Partnering with
With over 500 channel partners, Gamma knows what makes a reseller tick. We talk to Richard Bligh about a new service wrap that reaches out to a broad channel base, and hear how Gamma are helping channel partners grow their businesses.
New back offi ce and support facility lets resellers focus on core competences
This month sees Gamma launch a new white box service called Simplicity. Through it, Gamma offers a complete back offi ce and support facility for channel partners looking for a new business model. The service wrap is available across Gamma’s entire range of services from CPS to Inbound to SIP Trunking and provides the reseller with the ability to produce end users bills and collect payment from their end users through Direct Debit, as well as full provisioning and fi rst and second line support all of the services.
“The supply chain consists of many elements and we’ve found that channel partners have differing levels of expertise in house,” says Richard Bligh, Marketing Director at Gamma. “Many resellers are totally focussed on selling, and that is what they are good at. Others are new to voice and require assistance in areas they are unfamiliar with. Simplicity appeals to such resellers and allows us to broaden the channel we address.”
So specifi cally which type of channel partner will benefi t from the new service wrap?
54 | COMMS DEALER | JUNE 2010
● Resellers new to voice applications or who are starting out and do not want to invest in system specialities and skills –there are a lot of IT Resellers who want to grow their revenues and own more of their customers spend without making the investment in the technical skills required to support new applications such as hosted telephony
● Dealers who are growing and want to make the next steps in becoming a reseller but want to make the process as risk-free as possible
● Resellers who are smart enough to realise they can outsource certain parts of their business to their fi nancial advantage
The value chain diagram shown here highlights the various elements in delivering voice services to end users – with Simplicity, Gamma provide all the elements in orange and red, leaving the channel partner to focus purely on the sale.
What makes a successful Channel Partner?
With over 500 channel partners supplying their products and services, Gamma understands what makes a successful channel partner:
www.comms-dealer.com
● Driven and passionate owners that are always looking for new angles, stories or products
● A business prepared to cannibalise its existing customers
● Resellers with a particular market strength, whether it is geographical, vertical or with another specifi c focus
● Loyal and demanding resellers who challenge are usually those who are thinking thoroughly
● Process oriented – those who get it right fi rst time by being thorough – even at the cost of being late - rather than those who rush into taking on a new solution and then get it wrong.
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