Smaller telecom companies can rent telecoms software – for, say, online billing – along with network capacity from XAL, for resale to their customers. In 2002 managing director Andy Hague saw his chance to target this niche after losing some larger clients during the downturn in the telecoms industry. He used the opportunity to acquire telecom assets at knockdown prices and led a management buyout of the company. The introduction of a pan-European internet-based telephony service has helped boost sales, which have grown 102% a year from £1.1m in 2002 to £4.4m in 2004.
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