technologyreseller.co.uk 21 TR: You’ve launched a few cybersecurity solutions this year. Is that also a big opportunity for partners? WM: We’ve had a product in cyber security for some time now and that’s grown very quickly. SafeWeb started out with very simple dark web monitoring and over time has become more complex to address different needs. We’ve now built-in an insurance-style product so that if somebody does have a data breach, we can provide them with the support they’ll need to remedy that, whether that’s financial support or our ability to programme-manage how they cope with the ramification of a breach. TR: You’ve obviously been very busy this year. What are your priorities for 2026? WM: More of the same, to some degree. You’ll see the Edge programme accelerate. You’ll see some really strong capability coming through on Migrate to do with the PSTN switch-off. You’ll see us continuing to reward partners for growth with the Velocity programme and, more than anything, you’ll see the true power of how Webex for Gamma, iPECS, Horizon and PhoneLine+ can add value for our partners. I think 2026 will involve risk for a lot of companies, with increasing consolidation in the platform space we operate in. What we hear on Partner Experience calls is that partners want to keep working with a FTSE 250 listed company that is rock solid and which has put time and investment into governance and compliance and building out the underlying network infrastructure to be able to support technologies in the market. Because of the slightly chaotic nature of what’s going on in the macro economy and geopolitical landscape businesses are looking to partners like Gamma to bring reassurance and stability. When people talk about technologies, they typically only talk about the part of the iceberg that sits above the waterline. What Gamma is incredibly strong at is all the stuff that goes on below. We’ve got great technology above – we can deliver all the AI, all the excitement and the sizzle – but what sits below that is a huge amount of foundational capability that I think our partners will be more reliant on than ever, be it governance, be it compliance, be it financial stability, be it the ability to provide resources to help them grow faster and be more solid and secure for their customers. This is an edited version of a conversation that can be viewed in its entirety at www.technologyreseller.co.uk through co-branding or completely white-labelling content we provide, or by being able to access materials a sales person or a telemarketing person or a marketing person needs to accelerate the conversation with an end user. We’re seeing the impact of all the conversations and all the learning we get through that Partner Experience programme on all our approaches to partnership. TR: I imagine the market opportunities for each partner are different. But are there particular ones you think are very strong right now? WM: Every partner we talk to is at a different point on their journey and in every conversation our business development managers and leaders start with one question: where are you trying to get your business to and how can we play a role in that? Our job is to play a meaningful role in realising the growth opportunity or the trajectory that partner is on. There are technologies out there now that are hugely exciting. Webex for Gamma presents an immense opportunity for our partners. I was talking to one just this morning about how they’re utilising Webex for Gamma, along with some of the APIs that are available and the development resources and the ecosystem of products that sit around it, to deliver bespoke solutions into their end user community based on different vertical markets. That’s really exciting, as is the AI capability in our AI Concierge product. I highlight those two products because we think the best way to develop the very best products for the channel is through co-creation with our channel partners. With Webex for Gamma, we had delivered 4,000 or 5,000 subscribers into the market before we launched the product. I’m immensely proud to have worked with over 200 partners to make sure that when that proposition went to market it was exactly what channel partners needed and exactly what end users needed. We launched AI Concierge in a relatively simple way, but with the ability to refine it and develop it and co-create how it will meet the needs of different vertical markets and different companies across the huge spectrum of businesses that are out there. That co-creation idea sits very much at the heart of the way our CTO thinks: how can we deliver something that’s going to be right for your business and help you execute on the growth that you see available to you. and our network because we believe that’s inherently more secure, more supportable, more compliant, and wrapped in all the Gamma governance, which makes that proposition even stronger. So we also have offers on connectivity. If you take more than five seats of UCaaS, we’ll give you 80:20 connectivity at £14.95 which is a really strong price point. The next pillar is Migrate. Lots of companies still have legacy technology that they need to move onto a next generation platform, or they might have customers with a different UCaaS platform or different supplier. With Migrate, we can take on the burden of migrating their customers and do that at scale, freeing them to devote their resources to bringing in new logos and winning new customers. The last pillar, which we call Velocity, is a reward mechanism where for every pound a reseller grows, we give them a percentage of that pound back so that they can gain velocity and grow by another pound and another pound. It could be 25%, it could be 100% depending on the mix of products the partner’s working with. We do that because we know just how hard-won growth is in today’s market and because we want to reinvest in our channel partner relationships. Those five pillars we believe give our partners the edge in the market and a real competitive advantage. TR: What sort of feedback have you had from partners since launching Edge in the summer? WM: It’s been absolutely fantastic. People just get it. And that’s because it comes from a point of listening. It wasn’t dreamt up in an ivory tower but emerged from conversations with channel partners about the challenges they face every day and the opportunities they see in the market. We’ve now got hundreds of people signed into the Velocity program. There’s no commitment to that other than ‘let’s grow together’. TR: Have the conversations you’ve been having with your resellers in developing Edge influenced your existing partner programmes? WM: Absolutely. Edge is very much at the heart of our partner programmes, but we’ve also just launched the Accelerate platform, which gives partners a portal where they can access all the resources they need to market themselves better, whether that’s through social media, INTERVIEW
RkJQdWJsaXNoZXIy NDUxNDM=