Tollring’s growth in recent years has seen it morph from a UK-centric business to one with a global focus, according to CEO Tony Martino (pictured above).

The software developer has in recent years been transitioning itself into a cloud-based company and has recently added channel veteran Andy Bannister as its Head of Global Sales to its headcount, which now stands at over 100 employees.

“Rather than take some of our legacy propositions and look at how we can remain relevant with the trends in the market, we really decided to take a very bold step and natively recreate our propositions for that cloud journey,” he told UC Today.

“As a result of that early investment, we’ve strengthened our sales strategy with bringing on Andy. We’ve also aligned our business strategy with some core partners and made sure that we were very relevant to their capabilities and the way that they bring their services to the market.

“We now sell through about 900 partners globally and over the last few years, we’ve really accelerated our global approach. We’ve turned from a UK-focused business – where we are headquartered in London – through to a company that’s delivering services to APAC, the US and our European partners.”

Martino was coy to break out revenue figures but told UC Today that it has increased its number of global customers by 15 percent to 30,000 since the start of 2020, as well as doubling the number of endpoints it monitors each month to eight million and seeing a 43 percent increase in the number of calls it processes every day into its cloud since the pandemic began.

Martino is now looking at how to maintain this accelerated growth, such as the strategic partnerships it recently announced with Florida-based Park Bench Solutions. He remained coy on the prospect of M&A but didn’t discount inorganic growth as part of its strategy.

“We have enjoyed some really strong organic growth and as a result of that we have to our disposal the ability to reinvest some of our assets and cash reserves,” he elaborated.

“We’re looking at things like complimentary technologies and whether that needs to come through a buy and build mindset.  Everything is about APIs nowadays, so how we leverage different technologies might not necessarily come from M&A, but could come from strategic partnerships with complementary technologies.

“We’re building a five-year strategy where we are looking to really to accelerate our growth, and that will perhaps involve not just an organic story. At this point, that’s probably all I can say but those are discussions that we are considering very seriously.”

As part of its growth strategy for this year, Tollring will be focusing on Microsoft Teams collaboration analytics, as well as workplace analytics as the hybrid work model is expected to continue even when offices re-open.

“We see 2021 and beyond will be about bringing this more holistic understanding of how we’re interacting and engaging with our customers across the various tools that are at our disposal,” Martino said.

“We’re empowering the analytics story that we offer, from voice to collaboration through to a wider workplace offering.”

Remaining relevant in a competitive field and understanding the shifting needs for customers stand out as the main challenges for the company’s growth, Martino stated.

“In order to be able to evolve our services and bring those services to market in a timely fashion is always going to the number one challenge for us, as well as understanding how relevant we are in the market,” he explained.

“We’ve bolstered our board of directors, we will continue to bring a stronger R&D capability into our portfolio and bring the relevant support services across our product offerings. So it’s really about growing our sales, marketing and technical operations teams in line with this growth.”

 

 



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