28 01732 759725 connectivity. We’ve got products in IoT and cybersecurity. We’ve got huge amounts of data, and what we’re now able to do is share insights with our partners to enable them to invest in the right areas,” he explains. “We can take this huge data set and really help them to understand whether, as a reseller business, they’re over performing or underperforming in certain vertical markets. Are they over-represented in retail or hospitality or another sector? What is their ARPU? How many products are they cross-selling compared to competitors? Are they adding enough products that create sticky relationships? We’re able to leverage all this data to have a much better informed conversation with a partner about how they can grow and then use that to create a co-authored business plan.” 2. Elements: Access to Gamma’s complete UCaaS, connectivity and mobile stack With insights gained as part of the Partner Pulse planning program, Gamma can guide partners to the most appropriate solutions within its extensive product portfolio to enable them to achieve their goals. “If we can see that a partner is significantly represented in the legal sector, for example, we’d steer them heavily towards WebEx for Gamma, which is a perfect solution to take into the legal sector because of its voice security compliance capability,” says Morey. He adds that with a product portfolio extending from UCaaS and connectivity to IoT and cybersecurity, Gamma can be much more consultative in making sure partners introduce the right products to customers at the right time and in the right way. “We’ll work with partners to make sure that they’ve got the right products to address that business plan and that journey and that destination they’re trying to get to.” 3. Migrate: Tools and support to help move legacy estates to future- ready platforms Gamma Edge’s third pillar addresses the difficulties partners face in moving customers to the latest solutions from legacy technologies that may no longer is finding it quite tough to win new logos and is having to work harder than ever to retain existing customers, and to do both they have to be able to demonstrate exceptional value and their ability to have a genuine impact on a business.” Gamma Edge has been designed to help growth-oriented partners achieve these goals – and deliver tangible benefits quickly. “Edge is about giving partners a competitive edge,” says Morey. “We want them to feel that as a Gamma partner they’ve got a slightly unfair advantage over everybody else. We want them to feel that as a Gamma partner the competitive battlefield they operate in is ever so slightly tilted in their favour. We want them to know that Gamma is 100% behind them and we’re doing everything we can to tip the market in their favour.” Gamma Edge does this by bringing together data-led strategic planning, simplified commercial tools, reward models and innovative full-stack solutions in one integrated framework, with five key pillars. These are: 1. Partner Pulse: Co-created business development plans based on actionable data Morey points out that in developing plans for partners enrolled on the Gamma Edge programme, Gamma is able to draw on a huge well of data and use tools like Power BI and Snowflake to provide transformative insights. “One of the beauties of Gamma is its scale as a business. We’ve got over one million subscribers. We’re probably the largest SIP trunk provider in the market. We’ve got a huge business in Gamma has been listening to its partners, and the result is Gamma Edge, a tailored, strategic growth programme co-developed with partners to give them a competitive edge in challenging market conditions. “I’m a big advocate of the Stephen Covey rule ‘always seek to understand before you seek to be understood’, and we’ve spent the last six months really listening to our channel partners,” explains Gamma Business Managing Director Will Morey. “What we’re hearing is that it’s quite a challenging market. The macroeconomic climate is tough and whilst SMBs are looking to invest in technology because they see it as a means to differentiate themselves and drive value, they’re much more stringent about where they’re going to spend than they’ve ever been. The channel UNIFIED COMMUNICATIONS Gaining an edge Gamma has launched a new partner growth programme. James Goulding finds out more from Will Morey, Managing Director of Gamma Business continued... Will Morey
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