larger deployment of video conferencing and you want to see how VQ Conference Manager can form an integral part of your conferencing toolset, I’d be delighted to hear from you.

Click here to arrange a Product Demo

 

 

My 9 Month VQ Update

In the next of our series of blogs from Barry Pascolutti (Lead Sales Engineer) we interviewed him on how he’s found his first 9 months here at VQ Communications. This is what he has to say………….

What have you found most exciting working at VQ in your first 9 months?

Well ultimately I’m a sales guy so obviously I get very excited when I close deals, especially the larger ones. I think my trip to the US was also very exciting. In particular, seeing customers with our software in actual and production environments, talking with the customers about how they use it and getting real insight into the issues they are having. I also thoroughly enjoyed InfoComm; seeing what is happening in the industry and the latest trends. It was also good to catch up with former colleagues and friends – these things are great in that you’ll always see familiar faces. People move organisations but they still go to these events. But mostly it has been the move from working at a very, very large organisation to a small dynamic organisation, such as VQ.

VQ has been going for a long time now and the product is mature and very well established but the size of the organisation, the ethos of the people within it and the dynamism of VQ all make it feel like a start up environment and there are very few, more exciting environments to work in than that.

What is it about the software that potential customers are most interested in when you talk with them in the pre-sales process?

There are 2 things that are getting the greatest reaction from customers during demonstrations. The first is the Operator View – the single place where your on-going calls can be monitored and controlled in a single pane. The second is Reporting; both real time Dashboards and the historical Analytics. Both of these features give admins and service delivery teams true visibility of everything going on within their system and confidence that it is working as it should.

Can you describe some of the problems VQ has solved for our customers in the last 9 months.

I think one which comes readily to mind is the fact that in order to achieve much of the functionality and gain access to much of the feature set within CMS you have to do that via the API. And this is fine in a lab or if you want to teach yourself how REST API’s work, but in production it means you have to write and maintain quite a large toolset. And even if you have the skills in house to do this, and we have many customers who do have these skills, this is still a huge chunk of work. I have many conversations with customers who have gone along these very same lines. They’ve started using CMS, realized exactly how much work is needed to gain access to these CMS features and then started writing their toolsets. They have had some success but have realised that in order to complete that work and maintain it, a significant effort from the team is required. Probably a permanent job for a good-sized team. The other point is that here all I’m talking about is configuration and service creation. Reporting, well you can’t do that and it is actually very difficult to write. We wrote reporting functions and that was a significant chunk of R&D effort from our perspective. To expect someone to repeat that in their own environment, I don’t think that is realistic.

The other thing is parameterized service delivery; provisioning video conferencing based on who the user is and what dept. they are in. For example, User A gets one set of service levels and User B a different set of service levels. And finally automating this process, so that when people move organisations, or when they leave or people join, keeping track of those changes automatically. So the new user is provisioned and old users are removed.

What are the light-bulb moments when talking to customers when they understand the value of VQ Conference Manager?

I remember a couple of times when people were surprised when centralised control of the video conference was even possible. So observing me change screen layouts, and seeing the effect that had on their view, resulted in real wonder. But now when admins realise they don’t have to manually create Spaces on behalf of their users, because these are created automatically when the users are imported by VQ Conference Manager, this is a real revelation.

How easy has it been to sell VQ Conference Manager?

This does vary. In many instances it has largely sold itself. People see the features, they love them and they have come into the sales process knowing that they want the features we deliver. It doesn’t take much to calculate how much time and effort we can save, for example, in terms of user provisioning.

But in several environments customers need a proof of concept. This is fine and I actively encourage it. This gives the users the confidence that we will stand up and deliver software that enables them to provide services, not just generically but specific to their environment. And I’m very confident that we can stand up and prove our worth in your environment and solve your problems. And we do track how successful we are in turning proofs of concept into successful sales and the signs are very, very good.

What are you looking forward to in your next months at VQ?

Our roadmap for 2018 is exciting and I’m very much looking forward to sharing more about this in the coming months. Also, I want to see us grow our channel. This is a very interesting time in the industry. I’m seeing huge demand and we have real momentum behind us. I want to capitalise on this as much as we possibly can and meet this increasing demand that I’m sure we are going to see. But I think the best way for us to grow and scale to meet that demand is through our channel. Now this requires more than just signing up new partners and organisations. I will be up-skilling and training them so that they can become more self-sufficient and then see their own revenues grow as they scale up their own operations.

 

Exciting times indeed.