www.comms-dealer.com
Twickenham Stadium April 1st & 2nd, 2009 NEWS
Top brass say
Growth in RRob Davis EPORT
recording
‘Cash is King’
CALL recording specialist Liquid
It’s a
Voice has reported its most success-
tough
ful year to date with growth of over
CASH is King. That’s the view- 100% in key areas of the business.
business
point of major channel players The Leeds-based company has
climate
who attended the latest Evolution driven consistent growth since
Capital/Comms Dealer network- launching its channel operations
for SMEs
ing luncheon sponsored by (and four years ago and has recently
held at) Coutts & Co in London. taken on additional staff to cope
Consolidation, cashflow, cross- with growing demand by resellers
selling, commissions, commodi- for its products.
GAMMA LAUNCHES CHANNEL INITIATIVES
tisation, commitment and churn “Liquid Voice generated more Gamma Telecom is set to spur demand for its services
were the collection of key ‘C’ words than three times the sales revenue with two new channel initiatives and upgrades to its Mitel
underlined at the meeting as the in the last quarter of 2008 com- hosted platform. First up, Gamma is offering resellers a
industry battens down to weather
Ian Fishwick
pared with 2007,” said Chris Berry, new fixed to mobile pricing option, with rates at 3p from
the economic storm. Spiritel’s CEO, Alistair Mills, Business Development Director at Gamma fixed line to Gamma mobile numbers. The new
Adept Telecom’s MD, Ian confirmed the importance of good Liquid Voice. “We are looking at an rate is valid for all Gamma fixed line calls (traditional and
Fishwick, said: “We will start to see cash management. “When I took upbeat trading environment. Over IP Telephony) to Gamma mobile numbers and provides
the shake-out, and some pioneers the company over it was insolvent. the past four years Liquid Voice an on-net rate for all customers of Gamma resellers.
will go to the wall. There will be I was obsessed about cash. Stick to has grown 52% year-on-year with The new rate will also work with mobile numbers ported
a flight to quality. You can’t com- your knitting. It’s all about selling 2008 our most successful to date. onto the Gamma network. Gamma has recognised that
moditise any more. And the biggest more to your current customers.” In some areas sales have grown by the mobile channel is changing and has responded
risk to churn is non-payment.” More event comment on page 44 over 100%,” he added. with this new tariff, according to Rob Davis, Product
Manager. He said: “It is a tough business climate for SMEs
Sunley inks
CONTINUED FROM PAGE 1 COLUMN 5
and keeping costs down with competitive rates on a
single fixed and mobile bill will be increasingly critical.
According to Westcon, the mid- At the Accelerate launch event Resellers must cater to this if they are to win contracts.”
Paris deal
market segment accounts for co-hosted by Avaya, the ven- The move has been supported by Joe Walsh, Sales and
around 50% of the entire UK tele- dor’s Director of Channel Sales Marketing Director at Gamma reseller Cortel, who said:
THE merger of Paris Network coms market. Operations, Paul Riordan, said that “This new tariff looks set to give us a an impressive and
Solutions with Sunley Communi- The key components of the company hoped to reduce its competitive edge, which is crucial in difficult times.”
cations brings a combined trading Accelerate are a series of transpar- direct sales activity and drive chan-
experience of over 40 years in the ently priced bundles for UC solu- nel business from 57% of its total In a separate development, Gamma launched a new
supply of voice and data solutions. tions, along with a new fast-track revenue today, to 80% over the billing service with a ‘simplified and cost-effective route
According to Paris Jordanou, training program and marketing next few years. to market for FeaturePlus’, its Managed IPT service.
Managing Director of PNS, the support which includes access to “We need to get rid of the The ‘inclusive minutes’ package bundles minutes and
ability to offer voice, data, mobile Westcon’s telesales team. perception that end users will get a seat charges into a single monthly fee, meaning one
and document management solu- Partners will also be provided better deal by coming to us direct,” consolidated charge for the end customer and less billing
tions under one roof has given with regularly updated RoI tools he commented. “The job of our complexity for the channel partner. James Bushell, Senior
‘immediate efficiency improvement to help close deals, and have access end user team will be to increase Product Manager at Gamma Telecom, commented:
and cost savings to customers’. to 0% finance deals and a mobile brand awareness and generate new “Inclusive minutes provides a clear understanding for
He said: “Offering our clients demonstration suite. leads for our partners.” end customers who like to know exactly what call
true business solutions is critical. charges they should expect on a monthly basis.” Jack
We have worked with Sunley on
a number of projects over the last
InterCall links Xtel staff rev
Michalski, Sales Director at Gamma reseller Welcome,
said: “We see the inclusive minutes package from
two years and the benefits became
clear to our clients.”
to Uniworld up new
Gamma being a simple, but effective solution to a
fl eet
major barrier to entry for many players in the channel.”
UNIWORLD Communications
All hats off to
has signed a new partnership with Gamma has also been busy upgrading its Mitel-based
InterCall Conferencing Services Managed PBX solution with additional services and
charity biker
wholesale division to supply its features. A new call logging service allowing customer’s
range of audio, web and video con- to view and analyse all inbound, outbound and internal
HATS off to Rob Booth, MD of ferencing solutions to customers in calls is accessible via a web portal. Using this tool can
In Call Solutions, who tackled a the UK market. assist organisations in assessing the effectiveness and
five-day 500km cycle ride from Matt Lambert, Sales & UNDETERRED by the economic costs of their communications, allowing them to target
Vietnam to Cambodia last month Marketing Director at Uniworld, crisis, Xtel has invested in another their resources and call costs in an effective way, says
in aid for prostate cancer charities commented: “Uniworld partners new fleet of 15 vehicles for its Gamma. Access to Communicator is now possible via
that treat, support and advise now have a set of conferencing ever expanding engineering a range of softphones that can be downloaded onto
sufferers and their families. solutions to provide to their mar- team. Adrian Jackson, MD, said: a PC or laptop. This solution, in conjunction with the
He commented: “This was not ket. This represents an obvious “With headquarters in Bradford Dynamic Worker option, allows users to be connected
a drastic attempt to get out of the opportunity in the current market and Manchester we are offering a to their company’s communication systems from any
office, but a charity challenge with climate, too compelling to be over- nationwide fast response in respect location via the Internet.
�
the aim of fund raising!” looked by our community.” of 99% of UK telephone systems.”
BUY BETTER, SELL BETTER PARTNER BETTER, BE BETTER! REGISTER NOW AT
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www.comms-dealer.com COMMS DEALER MARCH 2009 3
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