30 01732 759725 UNIFIED COMMUNICATIONS Partner Experience (PX) Morey adds that the importance Gamma Business attaches to listening to channel partners, so evident in the development of Gamma Edge, also infuses its recently launched PX Partner Experience programme. Instead of outsourcing market research to a third party to find out what partners think, Gamma is taking matters into its own hands, or more accurately into those of its leaders and senior managers. “Every quarter, every manager, regardless of whether they’re in operations, finance, sales, marketing or commercial, is allocated customers to call to find out what’s going on in their business, to find out how Gamma is doing in certain areas, to see where we can add value and to discover what we can do to help partners do better – all of which then gets recorded back into our central insight system so that we can understand exactly what’s going on in the market. The other benefit of our management and leadership team spending a lot of time talking to customers is that it means they are making decisions based on really strong insights into what our customers need to be supported and to win.” Expect to hear much more of PX and Gamma Edge, including new Boost initiatives and multiple new product launches, such as Webex for Gamma, a new IoT platform, the SafeWeb Pro cybersecurity solution and enhancements to Phoneline+, at Gammaverse, taking place at the QEII Centre, London on October 2. “The Gamma portfolio has never been stronger,” says Morey. “We’ve got releases happening on a constant basis. We’ve got the Edge framework. We’ve got a customer insight program with our PX partner experience, and we’ve got Gammaverse coming up. There’s never been a better time to be a Gamma partner.” https://gammagroup.co/ And because we’re giving it to them free, it just makes them more profitable. It takes money out of our P&L and puts it into the reseller’s, and we’re absolutely fine with that because we recognise that they’re trying to grow their business and move forward.” Another example cited by Morey concerns Gamma’s ability to deliver voice in a secure way. “Our analysis shows that voice is inherently more secure if you’re able to take the connectivity and the UCaaS product from the same provider. If it’s wrapped in the same network, with the same network operation centre and support wrap around it, we can see exactly what’s going on and we can deliver it in a much more secure way. Because we want to affect that change, we’ve now wrapped a secure connectivity bundle with UCaaS so that a reseller can access FTTP or SoGEA 80/20 with a UCaaS product for £14.95, which is ridiculously cheap compared to the market. We’re doing this because we want partners to see the value in the UCaaS network and the connectivity network sitting side by side and working together. We’ve also got offers on mobile and IoT and all sorts of other areas.” 5. Velocity: A simple rebate engine that rewards growth across multiple product lines The final pillar of Gamma Edge supports growing businesses by giving them a rebate on additional sales. “For every pound a partner grows, they can get 25% of that pound back, or more on certain products,” says Morey. “We know how hard-won growth is in today’s market and we want to say thank you for doing that growth with us and give you a rebate to reinvest in your business. That rebate program exists across those first four pillars and makes sure that the reseller is rewarded for every pound of growth they do with Gamma.” be suitable due to compliance, resilience and reliability issues. “We’ve got very specific propositions with value added service wraps around them and data-led insights that allow us to look at a partner’s customer base and say ‘We believe you need to move these customers at this speed to these products, to move them from legacy UCaaS products that don’t deliver what customers need to next generation UCaaS products. And we can deliver that as a managed program that enables the partner to stay focused on their business as usual (BAU), because it’s hard work winning new logos. Then we’ll do some of the heavy lifting of migrating customers onto new technology, making sure we support the partner on that journey.” Morey adds that with its broad portfolio Gamma can identify specific migration challenges and recommend what aspects to focus on first. 4. Boost: Commercial accelerators like inclusive minutes and secure bundles Boost is concerned with initiatives that either have an immediate impact on the reseller’s profitability and P&L or that give them a tool or promotion they can use to close a deal or retain a customer. Morey believes that one of the first of these available through Gamma Edge has the potential to transform the UCaaS space. “At the moment, if you are selling UCaaS services, you have to accept quite a lot of complexity around billing for services. Often, a reseller will have to take on a billing manager or a billing platform, incurring a significant amount of cost, just because they want to sell a voice product. What we’re saying is ‘Don’t bill anymore. We’ll include all your minutes, including international and mobile, free of charge in your standard licence cost’. “That really shifts UCaaS from being a legacy voice product, with all the inherent complexity that entails, to being a next generation software as a service product. With other software as a service products you don’t need to take on complex billing platforms, and now it’s the same for UCaaS. When you buy it from Gamma, it’s all embedded in the licence fee, and that makes it so much easier for a reseller to be able to sell those products.” He adds that this is a good example of how a reseller can use Boost either to win new customers or to benefit their P&L. “A reseller, if they want to, can say ‘I’ve already got a billing platform, I’ve got a billing manager, I’ve got that investment and I’m going to continue billing my customers for their mobile and international minutes. ...continued
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