SPOTLIGHT
www.comms-dealer.com
Gamma urges regulation
INTERVIEW: BOB FALCONER, GAMMA TELECOM
Despite the recession, Gamma has
completed another banner year. But
while CEO Bob Falconer thinks of new
ways to boost partners’ profitability,
he also wants the channel to focus on
the hazards that could threaten it.
IVR, and voice mails sent to email
F
alconer is concerned – all from a self serve portal. Sole
about regulation. “It’s traders can have the sophisticated
time for the channel to presentation of a PLC.”
address the self-regulation
issue,” he said. “The channel offers Gamma’s range of components
business critical services, largely to can adapt easily to each individual
SMEs, and there are devastating service provider’s business model,
consequences if telecoms services added Falconer. “It’s possible
to these businesses are put at risk. to take what we offer, simply
It only takes a few unprincipled add a margin, and just make it
service providers, guilty of available down the line. But we
slamming or fraudulent practices want to encourage partners to
often based on dubious leasing add their own stardust. Because
deals, to damage the reputation they work in a clearly segmented
of the channel. If small businesses environment, that’s possible – and
such as taxi firms or florists are expectation that this leads to a to Falconer address end users’ long term profits will result.”
disconnected because of a service healthy, competitive industry. It cost concerns. “Among our
provider’s failure, they will simply doesn’t necessarily follow and recent launches you’ll find a fully The industry is concerned with
go back to BT for good. There is while large enterprises can lobby managed hosted fixed line service green issues and cost containment
an urgent need for the channel for themselves, small businesses, the that has the full works including and Gamma Telecom is a
to police itself before others do. channel and the operators that bundled-in minutes,” said Falconer. significant carbon neutral green
The travel industry, for example, supply them, can find themselves “Coming soon is a BrandBuilder minute provider. “Our infrastructure
has ABTA protection. I don’t know without a voice and dealing with mobile service aimed at mobile investment has taken a large
exactly how our system would an increasingly de-regulated BT. The dealers that will give them full chunk out of an annual £600k
play out, but I am convinced we way re-regulation of 0870 numbers ownership of their customers rather electricity bill and we have offset
should be doing something.” has been handled is a good than just working on commission. the balance against environmental
example. It’s worth remembering We’ll organise everything from projects in India and China. Cost
He speaks from experience. Last that regulators are part of provisioning to cash collection so pressures make life difficult for
month, Gamma and BT led the government and government that dealers with no billing engine everyone. If you have a problem
winding up of Global Telecoms and always has an eye on an easy vote.” or access to substantial credit do talk to your network supplier.
Technology leaving 1,500 businesses lines, can operate on a higher It works because we have been
to change supplier very quickly or Falconer remains convinced, level to really build value. We’ve able to work together with at
be disconnected. “We had to act, however, that he’s in a great also introduced a compelling low least one partner to keep him
however reluctantly, and we did business. “The channel’s strength cost fixed to mobile price of 3p. afloat and subsequently help
alert end businesses to the problem, is its ability to concentrate on the him exit with a profitable sale.”
but inevitably not everyone took concerns of the SMEs that drive “We are trialling our next Inbound
protective action in time,” said the UK economy. The successful application that enables a small Falconer remains an optimist. He
Falconer. Among the consequences channel operator doesn’t just sell business with a standard landline concluded: “We are closing this
were a Radio 4 discussion, a BBC a bland commodity package. to present itself as a much larger year’s books on a higher EBITDA,
website report and scrutiny from He tends to acquire an expertise enterprise. Calls can be queued positive cash flow and minimal
several MPs – all of which created in vertical markets such as law, in the network, presented with an debt. Not bad in this market.”
n
bad press for the channel. education or retail, or builds
on a strong local presence
Falconer has reservations about where he is the natural, trusted, There is an urgent need
Ofcom’s consumer-centric directly available supplier.”
approach. “This requires that all
for the channel to police
decisions have to be taken in Gamma’s services are tailored to
itself before others do
the consumer interest with the identifiable needs and according
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34 COMMS DEALER APRIL 2009 www.comms-dealer.com
PG 34 Gamma.indd 1 25/3/09 10:36:37
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